Search results

21 – 30 of over 15000
Article
Publication date: 1 August 2003

Cynthia J. Bean, James S. Boles and Cynthia Rodriguez Cano

The communication environment for buyerseller interfaces is being transformed by a variety of new communication choices. The use of electronic mail in business today is…

1619

Abstract

The communication environment for buyerseller interfaces is being transformed by a variety of new communication choices. The use of electronic mail in business today is especially prevalent. This investigation explores buyer and seller reactions to electronic mail use in buyerseller relationships. Two studies conducted explore themes perceived by buyers and sellers regarding electronic mail use. From in‐depth interviews of sellers, some initial themes are developed. Second, a survey from a sampling frame of business‐to‐business sales people and organizational buyers advances the questions of benefits and barriers perceived to be associated with electronic mail use from both the organizational buyer and seller perspectives. From a sample of 103 buyers and 107 sellers, questions are raised about the communicative and relationship aspects that potentially influence the buyerseller interface. Findings suggest sellers need to be attuned to individual buyers’ views in order to benefit from the new communication options regarding communication choices.

Details

Journal of Business & Industrial Marketing, vol. 18 no. 4/5
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 21 September 2015

Gøril Voldnes and Kjell Grønhaug

The purpose of this paper is to investigate how buyers and sellers in cross-cultural business relationships manage cultural differences to ensure functional, successful business…

1268

Abstract

Purpose

The purpose of this paper is to investigate how buyers and sellers in cross-cultural business relationships manage cultural differences to ensure functional, successful business relationships. Failure to consider specific cultural issues may lead to the failure of business ventures crossing national borders. To succeed in today’s global business market, it is critically important to understand and manage cultural differences. Adapting to each other’s cultures is one way of managing cultural differences between business actors.

Design/methodology/approach

A qualitative, explorative approach examining both sides of the exchange dyad was adopted to obtain insight into adaptation as perceived by both buyer and seller.

Findings

The results of this study indicate that mainly Norwegian sellers adapt to the Russian culture and way of conducting business. This is explained by power asymmetry between partners, as well as cultural barriers and lack of cultural sensitivity from the Norwegian partners. Still, the business relationships function well.

Practical implications

Knowledge of and applying strategies for managing cultural differences should be helpful for business managers engaged or planning to engage in business ventures with Russia and Norway – especially those doing so for the first time.

Originality/value

The study provides new and important information about West-East business relationships and how to manage cultural differences in cross-cultural business relationships. The study shows that business relationships can function well in spite of the absence of some factors previously found to have detrimental effects on these relationships. In addition, the study investigates both sides of the buyer-seller dyad, which is a limitation in previous studies of adaptation.

Details

International Journal of Emerging Markets, vol. 10 no. 4
Type: Research Article
ISSN: 1746-8809

Keywords

Article
Publication date: 1 June 1989

Gary L. Frazier and Sudhir H. Kale

The differences that exist in manufacturer – distributorrelationships across diverse markets and countries have been largelyignored in the marketing channels literature. A…

Abstract

The differences that exist in manufacturer – distributor relationships across diverse markets and countries have been largely ignored in the marketing channels literature. A conceptual framework is built designed to explain how the initiation, implementation, and review of manufacturer – distributor relationships are likely to vary, based on whether such relationships take place in buyers′ markets in developed countries or in sellers′ markets in developing countries. Several cultural and structural dimensions of markets in developing countries also play an important role in the conceptual framework. A comparative channel systems approach is taken and a number of propositions are developed that require empirical testing in the future.

Details

International Marketing Review, vol. 6 no. 6
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 19 October 2015

Daniela Andreini, Jari Salo, Robert Wendelin, Giuditta Pezzotta and Paolo Gaiardelli

Productization, defined as the standardization of the production and delivery processes of services, is an approach that many service companies undertake, moving from relationship

Abstract

Purpose

Productization, defined as the standardization of the production and delivery processes of services, is an approach that many service companies undertake, moving from relationship-intensive customer projects toward selling specific standardized offerings. In contrast to research on servitization, little in-depth research is available on the effects of this change of approach on the buyer-seller relationship. The purpose of this paper is to narrow this gap by providing evidence of the outcomes of productization in a corporate bank which has been serving Tier 1 customers for more than 15 years.

Design/methodology/approach

Using the IMP Group approach, this research identifies how productization affects buyer-seller relationships. In total, 37 key informant interviews were conducted on both sides of the buyer-seller relationship.

Findings

This research identified direct effects of productization relevant to buyer-seller relationships, and as many indirect effects through internal organizational processes. Productized service companies should develop their relationships with customers, by separating the standardization of the internal productization processes from the external relationship-based activities.

Originality/value

This paper contribute to the literature, exploring the long-term consequences of productization of services for the buyer-seller relationships.

Details

IMP Journal, vol. 9 no. 3
Type: Research Article
ISSN: 2059-1403

Keywords

Article
Publication date: 14 October 2021

Ralph Kauffman and Lucille Pointer

This study aims to examine how the widespread adoption of digital technology (DT) in business-to-business (B2B) markets affects and, in particular, increases the velocity of…

1660

Abstract

Purpose

This study aims to examine how the widespread adoption of digital technology (DT) in business-to-business (B2B) markets affects and, in particular, increases the velocity of relationship development over time.

Design/methodology/approach

A literature search was conducted to develop propositions concerning DT’s effect on the various stages of an existing B2B buyer-seller relationship development model. A group of 55 experienced practitioners was used to obtain reactions to the propositions.

Findings

DT affects buyer-seller relationship development by reducing the time needed to initiate and advance through sequential relationship stages. Agility in the decision-making process fosters stronger inter-firm relationships and influences other important attributes of B2B relationships, such as organizational commitment, organizational embeddedness, trust and value creation.

Research limitations/implications

A broader, more diverse sample of commercial buyers and sellers is required to permit testing the generalizability of the study’s findings.

Practical implications

DT affects the speed and agility of B2B relationship formation regardless of stage. As DT evolves in the age of Industry 4.0, an understanding of the effects of DT will aid managers in assessing ways to leverage its potential and apply appropriate DT strategies throughout the B2B relationship process to capitalize on current and future business opportunities. Firms need to explore the positive and negative effects of the digital revolution on managers within their supply chain networks.

Originality/value

To the best of the authors’ knowledge, this is the first study that specifically addresses DT’s impact during the specific stages of the relationship development process.

Details

Journal of Business & Industrial Marketing, vol. 37 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 August 2001

Seppo Leminen

The purpose of this study is to increase understanding of the dynamics of gaps in buyerseller relationships. Increasingly complex, fast changing, and dynamic business…

1403

Abstract

The purpose of this study is to increase understanding of the dynamics of gaps in buyerseller relationships. Increasingly complex, fast changing, and dynamic business environments provide a rich research environment for analysing dynamics of gaps in business relationships. Traditionally gaps have been examined from the static and single party perspective. However, dyadic buyerseller relationships can be revealed, described, and analysed in new ways by viewing intraorganisational and interorganisational gaps longitudinally as chains of interactions in relationships and from the perspectives of several parties. The dynamic gaps of the relationships are described and analysed longitudinally from the perspective of gaps for the first time.

Details

Management Decision, vol. 39 no. 6
Type: Research Article
ISSN: 0025-1747

Keywords

Article
Publication date: 13 March 2009

Maud Dampérat and Alain Jolibert

The purpose of this paper is to focus on building and testing a model of buyerseller relationships from a dialectical perspective. It aims to provide both academics and managers…

1828

Abstract

Purpose

The purpose of this paper is to focus on building and testing a model of buyerseller relationships from a dialectical perspective. It aims to provide both academics and managers with a better understanding of the relationships among the key relational variables in business settings. The model distinguishes four levels of social complexity (individual, interaction, relationship, and intergroup level) and includes the key relational variable for each level.

Design/methodology/approach

Data were collected from 151 French professional buyers. Exploratory and confirmatory factor analysis was used to test the validity of the measures. The hypotheses were tested using structural equation modeling. The empirical test includes linear, non‐linear, moderating, and mediating effects testing.

Research limitations/implications

The limitations of the study relate to the sample of respondents and the measurement scales. More precisely, the sample is based on a unique company's customer data file and a single informant source. Results confirm the hypothesized model and its four‐level structure.

Practical implications

This study demonstrates that buyer relational orientation as well as seller expertise influence the course of business relationships. Although the necessity to train salespeople is obvious, the importance of training buyers is not as well documented. This study shows that they both need to be trained to manage business relationships appropriately.

Originality/value

This research examines the relationships among the key relational variables within a framework of four successive levels of explanation. It provides an alternative approach to studying business relationships.

Details

Journal of Business & Industrial Marketing, vol. 24 no. 3/4
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 June 2015

Yonghoon Choi, Ying Huang and Brenda Sternquist

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…

1442

Abstract

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.

Details

Journal of Business & Industrial Marketing, vol. 30 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 11 June 2019

Roberto Mora Cortez and Wesley J. Johnston

This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyerseller relationship.

Abstract

Purpose

This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyerseller 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, buyerseller factors and contextual factors. If the overall evaluation favors the current buyerseller relationship, the supplier can continue the business interaction by full renegotiation or discrete step-by-step reconsideration. Conversely, the buyerseller 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 buyerseller relationship dissolution and reverse auctions. The authors suggest that more academic endeavors are needed to study online reverse auctions.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 May 1980

David Ford

Notes buyerseller interdependence is crucial to industrial marketing — industrial firms establish buyerseller relationships of the close kind and long term. Examines buyerseller

8344

Abstract

Notes buyerseller interdependence is crucial to industrial marketing — industrial firms establish buyerseller relationships of the close kind and long term. Examines buyerseller nature in industrial markets by considering development as a process through time, it is based on ideas from the IMP Project. Analyses the process of establishment and development of relationship over time by considering stages in revolution. Notes also that this process described herein does not argue the inevitability of relationship development. Discusses the pre‐relationship stage: the early stage; the development stage; the long‐term stage; and the final stage with points to debate. Describes how the development of buyerseller relationships can be seen as a process in terms of: the increasing experience of the two companies; reduction in their uncertainty and the distance between them; growth of both actual and perceived commitment; formal and informal adaptation to each other and the investments and savings involved. Finally, states it is important to emphasize that companies should examine existing relationships according to the potential and stage of development.

Details

European Journal of Marketing, vol. 14 no. 5/6
Type: Research Article
ISSN: 0309-0566

Keywords

21 – 30 of over 15000