An exploration investigation on the role of industrial market information on the success of negotiations

Information plays an important role on having crystal clear image about market. A good awareness about products, vendors, new rivals, etc. always helps us offer better prices and reach better agreements. This paper presents an investigation on the role of industrial market information on the success of negotiations. The proposed study designs a questionnaire in Likert scale consists of 22 questions, distributes it among 228 Iranian experts and analyzes it based on principal component analysis. During the survey, the numbers of questions are reduced to 17. Cronbach alpha is calculated as 0.86 and Kaiser-Meyer-Olkin Measure of Sampling Adequacy and Approx. Chi-Square are 0.773 and 745.8, respectively. Based on the results of our survey, we have derived six factors including human resource management, integrated strategy, organizational software packages, communication factors, penetration factors, past perception and assessment process.