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Nichol, Jamie. "Buyer & Seller." Mechanical Engineering 131, no. 02 (February 1, 2009): 36–37. http://dx.doi.org/10.1115/1.2009-feb-5.
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This review discusses that an effective relationship with a respectable supplier can be a considerable strategic asset to a business. It can reduce cost, improve quality, and increase production volumes. In an effective relationship, a supplier can be a valuable source of expertise, contacts, and ideas. An effective relationship is a two-way street, benefiting both buyer and supplier. As with most things, while there might not be a single best way to create a healthy supplier relationship, there is an infinite variety of ways to foster a bad relationship. Feedback from someone in the business can be very valuable, and changing a part design to fit a supplier’s processes can create value for seller and buyer. Knowledgeable, reputable suppliers provide expertise, and understand the strengths and limitations of their processes. A solid supplier network, like a well-trained staff, is a valuable asset. Also, exceptional suppliers, like exceptional employees, cost less in the long run, even if they do not cost the least up front.
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J. Hoppner, Jessica, David A. Griffith, and ChangSeob Yeo. "The intertwined relationships of power, justice and dependence." European Journal of Marketing 48, no. 9/10 (September 2, 2014): 1690–708. http://dx.doi.org/10.1108/ejm-03-2013-0147.
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Purpose – The purpose of this study, drawing from exchange theory, is to examine how the intertwined relationships between power, justice and relative dependence influence relationship performance in buyer – seller relationships. Design/methodology/approach – A two-wave structural equation model with latent variable interactions was estimated on a dataset of 283 buyer – seller relationships. Findings – Exercised coercive and reward power follow different processes, direct and indirect, to influence relationship performance. The use of coercion was found to be substantively more detrimental to the buyer – seller relationship than the use of rewards were beneficial. Relative dependence tempers the negative influence of coercion. Research limitations/implications – Managers of buyer – seller relationships need to be judicious in their use of coercion and rewards. In their efforts to manage relationship performance, whenever possible, managers should seek to avoid punishing their partner more so than they should seek to reward them. Originality/value – Although proposed under a single theoretical perspective, power and justice have developed as separate streams within the extant literature. Examining these constructs together can increase the current understanding of how to manage buyer – seller relationships.
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Choi, Yonghoon, Ying Huang, and Brenda Sternquist. "The effects of the salesperson’s characteristics on buyer-seller relationships." Journal of Business & Industrial Marketing 30, no. 5 (June 1, 2015): 616–25. http://dx.doi.org/10.1108/jbim-03-2012-0037.
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Purpose – This paper aims to examine the influence of the salesperson’s characteristics (organizational commitment [OC] and disposition to innovate) on buyer’s behaviors in buyer – supplier relationships. A model is proposed depicting the effects of the salesperson’s OC and disposition to innovate on buyer’s long-term orientation and opportunism through partner-specific value to the buyer. Design/methodology/approach – Data were collected from 155 sales professionals of Japanese manufacturers. Structural equation modeling was used to analyze the data. Findings – As predicted, the salesperson’s OC and disposition to innovate enhance buyer’s long-term orientation through providing partner-specific value to the buyer, and in turn, buyer’s long-term orientation mitigates opportunism. Practical implications – The salesperson plays an important role for developing and maintaining Buyer-seller relationships. Based on authors’ results, firms should promote salespeople’s OC because a highly committed salesperson is likely to be more innovative when managing the relationship with the buyer and, in turn, increase the relationship-specific value to the buyer. Originality/value – This study makes two contributions to Buyer-seller relationship literature. First, previous studies on the salesperson focus on the social aspects in the relationship. This study, however, examines the salesperson characteristics in the exchange, and the results reveal the importance of including the salesperson characteristics in studying Buyer-seller relationships. Second, this study proposes the salesperson’s partner-specific value as a key boundary-spanning aspect mediating the salesperson characteristics and buyer’s behaviors in Buyer-seller relationships. The results confirm the argument, thus providing impetus for further studying different types and dimensions of transaction-specific assets in Buyer-seller relationships.
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Utami, Hesty Nurul, Dini Turipanam Alamanda, and Risma Muhamad Ramdani. "FACTORS DETERMINING BUYER-SELLER RELATIONSHIPS: EMPIRICAL RESULTS FROM AN AGRIBUSINESS PERSPECTIVE." Sosiohumaniora 24, no. 1 (March 2, 2022): 140. http://dx.doi.org/10.24198/sosiohumaniora.v24i1.29201.
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Continuous development of the Indonesian agri-food retail in the past decades has shown an evolutionary way on how the buyer and seller build their interaction during the exchange transaction process. It shows the significance of beneficial buyer-seller relationships in the shifting from traditional food retailing model to modern food retailing model, including in developing economy context. The study aims to investigate the factors affecting the buyer-seller relationship concept to access the modern market from the farmer producer perspective in the setting of an emerging market. This study surveyed 75 respondents of vegetable farmer group members located in a vegetable cluster in West Java, Indonesia. An explanatory quantitative method with Confirmatory Factor Analysis (CFA)was used for the data analysis. The findings verified four primary factors that can explain the B2B buyer-seller relationship of farmers deciding to partner with modern retailers such as supermarkets, which consists of trust, loyalty, relationship commitment, and business communication. The findings propose a further understanding related to the factors that influence the buyer-seller inter-relationships in the B2B context of the agriculture sector.
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Smith, J. Brock. "Buyer-Seller relationships: Similarity, relationship management, and quality." Psychology and Marketing 15, no. 1 (January 1998): 3–21. http://dx.doi.org/10.1002/(sici)1520-6793(199801)15:1<3::aid-mar2>3.0.co;2-i.
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Kim, Kyunghee, Min Sung, and Gang Ok Jung. "Revisiting TSI: How TSI Contributes to the Buyer-Seller Relationship." Journal of Marketing Thought 01, no. 04 (February 14, 2015): 10–21. http://dx.doi.org/10.15577/jmt.2015.01.04.10.
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Mora Cortez, Roberto, and Wesley J. Johnston. "How to recover B2B relationships after a failed online reverse auction." Journal of Business & Industrial Marketing 35, no. 3 (June 3, 2019): 551–63. http://dx.doi.org/10.1108/jbim-02-2019-0095.
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Purpose This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyer–seller relationship. Design/methodology/approach The authors developed a further understanding of reverse auctions through the examination of a longitudinal case study in the mining industry based on grounded theory. Findings The study indicates that losing a reverse auction is not a death sentence for the current supplier. Four factors influence the potential scenarios: buyer factors, supplier factors, buyer–seller factors and contextual factors. If the overall evaluation favors the current buyer–seller relationship, the supplier can continue the business interaction by full renegotiation or discrete step-by-step reconsideration. Conversely, the buyer–seller relationship would reach a state of dissolution. Originality/value This manuscript contributes to the understanding of reverse auction, an under-researched theme in organizational buying behavior theory. This paper is the first attempt to link buyer–seller relationship dissolution and reverse auctions. The authors suggest that more academic endeavors are needed to study online reverse auctions.
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ESMAEILI, MARYAM, PRAKASH L. ABAD, and MIR-BAHADOR ARYANEZHAD. "SELLER-BUYER RELATIONSHIP WHEN END DEMAND IS SENSITIVE TO PRICE AND PROMOTION." Asia-Pacific Journal of Operational Research 26, no. 05 (October 2009): 605–21. http://dx.doi.org/10.1142/s0217595909002353.
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In this paper, we consider a seller–buyer channel in which marketing expenditure is an endogenous decision for the buyer. We assume that both the unit marketing expenditure and the unit price charged by the buyer influence the end demand for the product. We model the seller–buyer relationship as a non-cooperative as well as a cooperative game. We investigate the non-cooperative game from two perspectives: the Seller–Stackelberg model and the Buyer–Stackelberg model. In the cooperative game, we provide a procedure for outlining Pareto efficient solutions. For each model, we present a numerical example as well as sensitivity analysis with respect to the two key parameters in the model.
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Dwivedi, Abhishek, Morgan Miles, Eddie Oczkowski, Jay Weerawardena, Lester W. Johnson, and Dean Wilkie. "Buyer–seller relational engagement and seller brand equity." Journal of Business & Industrial Marketing 35, no. 8 (December 9, 2019): 1311–22. http://dx.doi.org/10.1108/jbim-01-2019-0062.
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Purpose Relational engagement is offered as a framework to describe how buyers and sellers conduct exchange. Relational engagement is conceptualized as a higher-order construct comprising three dimensions: legal bonds, knowledge exchange and co-production. This paper aims to examine the efficacy of the construct by testing its influence on buyer–perceived seller brand equity. Design/methodology/approach An online survey of 401 US-based industrial buyers was conducted. Data were analyzed using structural equation modeling. Findings Empirical analysis supports the proposed conceptualization of relational engagement, as well as its influence on seller brand equity through influencing buyer-perceived relationship effectiveness. Practical implications Relational engagement offers a template to sellers for engaging organizational buyers. A relational engagement strategy has favorable implications for seller brand equity. Originality/value Relational engagement offers a comprehensive strategic perspective on inter-organizational exchange, moving beyond tactical approaches. The framework reflects the continuum of exchange, incorporating transactional-dominant and relationship-dominant forms of inter-organizational marketing practices.
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Smith, Brock. "Buyer-Seller Relationships: Bonds, Relationship Management, and Sex-Type." Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration 15, no. 1 (April 8, 2009): 76–92. http://dx.doi.org/10.1111/j.1936-4490.1998.tb00153.x.
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Claycomb, Cindy, and Gary L. Frankwick. "Buyers' perspectives of buyer–seller relationship development." Industrial Marketing Management 39, no. 2 (February 2010): 252–63. http://dx.doi.org/10.1016/j.indmarman.2008.08.004.
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Høgevold, Nils, Goran Svensson, and Carmen Otero-Neira. "Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective." Journal of Business & Industrial Marketing 35, no. 11 (April 21, 2020): 1685–700. http://dx.doi.org/10.1108/jbim-03-2019-0118.
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Purpose This paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies on buyer business relationships. Design/methodology/approach Based on a cross-industry sample of Norwegian companies with sales or marketing managers/directors or key account managers. Key informants were selected to participate who adhered to specific criteria, such as their designations should be sales or marketing managers/directors or key account managers. Findings Trust and commitment mediate between economic and non-economic satisfaction in seller business relationships in line with what has been previously tested and retested across contexts and through time in buyer business relationships. Research limitations/implications This study helps in establishing an extended foundation to assess the structural properties between economic and non-economic satisfaction, as well as trust and commitment, in business relationships based on seller and or buyer perspectives. Practical implications The tested seller business relationship research model provides a corporate foundation for assessing the seller perspective of business relationships. It also provides a corporate foundation for combining the seller perspective with that of the customer perspective. Originality/value To the best of the authors’ knowledge, it is the first study based on seller business relationships that validates the research model reported in multiple previous studies based on buyer business relationships.
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Kozlenkova, Irina V., Robert W. Palmatier, Eric (Er) Fang, Bangming Xiao, and Minxue Huang. "Online Relationship Formation." Journal of Marketing 81, no. 3 (May 2017): 21–40. http://dx.doi.org/10.1509/jm.15.0430.
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As online shopping evolves from being primarily transactional to being more relational, sellers aim to form online relationships. This article investigates online relationship formation, identifies the performance payoffs that result from forming different types of online relationships (unilateral vs. reciprocal), and tests the most effective relationship-building strategies. Study 1, based on a longitudinal buyer-level analysis of an online shopping community, reveals that buyers use community-, seller-, and buyer-generated signals to identify suitable relationship partners and reduce online shopping risk. These signals generally diminish in importance as buyers gain experience but become more important when buyers are forming reciprocal relationships. Study 2 evaluates the dynamic payoffs of online relationship formation (seller-level analysis) on sales; the effect on sales of reciprocal relationships is three times greater and lasts seven times longer than that of seller-initiated, unilateral relationships. Study 3 is a field experiment testing managerially actionable strategies for leveraging relationships to grow online sales. Tenets arising from differences between online and offline relationships, together with the results from the three studies, inform an emerging theory of online relationships.
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Theng Lau, Geok, and Mark Goh. "Buyer‐seller relationships in the PCB industry." Supply Chain Management: An International Journal 10, no. 4 (September 1, 2005): 302–12. http://dx.doi.org/10.1108/13598540510612776.
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PurposePrior research has suggested that the key to industrial purchasing success lies in the time development and maintenance of long‐term relationships between buyers and sellers. Good relational exchanges can lead to higher product quality and better coordination with the suppliers. As such, the purpose of this article is to explain how the change of these relationships over time is critical to successful purchasing, especially in understanding the factors that influence the relational change.Design/methodology/approachThree mini case studies are presented as an attempt to capture the subtle development of buyer‐seller relationships in the Asian printed circuit board industry. The approach used in this paper is to treat the relationship development as a process through time using Ford's model from 1980. Ford's model is appropriate as it allows the examination of time effects in relationships, factors influencing the change and the implications of having close linkages.FindingsInitial results suggest that technological, social, time and actual distances, other than the quality of the relationships, can impact relationship development.Originality/valueThe results of this study suggest that buyers should consider carefully the influence of the geographical proximity of suppliers. As such, buyers could seek the services of personnel or departments who are more attuned to the supplier's local culture.
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Clements, Michael Dj, David L. Dean, and David A. Cohen. "Proposing an operational classification scheme for embryonic cooperative relationships." Journal of Management & Organization 13, no. 1 (March 2007): 51–64. http://dx.doi.org/10.1017/s1833367200003904.
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AbstractSuccessful buyer/seller relationships have become recognised as essential for firms to remain competitive in the marketplace. Today's business climate encourages firms to not just compete on product or service attributes, but also on their ability to differentiate themselves from other firms. Supply chains provide firms this point of differentiation ensuring firms better competitive positioning as a result of being able to leverage themselves on the strengths of the supply chain, not just on the individual strengths of the firm. However, to maintain an effective role as a participant in a supply chain, firms must be able to develop and maintain cooperative relationships with other firms. In order to develop these relationships, firms need to be able to distinguish between different levels of relationship and be able to understand which relationships are worth developing further and which ones are not.Whilst supply chain literature acknowledges firm progression from transactional to relational exchange, there is less agreement of the number of levels of both buyer/seller relationships in this theoretical continuum. This article proposes a theoretical continuum of relationship levels based on cross discipline literature and identifies objective classification criteria for relationship levels from both the buyer and the seller. Economic, behavioural and relational research is collectively used to explain the complexity of the ever evolving nature of inter-firm relationships. The article concludes by establishing a research model that proposes these levels of relationships are identifiable for both the buyer and the seller.
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Clements, Michael Dj, David L. Dean, and David A. Cohen. "Proposing an operational classification scheme for embryonic cooperative relationships." Journal of Management & Organization 13, no. 1 (March 2007): 51–64. http://dx.doi.org/10.5172/jmo.2007.13.1.51.
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AbstractSuccessful buyer/seller relationships have become recognised as essential for firms to remain competitive in the marketplace. Today's business climate encourages firms to not just compete on product or service attributes, but also on their ability to differentiate themselves from other firms. Supply chains provide firms this point of differentiation ensuring firms better competitive positioning as a result of being able to leverage themselves on the strengths of the supply chain, not just on the individual strengths of the firm. However, to maintain an effective role as a participant in a supply chain, firms must be able to develop and maintain cooperative relationships with other firms. In order to develop these relationships, firms need to be able to distinguish between different levels of relationship and be able to understand which relationships are worth developing further and which ones are not.Whilst supply chain literature acknowledges firm progression from transactional to relational exchange, there is less agreement of the number of levels of both buyer/seller relationships in this theoretical continuum. This article proposes a theoretical continuum of relationship levels based on cross discipline literature and identifies objective classification criteria for relationship levels from both the buyer and the seller. Economic, behavioural and relational research is collectively used to explain the complexity of the ever evolving nature of inter-firm relationships. The article concludes by establishing a research model that proposes these levels of relationships are identifiable for both the buyer and the seller.
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Brown, Trevor L., Matthew Potoski, and David Van Slyke. "Managing Complex Contracts: A Theoretical Approach." Journal of Public Administration Research and Theory 26, no. 2 (March 31, 2015): 294–308. http://dx.doi.org/10.1093/jopart/muv004.
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When a product is difficult to specify in a contract and requires specialized investments for a market exchange, the buyer and seller can find themselves locked into a mutually dependent relationship in which both win-win and lose-lose outcomes are possible. This paper presents a theory of such complex contracting in the public sector and identifies the conditions that increase the likelihood of win-win outcomes for the buyer and the seller. Rules that allow parties to incentivize cooperative behavior increase the chances of a winning outcome. Relationships can promote cooperation if structured to incorporate repeated play and external reputations. Finally, contract success is contingent on mutual understanding between the two parties. Both the buyer and the seller need to understand the rules and the relationship in the same way in order for the exchange to deliver a win-win.
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Palmer, Adrian. "MEASURING AND MANAGING BUYER‐SELLER RELATIONSHIP LIFE CYCLES." Management Research News 18, no. 12 (December 1995): 25–31. http://dx.doi.org/10.1108/eb028431.
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Schurr, Paul H. "Buyer‐seller relationship development episodes: theories and methods." Journal of Business & Industrial Marketing 22, no. 3 (April 17, 2007): 161–70. http://dx.doi.org/10.1108/08858620710741869.
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Valentine, Sean, and Gene Brown. "Buyer-Seller Interaction, Capacity Management, and Relationship Marketing." Journal of Customer Service in Marketing & Management 4, no. 3 (August 28, 1998): 61–73. http://dx.doi.org/10.1300/j127v04n03_05.
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Athaide, Gerard A., Jason Q. Zhang, and Richard R. Klink. "Buyer relationships when developing new products: a contingency model." Journal of Business & Industrial Marketing 34, no. 2 (March 4, 2019): 426–38. http://dx.doi.org/10.1108/jbim-02-2018-0091.
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Purpose The purpose of the paper is to develop and test a contingency model of buyer involvement when developing new products in technology-based industrial markets. Information Dissemination and degree of product co-development are identified as two behavioral dimensions of seller–buyer relationships. Further, the paper proposes that perceived buyer knowledge, innovation discontinuity, product customization and technological uncertainty moderate the impact of the behavioral dimensions on sellers’ relationship satisfaction. Design/methodology/approach The paper uses moderated regression on a data set of 296 small and mid-sized firms in a variety of high-tech industries to test relevant hypotheses. Findings The authors find that sellers can enhance relationship satisfaction by engaging in either unilateral or bilateral relationships. This is important because sellers have to be judicious in expending their relationship resources. While information dissemination is more satisfying when targeting less knowledgeable buyers, product co-development enhances satisfaction when targeting more knowledgeable buyers. Similarly, information dissemination can enhance satisfaction for discontinuous innovations; in contrast, product co-development has a similar outcome for customized products. However, when technological uncertainty is high, such co-development leads to reduced satisfaction. Originality/value Extant literature provides useful insights on the behavioral dimensions of seller–buyer relationships, the antecedents and consequences of such relationships and the stages of the new product development process when such relationships are more valuable. Despite this progress, important gaps remain in current understanding of seller–buyer relationships. In particular, findings regarding the contribution of relationships to desired outcomes are inconsistent. This suggests that important moderators of the relationship–outcomes link are being overlooked and warrant greater attention. This paper addresses this deficiency.
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Dampérat, Maud, and Alain Jolibert. "A dialectical model of buyer‐seller relationships." Journal of Business & Industrial Marketing 24, no. 3/4 (March 13, 2009): 207–17. http://dx.doi.org/10.1108/08858620910939750.
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PurposeThe purpose of this paper is to focus on building and testing a model of buyer‐seller relationships from a dialectical perspective. It aims to provide both academics and managers with a better understanding of the relationships among the key relational variables in business settings. The model distinguishes four levels of social complexity (individual, interaction, relationship, and intergroup level) and includes the key relational variable for each level.Design/methodology/approachData were collected from 151 French professional buyers. Exploratory and confirmatory factor analysis was used to test the validity of the measures. The hypotheses were tested using structural equation modeling. The empirical test includes linear, non‐linear, moderating, and mediating effects testing.Research limitations/implicationsThe limitations of the study relate to the sample of respondents and the measurement scales. More precisely, the sample is based on a unique company's customer data file and a single informant source. Results confirm the hypothesized model and its four‐level structure.Practical implicationsThis study demonstrates that buyer relational orientation as well as seller expertise influence the course of business relationships. Although the necessity to train salespeople is obvious, the importance of training buyers is not as well documented. This study shows that they both need to be trained to manage business relationships appropriately.Originality/valueThis research examines the relationships among the key relational variables within a framework of four successive levels of explanation. It provides an alternative approach to studying business relationships.
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Kranton, Rachel E., and Deborah F. Minehart. "A Theory of Buyer-Seller Networks." American Economic Review 91, no. 3 (June 1, 2001): 485–508. http://dx.doi.org/10.1257/aer.91.3.485.
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This paper introduces a new model of exchange: networks, rather than markets, of buyers and sellers. It begins with the empirically motivated premise that a buyer and seller must have a relationship, a “link,” to exchange goods. Networks—buyers, sellers, and the pattern of links connecting them—are common exchange environments. This paper develops a methodology to study network structures and explains why agents may form networks. In a model that captures characteristics of a variety of industries, the paper shows that buyers and sellers, acting strategically in their own self-interests, can form the network structures that maximize overall welfare. (JEL D00, L00)
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Andersen, Poul Houman, Poul Rind Christensen, and Torben Damgaard. "Diverging expectations in buyer–seller relationships: Institutional contexts and relationship norms." Industrial Marketing Management 38, no. 7 (October 2009): 814–24. http://dx.doi.org/10.1016/j.indmarman.2008.04.016.
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Mwesiumo, Deodat, Arnt Buvik, and Otto Andersen. "Contractual safeguarding of specific assets in cross-border and domestic buyer–supplier relationships." Journal of Strategic Contracting and Negotiation 4, no. 3 (September 2018): 167–85. http://dx.doi.org/10.1177/2055563620918866.
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Safeguarding specific investments and mitigation of potential opportunistic behaviours are among the most prominent functions of formal contracting in buyer–seller relationships. Extending the extant literature, the present study investigates the relationship between specific investments and the extent of formal contracting in cross-border and domestic relationships. Based on a sample of 156 buyer–seller relationships, the analysis shows that there is a positive association between specific investments and the extent of formal contracting. However, the emphasis on formal contracting is stronger in cross-border relationships than in the domestic ones. Interestingly, the association between specific investments and formal contracting becomes even stronger in cross-border relationships.
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Coronado, Jose Jaime Arana, Jos Bijman, Onno Omta, and Alfons Oude Lansink. "Relationship characteristics and performance in fresh produce supply chains: the case of the Mexican avocado industry." Journal on Chain and Network Science 10, no. 1 (January 1, 2010): 1–15. http://dx.doi.org/10.3920/jcns2010.x101.
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Inter-organisational relations research has shown that relationship characteristics can influence performance in seller-buyer transactions. Using a transaction cost economics approach, this research shows that relational elements such as expectation of continuity reduce the transaction risks related to behavioural uncertainty or asset specificity. However, transaction costs are not only caused by transaction risks but also by the need to coordinate the individual activities of the buyer and the seller. Inter-organisational coordination is important in transactions with perishable products and products with credence attributes, such as in fresh produce supply chains. To study the impact of different relationship characteristics on the efficiency of transactions in a fresh produce supply chain, we collected and analyzed data from 122 avocado producers in Mexico. We found that information exchange and producer expectation of continuity of the relationship positively affect performance in the seller-buyer transaction. While expectation of continuity leads to lower transaction costs associated with behavioural uncertainty, information exchange facilitates the efficient alignment of interdependent activities.
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Hussain, Khalid, Fengjie Jing, Muhammad Junaid, Huayu Shi, and Usman Baig. "The buyer–seller relationship: a literature synthesis on dynamic perspectives." Journal of Business & Industrial Marketing 35, no. 4 (March 25, 2020): 669–84. http://dx.doi.org/10.1108/jbim-09-2018-0280.
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Purpose Contemporary scholars contend that the buyer–seller relationship is dynamic in nature, so it grows, matures and declines over time. However, most studies that adopt the dynamic perspective debates its conceptualization and how dynamic effects are captured. This scholarly discourse has led to multiple dynamic perspectives and resulted in fragmented and scattered literature on the subject. This study aims to synthesize the large body of research on dynamic perspectives in a systematic way. Design/methodology/approach This paper follows a systematic review approach to extract and review 192 research articles from four electronic databases: Web of Science, EBSCOhost Business, ScienceDirect and Emerald. Based on the inclusion criteria that the articles examine time-dependent relationship development in light of a generalizable dynamic perspective, 61 articles were selected for the final examination and reporting. Findings This review reveals that most research on the buyer–seller dynamic relationship follows at least one of four perspectives: the relationship lifecycle, relationship age, relationship velocity and the asymmetric–dynamic perspective. Each perspective offers a distinct conceptualization of relationship development and has certain advantages that enable researchers to capture information about relationships’ growth trajectory in a unique manner. Practical implications Firms need a set of diverse strategies for their customers, depending on the state of the relationships’ development, as strategies that pay off at initial levels may fail at later stages. This study helps managers select an appropriate dynamic perspective that best aligns with their customers’ stage of relationship development so they can devise customized relationship-management strategies. Originality/value To the best of the authors’ knowledge, this article is the first attempt to organize the discourse of a large body of research on dynamic perspectives, and therefore it helps academicians and practitioners to choose the dynamic perspective that best suits their objectives and research settings. This review documents key research areas that have been overlooked and highlights opportunities for future research.
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Beaujanot, Andre Q., Larry Lockshin, and Pascale Quester. "Distributors' Business Characteristics, Buyer/Seller Relationship and Market Orientation." Journal of Marketing Channels 12, no. 1 (October 2004): 79–100. http://dx.doi.org/10.1300/j049v12n01_05.
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Zhang, Jing, and Mingfei Du. "Appropriating value from industrial buyer-seller relationships by leveraging network capability." Management Decision 57, no. 11 (November 12, 2019): 2911–39. http://dx.doi.org/10.1108/md-03-2017-0183.
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PurposeThe purpose of this paper is to investigate how a B2B firm can improve its value appropriation from industrial buyer–seller relationships by leveraging its network capability, as well as the curvilinear moderating role of the firm’s network embeddedness.Design/methodology/approachThis paper empirically examines seven research hypotheses about the relationship between network capability and value appropriation and the curvilinear moderating effect of network embeddedness based on a questionnaire survey among 232 Chinese B2B firms.FindingsIt is found that network capability helps sellers appropriate value from industrial buyer–seller relationships via information acquisition, network resources and power. The mediating effect of network resources is the highest, followed by power and information acquisition. In addition, a seller’s embeddedness in a business network positively moderates the network capability and value appropriation link in an inverted U-shaped way.Originality/valueThe study makes significant contributions to the literature on value appropriation and also provides insightful implications for B2B firms to capture value from industrial buyer–seller relationships by leveraging network capability and network embeddedness.
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Akrout, Houcine, Mbaye Fall Diallo, Wafa Akrout, and Jean-Louis Chandon. "Affective trust in buyer-seller relationships: a two-dimensional scale." Journal of Business & Industrial Marketing 31, no. 2 (March 7, 2016): 260–73. http://dx.doi.org/10.1108/jbim-11-2014-0223.
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Purpose – This paper aims to develop and validate a scale measurement of trust in long-term relations, specifically in the maintenance phase, between buyers and sellers. Relying on a cognitive conception, existing scales do not measure the affective trust occurring in the maintenance stage of the relationship. Design/methodology/approach – Three surveys were conducted with purchasing managers of enterprises in various business-to-business (B2B) sectors to build a bi-dimensional measurement scale of affective trust as a sentiment of security and affective attachment. For measurement scale development, established construction procedures were followed, including qualitative and quantitative surveys. The process can be summarized as: domain specification, generation of questionnaire items, empirical survey and iterative process of scale purification based on reliability assessment and validity checks. Findings – The results indicate satisfactory psychometric properties of the new Affective Trust Scale (ATS). Furthermore, they demonstrate the scale’s measurement invariance across business sectors. The research confirms the importance of affective aspects of trust and supports the reliability and validity of the measure. Nomological validity assessment of the scale shows that sentiment of security-based trust impacts investment in business relationships. Research limitations/implications – The ATS developed and tested in the B2B French context needs to be evaluated taking into account several limitations. First, the specific context was a sample of buyers in France experiencing lasting relationships, suggesting that an extension of the study to other countries would be desirable. Also, the ATS needs to be further validated and confirmed in other contexts, for instance, within buyer–supplier relationship intensity. Practical implications – The ATS can help firms to identify key parameters in buyer–seller relationships. It is important for the seller to collect information to determine the stage of the relationship before spending money on targeting customers, as they may not be ready to broaden the scope of their contract. The ATS can be very useful for companies to assess the state of the relationship and the strength of the bond in a timely manner and, therefore, anticipate the relational orientation. Segmentation based on relational phases requires tailoring to each form of trust strategies and hence the accurate identification of the relationship phase could help to better categorize and subcategorize customers with respect to the sentiment of security and affective attachment degrees. Furthermore, an understanding of the two dimensions is useful for key account managers to adjust relationship management toward specific actions (e.g. sentiment of security and/or affective attachment). The ATS could be very useful to guide managers in taking the right decision, by focusing both on sentiment of security and affective attachment dimensions of affective trust. Originality/value – Affective trust is important to B2B managers, who frequently struggle to build and maintain close relationships with customers and suppliers. This paper adds insights into the complex but important construct of trust. The scale could be used for empirical studies of affective trust in B2B relationships. It may also help marketing managers develop better relationships with partners.
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Rocco, Richard A., and Alan J. Bush. "Exploring buyer-seller dyadic perceptions of technology and relationships." Journal of Research in Interactive Marketing 10, no. 1 (March 14, 2016): 17–32. http://dx.doi.org/10.1108/jrim-04-2015-0027.
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Purpose – This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes to drive improved business and relational outcomes. In the context of Sales 2.0, this paper addresses the need for buyer–seller dyadic sales research in the literature and highlights the importance of understanding buyer and seller perspectives regarding technology expectations and relationship-building performance. Design/methodology/approach – This research utilizes a dyadic (salesperson–customer) data collection methodology, involving 74 matched salesperson and customer responses (37 dyads) to an online survey. Existing salesperson (self-report) measures of customer technology expectations and relationship-building performance with customers were utilized and adapted to provide dyadic measures to test for buyer–seller perceptual differences. Findings – The dyadic data analysis supports the presence of significant perceptual differences between the salesperson and their customer, respective of customer technology expectations and relationship-building performance measures. In particular, the analysis reveals bidirectional perceptual differences for the two measures, whereas the salesperson underestimates the importance of their customer’s technology expectations, but overestimates their relational performance relative to their customers. Originality/value – As technology continues to transform salesperson interactions with customers, the value of capturing a deeper understanding about those interactions increases. This study uses matched salesperson–customer dyads from a health-care sales organization to provide researchers and practitioners with insightful findings with respect to buyer–seller interactions and perceptual differences. Further, the research uniquely advances dyadic measures of customer technology expectations and relationship-building performance with customers to advance sales research in the context of Sales 2.0.
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Narakorn, Prasittichai, and Tummatinna Seesupan. "Social Commerce Constructs and Buyer-Seller Relationship Quality as a predictor of Intention to Co-Creation in Branding." Modern Applied Science 13, no. 2 (January 22, 2019): 169. http://dx.doi.org/10.5539/mas.v13n2p169.
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The main objective of this research was to examine the Rating and Reviews, Forums and Communities, and Buyer-Seller Relationship Quality as factors influencing the Intention to Co-creation in Branding. The researchers used quantitative method which involved empirical research. A questionnaire was used to collect data from 512 customers who buy products from online business. The researcher did data analysis by percentage, mean, SD, and Structural Equation Model analysis by AMOS.
Referring to research findings, it was found as follows (1) the model for Intention to Co-Creation in Branding which includes Rating and Reviews, Forums and Communities, and Buyer-Seller Relationship Quality was aligned with the empirical data at good level (c2 = 78.903, df = 66, p-value = .133, c2/df = 1.196, GFI = .979, IFI = .996, CFI = .996, RMSEA = .020) (2) the factor of Rating and Reviews, Forums and Communities, and Buyer-Seller Relationship Quality affected the Intention to Co-Creation in Branding at statistical level of significance (p < .05) and all factors predicts the Intention to Co-Creation in Branding at 44.10 (R2 = 0.441).
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Grandinetti, Roberto. "Exploring the dark side of cooperative buyer-seller relationships." Journal of Business & Industrial Marketing 32, no. 2 (March 6, 2017): 326–36. http://dx.doi.org/10.1108/jbim-04-2016-0066.
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Purpose This paper aims to study the dark side of cooperative buyer-seller relationships to improve our knowledge of this phenomenon. Design/methodology/approach A selective definition of dark side has been adopted, linking it to relationships of a cooperative nature within which one of the two partners assumes an opportunistic behavior. Taking into account this definition, the first part of the paper critically reviews those studies which have analyzed cooperative relations along the supply chain, drawing attention to the formation of a dark side. The second part of the paper re-examines the association between cooperation and opportunism, taking the point of view of the disadvantaged partner and adopting the networking perspective developed by the Industrial Marketing and Purchasing (IMP) Group. Findings The literature review enables one to identify two types of dark side. In the first case, the partner at a disadvantage is aware of what is going on, but remains trapped in the relationship because of a power imbalance and a strong dependence. In the second case, the relationship is spoilt by one partner keeping a secret from the other, exploiting an information asymmetry. The main constructs of the IMP approach have made possible to shed light on the two different types of dark side – trap and secret – that were examined from the perspective of the disadvantaged partner. Practical implications The analysis of the disadvantaged partner has made it possible to understand what strategies he can use to prevent or mitigate such a disadvantaged position. Originality/value The paper develops an original view of the phenomenon of dark side in cooperative relationships.
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Sezen, Bulent, and Sema Turkkantos. "The effects of relationship quality and lean applications on buyer-seller relationships." International Journal of Business Performance and Supply Chain Modelling 5, no. 4 (2013): 378. http://dx.doi.org/10.1504/ijbpscm.2013.058204.
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Safdar, Ghulam, Ghulam Shabir, and Abdul Wajid Khan. "Violation of Consumer Rights by Electronic Media through Advertisements." Journal of Business and Social Review in Emerging Economies 1, no. 2 (December 31, 2015): 69–76. http://dx.doi.org/10.26710/jbsee.v1i2.9.
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This research paper attempts to evaluate the consumer rights and their violation by electronic media through advertisement. This is misguiding the consumer to buy harmful and unnecessary products. This research also aims at interpolating and ascertaining the onus of responsibility of a responsible media with regards to advertising. In the recent past the principle of "Caveat Emptor" which meant "Buyers beware" governed the relationship between a seller and buyer. In the era of open markets the buyer and seller came face to face, seller exhibited his goods, and buyer thoroughly examined them and then purchased them. The assumption would be consumer would use all his care and skill while entering into a transaction. The buyer to examine the goods beforehand and most of the transactions are now concluded by correspondence. Discussion on consumer's rights and their violation by media through advertisements is suggestive that consumers today enjoy a good amount of legal protection. But, even today, a large number of us remain exploited.
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Ganesan, Shankar. "Determinants of Long-Term Orientation in Buyer-Seller Relationships." Journal of Marketing 58, no. 2 (April 1994): 1–19. http://dx.doi.org/10.1177/002224299405800201.
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Marketing managers must know the time orientation of a customer to select and use marketing tools that correspond to the time horizons of the customer. Insufficient understanding of a customer's time orientation can lead to problems, such as attempting a relationship marketing when transaction marketing is more appropriate. The author suggests that long-term orientation in a buyer/seller relationship is a function of two main factors: mutual dependence and the extent to which they trust one another. Dependence and trust are related to environmental uncertainty, transaction-specific investments, reputation, and satisfaction in a buyer/seller relationship. The framework presented here is tested with 124 retail buyers and 52 vendors supplying to those retailers. The results indicate that trust and dependence play key roles in determining the long-term orientation of both retail buyers and their vendors. The results also indicate that both similarities and differences exist across retailers and vendors with respect to the effects of several variables on long-term orientation, dependence, and trust.
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Sirkemaa, Seppo J. "Electronic Business and Trust – Anything is Possible." International Journal of e-Education, e-Business, e-Management and e-Learning 10, no. 4 (2020): 343–49. http://dx.doi.org/10.17706/ijeeee.2020.10.4.343-349.
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Electronic Business is based on trust between the seller and the buyer. Trust is not an issue if seller and buyer know each other, and they have an existing business relationship. However, when there are no earlier experiences, when the customer is not familiar with the vendor or the products and services are new – trust can be challenging. If there is no knowledge whether the vendor is trustworthy, the buyer is trying to find different kinds of reviews and experiences from other customers to make sure the buying decision is right. Here we look at how these cues could be made available, and in this way adding value to both vendor and buyer. Ultimately, better information increases trust and helps in developing successful business.
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Dadzie, Kofi Q., Charlene A. Dadzie, and Alvin J. Williams. "Trust and duration of buyer-seller relationship in emerging markets." Journal of Business & Industrial Marketing 33, no. 1 (February 5, 2018): 134–44. http://dx.doi.org/10.1108/jbim-04-2017-0090.
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Purpose This study aims to examine how various components of interpersonal trust (affective and cognitive) influence the duration of buyer-seller relationships in the emerging market (EM) context of a heterogeneous market structure dominated by small, fragmented sellers/suppliers. Design/methodology/approach The study proposes a hazard model for analyzing duration effects of interpersonal trust in the EM context. The model was validated using data on buying agents provided by 340 cocoa sellers/producers in Ghana, gathered from extensive field interviews. Findings Results of the survival analysis reveal a limited but significant positive duration effect of cognitive (ability) trust only. Further analysis of sellers’ duration intentions (intention to remain with a buyer) also reveals a positive impact of affective trust but no impact of cognitive (ability and integrity) trust. Cocoa bean sellers’ evaluation of buying firms’ purchasing agents suggests that buying firms underperform on emotional/affective components of interpersonal trust, and that private firms outperform state buying agents on ability trust as well. Research limitations/implications While this study focused on the fragmented nature of sellers in the EM context, and the scope was limited to the sellers’ interpersonal trust perception of the buyer-seller, future research should examine both buyer and seller perceptions to obtain complete insight into the buyer-seller dyad in the EM context. In addition, the results of the duration effects identified in this study may not be generalizable to other EM export commodities, where channels have long been fully privatized. Ghana’s cocoa export marketing system was only recently privatized, and potentially has more sellers at the risk of adopting/switching relationships with their buyers than would be expected in more privatized expert commodity marketing systems. Practical implications Managers of export commodity buying firms in EMs can take advantage of the positive duration effects of cognitive trust by constantly improving the capabilities of their purchasing agents throughout the lifetime of their suppliers to sustain their relationship. However, sellers’ intention to switch can be mitigated by formalizing policies that encourage emotional bonds with sellers, especially small-scale producers in highly vulnerable bargaining positions. The aggregate output of small-scale producers could be of strategic importance in the future. Originality/value Managers need systematic empirical evidence of the nature of duration effects of interpersonal trust given anecdotal evidence suggesting that managers have a tendency to emphasize cognitive trust over affective/emotional trust. Further, the applicability of such evidence in the EM context is critical given unique conditions such as highly fragmented sellers dealing with relatively large corporations.
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Che Mohd Salleh, Marhanum, Nurdianawati Irwani Abdullah, and Siti Salwani Razali. "Building Agent-Customer Relationship in the Takāful Industry: A Framework of Islamic Relationship Marketing." ISRA International Journal of Islamic Finance 4, no. 1 (June 15, 2012): 81–97. http://dx.doi.org/10.55188/ijif.v4i1.114.
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The term ‘relationship marketing’ has grown to become a popular subject in the marketing literature over the last three decades. The literature indicates the significance of maintaining long-term relationship with customers, especially these days. The questions that then arise are: what are the antecedents that significantly contribute to building and maintaining a long-term buyer-seller relationship, and what are the outcomes of a strong buyer-seller relationship? Discussions of relationship marketing have even gained popularity in the Asian literature since 2000; yet research conducted on the issue of Malaysian Islamic financial institutions is very scarce. The existence of a gap in the Asian literature on this topic has led the researchers to develop a suitable theoretical framework of Islamic relationship marketing for Islamic financial institutions, particularly the takāful industry. The study expects that the framework of Islamic relationship marketing will be a reference material for players in the takāful industry in strengthening their relationship with their customers. Indeed, a strong agent-customer relationship will ensure the development of the takāful industry in the future.
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Zhang, Chenxi, and Shanyue Jin. "How Does an Environmental Information Disclosure of a Buyer’s Enterprise Affect Green Technological Innovations of Sellers’ Enterprise?" International Journal of Environmental Research and Public Health 19, no. 22 (November 9, 2022): 14715. http://dx.doi.org/10.3390/ijerph192214715.
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With rapid economic development, green technological innovations are playing an important role in the sustainable development of enterprise. When the public is concerned about the environment and values environmental information disclosures, it makes enterprise fulfill their environmental responsibilities. In a supply chain, buyer enterprise’ environmental information disclosures have a spillover effect on seller enterprise’ investment decisions. This study investigates the relationship between environmental information disclosures by buyers and green technological innovations of sellers, furthermore, it analyzes the mechanism of this relationship. For this purpose, this study conducts a fixed regression analysis using the data pertaining to A-share listed companies in China from 2009 to 2019. The results show that buyer firms’ environmental information disclosures can significantly promote the green technological innovations of seller enterprise. Furthermore, financing constraints, public concern, and internal control play a mediating role between buyer firms’ environmental information disclosures and seller firms’ green technological innovations. This study reveals several paths through which environmental information disclosures of buyers influence sellers’ green technological innovations in supply chains.
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Koponen, Jonna Pauliina, and Saara Rytsy. "Social presence and e-commerce B2B chat functions." European Journal of Marketing 54, no. 6 (April 6, 2020): 1205–24. http://dx.doi.org/10.1108/ejm-01-2019-0061.
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Purpose Currently, online chat is in common use in e-commerce. By adding social interaction to the online context, companies hope to increase customers’ purchasing intentions. However, previous studies have not investigated how social presence is embedded in online business-to-business (B2B) chat conversations between buyers and sellers. Moreover, the functions of online chat in B2B sales have not been investigated. Design/methodology/approach The data was collected at a case company over the course of four years, from which the authors analyzed 157 online chat conversations between buyers (n = 157) and sellers (n = 9) with a theory-driven thematic analysis. In addition, data from the company’s customer relationship management system was collected to specify buyer types. Findings The results reveal that social presence was embedded in online B2B chat via buyers’ interactive, affective and relationship maintenance responses. Social presence differed depending on the type of buyer, with only existing customers having relationship maintenance responses. E-commerce B2B chat functions can be described as multiple and changing depending on the buyer–seller relationship stage. Research limitations/implications Having data only from one case company limits the results to one type of industry. Practical implications The results can be used in sales training and when developing online chat services. Originality/value Results bring scientific utility to B2B sales and marketing research, as the authors build a bridge between social presence, the existing theoretical model on B2B buyer–seller relationship development and online chat as a communication medium. Other researchers may use this understanding when exploring B2B buyer–seller interaction in different digitalized communication media.
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Sanzo, Marı́a José, Marı́a Leticia Santos, Rodolfo Vázquez, and Luis Ignacio Álvarez. "The effect of market orientation on buyer–seller relationship satisfaction." Industrial Marketing Management 32, no. 4 (May 2003): 327–45. http://dx.doi.org/10.1016/s0019-8501(01)00200-0.
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Jap, Sandy D., Chris Manolis, and Barton A. Weitz. "Relationship Quality and Buyer–Seller Interactions in Channels of Distribution." Journal of Business Research 46, no. 3 (November 1999): 303–13. http://dx.doi.org/10.1016/s0148-2963(98)00032-0.
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Wu, Lei-Yu, Po-Yuan Chen, and Kuan-Yang Chen. "Why does loyalty–cooperation behavior vary over buyer–seller relationship?" Journal of Business Research 68, no. 11 (November 2015): 2322–29. http://dx.doi.org/10.1016/j.jbusres.2015.04.001.
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Eremic, Milan. "Brokers and brokerage in the process of trading in commodity futures markets." Ekonomski anali 44, no. 159 (2003): 63–94. http://dx.doi.org/10.2298/eka0359063e.
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This paper mainly deals with the analysis of a very complex process of brokerage in commodity futures markets. Unlike a classical commodity market in which brokers are not a necessity, sales and purchases in commodity futures markets cannot be carried out without brokers. Brokers who act as agents of buyers and sellers of futures are a necessary condition for trading in organized markets, such as commodity futures markets. The structure of brokers in futures trading is multilayer and involves participants in futures trading from floor brokers, immediate futures traders and the members of clearing and the clearing house itself, on the one hand, to numerous other necessary actors whose activities out of the stock exchange and the clearing house contribute to the efficient functioning of futures market. The fact that transactions between buyers and sellers in futures markets are not carried out directly but through brokers means that the obligations of buyers and sellers are formally conveyed to brokers, providing at the same time the guarantee by the broker that the actual buyer and the actual seller will fulfill their contractual obligations. At the very beginning of futures trading, the relationship between the seller and the buyer is transformed into a relationship between two brokers. Since that moment on, the original relationship is conveyed to higher levels of brokerage reaching the level of the clearing house. In the process of transformation of the buyer-seller relationship and transmitting obligations and guaranteeing their fulfillment, the clearing house itself becomes the buyer relative to all sellers and the seller relative to all buyers. In this way, it guarantees that obligations regarding all transactions in futures market will be fulfilled. The whole process is carried out in accordance with the prescribed procedures conducted on the floor of commodity exchange, in its administrative departments and in the clearing house itself.
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Kilic, Ozcan, and Darryl W. Miller. "Exploring the Influence of a Salesperson's Selling Approach on Buyer-Seller Relationship Outcomes." International Journal of Customer Relationship Marketing and Management 5, no. 1 (January 2014): 1–15. http://dx.doi.org/10.4018/ijcrmm.2014010101.
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It is widely recognized that a salesperson's selling approach is of crucial importance to buyer-seller relationship development. This study examines the influence of a salesperson's selling approach on buyer-seller relationship outcomes. A model was developed and tested via structural equation modeling (SEM). Data collected from a dealership network in the blue jeans industry was used to test the model. Exploratory factor analysis (EFA) and confirmatory factor analysis (CFA) were used to purify the measurement scale. Results indicate that a salesperson's customer orientation positively influences customer commitment. Surprisingly customer satisfaction does not affect customer commitment. Results also indicate that culture specific measurement scales of satisfaction, trust and commitment will lead to a better understanding and comparison of these constructs in international markets. Theoretical and managerial implications of these findings are also discussed.
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Wang, Yi-Sheng. "Buyer–seller relationships of the dental devices industry in Taiwan: perspective of relationship." Journal of Business-to-Business Marketing 25, no. 3 (April 18, 2018): 169–86. http://dx.doi.org/10.1080/1051712x.2018.1463665.
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Yurtsever, Gulcimen, Berrin Ozyurt, and Zohar Ben-Asher. "Gender differences in buyer-seller negotiations: Emotion regulation strategies." Social Behavior and Personality: an international journal 41, no. 4 (May 1, 2013): 569–75. http://dx.doi.org/10.2224/sbp.2013.41.4.569.
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In this paper we examined gender differences in face-to-face buyer-seller negotiations. We investigated the relationship between gender and negotiation outcomes, and the mediating effects of cognitive reappraisal and cognitive reappraisal suppression on this relationship. The data were obtained from 176 middle and lower managers in Turkey. The negotiation simulation, developed by Kelley (1966), involved bargaining for the prices of 3 products. There were 2 phases in the research. In Phase 1, 1 woman and 1 man were paired randomly and assigned to play the role of either buyer or seller in a negotiation simulation. In Phase 2, participants filled out questionnaires regarding their cognitive reappraisal and cognitive reappraisal suppression. The results indicated that gender had no effect on profit achievement when mediator variables were controlled.
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Saleh, M. Abu, and M. Yunus Ali. "Determinants of importer commitment in international exchange: An agenda for future research." Journal of Management & Organization 15, no. 2 (May 2009): 186–205. http://dx.doi.org/10.1017/s1833367200002789.
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AbstractCommitment has received great attention in the inter-organisational relationship literature but there is widespread debate and contention on what constitutes its key determinants, specifically in an import supplier context. Furthermore, inconsistencies in empirical findings of the buyer–seller relationship studies limit the theoretical development and use of internationalization theories in management practice. Yet this area warrants attention as it may assist in enabling the integration of the spectrum of importer commitment in the importer–exporter relationship. Essentially, this paper integrates and synthesises over eighty conceptual and empirical studies on commitment in the buyer–seller relationship from different contexts including grounding on internationalisation process theory, resource based theory of the firm and transaction costs economics. Conceptual arguments are assessed and empirical findings are evaluated across studies with the aim of developing a framework. With the support of three basic theories and extant literature, ten antecedents of importer commitment are identified. The causal direct and some indirect relationships are specified. Seventeen propositions are offered to guide future research efforts in this important field.
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Saleh, M. Abu, and M. Yunus Ali. "Determinants of importer commitment in international exchange: An agenda for future research." Journal of Management & Organization 15, no. 2 (May 2009): 186–205. http://dx.doi.org/10.5172/jmo.837.15.2.186.
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AbstractCommitment has received great attention in the inter-organisational relationship literature but there is widespread debate and contention on what constitutes its key determinants, specifically in an import supplier context. Furthermore, inconsistencies in empirical findings of the buyer–seller relationship studies limit the theoretical development and use of internationalization theories in management practice. Yet this area warrants attention as it may assist in enabling the integration of the spectrum of importer commitment in the importer–exporter relationship. Essentially, this paper integrates and synthesises over eighty conceptual and empirical studies on commitment in the buyer–seller relationship from different contexts including grounding on internationalisation process theory, resource based theory of the firm and transaction costs economics. Conceptual arguments are assessed and empirical findings are evaluated across studies with the aim of developing a framework. With the support of three basic theories and extant literature, ten antecedents of importer commitment are identified. The causal direct and some indirect relationships are specified. Seventeen propositions are offered to guide future research efforts in this important field.