Download or read book Buyer seller Interactions written by Peter H. Reingen and published by . This book was released on 1981 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book An Empirical Study of Buyer seller Relationships in U S Manufacturing Firms written by Robert Landeros and published by . This book was released on 1988 with total page 406 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book A Study of the Buyer seller Relationship written by Shiv Kumar Arora and published by . This book was released on 1975 with total page 432 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book A study of the buyer seller relationship buyer influence and new product selection criteria in the adoption of new products by a supermarket with a buyer merchandiser committee written by Shiv K. Arora and published by . This book was released on 1990 with total page 376 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Flexibility in Buyer Seller Relationships written by Ellen Roemer and published by Deutscher Universitätsverlag. This book was released on 2004-09-29 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foreword Long-term buyer-seller relationships are a real and important phenomenon in business-to business markets. Since the consequences for the parties to a relationship heavily depend on the management of these relationships, research becomes increasingly intensive to explain the real phenomenon of buyer-seller relationships. On the one hand, the objective is to determine when relationships are a reasonable form of coordination in markets. On the other hand, the management of the relationship itself is in the focus of the analysis. Transaction Cost Economics (TCE) has been proven a fruitful theoretical approach explaining both research objectives. TCE provides not only insights in which situations relationships are economically reasonable but also which activities are appropriate to protect ex post benefits on both sides of the relationship from an ex ante perspective. In relation to the second research objective of the buyer-seller relationship manage ment, safeguarding mechanisms - protection against opportunistic behavior - were in the center of the analysis in the business-to-business relationship literature. In contrast, the flexibility to react to changing environmental conditions was largely neglected in buyer seller relationship management. The reason for this one-eyed perspective can be traced back to the comparative static approach as proposed by TCE comparing the efficiency of different coordination forms at one point of time. Intuitively it becomes clear that con tractual safeguards to limit behavioral uncertainty do not only provide advantages but also reduce the repertoire of the parties to react to future, unexpected developments.
Download or read book A Study of the Buyer seller Relationship Buyer Influence and New Product Selection Criteria in the Adopion of New Products by a Supermarket with a Buyer Merchandiser Committee written by Shiv Kumar Arora and published by . This book was released on 1900 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Understanding Business Markets written by IMP Project Group and published by . This book was released on 1990 with total page 556 pages. Available in PDF, EPUB and Kindle. Book excerpt: Manual sobre las operaciones de marketing donde se analizan los conceptos básicos, el desarrollo de estrategias, el marketing internacional, la interacción y las redes entre las actividades de negocios de compra y venta y las relaciones de mercado en un contexto internacional.
Download or read book Reverse Marketing written by Michiel R. Leenders and published by New York : Free Press ; London : Collier Macmillan. This book was released on 1988 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Dependence in Buyer Supplier Relationships written by Tobias Mandt and published by Springer. This book was released on 2019-03-01 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: Organizations frequently rely on the support of external parties to access necessary resources. In many cases, the resulting buyer-supplier relationships last for decades; some might even become indispensable for one or both parties in achieving its desired business goals. These dependencies between organizations are ubiquitous. This book focuses on such instances, discussing them in a cumulative manner: It begins with an introduction of previous research on the issue, before empirically explaining the emergence of dependencies, their different forms of existence and management approaches as well as its development over time. This book is of special interest for scholars focusing on dyadic partnerships within the domains of industrial marketing, supply chain management or strategic purchasing. Practitioners involved in managing long term buyer-supplier relationships in goods- as well as service-oriented industries might find it insightful as well.
Download or read book Dynamics of Buyer seller Relationships in Industrial Markets written by John O'Keeffe and published by . This book was released on 2005 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2024-09-16 with total page 1455 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.
Download or read book Advertising and the Buyer seller Relationship written by David Lowe Watson and published by . This book was released on 1968 with total page 16 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Download or read book An Exploratory Study of Trust in Buyer seller Relationships written by Reed Kenneth Holden and published by . This book was released on 1994 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Communication of Information Technology Project Sponsors and Managers in Buyer Seller Relationships written by Ralf M]ller and published by Universal-Publishers. This book was released on 2003 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Communication is frequently identified in the literature as a major factor impacting Information Technology (IT) project failure. The importance of communication is amplified in buyer - seller relationships through the long-term impact of project failures on the future business of IT vendors with their customers. The formal communication between IT project sponsors from buyer firms and project managers from IT vendor firms within business to business markets is investigated through this study. Typical communication patterns between project sponsor and manager in high and low performing projects are identified. The antecedents of these patterns are assessed and the effectiveness of project sponsor - manager communication investigated. A multi-method approach is used with a quantitative analysis of a worldwide survey with 200 responses, followed by a qualitative analysis of three interviews with pairs of project sponsor and manager, each pair from the same project. Results show that project sponsors expect more analytic and verbal communication from project managers. A model shows the development from frequent informal communication to formal communication between project managers and sponsors. A second model shows how communication in high performing projects is determined by the level of collaboration between project managers and sponsors, as well as the degree of structure in project execution. Effectiveness of project sponsor and manager communication is found to be decreased through written statements about recent achievements, and increased through face-to-face meetings of the parties. A series of recommendations is provided to improve project sponsor - manager communication.
Download or read book The role of Guanxi in buyer seller relationships in China written by Hualiang Lu and published by BRILL. This book was released on 2023-08-28 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Using social, organisational and economic theories, this book develops an integrated research framework to demonstrate the effects of Chinese traditional guanxi networks on modern business relationships and market performance. It also compares the effects of guanxi networks between upstream and downstream partnerships and between traditional and high-value market outlets. It is recognised that quality and safety issues are the major constraints for Chinese vegetables entering into international markets. Primary producers face several bottlenecks such as small production scales, lack of market information and low negotiation power which leads to their exclusion by high-value market outlets such as supermarkets and international markets. Processing and exporting companies, on the other hand, experience instable delivery and inconsistent quality supply. As a result, they remain low-cost exporters in a low-quality segment of international markets. Different solutions for small-scale vegetable farmers, processing companies, exporting companies, and supermarkets in optimising their business performance are also covered. This book is of interest to professionals and practitioners involved in the design, management and assessment of national and international supply chains for perishable products in particular in transition economies."
Download or read book Marketing Opportunities and Challenges in a Changing Global Marketplace written by Shuang Wu and published by Springer Nature. This book was released on 2020-06-15 with total page 701 pages. Available in PDF, EPUB and Kindle. Book excerpt: This proceedings volume explores marketing opportunities and challenges that exist in the current, fast-changing landscape of the global marketplace. Current global issues such as the rising middle class in emerging markets, disruptive technological breakthroughs, big data analytics, changing consumer habits and concerns over national trade policies have renewed ethical concerns around consumer privacy and the tools companies use to operate, market to, connect and build a relationship with their customers. Featuring the full proceedings from the 2019 Academy of Marketing Science (AMS) Annual Conference held in Vancouver, Canada, this book explores and assess the rate of change that drives companies to evaluate and adapt their marketing strategies to remain competitive. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses, and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complementing the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review (AMSR). Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
