Table of contents
Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions
David A. Reid, Ellen Bolman Pullins, Richard E. Plank, Richard E. BuehrerThe study reported perceived sales interaction conflict (PSIC) as a construct in need of evaluation. As a first step toward validation of a PSIC measure, the study draws…
Analyzing exchanges through the use of value equations
Keith BloisFirms enter into exchanges so that they can create value for themselves as well as their customers. Day's concept of customer value equations is reviewed and the concept of…
Bank choice behavior of small and medium‐sized construction firms
Ugur Yavas, Emin Babakus, Sevgin ErogluA model of bank choice behavior for small and medium‐sized firms in the construction industry is developed and tested. The results suggest that bank choice behavior of…
Culture, intercultural communication competence, and sales negotiation: a qualitative research approach
Sunanta Chaisrakeo, Mark SpeeceMany companies are shifting their focus away from individual transactions toward developing long‐term, mutually supportive relationships with their customers. Salespeople are the…
The role of personal networks in the development of industry standards: a case study of 3G mobile telephony
Christina Grundström, Ian F. WilkinsonIndustry standards affect the diffusion and adoption of new technology and the competitiveness of individual players but their development is not under the direct control of…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota