Tesi: "Buyer-seller relationship"

1

Roy, Subroto, University of Western Sydney, College of Law and Business e 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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2

Roy, Subroto. "Innovation generation in buyer-seller relationships". Thesis, View thesis, 2001. http://handle.uws.edu.au:8081/1959.7/235.

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Abstract (sommario):

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

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3

Hardwick, R. M. "The buyer's situation and the buyer-seller relationship". Thesis, University of Bath, 1987. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.380391.

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4

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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Marquardt, Adam Jefferson. "Buyer-seller relationship quality and brand equity in the thoroughbred consignment industry /". view abstract or download file of text, 2007. http://proquest.umi.com/pqdweb?did=1421612791&sid=1&Fmt=2&clientId=11238&RQT=309&VName=PQD.

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Thesis (Ph. D.)--University of Oregon, 2007.
Typescript. Includes vita and abstract. Includes bibliographical references (leaves 194-203). Also available for download via the World Wide Web; free to University of Oregon users.

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6

Lau, Choi Ping. "The roles of trust and relationship commitment in buyer-seller relationships in the Chinese context". HKBU Institutional Repository, 2000. http://repository.hkbu.edu.hk/etd_ra/229.

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7

Poole, Robyn R. (Robyn Ryan). "The Impact on the Buyer-Seller Relationship of Firms Using Electronic Data Interchange". Thesis, University of North Texas, 1997. https://digital.library.unt.edu/ark:/67531/metadc277684/.

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This research investigated whether the buyer-seller interorganizational relationship (IOR) differed between a firm and two classes of customers. The first class used electronic data interchange (EDI) with the firm and the second class used the traditional paper-based purchasing system. IOR characteristics included reputation, skill, direct power, indirect power, reciprocity, and efficiency.

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8

Baxter, Roger, e n/a. "The dimensions of intangible value in business-to-business buyer-seller relationships: an intellectual capital model". University of Otago. Department of Marketing, 2005. http://adt.otago.ac.nz./public/adt-NZDU20060823.162004.

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A firm�s relationships with its customers contribute to its organizational capital and represent an important part of its shareholder value, so the nature of the value in these relationships needs to be understood well and managed carefully. Marketing managers therefore require techniques that will assess relationship value comprehensively in order to manage their portfolio of customer relationships effectively and in order to argue for a sufficient share of the firm�s resources to develop these market based assets for competitive advantage. At present, there is a well-established technique for assessing customer profitability analysis which assigns revenues, expenses, assets and liabilities to customers and algebraically sums their value to reach a profitability figure for each customer. However, even in its more sophisticated forms, the primary focus of customer profitability analysis as it is currently used tends to be the management of profitability by way of the management of existing situations, and particularly of cost, rather than the management of the value that is potentially available in the future from the intangible aspects of a relationship. Without knowledge of the dimensions of intangible value in the relationship, the technique is restricted to assessing those relationship aspects that can be easily quantified in dollar terms by the modification of existing accounting information. This leaves a gap in the available toolbox for managers in assessing relationship value, because much of the value of a relationship may be in its intangible aspects, which at present can not be readily assessed other than by a manager�s experience and intuition. In order to develop techniques specifically for intangible value assessment, it is necessary to understand the dimensions of this intangible value. Development of scales to measure the dimensions of this intangible relationship value and development of an understanding of its structure is thus a useful research goal, which is supported by calls in the literature for the quantification of market-based assets and their value Elucidation of the dimensions and structure of intangible relationship value is therefore the goal of this thesis. Although there are recent reports in the literature of studies that include the intangible aspects of relationship value, most of those that have been conducted in a business-to-business context appear to be primarily concerned with investigating the drivers of value rather than its dimensions, and those that deal with the business-to-consumer context describe techniques to assess the aggregated value of many consumers, rather than an individual buyer as is required for business-to-business applications. The thesis therefore proposes a conceptual framework, synthesised from the intellectual capital literature, which provides a set of six dimensions and a structure of intangible business-to-business buyer-seller value. The six proposed dimensions are unique in that they cover the human aspects of the relationship extensively. The thesis describes the testing of the proposed conceptual framework. This was achieved primarily by the use of the structural equation modelling technique on survey data that was collected from managers in the New Zealand manufacturing industry, following qualitatively analysed interviews with managers. The tests support the framework and its value dimensions. The thesis therefore concludes that this research provides a contribution to the literature on value assessment and that future research should be conducted to validate its findings.

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Alazzawi, Muntaha. "Trust in Customer–Supplier relationships". Thesis, Linnéuniversitetet, Institutionen för maskinteknik (MT), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-56356.

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The competitive market of today is characterized by globalization, because of that organizations increased demands from customers on the services as well as on product. In other word, the customer is focusing on buying the service in same way as they buy products. For that the trust in relationships is considered as an important and effective factor when the business to business partners want to achieve growth profitability, and long term time. In order to reach high trust in relationships between customers and suppliers, ability to measure trust in relationships and to improve it is important. One to know how to be able to follow up the trust in the relationships between customers and suppliers, maintain and develop relationships for as long as possible in order to reach the company's goals. The first step in the project was data collection via an email survey and by direct contact with those companies by phone. Then the data was used to make an analysis by comports the results with pervious theories. The analysis enabled to identify the different types of factors which makes the trust in relationships more strong and stable .In the last chapters results are discussed and it was found that the each company has its own way to follow up the relationships to maintain the trust in relationships for longer time to a achieve their goals and profit. The conclusions are each company have different way of measuring and regardless of which indicators are used for measuring the trust in relationships between the customer and service supplier, they must be linked directly to the organization's goals to maintain and continuity relationships for as long as possible in order to reach the company's goals. The effective trust is important factor which lead to the partners feeling they belong to each other’s which the relationships between them take a partner form which lead to long term time and profitable relationships and strong trust in relationships.

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10

Batt, Peter. "Building close and long-lasting relationships with focal customers: an empirical study of seed potato purchasing by Filipino potato farmers". Thesis, Curtin University, 2003. http://hdl.handle.net/20.500.11937/171.

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In the highlands of the Northern Philippines, a model of long-term relationships between potato farmers and their preferred seed suppliers is proposed. In the absence of any certified seed system that might provide some guarantee of seed quality, farmers prefer to transact with those seed suppliers with whom they have had some favourable prior experience. Such suppliers provide both the best quality seed and, since most farmers must borrow the capital to purchase the seed, the most favourable terms of repayment. As there is much uncertainty in the exchange, the farmer's relationship with their preferred seed supplier is based on trust. However, since the farmer's satisfaction with the exchange cannot be ascertained until after purchase, trust is antecedent to satisfaction. As satisfaction is derived from the economic benefits the farmer obtains, satisfaction will lead to the farmer's desire to maintain the relationship. Satisfaction is enhanced both by the seed supplier's willingness to extend credit and to provide information. As there is much variation between alternative seed supplier's offer quality, satisfaction will result in the farmer becoming more dependent upon that seed supplier who makes the best offer. Furthermore, having provided the farmer with financial assistance, seed suppliers will find that they have constrained their opportunities to use coercive influence strategies, for in the absence of any formal contract, farmer's may readily default on the loan. The use of coercive influence strategies will reduce both the farmer's trust in their preferred seed supplier and the farmer's desire to maintain the relationship.While trust is more important in the transitional economies, critical problems emerge with the use of standardised item measures and scales developed in the industrial countries. Cultural specific adjustments are necessary to ensure social constructs such a trust are functionally equivalent. However, in the context of long-term relationships where satisfaction is also cumulative, introducing measures of both economic and social satisfaction have the potential to overlap with the generally accepted measures of trust.

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Chan, Cheuk-ming Jonathan, e 陳卓明. "A study of the seller and buyer relationship strategy in the Hong Kongbroadcast video equipment industry". Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265170.

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12

Forsström, Birgitta. "Value co-creation in industrial buyer-seller partnerships--creating and exploiting interdependencies : an empirical case study /". Åbo : Åbo Akademi University Press, 2005. http://www.loc.gov/catdir/toc/fy0602/2005419943.html.

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13

Chan, Cheuk-ming Jonathan. "A study of the seller and buyer relationship strategy in the Hong Kong broadcast video equipment industry /". [Hong Kong : University of Hong Kong], 1992. http://sunzi.lib.hku.hk/hkuto/record.jsp?B13302048.

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14

Doan, Ngoc Thao Ngan, Fei Kong e Shanjiao Wang. "B2B Marketing - A Network Relationship Approach : A case study of ICT Company Huawei Operator BG Sales Network". Thesis, Mälardalens högskola, Akademin för ekonomi, samhälle och teknik, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-24193.

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15

Batt, Peter J. "Building close and long-lasting relationships with focal customers : an empirical study of seed potato purchasing by Filipino potato farmers /". Curtin University of Technology, Muresk Institute, 2003. http://espace.library.curtin.edu.au:80/R/?func=dbin-jump-full&object_id=14229.

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Abstract (sommario):

In the highlands of the Northern Philippines, a model of long-term relationships between potato farmers and their preferred seed suppliers is proposed. In the absence of any certified seed system that might provide some guarantee of seed quality, farmers prefer to transact with those seed suppliers with whom they have had some favourable prior experience. Such suppliers provide both the best quality seed and, since most farmers must borrow the capital to purchase the seed, the most favourable terms of repayment. As there is much uncertainty in the exchange, the farmer's relationship with their preferred seed supplier is based on trust. However, since the farmer's satisfaction with the exchange cannot be ascertained until after purchase, trust is antecedent to satisfaction. As satisfaction is derived from the economic benefits the farmer obtains, satisfaction will lead to the farmer's desire to maintain the relationship. Satisfaction is enhanced both by the seed supplier's willingness to extend credit and to provide information. As there is much variation between alternative seed supplier's offer quality, satisfaction will result in the farmer becoming more dependent upon that seed supplier who makes the best offer. Furthermore, having provided the farmer with financial assistance, seed suppliers will find that they have constrained their opportunities to use coercive influence strategies, for in the absence of any formal contract, farmer's may readily default on the loan. The use of coercive influence strategies will reduce both the farmer's trust in their preferred seed supplier and the farmer's desire to maintain the relationship.
While trust is more important in the transitional economies, critical problems emerge with the use of standardised item measures and scales developed in the industrial countries. Cultural specific adjustments are necessary to ensure social constructs such a trust are functionally equivalent. However, in the context of long-term relationships where satisfaction is also cumulative, introducing measures of both economic and social satisfaction have the potential to overlap with the generally accepted measures of trust.

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Constable, Stephen J. "Relationship quality and relationship value as key drivers of relationship satisfaction and long-term orientation in buyer-seller relationships : the case of the UK electrical and electronics industries". Thesis, Kingston University, 2009. http://eprints.kingston.ac.uk/20873/.

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This study focuses on two aspects of business-to-business relationships, relationshop quality and relationship value. Crosby et al. (1990) suggest that the quality of the relationship determines the probability of continued exchange between buyer and seller. Following Crosby et al.'s (1990) ground-breaking relationship quality study some important dimensional issue remain. The dominant conceptualisation of relationship quality defines it as a higher-order construct consisting of either outcome or process dimensions. The outcome dimensions of relationship qualoty have been examined extensively in the literature, whilst the process dimensions have received limited attention. The literature indentifies the need for a better understanding of how relationship quality is developed in business-to-business exchange. Therefore a vital first step for the current study is the development of a process conceptualisation of relationship quality. For the past three decades, the customer value literature has focused on the value a customer receives from the exchange of products and services. However, over the past decade researchers have begun to examine the value a customer derives from the exchange relationship itself. These studies of relationship value have focused on the tangible aspects of value such as the economic and functional benefits of a supplier relationship. The current study examines not only the tangible benefits of a supplier relationship but also the relationship's intangible benefits such as the social, emotional and knowledge benefits. Adopting a process approach to the quality of relationship between buyer and seller, the current study conceptualises Relationship Quality (RQ) as a higher-order structure consisting of a behavioural RQ and a cognitive RQ dimension. Relationship value is also conceptualised as a high-order construct consisting of a relationship benefit and a relationship sacrifice dimensions. From these conceptualisations a research and two competing models are developed and the interrelationship between constructs relationship quality, relationship value, relationship satisfaction and long-term orientation is tested. Data were collected by means of self-completion questionnaires among buyers in the UK electrical and electronic industries and analysis was conducted using the structural equation modelling techique PLS. The findings suggest that relationship quality is a determinate of relationship value and both have a direct and indirect effect on relationship satisfaction and long-term orientation. Through the improved conceptualisations of relationship quality and relationship value and the development and testing of theoretically grounded research and competing models, the current study provides and original contribution to scholarly literature. In addition, a contribution has been made to business practice, through the advancement of normative managerial guidelines to aid decision-making when managing long-term customer relationships.

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Oliver, John. "The influence of critical service incidents in a health and fitness club environment : exploring buyer and seller relationship perspectives". Thesis, Bournemouth University, 2004. http://eprints.bournemouth.ac.uk/10567/.

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The study of critical service incidents has been extensively investigated in service marketing, however, very little attention has been paid to the role that these incidents have in the building, development and maintenance of marketing relationships. This thesis sought to address the deficiency in knowledge on the subject by exploring the critical service incident from a relational exchange perspective, with the members and management of a health and fitness club providing the central focus of the buyer-seller relationship. This investigation adopted a pragmatic philosophy in methodological design, arguing that the research had to be conducted within real time business constraints. Action research was used as an umbrella strategy for this investigation which incorporated a multi-method research design that consisted of; participant observation, in-depth interviews, a management group discussion and a telephone survey to investigate the questions of each research cycle. Whilst existing service marketing literature implies that positive and negative critical service incidents result in the bi-polar outcomes of buyer loyalty or switching respectively, the findings of this research demonstrated that the critical service incident may not be that critical to the development and maintenance of the relationship. The thesis makes an original contribution to knowledge by developing existing relationship marketing theory and making explicit the influence of the critical service incident on the buyer-seller relationship that is implied in service marketing literature. This thesis proposes that the critical service incident, produces buyer inferences, effects and consequences that result in a tendency toward loyalty or switching and that when the duration of the buyer-seller relationship is considered, these evaluative buyer judgements produce a phenomenon termed 'relationship elasticity'.

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Henningsson, Emma, e Emma Ruden. "How to find an international business partner?" Thesis, Jönköping University, JIBS, EMM (Entrepreneurship, Marketing, Management), 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-909.

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Introduction: Already in the 1970’s, internationalisation was noted as a striking trend in business. Since then, the speed of internationalisation has increased as infrastructure, communication, and IT have decreased space and time barriers for international trade. Today, companies must engage in international activities to survive in the competitive environment and researchers argue that firms’ international performance is determined by their ability to establish relationships.

Problem: In order to facilitate the search for business actors globally, Chamber Trade Business to Business AB offers a database in which companies can post business inquiries. Lately, the number of inquiries published in the database has decreased. Therefore, the question arose what other tools companies use instead when searching for business partners. This empirically driven problem is also matched by a theoretical need for more research about how firms establish international relationships.

Purpose: The purpose of this thesis is to analyse how small Swedish B2B companies find downstream international partners.

Theoretical framework: In order to create a frame of reference for guidance in the collection and analysis of the empirical data, theory has been divided into three sections; Internationalisation theory, Business to Business relationships theory, and Means for international interaction.

Method: To fulfil the purpose of the thesis, a qualitative study with an inductive approach was undertaken. Secondary data in terms of literature and academic articles were scanned to create a theoretical framework and to facilitate the collection of primary data. Primary data was gathered from ten small Swedish firms in order to find out how their downstream international business relationships had been initiated.

Conclusion: Our thesis concludes that many Swedish sellers start out their internationalisation to countries with close distance by responding to unsolicited orders from foreign customers. Over time, their proactiveness increases and they primary use the following channels in order to find international partners: networks, trade fairs, trade- and industry organisations, and the Internet. Databases have several defaults for being a useful search tool, mainly their lack of precise search criteria and personal interaction. Further, when companies offer a high quality product, a reputation is created about the company. Consequently, foreign customers pull the company into new countries and the need for external search tools is low.

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Sengun, Ayse Elif. "Performance Outcomes Of Interorganizational Trust In Buyer". Phd thesis, METU, 2005. http://etd.lib.metu.edu.tr/upload/3/12605818/index.pdf.

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This study examines the performance outcomes of interorganizational trust using both qualitative and quantitative methods. Using qualitative data from four informants and drawing on the literature on trust, we define interorganizational trust and derive a model of its outcomes. Regression analysis results indicate that trust is negatively related to transaction costs and positively related to cooperation, conflict resolution, satisfaction, and risk taking tendency. Dependence has a moderating effect on trust while predicting satisfaction. Confirmatory factor analysis revealed four trust components: goodwill trust, competence trust, contractual trust, and distrust. Further exploratory analyses between trust components and trust outcomes indicate that distrust is not a mere opposite of trust, but is a distinct component of it. Goodwill trust, by itself, is not sufficient for the reduction in transaction costs
it must be supplemented by the reliability and ability of the other party in the exchange relationship to fulfill obligations. Competence trust alone is not sufficient for better conflict resolution due to the divergence in the expectations of the exchange partners. Only goodwill trust affects the tendency towards risk taking, since it reduces the perceived potential for opportunistic behavior. As a result of this study, the concept of trust and its outcomes were investigated in the Turkish context, different components of trust were identified, and these components were linked to the outcomes of trust. In addition, risk taking tendency was tested as an outcome of trust, which is an important contribution to the research in this field.

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Mattsson, Sandra, e Ala Pazirandeh. "Supply Chain Development within Volvo Penta Chain : Development through Supplier Relationship Improvement". Thesis, Högskolan i Borås, Institutionen Ingenjörshögskolan, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-19388.

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In today global business market, concepts are moving towards inter-national and inter-firm in contrary to older days. This has made companies explore ways to leverage their supply chains, and to evaluate the role of suppliers in their activities. One result has been the increased outsourcing of activities and performance. This has heightened the role of suppliers ever more.Consequently, in order to maintain competitive in the market and to be able to satisfy the knowledgeable end customer, suppliers must be completely aligned with the core company and its objectives and performances. This goal is only gained through strategic benchmarking towards Supplier Development.With a large number of suppliers to deal with, it won’t be feasible to have partnership relationship with each. The strategic approach is to classify them in a manner suitable for the company and only then start from top of the list setting goals for the most prioritized.Before making any attempt in Supplier Relationship Development, the company must start from within setting the right mindset from top down, inside its own ground. Only then Supplier development will be aligned with the objectives of the company and the program will be integrated and successful.This research sought after ways to develop a strategic and systematic method of dealing with suppliers. This guideline was classified as a step by step map of a Supplier Development program. The study was conducted for Volvo Penta Vara Company, and as part of its Supply Chain Development Program. The findings from the company and literature were compared and analyzed and finally guidelines were developed.This report is the last part of the master’s studies in Industrial Engineering-Logistics at University of Borås. It gave us the opportunity to use what we had learnt during the programme. Considering the broadness of the subject we were after, this report meant a lot of work. However, this was the challenge we wanted and an intriguing journey where we learned a lot along the way.

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Halldén, Carlsson Adam, e Axel Dahlin. "Content with Content? : A qualitative study on the implementation, maturity and future of inbound marketing strategies in the Swedish B2B sector". Thesis, Högskolan i Jönköping, Internationella Handelshögskolan, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-39472.

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Background: There is a knowledge gap in the B2B-businesses adoption of inbound marketing strategies. The B2B sector has a substantial economic impact on the society and their marketing activities need to adapt towards the digital era. In the Swedish market, this has not yet been sufficiently researched up until this point. Purpose: This study serves to provide insight in key issues and problems when B2B businesses incorporate inbound marketing strategies. The maturity in the Swedish B2B market aims to be investigated and implementation problems to be highlighted. This information could aid Swedish B2B businesses in the future by becoming aware of issues beforehand. Also, this can give B2B businesses beneficial insights when the sector is increasingly adopting inbound marketing in the future. Method: In order to achieve in-depth understanding on the subject, a qualitative study with an exploratory design was conducted. By judgemental sampling methods, the research incorporates insights by knowledgeable industry professionals. Empirical findings were conducted through semi-structured interviews in which participants were encouraged to discuss inbound marketing in a B2B context in both detailed and broader terms. Conclusion: This study show that digital marketing is widely adopted in a B2B context, but inbound marketing strategy maturity is difficult to measure on a scale from this type of research. Key issues to implementation are organisational issues within a business, difficulty to determine goals, lack of knowledge in management about digital channels and possibilities, in addition to changing behaviour by B2B sales representatives. The future is looking bright for inbound marketing strategies even after the GDPR takes effect in May 2018, this study has shown.

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Ewertz, Natalie, Oskar Jerrå e Malin Lindau. "Decision-making processes in industrial organizations : a case study within the pulp- and paper industry on behalf of FrontWay AB". Thesis, Linköping University, Department of Management and Engineering, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-53101.

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Background: In order to survive and attain growth organizations need to make different investments which require that different decisions are being made. It is a process, by which a person, group or an organization identifies a choice or judgment to be made, gathers and evaluates information about alternatives and selects from among the alternatives. Thus, a decision is of great importance for an organization for which it is interesting for us to see how they make their decisions regarding a purchase and foremost how the actual decision-making process is constituted regarding a purchase of a simulation solution offered by our case company FrontWay AB.

Purpose: The purpose of this thesis is to examine and understand how a client’s decision-making process looks like, concerning the purchasing of technical complex products in industrial organizations, more specifically in the pulp- and paper industry.

Method: A qualitative study has been used, based on interviews with the clients of FrontWay who have bough their simulation solution or are in the buying process.

Result and Conclusions: The empirical findings that has come to hand shows that the decision-making process actually was shorter than perceived by the case company. One explanation was that the investment was not seen as big. Further we have concluded that the selling organization and the buying organization do not see the same start and end point when a decision is being made. The decision-making process for the buying organization seems to be difficult to shorten down, however, if the selling organization will do some changes maybe it can be shortened down. It is however questionable if FrontWay can make changes at all since it requires a lot of work as well as a lot of resources. As it takes time to make a good decision, and also resources from the buying organization to have someone working with simulations solution fulltime it is unsure if it is of interest to actually shorten down the decision-making process.

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Marković, Daniel, e Oskar Andersson. "Att se in i framtiden : En studie om hur konceptet insiktsförsäljning påverkar ett B2B-företags försäljningsprocess". Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36321.

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Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ‘insight selling’ claiming that it through insights is possible to be forceful in the, these days, rough sales climate. Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process. Research question: How does insight selling affect the B2B sales process? Methodology: Process mapping through interviews in combination with organizational documents. Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer.

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Cristea, Emilian, e Hassan Gelle Khalif. "Critical success factors of potential CPFR implementations : Two manufacturing case studies in Sweden based on a pre-CPFR stage from the perspective of a buyer – seller relationship". Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Centre of Logistics and Supply Chain Management (CeLS), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-39767.

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Background: Higher global competition and more demanding customers force manufacturing companies to develop and adopt new collaborative strategies; the collaborative planning, forecasting and replenishment concept allows stronger supply chain cooperation, cost saving, improved efficiency and performance. Purpose: Exploratory, to study the criticality of factors that can affect the feasibility of a potential a CPFR implementation in Sweden, from the perspective of a manufacturer in a pre-CPFR implementation stage.Method: Qualitative research, using a multiple case method of two manufacturing firms operating in Sweden. Using content analysis, it revolves around studying factor criticality, all the while showing differences and commonalities in terms capabilities, and future feasibility of CPFR between the two case studies. Findings: High degree of interconnectivity between the factors; the critical success factors for Sweden are relationship and trust, goal alignment, KPI’s and costs, with very important factors such as cross-functional communication, top management support, and lower impacting factors such as IT infrastructure and change management. Relationship and trust, cross-functional communication and change management are developed factors that the Swedish manufacturing firms possess. Implications: The study’s contributions are related to the criticality of factors that can affect CPFR implementations in Sweden’s manufacturing sector, showing the importance of each, contributing academically in attempting to fill in the gap related to CPFR in Sweden, and practically by allowing better strategic decision-making in relation to future implementations. This is even more relevant due to a thorough lack of research in this area.

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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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26

Konhäuser, Andreas. "Understanding value in B2B buyer-seller relationships do matching expectations improve relationship strength? : a thesis submitted to Auckland University of Technology in partial fulfilment of the requirements for the degree of Master of Business (MBus), 2007". Click here to access this resource online, 2007. http://repositoryaut.lconz.ac.nz/theses/1367/.

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Thesis (MBus) -- AUT University, 2007.
Primary Supervisor: Prof. Dr. Roger Marshall. Includes bibliographical references. Also held in print (vi, 76 leaves ; 30 cm.) in City Campus Theses Collection (T 658.8040943 KON)

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27

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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28

Prado, Lucas Sciência do. "Negociação e relacionamento entre compradores e vendedores: um estudo aplicado na distribuição de defensivos agrícolas". Universidade de São Paulo, 2016. http://www.teses.usp.br/teses/disponiveis/96/96132/tde-06012017-145936/.

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Nesta pesquisa, o principal objetivo foi analisar como são conduzidas as negociações entre compradores e vendedores que acontecem em um ambiente relacional, buscando não só entender os impactos do relacionamento das partes no processo de negociação, mas também verificar se as negociações o favorecem, notadamente em situações nas quais as partes pretendem manter ou aumentar as interações no futuro. Para responder esse objetivo foi escolhido o setor de distribuição de insumos agrícolas, com foco em defensivos, considerando as transações que ocorrem entre os distribuidores e os produtores rurais. Para ampliar as discussões desta pesquisa, optou-se por analisar as negociações entre as partes em dois países: Brasil e Estados Unidos. Assim, foi realizada uma pesquisa qualitativa, de caráter exploratório/descritivo, utilizando o método de estudos de casos múltiplos. Os dados foram coletados a partir do estudo de 13 casos - situações de negociação (seis no Brasil e sete nos Estados Unidos), considerando a visão do vendedor e do comprador (díades) para que se pudesse ter uma perspectiva de ambos os lados. Para isso, contou-se com o auxílio de seis distribuidores de insumos, sendo três no Brasil e três nos Estados Unidos. Os gerentes de vendas dos distribuidores foram entrevistados para que o entendimento do processo de negociação pudesse ser ampliado. Assim, em conjunto com observações, foram realizadas 13 entrevistas com vendedores, 13 com produtores e seis com gerentes de vendas, totalizando 32. Como principais resultados e contribuições, destaca-se: (1) foi proposta uma estrutura conceitual, baseada no modelo adaptado do IMP Group, para o estudo das negociações entre compradores e vendedores, considerando os elementos sistêmicos da negociação. Pôde-se perceber os impactos do ambiente da negociação (concorrentes e variáveis macroambientais), da atmosfera (poder, tempo e informação), do planejamento, do processo de negociação, dos resultados e da implementação dos acordos da negociação. Além disso, notou-se que os resultados substanciais (econômicos) podem ser superados pelos resultados psicológico-sociais da negociação, uma vez que vendedores e compradores podem abrir mão dos ganhos pensando na continuidade do relacionamento entre as partes; (2) a aplicação da estrutura para a análise das díades mostrouse aderente, o que resulta em outra contribuição. A estrutura conceitual poderá ser utilizada em outros contextos para o entendimento das negociações entre compradores e vendedores; (3) a partir da análise dos contextos Brasil e Estados Unidos, notou-se o impacto que o modelo de negócios dos distribuidores pode ter nas negociações. De um lado os distribuidores brasileiros têm sua oferta mais baseada em produtos, resultando em uma maior discussão de preços nas negociações. Já do lado norte-americano, a oferta é baseada em serviços e troca de informações, o que aumenta a dependência, os custos de mudança dos produtores e afeta os processos de negociação, diminuído em alguns casos a negociação de preços; (4) por fim, nota-se que o relacionamento entre as partes pode ter um impacto positivo nas negociações entre compradores e vendedores, diminuindo o uso de alternativas, aumentando a possibilidade de ampliação do valor das negociações e tirando o foco do preço. Além disso, percebe-se que a forma como as negociações são conduzidas pode ter um impacto positivo no relacionamento entre as partes. Assim, com a evolução do relacionamento, o conteúdo das negociações pode mudar da barganha de preços e evoluir para a discussão das adaptações necessárias para ampliação dos ganhos mútuos e maximização do valor das partes.
The main goal of this research was to analyze how the negotiations between buyers and sellers take place in a relational environment, seeking not only to understand the impacts of the relationship of the parties in the negotiation process, but also whether the negotiations favor the relationship, specifically in situations in which the parties aim to maintain or increase future interactions. To meet this goal, the distribution sector of agricultural inputs was chosen, focusing on defensive, and considering transactions that took place between distributors and farmers. The choice of this sector was due to its strong relational characteristic. To broaden the discussion of this research, the negotiations in two countries was analyzed: Brazil and the United States. Thus, a qualitative survey was conducted with an exploratory / descriptive perspective and using a multiple case studies method for data collection. The data was collected from the study of 13 negotiation situations (six in Brazil and seven in the United States), considering the view of the seller and the buyer (dyads) so that it was possible to have the perspective from both sides. Accordingly, interviews were conducted with six distributors, three in Brazil and three in the United States. The distributors\' sales managers were interviewed to develop a better understanding of the negotiation process. Thus, for the development of this research, 13 interviews were conducted with vendors, with 13 producers and six with sales managers, totaling 32. The main results and contributions are: (1) a conceptual framework was proposed based on the adapted model of the IMP Group for the study of negotiations between buyers and sellers, considering the systemic elements of the negotiation. The framework considers the various stages of negotiation and was the basis for the analysis of 13 dyads. From the analysis, the impact of the trading environment was observed (competitors and macroenvironmental variables), the atmosphere (power, time and information), planning, the negotiation process, the negotiation results, and the negotiation results implementation. Considering the importance of the relationship between the parties, the substantial results (economic) could be overcome by psychological and social results of the negotiation, as buyers and sellers can give up gains in exchange of maintaining and continuing with a good relationship with the other part; (2) the use of the framework to analyze the dyads proved to be effective, therefore the possible use of the framework in other contexts for the understanding of negotiations between buyers and sellers is another contribution of this thesis; (3) from the analysis of Brazilian and US contexts, it was noted the impact that the business model can have on negotiations. In one hand the Brazilian distributors have most of their supply based on products, resulting in more price discussion. In the other hand, in the US, the focus was on services and information exchange, which increases the dependency of producers decreasing, in some cases, the price negotiations; (4) finally, the relationship between the parties can have a positive impact on negotiations between buyers and sellers, reducing the use of alternatives, increasing the possibility of expanding the value of negotiations and taking the price out of focus. Moreover, it is clear that the way the negotiations are conducted can have a positive impact on the relationship between the parties. Therefore, with the relationship evolution, the negotiations content can evolve from prices negotiation to a discussion on necessary adaptation with a focus on value maximization for all parties.

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29

Dahan, Victor Barbosa. "Does trade credit respond to negative shocks to customer firms?" reponame:Repositório Institucional do FGV, 2018. http://hdl.handle.net/10438/22980.

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We investigate how the provision of trade credit by suppliers reacts when their customer firms suffer an adverse shock. We exploit an exogenous adverse shock to firms in the Brazilian food industry caused by the public announcement of a fraud investigation named Operation Weak Flesh. Using a within-firm differences-in-differences identification strategy, we found that customers suffered a negative impact of around 20 to 30% in their accounts payable, while suppliers reduced their credit provision by around 5 to 6%. The evidence suggests that suppliers would rather shield themselves against increased risks in the supply chain than try to save their customers and their relationship with them.

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30

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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31

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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32

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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33

Lussier, Bruno. "Les facteurs influençant l'efficacité du marketing relationnel : une approche dyadique". Thesis, Grenoble, 2014. http://www.theses.fr/2014GRENG008/document.

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Le succès d'une entreprise est garanti par son approche relationnelle, c'est-à-dire, sa capacité à créer, développer et maintenir de nouvelles relations d'affaires mutuellement profitable sur le long terme. Le vendeur devient la pièce maitresse de l'entreprise, puisqu'il passe presque tout son temps en contact avec les clients. Cette approche relationnelle de la vente est donc réellement au cœur du succès d'une entreprise. Néanmoins, certaines entreprises ont tout de même été déçues du résultat de leurs investissements dans l'approche relationnelle de la vente. Ces résultats mitigés indiquent l'importance de l'étude de l'approche relationnelle de la vente et notamment l'identification des facteurs qui influencent la performance du vendeur. Notre recherche a pour objet de définir et de comprendre quelles sont les caractéristiques individuelles du vendeur influençant les attitudes et comportements du client. Ce mécanisme de l'approche relationnelle de la vente est éclairé par la formalisation d'un modèle et la formulation d'hypothèses qui sont testées sur un échantillon de 175 vendeurs et clients (la dyade). Notre étude porte sur l'influence positive de l'auto-efficacité, de l'attitude envers la vente et de l'expertise sur la qualité de la relation, l'intention d'achat et le bouche-à-oreille du client. La qualité de la relation médiatise l'effet de l'expertise sur l'intention d'achat et le bouche-à-oreille et l'intuition modère les liens entre l'auto-efficacité, l'attitude envers la vente et l'expertise sur l'intention d'achat et le bouche-à-oreille. Les résultats confirment l'effet direct des antécédents et le rôle médiateur de la qualité de la relation. Le rôle modérateur de l'intuition a également été confirmé sur la relation entre les antécédents et l'intention d'achat. Nos contributions enrichissent le corps théorique de l'approche relationnelle et la démarche méthodologique dyadique de la recherche sur la vente. Pour les gestionnaires, notre travail offre de multiples applications permettant d'accroître l'efficacité de l'embauche et de la formation des forces de vente
A company's success is guaranteed by its relational approach, that is, its ability to establish, develop and maintain new business relationships that are mutually beneficial over time. The seller becomes the centrepiece of the firm, since almost all of his time is spent in contact with customers. This relational approach in a sales context is actually at the heart of successful business. Nevertheless, some businesses have been disappointed with the results of their investment in the relational approach. These mixed results indicate the importance of further study into the relational approach in a sales context, and in particular the need to identify the factors that influence the performance of the seller. The object of our study is to define and understand what are the individual characteristics of the seller that influence the attitudes and behaviours of the client. The mechanism of the relational approach in a sales context is reproduced using a model and the formulation of hypotheses tested on a sample of 175 sellers and customers (the dyad). Our study focuses on the positive influences of self-efficacy, attitude towards selling and expertise on the relationship quality, the purchase intentions and the word-of-mouth of the customer. The relationship quality mediates the effect of expertise on the purchase intention and the word-of-mouth and intuition moderates the relationship between self-efficacy, attitude towards selling and expertise on the purchase intentions and the word-of-mouth. The results confirm the direct effect of the antecedents and the mediating role of the relationship quality. The moderating role of intuition on the relationship between the antecedents and the purchase intentions was also confirmed. Our contributions add to the theoretical body of research on the relational approach and the methodological dyadic approach to sales research. For managers, our research has numerous applications for increasing the effectiveness of hiring and training sales forces

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34

Dzever, Samuel. "Industrial buyer behaviour in Japan : some conceptual and empirical issues". Thesis, University of Strathclyde, 1992. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.260909.

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35

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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36

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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37

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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Odekerken-Schröder, Gaby Josephina. "The role of the buyer in affecting buyer-seller relationships empirical studies in a retail context /". [Maastricht : Maastricht : Odekerken-Schröder] ; University Library, Maastricht University [Host], 1999. http://arno.unimaas.nl/show.cgi?fid=6840.

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39

Ojansivu, I. (Ilkka). "Exploring the underlying dynamics of buyer-seller interaction in project afterlife". Doctoral thesis, Oulun yliopisto, 2014. http://urn.fi/urn:isbn:9789526206004.

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Abstract The marketing view of a business relationship that follows the handover of a project reflects an era before services became common in the industry. At that time, business relationships were assumed to end after project handover, especially in commercial terms. Since then, services have become an integral part of project business, enabling the emergence of a post-project business relationship. It can be validly argued that the literature has not sufficiently recognized the changing practices of project-based companies. Obviously, a business exchange can outlive a project handover, but the consequences for buyer-seller interaction remain unexplored. This study describes and explains the underlying dynamics of buyer-seller interaction in project afterlife. Interaction is considered to be an inherently dynamic process that is dependent on a continuous yet variable exchange of services. The theoretical foundation of this study builds on the literature on interaction and networks as well as the literature on project marketing and management. The empirical part of the study is conducted as a combination of single and multiple qualitative case studies in five different project contexts: content management systems, windmills, mining, engineered wood solutions, and paper machines. Eighty-two personal interviews provide the primary data. This study comprises an overview and four individual papers that contribute to a process-based understanding of post-project interaction. The study primarily contributes to the project marketing research. First, the results indicate that buyer-seller interaction varies between three extreme orientations, making the development of a post-project business relationship inherently dynamic and challenging to manage. Second, the study expands theory regarding post-project interaction by describing four typical relationships in service-intensive projects. Third, the study extends the theoretical lens of project marketing and provides analytical tools to examine post-project interaction. Fourth, the study clarifies the role of key individuals in mediating change in post-project nets. Fifth, the study identifies several intergroup tensions that restrain interaction and proposes methods to overcome these tensions
Tiivistelmä Markkinoinnin näkemys projektitoimituksen jälkeisestä liikesuhteesta perustuu pääosin aikaan ennen teollisuusyritysten palveluliiketoiminnan yleistymistä, jolloin liikesuhteen uskottiin päättyvän varsinkin taloudellisessa mielessä. Palveluliiketoiminta on kehittynyt osaksi projektiyritysten liiketoimintaa, mikä mahdollistaa liikesuhteen jatkumisen projektitoimituksen jälkeen. Voi perustellusti väittää, että alan kirjallisuus ei ole riittävästi tunnistanut yritysten muuttuneita käytäntöjä. Tästä syystä tarvitaan lisää tutkimusta palveluintensiivisten projektiyritysten liikesuhteista projektien jälkeisissä vaiheissa. Yritysten liikesuhteet muuttuvat dynaamisesti ja vaikka palveluvaihdanta on jatkuvaa, sen sisältö vaihtelee ajan kuluessa. Tämän tutkimuksen lähtökohta on kuvata ja selittää erilaisten yhteistoimintojen ja sidosten jatkumista yritysten välillä. Tutkimuksen teoreettinen tausta koostuu projektimarkkinoinnin ja projektijohtamisen kirjallisuudesta, joiden taustat ovat pääosin teollisten liikesuhteiden tutkimuksessa. Laadullisen tapaustutkimuksen empiirinen osio on toteutettu viidessä eri projektikontekstissa, joita ovat tuulivoima, kaivosala, paperikone, sisällönhallintajärjestelmä ja jalostettu puuteollisuus. Pääaineisto koostuu 82 haastattelusta. Tämä tutkimus koostuu johdanto-osiosta ja neljästä tutkimuspaperista, joiden tuloksena on prosessipohjainen viitekehys liikesuhteen kehityksestä. Tulokset ovat merkittäviä erityisesti projektimarkkinoinnin näkökulmasta, sillä ne osoittavat asiakkaan ja myyjän välisen vuorovaikutuksen vaihtelevan kolmen äärityypin välillä tehden liikesuhteen kehityksestä dynaamisen ja vaikeasti johdettavan. Tutkimus laajentaa näkemystä projektitoimituksen jälkeisestä vaihdannasta tunnistamalla neljä palveluvaihdantaan pohjautuvaa suhdetyyppiä. Lisäksi tutkimus kehittää työkaluja projektitoimitusten jälkeisten liikesuhteiden analyysiin ja laajentaa projektimarkkinoinnin teoreettista pohjaa. Tutkimus selventää myös avainhenkilöiden toimintaa projektitoimituksen jälkeisissä lähiverkoissa ja tunnistaa keinoja, joilla liikesuhdetta rasittavia henkilöiden välisiä jännitteitä voidaan välttää

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40

MuÃŒ?ller, Ralf. "Communications of information technology project sponsors and managers in buyer-seller relationships". Thesis, Henley Business School, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.274882.

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41

Frederico, Elias. "Avaliação dos antecedentes e das consequências da confiança nas relações entre varejistas e fabricantes do mercado de vestuário". reponame:Repositório Institucional do FGV, 2005. http://hdl.handle.net/10438/2539.

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This present piece aims to shed light on the various factors that influence relationship closeness. The literature review encompasses marketing channels, TCE, relationship marketing and industrial marketing literature. This review has identified that trust performs a key-role and, therefore, any research should explore the trust concept, its underlying factors and the consequences of trust to relationship continuity. The methodology applied to run the research was built in two steps: the first one (qualitative) included indeep interviews with 12 apparel retail product managers. The second step (quantitative) included structural equation modeling and multiple regression techniques applied on survey data collected from 154 product managers. The qualitative research and the theory analysis supported the proposition of the constructs of trust, commitment, intention to stay and trust antecedents, all of them included during the model building process. The model was tested and not only results for the entire sample were analysed, but for the various retail formats represented in this research. Based on results, a set of suggestions to suppliers is recommended in order to improve relationships, specifying aspects that must be managed to develop and maintain trust for each retail format.
Este trabalho procura contribuir para o esclarecimento dos diversos fatores que influenciam a proximidade de um relacionamento. A sistematização do conhecimento foi realizada através do exame da literatura de canais de marketing, economia dos custos de transação, marketing de relacionamento e marketing industrial. Esta revisão possibilitou identificar que a confiança ocupa um papel central no relacionamento, sendo fundamental investigar em profundidade os seus fatores antecedentes, bem como seus impactos sobre a intenção à continuidade do relacionamento. A metodologia empregada na operacionalização da pesquisa foi realizada em duas fases: a primeira fase (qualitativa) incluiu a realização e análise de entrevistas em profundidade junto a uma amostra de 12 gerentes de produto de organizações do varejo de vestuário. A segunda fase (quantitativa) utilizou técnicas de modelagem de equações estruturais e de regressões múltiplas a partir de dados coletados através de questionários respondidos por 154 gerentes de compras. O exame da literatura e da pesquisa qualitativa possibilitou a delineação dos construtos confiança, compromisso e intenção à continuidade, e o levantamento dos aspectos determinantes da confiança. Esses conceitos foram utilizados na construção de um modelo teórico, testável empiricamente. A modelagem quantitativa não contemplou apenas os resultados da amostra como um todo, mas também detalhou os resultados para os diferentes formatos varejistas que estão representados na pesquisa. Os resultados foram confrontados com a teoria analisada, e, a partir das conclusões, são sugeridas diversas recomendações aos fornecedores para refinar o atendimento de cada formato varejista.

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Swift, Cathy Owens. "Characteristics of Purchasing Managers That Influence Preferences to Enter Buyer-Seller Partnerships by Single Sourcing". Thesis, University of North Texas, 1992. https://digital.library.unt.edu/ark:/67531/metadc278311/.

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This research addresses the question of whether there are personal characteristics of purchasing managers that lead them to make decisions regarding buyer-seller partnerships, and supplier sourcing in particular, that may be suboptimal, therefore affecting the performance of the firm. This question warrants study due to the current business environment, in which business firms have been entering into both formal and informal buyer-seller partnerships as a means of surviving in a highly competitive environment.

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Ho, Hillbun, e Hillbun Ho. "Knowledge Sharing Between Competing Suppliers in the Customer's Supply Chain Network". Diss., The University of Arizona, 2008. http://hdl.handle.net/10150/196073.

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Drawing on the marketing, strategic management, and supply management literature, this dissertation develops and empirically tests a theoretical model that delineates knowledge sharing and collaboration between competing suppliers in serving a buying organization. Data were collected through the means of a conjoint-decision study and a survey of suppliers in the optics and the automotive industries. One hundred and forty-six executive MBA students participated in the conjoint-decision study, and one hundred and ten companies participated in the survey. Statistical analysis results from both studies show strong empirical support to the theoretical model. This dissertation advances our understanding of the relative impacts of different factors in promoting or constraining knowledge sharing between competing suppliers when they collaborate with each other to create superior value for the customer. This dissertation demonstrates that a focal supplier's transfer of knowledge to its counterpart hinges not solely on the characteristics of the collaboration. More importantly, knowledge sharing between two competing suppliers is related to different facets of the customer's relationship with the focal supplier. In conclusion, this dissertation provides substantial insights into the role and influences of the customer on competing suppliers' knowledge sharing and collaboration, as well as the value of knowledge sharing to the strategic outcomes of the inter-supplier collaboration.

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Nyarirangwe, Maxwell. "The impact of project success on buyer-seller relationships in the professional services industry". Diss., University of Pretoria, 2012. http://hdl.handle.net/2263/22815.

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Professional services are one of the fastest growing industries, accounting for over US$330 billion in revenue, globally. The industry is also characterised by stiff competition among professional consulting firms. Thus, in order to survive and grow sustainably, consulting companies need to, not only deliver high quality services which surpass their clients’ expectations but, also nurture strong relationships with them.This study sought to understand the relationship between project delivery success and the strength of client-consultant relationships. It used the engineering consulting industry, focusing on public sector clients and consulting firms in South Africa. The methodology used focused on first establishing as to whether clients and consultants measure project delivery success and relationships using the same factors. It then tested the relationship between project delivery success and client-consultant relationships using the identified set of factors.Through a detailed literature review, project delivery factors were categorised into project success and project management success factors. In order to capture the different dimensions involved in project delivery and client-consultant relationships, frameworks were developed to adequately classify these factors. These frameworks were used in the design of the data collection instrument.The findings from the study indicated that clients and consultants measure project delivery success using fairly similar factors, which they also rated in a fairly similar way. However, the study established that clients and consultants neither evaluate relationships using the same factors, nor rate the factors in a similar way. It was also found that project delivery success does not necessarily result in strong client-consultant relationships.On the basis of these findings, the study established that product delivery success is results from the interaction of many factors within and beyond project boundaries. It also involves a variety of stakeholders with different expectations. Project success is more difficult to measure than project management success. Client-consultant relationships depend on the types of clients and consultants involved as well as the model of engagement used. These factors also influence the choice and priority given to different measurement factors.Thus, the study recommended the importance of active client-consultant engagement for clients and consultants to and understand these complex context-specific environments in structuring and defining problems and design relevant solutions.
Dissertation (MBA)--University of Pretoria, 2012.
Gordon Institute of Business Science (GIBS)
unrestricted

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Cheng, Wai-kei Anthony, e 鄭偉琪. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products". Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265248.

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Cheng, Wai-kei Anthony. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products /". [Hong Kong : University of Hong Kong], 1992. http://sunzi.lib.hku.hk/hkuto/record.jsp?B1330253X.

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Pullins, Ellen Bolman. "The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships". Connect to resource, 1996. http://rave.ohiolink.edu/etdc/view.cgi?acc%5Fnum=osu1261161372.

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Friend, Scott B. "Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure". Digital Archive @ GSU, 2010. http://digitalarchive.gsu.edu/marketing_diss/16.

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Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. This research proposes to overcome salesforce failure attribution biases by collecting data from the industrial buyer’s perspective. Thirty five post-mortem interviews with procurement decision makers from buying organizations were collected following a failed sales proposal. The context of these failed sales proposals was for multi-year industrial service key account contracts (>$5 Million). The result of this naturalistic inquiry is a model which outlines the determinant attributes of sales failure: price, adaptability and relationship-potential. An experimental design was conducted following this exploratory research in order to test the derived drivers of sales failure and success, as well as provide a trade-off analysis of the three emergent sales proposal themes. Results indicate that a lack of adaptability has the strongest impact on the sales failure outcome variable, as well as buyer characteristics have a potentially moderating impact on the relative trade-off weights between price/adaptability and price/relationship-potential.

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Das, Mallika. "Exporting from LDCs : an exploratory study on the impact of product type and destination of exports on buyer-seller relationships". Thesis, University of Bath, 1989. https://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.277031.

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Shapiro, Jon M. "The role of cultural sensitivity and trust in relational marketing: an analysis of buyer/seller relationships in the Asian Pacific Rim". Diss., Virginia Tech, 1997. http://hdl.handle.net/10919/40241.

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