Download or read book The Importance of Relationship Value for the Stability of Cooperative Buyer seller Relationships in Industrial Markets written by and published by . This book was released on 2001 with total page 23 pages. Available in PDF, EPUB and Kindle. Book excerpt: La valeur de la relation est un des éléments clés du marketing relationnel. Pour cette raison, ce pa[p]ier a pour objectif de mesurer une relation de coopération entre client et fournisseur. Sur un autre plan, il s'inscrit sur le cadre théorique concerna[n]t la stabilité de la relation. Cette recherche est basée sur un échantillon de 309 managers d'entreprises autrichiennes, acheteurs et marketers. Cette recherche, montre que la valeur d'une relation de coopération est déterminée plus par les bénéfices que la relation engendre que par les coûts. En outre, il est important de souligner que le management de la valeur de la relation coopérative peut être considéré comme un élément déterminant de la stabilité de la relation.
Download or read book Building and Sustaining Buyer seller Relationships in Mature Industrial Markets written by Das Narayandas and published by . This book was released on 2003 with total page 48 pages. Available in PDF, EPUB and Kindle. Book excerpt: Much of the empirical research in relationship management in industrial markets has taken a snapshot of a relationship at a given time and speculated about "how did it get here?" and "where can it go?", this despite researchers' unanimous agreement that adopting a longitudinal perspective and focusing directly on process models better answers such questions. We use a longitudinal, field investigative approach to study the evolution of three industrial buyer-seller relationships characterized by varying degrees of initial asymmetry that evolved in dramatically different ways over time. Based on our findings, we advance a set of nine propositions that elucidate five important processes that affect the initiation and subsequent evolution of industrial buyer-seller relationships in commodity markets. Moreover, we find that less powerful firms can structure and thrive in equitable relationships with more powerful partners because the effect of imbalances created by initial asymmetries can subsequently be diluted through the development of high levels of inter-organizational commitment and inter-personal trust across the dyad.
Download or read book The Buyer s Perspective of Cooperative Buyer supplier Relationships in Industrial Markets written by Gregory Burnis Turner and published by . This book was released on 1996 with total page 306 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 160 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 Proceedings of the 1993 World Marketing Congress written by M. Joseph Sirgy and published by Springer. This book was released on 2015-06-20 with total page 674 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 1993 World Marketing Congress held in Istanbul, Turkey. The focus of the conference and the enclosed papers is on marketing thought and practices from a global perspective. This volume resents papers on various topics including marketing management, marketing strategy, and consumer behavior. 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, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
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 The Dynamics of Buyer seller Relationships in Industrial Markets written by A. F. Blackaby and published by . This book was released on 1982 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Industrial Buyer Supplier Relationship written by M. Sadiq Sohail and published by . This book was released on 2015 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt: This paper examines buyer-seller relationships in the industrial environment of Saudi Arabia. A model is developed, which focuses on the relationship between long-term relationship, dependence and trust; the antecedents of trust and dependence. Empirical research is used to test the hypotheses developed. Results based on a survey of purchasing managers from small to medium-sized firms in Saudi Arabia reveal that trust and dependence of Saudi buyers is positively related to sellers' long-term relationship. The findings of this study have implications on the manner in which critical function as procurement can be better performed in the Saudi market.
Download or read book Buyer seller Relationships written by Ian Hughes Jones and published by . This book was released on 1988 with total page 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 Business Relationships for Competitive Advantage written by A. Cox and published by Springer. This book was released on 2003-12-19 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides the first summary and critical appraisal of the thinking that currently informs the management of business relationships, from the perspectives of both the buyer and supplier. The authors argue that these approaches are one-dimensional and instead recommend a more holistic approach based on power, interaction and portfolio perspectives. The book provides evidence of how relationships can be aligned and misaligned in practice, using eighteen examples drawn from a variety of business cases and circumstances.
Download or read book Interaction Strategies for the Management of Buyer seller Relationships in Industrial Markets written by N. C. G. Campbell and published by . This book was released on 1983 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Dissertation Abstracts International written by and published by . This book was released on 1987 with total page 516 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Industrial Networks written by Dharma Deo Sharma and published by JAI Press(NY). This book was released on 1993 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Buyer supplier Relationships in International Industrial Markets written by Hyun-Young Byun and published by . This book was released on 1990 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Effects of Situational and Dispositional Motivation on the Initiation of Cooperative Tactics in Buyer seller Relationships written by Ellen Bolman Pullins and published by . This book was released on 1996 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: Abstract: Because relationship marketing is a pervasive concept in the marketing literature, there is a need to systematically evaluate individual differences in who can best initiate cooperative relationships, as well as the situational factors that increase the likelihood of their initiation. This research takes the perspective of relationship initiation as a negotiation in which integrative (win-win) tactics increase the likelihood of continued cooperation. The focus is on how negotiating may result in the transition from an exploration phase in relationship development to an expansion phase. Ultimately, the goal is to understand how individual differences and situational characteristics interact to determine the use of integrative tactics, higher relationship satisfaction and joint profits.
Download or read book Mutual Cooperative and Employee Owned Businesses in the Asia Pacific written by Chris Rowley and published by Routledge. This book was released on 2017-10-02 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 25 years leading up to the international financial crisis have been depicted as ‘capitalism unleashed’, containing deregulation, privatisation, demutualisation and financialisation. Yet remarkably, given this economic and political context, co-operatives and mutuals appear to have been gaining ground in many countries, albeit modestly, even before the international financial crisis and the resulting global recession, from which the global economy is still only slowly recovering. The 2007-2008 international financial crisis called into question how appropriate the shareholder-owned model is, certainly if it is allowed to dominate the financial services sector. However the International Co-operative Alliance is determined to make the mutual and co-operative sector of the economy a dynamic, sustainable and increasingly important sector of the global economy. This book looks at the contribution of co-operative, mutual and employee-owned firms to the Asia Pacific economy - both currently and prospectively – and the challenges the standard ‘Western’ model faces regarding employment and output. It also looks at the role of Governments, the nature of co-operatives in China and the role of the state, and the future prospects for cross-border growth of co-operative and mutual business within Asia Pacific, and more widely. This book was originally published as a Special Issue of Asia Pacific Business Review.
