Relevant bibliographies by topics / Buyer-seller relationships

Academic literature on the topic 'Buyer-seller relationships'

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Published: 4 June 2021
Last updated: 31 January 2023

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Journal articles on the topic "Buyer-seller relationships"

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Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh. "Developing Buyer-Seller Relationships." Journal of Marketing 51, no. 2 (April 1987): 11. http://dx.doi.org/10.2307/1251126.

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Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh. "Developing Buyer-Seller Relationships." Journal of Marketing 51, no. 2 (April 1987): 11–27. http://dx.doi.org/10.1177/002224298705100202.

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Marketing theory and practice have focused persistently on exchange between buyers and sellers. Unfortunately, most of the research and too many of the marketing strategies treat buyer-seller exchanges as discrete events, not as ongoing relationships. The authors describe a framework for developing buyer-seller relationships that affords a vantage point for formulating marketing strategy and for stimulating new research directions.
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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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Johanson, Martin, Sergei Kushch, and Lars Silver. "Buyer-Seller Relationships in Transition." Journal of East-West Business 6, no. 1 (June 28, 2000): 35–56. http://dx.doi.org/10.1300/j097v06n01_03.

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Leminen, Seppo. "Gaps in buyer‐seller relationships." Management Decision 39, no. 3 (April 2001): 180–89. http://dx.doi.org/10.1108/eum0000000005449.

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Bourassa, Maureen A., Peggy H. Cunningham, Laurence Ashworth, and Jay Handelman. "Respect in Buyer/Seller Relationships." Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration 35, no. 2 (December 16, 2016): 198–213. http://dx.doi.org/10.1002/cjas.1426.

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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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Gupta, Aditya, Alok Kumar, Rajdeep Grewal, and Gary L. Lilien. "Within-Seller and Buyer–Seller Network Structures and Key Account Profitability." Journal of Marketing 83, no. 1 (November 20, 2018): 108–32. http://dx.doi.org/10.1177/0022242918812056.

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In business-to-business (B2B) markets, the success of key account management (KAM) teams depends on how they are structured and how they handle customer relationships. The authors conceptualize relationships among selling team members as a within-seller (intrafirm) network and the relationships between selling team members and buyer representatives as a buyer–seller (interfirm) network. Drawing on both structural (buyer–seller density, within-seller density, and within-seller centralization) and functional (buyer–seller similar function ties and within-seller cross-functional ties) composition attributes of these networks, the authors examine how the interplay between these networks drives seller account profitability. Using data from 207 key account managers across B2B industries, the authors uncover a nuanced pattern of interplay across the two networks. Densities in the two networks are mutually substitutive, but density in the buyer–seller networks and centralization in the within-seller networks serve complementary roles. Cross-function ties in the within-seller network serve a complementary role too, but only in relation to similar function ties in the buyer–seller network. In contrast, within-seller centralization supports both network density and similar function ties in the buyer–seller network and, thus, emerges as a valuable KAM team characteristic. These findings suggest multiple ways for firms to align interfirm and intrafirm KAM networks to improve account profitability.
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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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Dissertations / Theses on the topic "Buyer-seller relationships"

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Harwood, Tracy. "Negotiations in buyer-seller relationships." Thesis, De Montfort University, 2003. http://hdl.handle.net/2086/10739.

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This research provides a basis for consideration of the nature of inter-personal interaction between buyers and sellers in a marketing context. It brings together the models of business relationship development and negotiations. Modem businesses recognise that some relationships are more profitable than others. As a result, the focus is now on retention of customers, greater openness and closer relationships between organisations and agreements leading towards more mutually beneficial outcomes between partners. This emphasises the strategic importance of inter-personal relationships and, specifically, negotiation behaviour. Indeed, negotiation in marketing is a core competence which is vital to ensuring the longevity of business relationships. Despite the recognition of this, there is very little research into negotiations in the context of relationship marketing. Existing models of negotiation present a range of approaches from the extremes of the highly adversarial and competitive to integration and solution-building between the parties. Outcome success increases in importance to the negotiating parties as relationships develop into partnerships, and resource investment increases. Interpersonal interaction is characterised by exchange of information across a broad range of issues specific to the dyadic relationship. The process and nature of exchange becomes increasingly integrative. One of the significant features of this work is that of its observation and exploration of real and substantive negotiations between buyers and sellers. In order to examine the nature of interactions, this thesis develops and tests a coding mechanism applicable to real-life negotiations, supported by interview and questionnaire instruments. Negotiations have been categorised into Early, Mid and Partner stages of relational development. The findings of analyses indicate distinct patterns of negotiator behaviour at different stages of relational development. This has implications for the development of marketing theory as well as the behavioural stances adopted by individuals engaging in negotiations. Findings can aid decision-making in developing business relationships and also provide a means of recognising individual negotiator competences. This leads to more effectively targeted preparation and planning for interactions as well as skills training and, ultimately, outcome success.
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Roy, Subroto, University of Western Sydney, College of Law and Business, and School of Marketing. "Innovation generation in buyer-seller relationships." THESIS_CLAB_MAR_Roy_S.xml, 2001. http://handle.uws.edu.au:8081/1959.7/235.

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In recent years, a number of researchers have questioned the traditional notion of the producer as the sole generator of innovation in buyer seller relationships. Increasingly, innovation generation has been recognized as an outcome of interaction between a firm and various outside entities. According to this view, supplier involvement and alliances are a route to innovation generation. Clearly, business market relationships provide an important opportunity for interaction between buyer and seller. Despite this realization, only very limited research has focused on innovation generation in business-to-business relationships. To alleviate this important gap in literature, this thesis develops a conceptual model and hypotheses of innovation generation in business-to-buyer seller relationships. The research uses a combination of qualitative and quantitative techniques to examine the proposed theoretical model of innovation generation. A pilot case study is followed by development of and purification of measures using the IMP database on supplier customer interfirm relations in Europe and China. The hypotheses and model are tested using correlation and regression analysis. Results suggest that innovation generation is indeed facilitated by buyer seller interactions. Interaction also moderates the effect of other relationship and technology factors and type of innovation generated
Doctor of Philosophy (PhD) (Marketing)
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Roy, Subroto. "Innovation generation in buyer-seller relationships /." View thesis, 2001. http://library.uws.edu.au/adt-NUWS/public/adt-NUWS20030625.171114/index.html.

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Thesis (PhD) -- University of Western Sydney, 2001.
" A thesis submitted in partial fulfillment of the requirements for the degree of PhD in Marketing, University of Western, Sydney." "Submitted July 2001 and revised February 2002" Bibliography: p. 273 - 285.
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Brennan, D. R. "Adaptations in inter-firm, buyer-seller relationships." Thesis, University of Manchester, 1998. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.488129.

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Meehan, Joanne. "Power in buyer-seller relationships : a conceptual framework." Thesis, Liverpool John Moores University, 2007. http://researchonline.ljmu.ac.uk/5883/.

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This thesis provides a conceptual framework of power in buyer-seller relationships. Power as the potential to influence (or resist) the actions of others is an integral part of social reality yet its conceptual development is limited in the inter-organisational literature, which is dominated by descriptive empirical studies. Gaps in the extant literature relate to; what constitutes power in buyer-seller relationships, its underpinning ontological position, what buyers and sellers seek to influence and what motivates them to use their power. To enable the complex nature of power to be empirically captured and to reduce ontological constraints, a mixed-method research design was used incorporating three phases. The first two phases were exploratory to allow the practitioner population to identify variables associated with the research questions. Based on these outputs a questionnaire was designed and used as the primary data collection method. Through factor analysis, the results provide evidence that power is pluralistic and composed of multiple embedded realities. Power is held by individuals, organisations and relationships. The conceptual framework of power developed in this research underlines the importance of separating the various elements of power. Despite identifying some differences in attitudes between buyers and sellers, the results demonstrate considerable consistency of opinion between roles. Through this research, contributions are made to the conceptual development of power in buyerseller relationships.
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Wilson, Kevin. "An interaction approach to key account management." Thesis, University of Nottingham, 1997. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.363915.

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Fazal, e. Hasan Syed Muhammad. "The role of customer gratitude in strengthening seller-buyer relationships." Thesis, Queensland University of Technology, 2013. https://eprints.qut.edu.au/61963/1/Syed_Fazal_e_Hasan_Thesis.pdf.

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Despite its emphasis on relationships between buyers and sellers, and the effect of emotion on behaviours, marketing literature has not yet investigated customer gratitude as an element of relational exchange. Gratitude is a significant component of personal relationships and may offer important insights into how perceptions of relationship marketing investments impact customer trust in, satisfaction with and affective commitment to a seller. In addition, customer gratitude may provide a more complete explanation of how marketing investments work. Consequently, this research contributes to marketing literature by investigating customer gratitude as a mediating mechanism in the relationship between customer perceptions of relationship marketing investments and customer trust in, satisfaction with and affective commitment to the seller: all dimensions of relationship quality.
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Jones, David Lawrence. "A Determination of Interpersonal Interaction Expectations in International Buyer-Seller Relationships." Diss., Virginia Tech, 2000. http://hdl.handle.net/10919/26924.

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Relationship/collaborative selling, as opposed to traditional, transaction oriented selling, stresses the need to form relationships with prospects and customers across all stages of the buyer-seller relationship (Jolson, 1997). The problem is that applying the relationship selling process to all types of customers may lead to inappropriate interpersonal interaction if the customer's orientation is only short-term in nature (Jackson, 1985a, 1985b). Anderson and Narus (1991) make the point that significant variations within industries (i.e., hotel industry) can exist in the buyer's expectation of working relationships with sellers, from a collaborative relationship desire to a transactional (i.e., discrete) relationship. This study developed and empirically tested a model of international buyer-seller relationships in the hospitality industry. The model analyzed several relationships: 1) the relationship between National Culture (Hofstede, 198oa, 1980b & 1997) and the interpersonal interaction "success" variables (i.e., structural bonding, social bonding, communication content, communication style, and trust) in the buyer-seller relationship (Wilson, 1995); 2) the relationship between the "success" variables and the outcomes of the buyer-seller relationship (i.e., relationship commitment and long-term orientation of the buyer); and 3) the relationship between the level of knowledge of the selling strategy used by the salesperson and the buying preferences of the buyer, as perceived by the salesperson. In addition, each of these relationships was examined in terms of the differences that may exist in base of operation of the salesperson (i.e., North America or Asia). The study specifically focused on the hotel industry salesperson and the relationship he or she has with his or her top account. The cross-cultural differences were captured by use of a sample of salespeople that were based either in North America or Asia. The results of this study showed that the relationship/collaborative selling strategy is not necessarily appropriate for all selling situations, but the salesperson may not be knowledgeable enough of his or her customer's preference for interpersonal interaction to be able to identify that fact. It also indicated that different importance is placed on different "success" variables in the buyer-seller relationship in different bases of operation. Specifically, trust is more important in North America than Asia, but it is still an important factor in both selling environments. It was also concluded that social bonding might be overrated in regards to the top account buyer-seller relationship. The conclusion can be made that more emphasis needs to be placed on the building and maintaining of trust than the need to "build a relationship" through social bonding, at least with the top account. The implications of the study can be applied to the improvement of how sales training is taught on a global basis.
Ph. D.
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Schaefer, Thomas J. "Incoterms(RTM) Use in Buyer-Seller Relationships| A Mixed Methods Study." Thesis, University of Missouri - Saint Louis, 2017. http://pqdtopen.proquest.com/#viewpdf?dispub=10602251.

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The negotiation and communication of logistics management decisions between buyers and sellers of goods is critical for effective supply chain management. Incoterms? rules, a set of three character acronyms, are often used by buyers and sellers to communicate each party?s logistics management responsibilities when transacting goods. Inappropriate application of Incoterms? rules can lead to miscommunication of logistics responsibilities and expose either party to unanticipated costs and risks. This three-part mixed methods research explores the circumstances that contribute to errors in logistics management decision communication within buyer-seller dyads, the consequences of these errors, and methods to improve logistics management decision communication. Study 1 is a qualitative pilot case study that explores how buyer-seller dyads negotiate and communicate logistics management decisions and the communication errors that occur within a large, anonymous, international corporation. Study 2 conducts multiple qualitative case studies utilizing in-depth semi-structured interviews that explore how buyer-seller dyads negotiate and communicate logistics management decisions and the communication errors that occur within these buyer-seller dyads. Study 3 quantitatively tests hypotheses developed from analysis of the results of Study 2, using a scenario-based experiment deployed via a questionnaire, and seeks to find methods to improve the quality of communication of logistics management decisions in buyer-seller dyads. The hypotheses tested in Study 3 are H1: Incoterms? training leads to a decrease in miscommunication of logistics decisions; H2: using fully specified and explicit Incoterms? definitions leads to a decrease in miscommunication of logistics decisions; and H3: using both fully specified and explicit Incoterms? definitions and Incoterms? training leads to a further decrease in miscommunication of logistics decisions. Examining the results of the questionnaire, using binary logistic regression and ordinal logistics regression, H1 is supported, H2 is partially supported, and H3 is not supported. The findings of the research detail the process used in the negotiation and communication of logistics management decisions. While Incoterms? rules appear widely used in goods transactions to communicate logistics decisions, their inappropriate use causes a variety of issues including unanticipated costs and risks. Incoterms? training is shown to have the biggest impact on improving the quality of buyer-seller dyads? communication of logistics management decisions.

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Angubolkul, Garun. "Antecedents and performance consequences of opportunism in international buyer-seller relationships." Thesis, University of Leeds, 2009. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.659023.

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Under the current competitive market environment, buyers and sellers strive to develop and maintain close business relationships to achieve greater competitive advantages. However, this relationship arrangement often fails at a very high rate due to the existence of opportunism. Research scholars have empirically investigated this issue. Yet, to date, opportunism has not been studied explicitly. Empirical attentions have been devoted to define sets of governance mechanisms that deter opportunism rather than trying to understand what the root causes are. Moreover, the causes and effects of this phenomenon have not been systematically integrated. Previous empirical studies also produced inconsistent results. In addition, there is relatively limited empirical attention given to studying this issue from an international exchange context, especially in utilising information obtained from both sides of the exporter-importer relationships. In response to these literature gaps, the present study focuses on exploring the drivers and outcomes of opportunism in international buyer-seller relationships . Drawing on the transaction costs analysis theory and a key aspect of the international theory, a comprehensive conceptual model integrating antecedents and consequences of opportunism in export-import relationships is proposed. A set of research hypotheses that illustrates the link between drivers, opportunism and outcomes is formulated. The hypotheses are tested by using data from mail surveys of Thai exporting manufacturers and their UK importing distributors. The data are analysed through structural equation modelling. The results suggest that psychic distance and performance ambiguity have a positive effect on opportunism, whereas transaction-specific investments have a negative effect. Moreover, opportunism significantly increases transaction costs and therefore reduces the performance of the relationship. However, there is no significant link found between environmental uncertainty and opportunism. The research findings are discussed in accordance with the results from previous empirical studies. The theoretical, managerial and public policy implications are also presented, along with the limitations and possible fruitful avenues for future research.
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Books on the topic "Buyer-seller relationships"

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Harwood, Tracy G. Negotiations in buyer-seller relationships. Leicester: De Montfort University, 2003.

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Roemer, Ellen. Flexibility in Buyer-Seller Relationships. Wiesbaden: Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1.

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Blois, K. J. Buyer-seller relationships in industrial marketing. Oxford: Templeton College, 1988.

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Lu, Hualiang. The role of guanxi in buyer-seller relationships in China. The Netherlands: Wageningen Academic Publishers, 2007. http://dx.doi.org/10.3920/978-90-8686-602-1.

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Biong, Harald. The strategic role of the salesperson in established buyer-seller relationships. Cambridge, Mass: Marketing Science Institute, 1996.

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Biong, Harald. The strategic role of the salesperson in established buyer-seller relationships. Cambridge, Mass: Marketing Science Institute, 1996.

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McGloin, Helen T. Industrial buyer-seller relationships: A perspective from both sides of the dyad, in a clothing industry context. [s.l: The Author], 1997.

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Pesse, M. L. Buyer-seller relationships in international high-tech settings: A case study of asynchronous transfer mode in the telecommunication sector. Manchester: UMIST, 1997.

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Khalsa, Mahan. Let's get real or let's not play: Transforming the buyer/seller relationship. New York: Portfolio, 2008.

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Kotsalo-Mustonen, Anna. Diagnosis of business success: Perceptual assessment of success in industrial buyer-seller business relationship. Helsinki: Helsinki School of Economics and Business Administration, 1996.

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Book chapters on the topic "Buyer-seller relationships"

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Hougaard, Søren, and Mogens Bjerre. "Understanding Buyer-Seller Relationships." In Strategic Relationship Marketing, 27–51. Berlin, Heidelberg: Springer Berlin Heidelberg, 2002. http://dx.doi.org/10.1007/978-3-540-24813-2_1.

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Roemer, Ellen. "The Necessity of an Analysis of Flexibility in Buyer-Seller Relationships." In Flexibility in Buyer-Seller Relationships, 1–9. Wiesbaden: Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1_1.

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Roemer, Ellen. "A Transaction Cost Economics Explanation of Buyer-Seller Relationships." In Flexibility in Buyer-Seller Relationships, 10–33. Wiesbaden: Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1_2.

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Roemer, Ellen. "The Analysis of Flexibility in Buyer-Seller Relationships from a Transaction Cost Economics Perspective." In Flexibility in Buyer-Seller Relationships, 34–80. Wiesbaden: Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1_3.

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Roemer, Ellen. "Rational Flexibility in Buyer-Seller Relationships — A Real Options Approach." In Flexibility in Buyer-Seller Relationships, 81–121. Wiesbaden: Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1_4.

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Roemer, Ellen. "Real Flexibility in Buyer-Seller Relationships — An Austrian Economics Perspective." In Flexibility in Buyer-Seller Relationships, 122–53. Wiesbaden: Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1_5.

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Roemer, Ellen. "Conclusions." In Flexibility in Buyer-Seller Relationships, 154–58. Wiesbaden: Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1_6.

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Dwyer, F. Robert, Robert Dahlstrom, and Theresa DiNovo. "Buyer-Seller Relationships-Theoretical Perspectives." In Business Marketing: An Interaction and Network Perspective, 71–109. Dordrecht: Springer Netherlands, 1995. http://dx.doi.org/10.1007/978-94-011-0645-0_4.

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Gadde, Lars-Erik, and Håkan Håkansson. "Information Exchange in Buyer-Seller Relationships." In Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 54–58. Cham: Springer International Publishing, 2015. http://dx.doi.org/10.1007/978-3-319-17323-8_16.

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Johnston, Mark W., and Greg W. Marshall. "Value Creation in Buyer–Seller Relationships." In Contemporary Selling, 55–81. 6th ed. New York: Routledge, 2021. http://dx.doi.org/10.4324/9781003134695-4.

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Conference papers on the topic "Buyer-seller relationships"

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Xue, Chang. "Modeling Customer Lifetime Value in Buyer-Seller Relationships." In 2009 International Conference on Information Management, Innovation Management and Industrial Engineering. IEEE, 2009. http://dx.doi.org/10.1109/iciii.2009.38.

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"Impacts of the Implementation of Electronic Invoicing on Buyer-Seller Relationships." In 2009 42nd Hawaii International Conference on System Sciences. IEEE, 2009. http://dx.doi.org/10.1109/hicss.2009.248.

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Wang, Zhigang, Shi Zheng, Jianlei Ma, and Dayton Lambert. "Performance Implications of Buyer-Seller Relationships in China's Agricultural Wholesale Markets: An Empirical Study." In Eighth International Conference of Chinese Logistics and Transportation Professionals (ICCLTP). Reston, VA: American Society of Civil Engineers, 2009. http://dx.doi.org/10.1061/40996(330)218.

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Nidumolu, S. "The impact of interorganizational systems on the form and climate of seller-buyer relationships." In the tenth international conference. New York, New York, USA: ACM Press, 1989. http://dx.doi.org/10.1145/75034.75059.

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Baxter, Roger. "Intangible Resource Flow as an Antecedent of New Product Development Success in Buyer-Seller Relationships." In PICMET '07 - 2007 Portland International Conference on Management of Engineering & Technology. IEEE, 2007. http://dx.doi.org/10.1109/picmet.2007.4349521.

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Roschupkina, P. "Research and transformation of business processes of a retail enterprise." In International Conference "Computing for Physics and Technology - CPT2020". ANO «Scientific and Research Center for Information in Physics and Technique», 2020. http://dx.doi.org/10.30987/conferencearticle_5fd755c0082498.28318083.

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Retail trade occupies an important part of the life of society because it is directly aimed at satisfying its needs as a consumer and is a source of material wealth for the seller. This sphere of activity is an independent branch of the national economy, which has emerged because of commodity exchange processes designed to meet the various needs of human society. Everyone of society, as a result of the implementation of exchange operations, has the opportunity to receive for the final individual use what he needs. The seller, in pursuit of his own benefit, relieves the manufacturer of the need to search for a buyer for his products. From this point of view, the role of retail trade in the reproduction cycle is extremely important, since, specializing in specific operations, this industry is not only an intermediary, but also a catalyst for mutually beneficial interaction of all participants in these relationships. Virtually everyone in both developed and developing countries is involved in retail operations on a daily basis.
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7

"PROXEMICS OF THE BUYER-SELLER RELATIONSHIP." In International Management Conference. Editura ASE, 2020. http://dx.doi.org/10.24818/imc/2020/05.08.

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8

Christozov, Dimitar, and Plamen Mateev. "Warranty as a Factor for E-commerce Success." In 2003 Informing Science + IT Education Conference. Informing Science Institute, 2003. http://dx.doi.org/10.28945/2641.

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Two groups of factors impact the success of e-commerce transaction: environmental factors and content of the messages exchanged between the seller and the buyer. The first group includes factors describing the environment in which the seller-buyer relationship operates, such as IT infrastructure, Logistic Infrastructure, Financial Infrastructure, and Government regulations. Second group -- content of the message -- covers these elements of the message, which improve the trust between the two parties (especially the buyer’s trust). Among them, the statement about warranty plays critical role as the risk reducing information send by the seller. The two aspects of warranty message are considered: malfunctioning (the product does not operate as it is expected by the seller) and misinforming (the product does not operate as it is expected by the buyer).
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Boeck, Harold, Ygal Bendavid, Louis-A. Lefebvre, and Élisabeth Lefebvre. "The influence of the buyer-seller relationship on e-commerce pressures." In the 8th international conference. New York, New York, USA: ACM Press, 2006. http://dx.doi.org/10.1145/1151454.1151521.

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10

Pakhare, Suhas. "BUYER-SELLER RELATIONSHIP-AN ANALYSIS OF CUSTOMER SERVICE EXPERIENCE WITH BARBER SHOP." In 41st International Academic Conference, Venice. International Institute of Social and Economic Sciences, 2018. http://dx.doi.org/10.20472/iac.2018.041.027.

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