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Examines the behaviour of the industrial buyer, and studies the purchasing of reprographic equipment. Looks at straight replacement purchases, first time purchases, rebuys involving high cost equipment and rebuys due to dissatisfaction, in terms of a perceived risk model. Accepts that the industrial communications practitioner receives much less planning guidance than his consumer‐based counterpart. States current research is founded on the belief that a theory of communication appropriate to industrial buying must take on 6 main points – these are itemised and discussed. Discusses research design; research methodology; the determinants of perceived risk in industrial buying; risk handling behaviour in industrial buying; and a perceived risk model of buyer behaviour and its implications for competitive industrial marketing policy – all these are examined in great depth and each one given individual conclusions. Concludes that these examples by no means exhaust all the possible empirical bases from which industrial marketing policies may be devised, they serve to illustrate the way in which the model can be realistically applied to derive such competitive policies.

The purpose of this paper is to empirically test the validity of a two‐factor theory for seller service quality in the online auction context.

A sample of 2,000 buyer feedbacks about seller performance (1,000 positive and 1,000 negative) was collected from eBay. Content analysis of positive and negative feedback was conducted and the frequencies of mention of specific service quality attributes were compared.

Analysis of total mentions and exclusive mentions of service quality attributes showed significantly different content for positive and negative feedback, supporting the validity of two‐factor theory in this context and adding to the understanding of customer expectations in this environment.

The paper's findings can guide sellers' allocation of efforts in service design, so they can establish and maintain the reputation necessary to attract bidders and successfully compete in high‐risk online environments like eBay.

The paper extends the understanding of quality determinants in a service environment substantially different to traditional environments because of the risks to which buyers are exposed, information asymmetry, and the lack of previous experience with buyers. In addition, the finding of support for two‐factor theory is in a direct contrast with the conventional, one‐factor model subscribed by most quality researchers in the operations management field, and highlights the importance of investigating customer satisfaction and dissatisfaction separately in the online auction environment.

This paper aims to explore the supplier perspective on competitive tendering processes and build on an increasing and developing interest in supplier satisfaction with public sector procurement activities.

Qualitative data was collected from 20 interviews with a variety of suppliers to the UK public sector, which was then analysed using Nvivo and a series of empirically supported propositions developed.

The findings are combined into an integrated supplier satisfaction model, which explains how a multi-layered set of expectations (past and ideal) and quality dimensions (fairness, ambiguity, unnecessary information, tender focus, relationship irrelevance, unresponsiveness, outcome success) lead to dissatisfaction. This paper also establishes the implications of these judgments (non-response, poor quality and relationship impact) and that they are impacted by comparison to alternatives.

Supplier dissatisfaction can have serious ramifications for public sector buying organisations by reducing the pool of applicants, creating relationship barriers and a disconnect between the tender and the eventual services provided. This paper gives empirically derived advice to managers and policymakers on how to avoid these issues.

Ensuring that as wide a pool of possible suppliers can respond to tender requests, means that the services that are provided by the public sector can make the most effective and efficient use of available resources. In addition, small to medium-sized enterprises may be encouraged to overcome their feelings of dissatisfaction and respond more frequently and readily to tender requests.

This paper contributes to the field of public sector procurement and in particular that which looks at increasing supplier satisfaction, by developing a supplier satisfaction model based on supplier generated data, which uses disconfirmation theory to explain the dynamics of how individuals make judgments by comparing perceptions of performance with a multi-layered set of expectations. This paper identifies service quality dimensions that influence satisfaction judgments and the implications of these judgments.

Manufacturing firm reaction to a supply failure is important because buyer dissatisfaction may induce related development or switching costs. The purpose of this paper is to ask: what is the impact of a supply failure and recovery on manufacturing firm dissatisfaction with the supplier?

A case study approach is used based on interviews of key informants, examining four US manufacturers classified by industry type (aerospace and electronics) and firm size (large and small).

Manufacturing firm dissatisfaction increases relative to the accumulated impact of the supply failure, and is reduced when the manufacturer has slack to absorb the failure or shares blame for it. The supplier's failure recovery reduces dissatisfaction to the extent that it demonstrates the supplier's long‐term commitment to the relationship. The findings indicate that attributes of the failure, the failure recovery, and context must be taken into account when considering how a supplier's recovery may ameliorate the negative impact of a supply failure.

The results are constrained by the number of cases we collected and by the limitations of retrospective interviews.

The findings suggest that manufacturers can over‐react to a failure because of the perceptual nature of risk, or under‐react to a failure because of excess slack or switching costs.

This paper adds significant detail to our understanding of how supplier failure and recovery impact a manufacturer's dissatisfaction with a supplier, the antecedent to costs involved with supplier development or switching.

In order to ensure the continuing expansion and success of electronic commerce, the issue of how to assess product quality of items sold over the Internet must be addressed. The formal literature of microeconomics presents a conceptual framework for this assessment that is applied in the case study presented in this paper. The type of transaction studied is online auction transactions conducted through the popular web site, eBay. Quality issues, as well as other sources of buyer dissatisfaction with electronic purchases, are addressed on eBay through a bulletin board style feedback system by which members of the eBay community may report on various aspects of their eBay transactions. eBay publishes the feedback ratings of each seller as a part of its listing of any item for sale and also disciplines sellers that accumulate too much negative feedback. This would seem to provide buyers with some degree of protection from sellers who are unscrupulous in their claims regarding product quality. The empirical work presented here examines the effectiveness of this system using logistic and ordinary least squares regression, and concludes that at least key aspects of the system offer adequate incentives to sellers to provide accurate representations to buyers regarding the quality of their merchandise.

Reverse e‐auctions are increasingly being used in business‐to‐business procurement and have been reported to yield significant price reductions for buyer firms. However, the adoption of online auction formats has raised many concerns among suppliers, often being criticized for damaging supplier‐buyer relationships and for being antithetical to what is currently regarded as good supply chain management. Against this background this paper aims to examine the reverse auction phenomenon in the UK packaging sector.

Data were collected from the direct experiences of one large food‐packaging supplier, using case studies of reverse e‐auctions, and from exploratory interviews with other suppliers in the sector.

While buyers are reaping significant short‐term price reductions, the benefits to suppliers are less obvious. In fact, little reference was detected to the often‐quoted reductions in overall transaction costs for either buyers or suppliers. However, most respondents were not able to specify their transaction costs and associated risks and did not appear to have adequate costing systems to enable such quantification.

Reports the concerns of suppliers, outlines how buyers could embed trust‐building mechanisms into the reverse e‐auction process and proposes a model for testing the findings in future research.

Expands on the existing experience of the impact of reverse e‐auctions on supply chain relationships despite the limited, albeit growing, body of empirical evidence of this.

In housing, mass customisation is increasingly seen as a useful innovation for promoting customer satisfaction and thus for contributing to the long-run sustainability of the housing industry. A major stimulus has been the escalation in competition among housing developers in response to the increase in housing consumers' want for individuality in their purchased properties. However, in the absence of confirmatory evidence, the presumed consumers' want for individuality has remained only as a perception until now. In quest for the evidence, an empirical investigation was conducted recently through a questionnaire survey that involved housing consumers, both existing owners and prospective purchasers, in four centres of population across Peninsular Malaysia. This paper presents the findings from the survey. The evidence that was found supports the conclusion that mass customised housing is very much a way forward in Malaysia. The findings show that while buyers' dissatisfaction with current developer-delivered housing has led to a desire or preference towards customised house, buyers' satisfaction with existing situation has not weakened the desire. In the context of Malaysia, this study is important to the development of mass customised housing since it has examined market readiness on the demand side, one of the critical criteria for the concept to be successful in the country.

The purpose of this paper to explore the value creation expectations of salespeople and buyers for initial sales meetings and to investigate how such expectations align.

The authors applied expectancy disconfirmation theory and conducted a qualitative study among 12 B2B service salespeople and 12 buyers. The data includes 46 in-depth interviews collected during 2 separate interview rounds.

The authors discovered that buyers’ and sellers’ expectations differ and that buyers’ expectations are not reasonably satisfied. Buyers expect more business acumen, innovativeness, future orientation, long-term relationships and responsiveness to their specific situation from sellers. As salespeople´s salespeople´s expectations to create value for customers primarily stem from the solutions they sell as well as from their personal skills and behavior, there is need for sellers to focus on the gaps indicated in this study.

The paper introduces expectancy disconfirmation theory to the B2B buyer-seller literature.

Identifying where expectations are being met and where they are being negatively disconfirmed can assist in hiring and training salespeople who are better able to meet, or exceed, buyer expectations.

The authors believe that these findings can benefit sales organizations in how they create value with new customers and how salespeople can align their actions with customers more effectively.

While there is always the potential for dissatisfaction in any buyer‐seller relationship, some libraries have been more successful than others in negotiating with vendors. Even though there is no one strategy that will work for all situations, five approaches seem to have proven themselves. By employing them, vendor negotiations will be far more successful than not, and major dissatisfaction can be avoided.

This paper investigates the effects of service quality on customer satisfaction and repurchase intentions among customers of the KFC Fast Food Restaurant Chains.

In total, 500 randomly sampled KFC restaurant customers were surveyed using a quantitative research design. The partial least square technique was used for data analysis.

This paper shows that service quality and recovery directly impact customers' repurchase intention. The results further showed that a positive and significant connection exists between customer satisfaction and repurchase intentions.

The study recommends that KFC utilizes service quality dimensions to meet their customers' expectations and elicit repurchase intentions necessary to remain competitive in the fast-food industry.

This paper highlights the impact of service quality in developing loyal customers in the fast-food sector. It offers managers insight into understanding the factors positively impacting repurchase intentions and the nexus between service recovery performance and repurchase intentions from an emerging market perspective.