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Article
Publication date: 16 February 2010

Michael Trimarchi, Peter W. Liesch and Rick Tamaschke

The purpose of this paper is to study compatibility variations in buyer‐seller relationships between Mainland Chinese firms and Hong Kong Chinese buyer firms that act as…

Abstract

Purpose

The purpose of this paper is to study compatibility variations in buyer‐seller relationships between Mainland Chinese firms and Hong Kong Chinese buyer firms that act as intermediaries to markets in the West.

Design/methodology/approach

Data are drawn from 19 multiple in‐depth case study interviews with Mainland and Hong Kong Chinese firms and buyer firms from the West.

Findings

Compatibility dimensions that provide further evidence of factors that underpin the nature of classical‐type exchange arrangements, vis‐à‐vis relational relationships, within Chinese buyer‐seller interactions are identified. Compatibility variations based on political and legal factors are driven by interpretation and application of Chinese state laws at the business and provincial levels rather than at the national level. Mainland Chinese tend to exhibit authoritative vis‐à‐vis Confucian‐based practices and a short‐term orientation within interactions.

Research limitations/implications

There is a need to expand the psychic distance composite to elucidate compatibility variations within the distinct provincial business regions of China. Quantitative studies to test for compatibility variability in China business practices across China are needed next. A better understanding of the nature of classical inclinations used by the Chinese is crucial, as is an understanding of how firms, both domestic and foreign, are able to leverage classical and relational relationships within Mainland China.

Practical implications

Uncertainty associated with the entrepreneurial behaviours of Chinese businesspersons and a varying emphasis on traditional Confucian values in business result in a hybridisation of interactions across classical and relational types. Guanxi may be evolving beyond traditional social and personal trust as Mainland Chinese business relationships have advanced from the smaller scale CFB stage to the state‐owned enterprise stage, and now to the larger and increasingly important world trade stage.

Originality/value

The paper challenges shortcomings in research that has centred exclusively on the relational nature of Chinese business interactions, and it builds on previous research to study compatibility variations underpinning these Chinese interactions. It predicts a hybridisation of interactions amongst Chinese actors and provides a foundation for future quantitative research to study compatibility variations, and also classical‐type business practices across China. Increased international market awareness may also be leading to the inclusion of an economic trust factor, driving classical‐type Chinese buyer‐seller relationships, as is more characteristic of arrangements found in Western exchanges.

Details

European Journal of Marketing, vol. 44 no. 1/2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 June 2001

Seppo Leminen

The purpose of this study is to increase understanding of gaps in buyer‐seller relationships. Business relationships are more complex and more dynamic in today’s…

Abstract

The purpose of this study is to increase understanding of gaps in buyer‐seller relationships. Business relationships are more complex and more dynamic in today’s environment, which itself is more complex, rapidly changing, and dynamic. It can be assumed that when an industry undergoes rapid change a great number of different groups of gaps, such as contextual, economic, informational, legal, planning, procedural, social, and technological, are likely to emerge. The present study provides a new framework and its seven glasses (perspectives of framework), i.e. viewpoints for managers to use for understanding, describing, and analysing gaps in buyer‐seller relationships.

Details

Management Decision, vol. 39 no. 5
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 14 July 2020

Halimin Herjanto and Muslim Amin

The objective of this study was to investigate the effect of appearance, lifestyle and status similarity on interaction intensity, satisfaction with a banker and…

Abstract

Purpose

The objective of this study was to investigate the effect of appearance, lifestyle and status similarity on interaction intensity, satisfaction with a banker and repurchase intention. Also examined was the moderating effect of client knowledge in the enhancement of customer satisfaction with a banker.

Design/methodology/approach

A total of 800 questionnaires using the snowball sampling technique were performed to distribute the questionnaires to bank customers at different ethnic community centers in New Zealand. A total of 377 useable questionnaires were collected for further analysis.

Findings

The findings indicated that the three types of similarity affect interaction intensity differently. Lifestyle similarity was found to positively influence interaction intensity. The similarity constructs of appearance and status were found to have an insignificant relationship with interaction intensity. The findings show that appearance similarity and interaction intensity are able to enhance customer satisfaction with a banker. Customer satisfaction with a banker has a significant relationship with repurchase intention. Client knowledge influences the degree of interaction intensity and satisfaction with a banker.

Practical implications

The findings of this study help bankers to understand the importance of their similarities with a customer and to design recruitment strategies and training sections to improve customer satisfaction.

Originality/value

This study contributes to the body of knowledge by incorporating interaction intensity, similarity and satisfaction with a bank into the repurchase intention model.

Details

International Journal of Bank Marketing, vol. 38 no. 6
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 9 March 2015

Simone Guercini and Silvia Ranfagni

The purpose of this paper is to focus its attention on the analysis of buyer-seller interactions in facility services. In particular it proposes to investigate the…

Abstract

Purpose

The purpose of this paper is to focus its attention on the analysis of buyer-seller interactions in facility services. In particular it proposes to investigate the interactions Italian municipalities develop with sellers involved in facility services outsourcing and to evaluate how scientific contributions on business service (filtered through Service Dominant Logic) are constitutive paradigms of the interactions investigated.

Design/methodology/approach

The investigation is based on 15 case studies of small and medium-sized municipalities that are built on in-depth interviews with technical staff who, together with the mayors, perform the role of facility managers. Results from case studies are triangulated with secondary data and observations emerging from focus groups.

Findings

The research reveals paradoxes in the outsourcing processes of business services implemented by the public organizations analyzed. From these paradoxes it derives that the outsourcing of facility services in Italian municipalities is associated more with transactions than with interactions (municipalities do not act as operant resources) and that the transactions activated do not necessary generate efficiency.

Originality/value

Normative rules together with contextual factors jeopardize the adaptation in public organizations of interaction approaches to business service resulting from service and industrial marketing. The value of the paper lies in the identification of paradoxes as synthetic expressions of the divergences between empirical results and specialized interaction approaches on business services. In the light of these divergences, the paper proposes a contextualized re-interpretation of Service Dominant Logic.

Details

Journal of Service Theory and Practice, vol. 25 no. 2
Type: Research Article
ISSN: 2055-6225

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Article
Publication date: 1 June 2015

Ilkka Tapani Ojansivu, Kimmo Alajoutsijärvi and Jari Salo

The purpose of this research is to increase understanding of post-project business relationships in service-intensive projects, a topic unexplored to date. This research…

Abstract

Purpose

The purpose of this research is to increase understanding of post-project business relationships in service-intensive projects, a topic unexplored to date. This research contributes to the project marketing research focusing on post-project interaction, by building a conceptual research framework capable of illustrating the path from the initiation of a relationship through the project’s afterlife.

Design/methodology/approach

A comparative case study is used across four different service-intensive project contexts to highlight the conceptual research framework, derived from the IMP-related interaction research, in practice.

Findings

According to the research findings, there are at least four potential post-project business relationships associated with service-intensive projects. Furthermore, the findings indicate that these relationships embody certain antecedent and process characteristics, enabling us to compile four distinct development paths.

Research limitations/implications

The four cases of the empirical research were chosen on theoretical grounds to highlight the conceptual research framework in practice, and thus the purpose was mainly descriptive. The findings should be generalized only with caution, as more empirical research is needed in this emerging project context.

Practical implications

For managers, the findings provide practical guidance to deal with different post-project relationships. They will help managers to initiate, maintain and develop post-project relationships and to avoid a mismatch between relationship antecedent, processes and outcomes.

Originality/value

Post-project buyer – seller interaction has been studied by the project marketing research stream, but mainly from the perspective of social exchange and sleeping relationships. With the advent of service-intensive projects, however, a whole new breed of post-project business relationships is unfolding and demanding research attention. This research is a step toward understanding the different post-project business relationships associated with service-intensive projects.

Details

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

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Article
Publication date: 1 September 2005

Geok Theng Lau and Mark Goh

Prior research has suggested that the key to industrial purchasing success lies in the time development and maintenance of long‐term relationships between buyers and…

Abstract

Purpose

Prior research has suggested that the key to industrial purchasing success lies in the time development and maintenance of long‐term relationships between buyers and sellers. Good relational exchanges can lead to higher product quality and better coordination with the suppliers. As such, the purpose of this article is to explain how the change of these relationships over time is critical to successful purchasing, especially in understanding the factors that influence the relational change.

Design/methodology/approach

Three mini case studies are presented as an attempt to capture the subtle development of buyer‐seller relationships in the Asian printed circuit board industry. The approach used in this paper is to treat the relationship development as a process through time using Ford's model from 1980. Ford's model is appropriate as it allows the examination of time effects in relationships, factors influencing the change and the implications of having close linkages.

Findings

Initial results suggest that technological, social, time and actual distances, other than the quality of the relationships, can impact relationship development.

Originality/value

The results of this study suggest that buyers should consider carefully the influence of the geographical proximity of suppliers. As such, buyers could seek the services of personnel or departments who are more attuned to the supplier's local culture.

Details

Supply Chain Management: An International Journal, vol. 10 no. 4
Type: Research Article
ISSN: 1359-8546

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Book part
Publication date: 17 August 2017

Alexandra Waluszewski, Håkan Håkansson and Ivan Snehota

The first and most basic issue is the position and role of Industrial Marketing and Purchasing (IMP) research in relation to contemporary economic research, where the…

Abstract

The first and most basic issue is the position and role of Industrial Marketing and Purchasing (IMP) research in relation to contemporary economic research, where the authors raise the issue of phenomenon-driven theory development. The discussion hinges on the methodological implications of phenomenon-driven research and emphasizes the interplay of phenomena in focus, theory development and methodological approaches. Two approaches identified in a natural science field, depicted as image- and logic-based research, are used to examine research on business relationships, networks and interactions. The authors argue that the bulk of IMP studies has taken the image-based approach which, in the natural sciences, is considered to produce as hard facts as logic-based (theory testing) research. The detailed images (pictures) of the business landscape that IMP research has produced must be taken as seriously as any quantitative study of the same landscape. Greater awareness and more discussion of the ontological and methodological issues in researching the business world are needed.

Details

No Business is an Island
Type: Book
ISBN: 978-1-78714-550-4

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Article
Publication date: 1 May 1992

Sally McKechnie

Examines existing models of buyer behaviour and evaluates theirrelevance to financial services in the light of the specificcharacteristics of the sector and its products…

Abstract

Examines existing models of buyer behaviour and evaluates their relevance to financial services in the light of the specific characteristics of the sector and its products. Reviews empirical work relating to both personal and corporate buying behaviour and suggests the IMP framework as a basis for future conceptual work because of its emphasis on the relationships and interactions in the buying process.

Details

International Journal of Bank Marketing, vol. 10 no. 5
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 12 September 2008

J. Enrique Bigné, Joaquín Aldás and Luisa Andreu

The purpose of this paper is to examine and test a model which integrates the antecedents and consequences of adopting information technology (IT) with suppliers (i.e…

Abstract

Purpose

The purpose of this paper is to examine and test a model which integrates the antecedents and consequences of adopting information technology (IT) with suppliers (i.e. online communication and e‐procurement) in the context of the travel agency supply chain.

Design/methodology/approach

A mail survey was conducted among 101 managers of travel agencies. A structured questionnaire was developed to measure the informants' scores on a set of the model constructs (i.e. IT adoption, B2B interactions, environmental factors, sales performance, efficiency, and relationship development).

Findings

The findings confirm the influence of e‐communication on e‐procurement in supply chains. Regarding the antecedents, relationship intensity and environmental factors partially enhance the e‐business adoption. The impacts of IT adoption on supply relationships are also supported.

Research limitations/implications

Even though this study is cross‐sectional, it may be interesting to develop a longitudinal study to understand the evolution of this phenomenon.

Practical implications

IT adoption requires an integrative approach in supply chain relationships. The adoption of IT needs to be taken into account by any service business, given its positive effects on the sales growth, cost reduction and favourable long‐term B2B relationships.

Originality/value

The primary objective of the paper is to provide some new perspectives in explaining how IT can enhance service firms' productivity and ensuring long‐term B2B relationships. Interestingly, while previous studies in manufacturing companies have provided theoretical clues to analyze antecedents and outcomes of e‐business, no previous study has been applied in services supply chains.

Details

Journal of Services Marketing, vol. 22 no. 6
Type: Research Article
ISSN: 0887-6045

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Article
Publication date: 1 July 1982

Christian Grönroos

Describes how service businesses, who have most direct contact with consumers, seem to be the last to adopt a consumer‐oriented marketing concept. Theorizes over service…

Abstract

Describes how service businesses, who have most direct contact with consumers, seem to be the last to adopt a consumer‐oriented marketing concept. Theorizes over service marketing and how it stands at the same point as industrial marketing did some ten years ago. Postulates that general theories or frameworks for service marketing development seems to have followed two quite different paths. Says that one approach, which covers services offered by service companies, should be changed in a more product‐like manner, enabling the application of existing marketing theories. Compares the second approach, which is a notion that services are different, compared with physical products, holding that marketing concepts and models have to be developed in a more service‐like direction. Reports that findings herein are based on both theoretical and empirical research and that service marketing theory is the result of an ongoing research project, begun in 1976. Concludes by theorizing that service‐marketing theory, as presented, can only be applied to part of a service firm's total marketing function.

Details

European Journal of Marketing, vol. 16 no. 7
Type: Research Article
ISSN: 0309-0566

Keywords

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