Download or read book The Role of Buyer seller Relationships and Service Quality in Business to business Services Marketing microform written by Douglas Bowman and published by Ann Arbor, Mich. : University Microfilms International. This book was released on 1993 with total page 207 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 Springer Science & Business Media. This book was released on 2012-12-06 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ellen Roemer analyzes the flexibility trade-off in buyer-seller relationships. She investigates how relationships should be managed when there is behavioral and environmental uncertainty.

Download or read book Buyer Seller Interaction Patterns During Ongoing Service Exchange written by Wendy Van der Valk and published by . This book was released on 2007 with total page 323 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Relationship Marketer written by Søren Hougaard and Mogens Bjerre and published by Samfundslitteratur. This book was released on 2009 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Social Selling in the B2B Service Industry Opportunities and Risks written by Jasmin Armbruster and published by GRIN Verlag. This book was released on 2021-08-31 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2021 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,3, University of Applied Sciences Münster (Wirtschaft), course: Business-to-Business Marketing & Service Marketing, language: English, abstract: This paper deals with the question, what impact millenials' generational characteristics do have on the effectiveness of a Social Selling approach of a service company selling to B2B prospects. Research shows a convergence of business-to-consumer (B2C) and business-to-business (B2B) purchasing behaviour. Likewise, managers and employees search for information, check reviews and testimonials of sellers and their products online. To react to these changes, the sales process (SP) must be digitalised to serve the needs of today’s buyers. This transformation is particularly driven by millennials, since this generation forms the major part of today’s workforce . To get attention from millennials, service providers must rethink the traditional SP and use Social Media to respond to changing customer demand and behaviour.

Download or read book Exploring the Role of Customer Value Change and Relationship Adaptation in Global Business Services written by and published by . This book was released on 2007 with total page 345 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global business executives recently highlight the importance of understanding the sources of value creation for customers around the world. Beyond a push to better grasp what customers currently value, firms interact with dynamic customers whose needs do not stand still. In response, managers are searching for innovative ways to sense ongoing changes in customers' desires and effectively adapt their company's value propositions. Yet, an extensive research review suggests there is little, if any, evidence that managers can rely on to understand how business customers are changing what they value across global markets - or what these changes mean for fostering loyalty in those relationships. This global study responds to these challenges through exploring the sources of value creation and the effects of value change for 939 customers of business services in the United States, Sweden, India, Singapore, and the United Kingdom. A theoretical framework is proposed that builds on research in customer value, international buyer behavior, and buyer-seller relationships and tests 22 hypotheses across three models. Two new constructs are developed, value change responsiveness and value change anticipation, which demonstrate significant effects on customer value. Significant results and close fit across three models tested with structural equation modeling generate a number of interesting implications for global and domestic managers. For executives and strategists who are concerned about growing a profitable base of loyal customers, this study provides insights for how customers in different market segments around the world are changing what they value, and specifically the role that this change plays in their perceptions of satisfaction and loyalty.

Download or read book Business to Business Buying Behavior written by Louise Voigt and published by GRIN Verlag. This book was released on 2012-11-28 with total page 62 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bachelor Thesis from the year 2012 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,3, Christian-Albrechts-University of Kiel, language: English, abstract: Selling and buying behavior in business to business markets has rapidly changed over the past decades as markets become more competitive, technology evolves fast and customer expectations have changed. Thus, the focus changed from the buyer or seller to being the sole individual responsible for handling business relationships. Nowadays, everybody in a company who can provide an input to the process is actively involved as the boundaries of different horizontal and vertical levels are fading which used to determine the scope of responsibility in the past. Therefore, the general terms of ‘Buying Center’ and ‘Selling Center’ have become important as they define the people being involved in a purchase. The aim of this dissertation is to provide an overview of the significant determinants of a buying and a selling center, the roles the individuals play in a purchase and the influences on buying and selling behavior on different levels. Additionally, the buying and selling process and the collaboration of the respective centers in the process are being considered. The first chapter focuses on the major changes of selling and buying in the past decades. Chapter three provides the general definitions of B2B markets, the goods being purchased and the terms of buying and selling centers. In addition, the major characteristics that determine a buying situation are being described. In the subsequent chapters, buying and selling behavior is being analyzed separately. Hence, chapter four outlines the roles in a buying center and analyzes who is likely to occupy these roles. After that, a model of the buying decision process is established to illustrate who is involved at which stage. With the purpose of surveying the preliminarily established assumptions of buying behavior, an interview with a buyer is conducted. At the end of the fourth chapter, the findings are summarized and implications for further research are provided. The fifth chapter elaborates the selling side of a purchase. Implications from the fourth chapter are included as the roles of the selling center and the seller’s decision process are depicted. Subsequently, analogue to the previous chapter, theory is revised on the base of an interview with a selling agent. In the sixth chapter the two sides of a purchase and their members are considered jointly. Concluding, the key findings are outlined, implications for the management are evolved and recommendations for potential future research are made.

Download or read book Building Buyer Relationships written by Daragh O'Reilly and published by Trans-Atlantic Publications. This book was released on 1995 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Customer Processes in Business to Business Service Transactions written by Janine Frauendorf and published by Springer Science & Business Media. This book was released on 2007-12-08 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: Janine Frauendorf analyzes how customer processes can be used to optimize the overall service process. Her focus is on the service blueprint: Originally a tool for the design and optimization of the service operator’s internal process, it is now extended taking into account the customer process aspect. She presents significant implications for services research and helpful suggestions for business practice.

Download or read book From Products to Services written by Laurie Young and published by John Wiley & Sons. This book was released on 2008-08-06 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: During the last thirty years, a wide range of product companies throughout the Western economies have considered moving into or setting up service businesses. Some have rejected the idea after careful consideration, some have wandered into competitive services without any real idea of what is involved and others have deliberately executed a carefully considered strategic manoeuvre. Included in this debate are some of the most famous business names in the western world: Unisys, Ericsson, Michelin, Nokia and HP. For IBM it was Lou Gerstener’s ‘big bet’; at GE it was one of former CEO Jack Welch’s ‘four major strategies’ and, at General Motors, the financial services arm was its most profitable business for many years. Yet very little has been published on this profound transition. As a result, myths and idiocies abound. Some routinely claim that the ‘evolution from products through services to solutions’ is inevitable. Others think that manufacturing is being outsourced to China and India while American or European teenagers face a career in hamburger stalls. The truth is much more fascinating. To succeed in a service business, most functions of a product company need to change. Operations, management, recruitment, finance, sales, new product development and marketing must all be adjusted. So the move into service therefore involves huge risk caused by disruptive and radical change. What has pushed realistic business people in such widely different industrial sectors to take so large a risk? Does their experience contain lessons or warnings for others? Is the trend likely to continue and affect other parts of the world as their economies develop? Will India, China or other developing economies need to learn how to export service once their manufacturing industries mature? Written by a successful businessman who has been at the heart of these changes in several companies and, with case studies from companies like IBM, Unilever, BT, Michelin, Ericsson and Nokia, this book explores the experience of those who have made the transition; and some who have resisted it. It covers in depth subjects such as: strategic focus, change management, service operations, branding a service business, service sales and service marketing. It is the first major work on this subject. "This book is a ‘must read’ for those considering the plunge into service growth and innovation. Even those companies that have already taken the plunge will gain fresh perspective" —Jim Spohrer, Director, IBM Almaden Research Centre, USA "Laurie Young details in very practical ways the reasons and methodologies for change ... I would recommend this book to every one of my customers." —Douglas Morse, Managing Principal for the Services Transformation and Innovation Group LLC "I am thrilled with the publication of this much needed book. In my work with businesses around the globe, I find that grappling with the challenge of transforming a company from products to services is a compelling priority for increasing numbers of firms." —Stephen W. Brown, PhD, Carson Chair, Professor and Executive Director, Center for Services Leadership, W. P. Carey School of Business, Arizona State University

Download or read book Changing Market Relationships in the Internet Age written by Jean-Jacques Lambin and published by Presses univ. de Louvain. This book was released on 2013-04-03 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: This essay attempts to structure a forward-looking approach to the evolving role of marketing in today's economy. Many organisations today recognize the need to become more market responsive in the global and interconnected market in which they operate.

Download or read book Strategic Customer Management written by Nigel F Piercy and published by OUP Oxford. This book was released on 2009-03-12 with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.

Download or read book Business Relationship Management and Marketing written by Michael Kleinaltenkamp and published by Springer. This book was released on 2016-08-23 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Relationship management, key account management and customer orientation are concepts that have become central to modern management. This book is dedicated to illustrating and reflecting these concepts and their corresponding methods and instruments in depth. It is thereby focused on the business-to-business realm and equally applies to traditional industrial markets as well as to business-to-business services. Contributions include state-of-the-art research results that are conveyed in a comprehensible fashion to be applied in both executive education as well as in practice.​

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 Assessing Return on Marketing Contacts in B2B Market written by Man Luo and published by . This book was released on 2009 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Role of the Salesperson in Building Trust and Collaboration in Buyer Seller Relationships written by Mahesh Srinivasan and published by . This book was released on 2012 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this paper, the impact of the antecedents of trust including the buyer's perception of equity with the salesperson and salesperson benevolence on development of trust in a buyer-salesperson relationship is examined. The moderating roles of supply risks on this association are also examined in the context of established business-to-business buyer-salesperson relationships. Further, a positive relationship between the buying firm's trust in a supplier's salesperson and the development of trust in that supplier is hypothesized. Also, it is hypothesized that this development of trust within the supply chain relationship will ultimately lead to collaboration within the supply chain. The theoretical and practical ramifications of these findings and future avenues of research are also discussed.

Download or read book Understanding Value in B2B Buyer seller Relationships written by and published by . This book was released on 2007 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: