Bibliografias temáticas / Buyer-seller relationship

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Literatura científica selecionada sobre o tema "Buyer-seller relationship"

Autor: Grafiati

Publicado: 4 de junho de 2021

Última modificação: 20 de fevereiro de 2023

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Artigos de revistas sobre o assunto "Buyer-seller relationship"

Nichol, Jamie. "Buyer & Seller". Mechanical Engineering 131, n.º 02 (1 de fevereiro de 2009): 36–37. http://dx.doi.org/10.1115/1.2009-feb-5.

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This review discusses that an effective relationship with a respectable supplier can be a considerable strategic asset to a business. It can reduce cost, improve quality, and increase production volumes. In an effective relationship, a supplier can be a valuable source of expertise, contacts, and ideas. An effective relationship is a two-way street, benefiting both buyer and supplier. As with most things, while there might not be a single best way to create a healthy supplier relationship, there is an infinite variety of ways to foster a bad relationship. Feedback from someone in the business can be very valuable, and changing a part design to fit a supplier’s processes can create value for seller and buyer. Knowledgeable, reputable suppliers provide expertise, and understand the strengths and limitations of their processes. A solid supplier network, like a well-trained staff, is a valuable asset. Also, exceptional suppliers, like exceptional employees, cost less in the long run, even if they do not cost the least up front.

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J. Hoppner, Jessica, David A. Griffith e ChangSeob Yeo. "The intertwined relationships of power, justice and dependence". European Journal of Marketing 48, n.º 9/10 (2 de setembro de 2014): 1690–708. http://dx.doi.org/10.1108/ejm-03-2013-0147.

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Purpose – The purpose of this study, drawing from exchange theory, is to examine how the intertwined relationships between power, justice and relative dependence influence relationship performance in buyer – seller relationships. Design/methodology/approach – A two-wave structural equation model with latent variable interactions was estimated on a dataset of 283 buyer – seller relationships. Findings – Exercised coercive and reward power follow different processes, direct and indirect, to influence relationship performance. The use of coercion was found to be substantively more detrimental to the buyer – seller relationship than the use of rewards were beneficial. Relative dependence tempers the negative influence of coercion. Research limitations/implications – Managers of buyer – seller relationships need to be judicious in their use of coercion and rewards. In their efforts to manage relationship performance, whenever possible, managers should seek to avoid punishing their partner more so than they should seek to reward them. Originality/value – Although proposed under a single theoretical perspective, power and justice have developed as separate streams within the extant literature. Examining these constructs together can increase the current understanding of how to manage buyer – seller relationships.

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Choi, Yonghoon, Ying Huang e Brenda Sternquist. "The effects of the salesperson’s characteristics on buyer-seller relationships". Journal of Business & Industrial Marketing 30, n.º 5 (1 de junho de 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 e Risma Muhamad Ramdani. "FACTORS DETERMINING BUYER-SELLER RELATIONSHIPS: EMPIRICAL RESULTS FROM AN AGRIBUSINESS PERSPECTIVE". Sosiohumaniora 24, n.º 1 (2 de março de 2022): 140. http://dx.doi.org/10.24198/sosiohumaniora.v24i1.29201.

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Continuous development of the Indonesian agri-food retail in the past decades has shown an evolutionary way on how the buyer and seller build their interaction during the exchange transaction process. It shows the significance of beneficial buyer-seller relationships in the shifting from traditional food retailing model to modern food retailing model, including in developing economy context. The study aims to investigate the factors affecting the buyer-seller relationship concept to access the modern market from the farmer producer perspective in the setting of an emerging market. This study surveyed 75 respondents of vegetable farmer group members located in a vegetable cluster in West Java, Indonesia. An explanatory quantitative method with Confirmatory Factor Analysis (CFA)was used for the data analysis. The findings verified four primary factors that can explain the B2B buyer-seller relationship of farmers deciding to partner with modern retailers such as supermarkets, which consists of trust, loyalty, relationship commitment, and business communication. The findings propose a further understanding related to the factors that influence the buyer-seller inter-relationships in the B2B context of the agriculture sector.

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Smith, J. Brock. "Buyer-Seller relationships: Similarity, relationship management, and quality". Psychology and Marketing 15, n.º 1 (janeiro de 1998): 3–21. http://dx.doi.org/10.1002/(sici)1520-6793(199801)15:1<3::aid-mar2>3.0.co;2-i.

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Kim, Kyunghee, Min Sung e Gang Ok Jung. "Revisiting TSI: How TSI Contributes to the Buyer-Seller Relationship". Journal of Marketing Thought 01, n.º 04 (14 de fevereiro de 2015): 10–21. http://dx.doi.org/10.15577/jmt.2015.01.04.10.

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Mora Cortez, Roberto, e Wesley J. Johnston. "How to recover B2B relationships after a failed online reverse auction". Journal of Business & Industrial Marketing 35, n.º 3 (3 de junho de 2019): 551–63. http://dx.doi.org/10.1108/jbim-02-2019-0095.

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Purpose This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyer–seller relationship. Design/methodology/approach The authors developed a further understanding of reverse auctions through the examination of a longitudinal case study in the mining industry based on grounded theory. Findings The study indicates that losing a reverse auction is not a death sentence for the current supplier. Four factors influence the potential scenarios: buyer factors, supplier factors, buyer–seller factors and contextual factors. If the overall evaluation favors the current buyer–seller relationship, the supplier can continue the business interaction by full renegotiation or discrete step-by-step reconsideration. Conversely, the buyer–seller relationship would reach a state of dissolution. Originality/value This manuscript contributes to the understanding of reverse auction, an under-researched theme in organizational buying behavior theory. This paper is the first attempt to link buyer–seller relationship dissolution and reverse auctions. The authors suggest that more academic endeavors are needed to study online reverse auctions.

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ESMAEILI, MARYAM, PRAKASH L. ABAD e MIR-BAHADOR ARYANEZHAD. "SELLER-BUYER RELATIONSHIP WHEN END DEMAND IS SENSITIVE TO PRICE AND PROMOTION". Asia-Pacific Journal of Operational Research 26, n.º 05 (outubro de 2009): 605–21. http://dx.doi.org/10.1142/s0217595909002353.

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In this paper, we consider a seller–buyer channel in which marketing expenditure is an endogenous decision for the buyer. We assume that both the unit marketing expenditure and the unit price charged by the buyer influence the end demand for the product. We model the seller–buyer relationship as a non-cooperative as well as a cooperative game. We investigate the non-cooperative game from two perspectives: the Seller–Stackelberg model and the Buyer–Stackelberg model. In the cooperative game, we provide a procedure for outlining Pareto efficient solutions. For each model, we present a numerical example as well as sensitivity analysis with respect to the two key parameters in the model.

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Dwivedi, Abhishek, Morgan Miles, Eddie Oczkowski, Jay Weerawardena, Lester W. Johnson e Dean Wilkie. "Buyer–seller relational engagement and seller brand equity". Journal of Business & Industrial Marketing 35, n.º 8 (9 de dezembro de 2019): 1311–22. http://dx.doi.org/10.1108/jbim-01-2019-0062.

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Purpose Relational engagement is offered as a framework to describe how buyers and sellers conduct exchange. Relational engagement is conceptualized as a higher-order construct comprising three dimensions: legal bonds, knowledge exchange and co-production. This paper aims to examine the efficacy of the construct by testing its influence on buyer–perceived seller brand equity. Design/methodology/approach An online survey of 401 US-based industrial buyers was conducted. Data were analyzed using structural equation modeling. Findings Empirical analysis supports the proposed conceptualization of relational engagement, as well as its influence on seller brand equity through influencing buyer-perceived relationship effectiveness. Practical implications Relational engagement offers a template to sellers for engaging organizational buyers. A relational engagement strategy has favorable implications for seller brand equity. Originality/value Relational engagement offers a comprehensive strategic perspective on inter-organizational exchange, moving beyond tactical approaches. The framework reflects the continuum of exchange, incorporating transactional-dominant and relationship-dominant forms of inter-organizational marketing practices.

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Smith, Brock. "Buyer-Seller Relationships: Bonds, Relationship Management, and Sex-Type". Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration 15, n.º 1 (8 de abril de 2009): 76–92. http://dx.doi.org/10.1111/j.1936-4490.1998.tb00153.x.

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Teses / dissertações sobre o assunto "Buyer-seller relationship"

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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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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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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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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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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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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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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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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Livros sobre o assunto "Buyer-seller relationship"

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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Borges, Bernie. Marketing 2.0: Bridging the gap between seller and buyer through social media marketing. Tucson, AZ: Wheatmark, 2009.

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Forsström, Birgitta. Value co-creation in industrial buyer-seller partnerships--creating and exploiting interdependencies: An empirical case study. Åbo: Åbo Akademi University Press, 2005.

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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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Capítulos de livros sobre o assunto "Buyer-seller relationship"

Hougaard, Søren, e 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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Hougaard, Søren, e Mogens Bjerre. "A Systematic Approach to Buyer-Seller Relationships". In Strategic Relationship Marketing, 52–84. Berlin, Heidelberg: Springer Berlin Heidelberg, 2002. http://dx.doi.org/10.1007/978-3-540-24813-2_2.

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Donaldson, Bill. "Buyer-Seller Interaction and Relationship Selling". In Sales Management, 92–108. London: Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26354-7_5.

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Hougaard, Søren, e Mogens Bjerre. "A Systematic Approach to the Buyer-Seller Relationships". In The Relationship Marketer, 35–46. Berlin, Heidelberg: Springer Berlin Heidelberg, 2009. http://dx.doi.org/10.1007/978-3-642-03243-1_2.

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Palmer, Adrian, e David Bejou. "The Effects of Service Failure on Buyer-Seller Relationship Deterioration". In Proceedings of the 1996 Academy of Marketing Science (AMS) Annual Conference, 124–25. Cham: Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-13144-3_33.

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Kasouf, Chickery J., Kevin G. Celuch e John H. Bantham. "Interorganizational Buyer-Seller Relationships: The Impact of Individual Perceptions on Relationship-Oriented Action". In Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 349. Cham: Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-11845-1_120.

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Webb, David, e Jillian C. Sweeney. "Relationship Marketing – Who Benefits? An Exploratory Study of Buyer-seller Dyads". In Proceedings of the 2000 Academy of Marketing Science (AMS) Annual Conference, 54–60. Cham: Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-11885-7_15.

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Dzever, Sam. "Buyer-Seller Interaction and Relationship Development in the Japanese Business Market". In Can Japan Globalize?, 35–49. Heidelberg: Physica-Verlag HD, 2001. http://dx.doi.org/10.1007/978-3-662-11285-4_3.

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Wong, Godwin, e Peter Oswald. "Guanxi: Tonic in the Buyer-Seller Relationship Quality and Customer Loyalty in China". In Herausforderungen an das Management, 207–19. Berlin, Heidelberg: Springer Berlin Heidelberg, 2000. http://dx.doi.org/10.1007/978-3-642-57009-4_12.

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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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Trabalhos de conferências sobre o assunto "Buyer-seller relationship"

"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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Christozov, Dimitar, e 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 e 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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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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Wickramarathne, Nadun, Udith Siriwardana, Adithya Karunarathna, Pathmanathan Jeremiah, Samantha Thelijjazoda e Jenny Krishara. "Sell-Net: Mobile Based Solution to Strengthen the Seller-Buyer Relationship of Small-Scale Businesses in Sri Lanka". In 2022 International Conference for Advancement in Technology (ICONAT). IEEE, 2022. http://dx.doi.org/10.1109/iconat53423.2022.9726115.

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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 e 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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