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This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/08876049210035962. When citing the article, please cite: Naoko Oikawa, John F. Tanner Jr., (1992), “The Influence of Japanese Culture on Business Relationships and Negotiations”, Journal of Services Marketing, Vol. 6 Iss: 3, pp. 67 - 74.

Considers the need for industrial marketers to understand buyers′ behavioural choices, which are affected by various factors. Examines types of behaviour and their implications for marketing strategy, offering a company example. Concludes that the development of a successful marketing strategy requires the accurate prediction of buyer behaviour, offering a useful model.

Explains that American managers often find negotiating with their Japanese counterparts extremely difficult and frustrating due to a lack of understanding of the Japanese negotiation style in particular and of the Japanese language and culture in general. Describes key features of the Buyer/Seller relationship as it is in Japan′s “vertical” society, later explaining the four stages of Japanese negotiation and post‐negotiation formalities. Emphasizes that Americans must not try to negotiate using their own negotiation practices, since this will make Japanese feel unduly pressured and the negotiations will be unsuccessful ‐success can only come if Americans learn to operate within the Japanese culture.

Buying center literature assumes that users are part of the purchase process. This study examines that assumption by exploring the role of the user in the purchase. Because purchases are made within the context of the history of previous purchases, understanding process satisfaction may be as important as satisfaction with the product. Therefore, this study also examines user satisfaction with the product and purchase process. Findings indicate that not all users participate, and those who do achieve little individual influence. Collectively, though, users are important in the early stages of the decision. There was, however, no differences in satisfaction between users and non‐users with either process or product. Implications include focusing on users to get decision processes started.

This paper aims to present perceptions of sales executives from three countries regarding expectations for the future of the sales profession and sales position.

Results of a thematic interpretation of in‐depth interviews are presented, using several agenda‐setting articles as a foundation.

Executives struggle with how salespeople should add value, especially in today's multi‐channel environment. Greater professionalization is needed in countries where the state of the profession is less developed. Emergent strategy is practiced but not universally. Sales executives generally believe that little incremental value in technology can be gained, though it is apparent that technology is not being fully utilized. Other findings are also discussed.

Researchers should consider classifying sales research by sales strategy rather than industry or country unless those aspects are factors being studied; further, questions such as how do salespeople create value and when is human intervention in the sales process required are offered.

Executives should re‐examine sales technology, particularly in managing and transferring knowledge. Emergent strategy requires processes for identifying and transferring effective adaptation. Sales organizations must develop, at the salesperson level, greater business acumen, to be gained through training, experience or selection.

This study identifies issues and factors that will influence sales practice and should influence sales research into the future. Particularly, the study is the first to highlight the use of emergent strategy, as well as the issue of identifying and creating value.

The purpose of this paper is to investigate the underlying knowledge structure and evolution of industrial-buying research published between 1965 and 2015.

Bibliometric analysis is performed on 357 relevant papers (using principal component analysis and natural language processing, using VantagePoint® tools, used to generate bubble maps, auto-correlation maps and Aduna cluster maps), demonstrating how various factors involved in industrial buying have evolved, their degree of correlation with each other and the interrelationships of multiple factors concerning their co-occurrences.

The systematic mapping of industrial-buying research would illustrate the development of the significant factors in industrial-buying research. This paper provides both a global perspective on the leading countries and journals in the field and a robust roadmap for further investigation in this field.

This paper is limited to the data considered for analysis and may, therefore, overlook or underestimate some work that has not been captured while filtering databases related to industrial buying.

This paper facilitates near-future projection and trend analysis in industrial-buying research.

The methodology used is unique to the field of business-to-business marketing.

The purpose of this paper is to investigate the impact of adaptive selling (AS) when “click and brick” in control multichannel consumers (MCCs) encounter in-store salespeople.

An online survey was administered to 387 college students from several southeastern colleges in the USA. The study consisted of a single manipulated factor (AS: high vs low) and a second measured factor (degree of MCC search: high vs low). Covariance-based structural equation modeling was selected and analysis was conducted using IBM SPSS AMOS 22.0.0.0.

The findings indicate that while perceptions of control in the retail store increase as customers engage in more multichannel search behavior, the path from perceived control (PC) to purchase intention (PI) is also positively affected by AS as multichannel search increases.

To increase in-store purchases by consumers using the physical location as an information channel, professional sales training, specifically AS skills, should be considered by retail managers for in-store sales personnel. Our findings suggest that salespeople can use AS skills to increase the likelihood of the MCCs’ in-store PI while not reducing their feelings of PC.

In a time where many marketers struggle with how to combine multichannel retailing efforts effectively, this research confirms that new channels create MCCs who desire control. AS shows promise as a technique for retailers to use when selling to a consumer who values control.

Although trust is considered a dyadic and bidirectional phenomenon, the majority of trust research has not considered it as such. The purpose of this paper is to contribute to closing this research gap by analyzing the influence of supervisor’s propensity to trust on salesperson trust in supervisor, considering the mediating role of servant leadership (SL). Additionally, the authors delve into the relationship between trust in supervisor and salesperson turnover by examining the moderating effect of perceived ethical climate (EC).

Information was provided by 145 salesperson–supervisor dyads from 145 companies across various industries. SEM and PROCESS procedures were used to test the proposed hypotheses.

The results indicate that a supervisor’s disposition to trust is positively related to employee trust in the leader via its impact on perceived SL behaviors. However and contrary to the expectations, supervisor’s propensity to trust is found to have a direct negative impact on trust in the supervisor, suggesting the presence of additional mediating variables. Finally, the trust dimension of EC moderates the negative influence of trust on salesperson turnover intentions.

The findings highlight the practical benefits of fostering trust in the workplace and confirm the significant role of trust in the identification of servant leaders. In addition, the study shows that a supervisor’s disposition to trust can have a relevant effect on salesperson’s turnover intentions. Moreover, the results demonstrate the beneficial role of an ethical work climate.

This study offers insight into how to improve the retention of efficient employees and the role of trust, analyzed at a dyadic level, in this process. In addition, the findings suggest why servant leaders adopt this leadership style.

As a result of the changes caused by the preparation of foods gradually passing out of the home into the hands of manufacturers, there has arisen an absolute need for a complete supervision of the public food supplies. A supervision which shall place some limit upon the substitution of cheaper and inferior methods and dangerous materials in place of the standard formerly used in our homes.