Print Print

Paul Schurr

Visiting professor , Ph.D.
Paul Schurr


Department of Marketing
Solbjerg Plads 3C, 3.sal
2000 Frederiksberg C
Denmark
Tel.: +45 3815 2100
Fax:+45 3815 2101
E-mail: paul.schurr@yahoo.com



Link to this homepage: uk.cbs.dk/staff/Paul_Schurr

Affiliated with Center for Business Marketing and Purchasing, BMP

Primary research areas

  • Business to business negotiation
  • Business to business marketing


Selected publications

Schurr, Paul H., Laurids Hedaa, and Jens Geersbro, (in press), “Interaction Episodes as
Engines of Relationship Change,” Journal of Business Research.
Schurr, , Paul H. (2007), "Buyer-Seller Relationship Development Episodes: Theories And
Methods," Journal of Business & Industrial Marketing, 22 (3), 161-70.
Schurr, Paul H., InduShobha N. Chengalur-Smith and Harry L. Pazer (2002), “Information
Quality and Online B2B Relationships,” Journal of Customer Behavior, Volume 1 (Winter),
pp. 377-394.
Schurr, Paul H. and Heiko R. Fischer (1996), "Marketing as Technology Transfer in
Developing European Markets," Journal of Euromarketing, 5, (No. 1), pp. 83-98.
Brucks, Merrie and Paul H. Schurr (1990), "The Effects of Bargainable Attributes and
Attribute Range Knowledge on Consumer Choice Processes," Journal of Consumer
Research, 16 (March), 409-419.
Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), "Developing Buyer-Seller
Relationships," Journal of Marketing, 51 (April), 7, 11-27.
Schurr, Paul H. (1987) "The Effects of Gain/Loss Decision Frames on Risky Purchase
Negotiations," Journal of Applied Psychology, 72 (August), 351-358.
Schurr, Paul H. and Bobby J. Calder (1986), "Psychological Effects of Restaurant Meetings
on Industrial Buyers," Journal of Marketing, 50 (January), 87-97.
Edited version reprinted in Sales Manager's Bulletin (1988), Waterford, CT: Simon &
Schuster, Inc.
Schurr, Paul H. and Julie Ozanne (1985), "Influences on Exchange Processes: Buyers'
Preconceptions of a Seller's Trustworthiness and Bargaining Toughness," Journal of
Consumer Research, 11 (March), 939-953.
Schurr, Paul H., Louis Stone and Lee Ann Beller (1985), "Effective Selling Approaches to
Buyer's Objections," Industrial Marketing Management, 14, 195-202.

Chapters in Research Books:

Schurr, Paul H. (1987), "Evolutionary Approaches to Effective Selling," Advances in
Business Marketing, Vol. II, Arch G. Woodside, ed., Greenwich, CT: Jai Press, 55-80.
Calder, Bobby J. and Paul H. Schurr (1981), "Attitudinal Processes in Organizations,"
Research in Organizational Behavior, Vol. 3, L. L. Cummings and B. M. Staw, eds.,
Greenwich, CT: Jai Press, 283-302.


Last updated by Anne Overgaard Jørgensen 05/05/2008