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Article
Publication date: 13 March 2009

Lillian Schumacher, Jane V. Wheeler and Amelia S. Carr

The purpose of this paper is to explore the relationship between buyer's emotional intelligence and buyer's relationship performance.

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Abstract

Purpose

The purpose of this paper is to explore the relationship between buyer's emotional intelligence and buyer's relationship performance.

Design/methodology/approach

A survey methodology was used to collect data for this study. The survey was administered using an assessment process which incorporated “buyers'” and “suppliers'” assessment for the independent variable, emotional intelligence, and the dependent variable, relationship performance. The respondents consisted of 34 buyers and 102 suppliers.

Findings

Correlation and regression analysis revealed several significant relationships between the variables. Specifically, buyers' self‐assessed emotional intelligence was not significantly related to buyers' self‐assessed relationship performance. Buyers' emotional intelligence assessed by suppliers was significantly related to buyers' relationship performance assessed by suppliers. Buyers' emotional intelligence (as assessed by buyers and suppliers' assessment differences) was not significantly related to buyers' self‐assessed relationship performance. Last, buyers' emotional intelligence (as assessed by buyers' and suppliers' assessment differences) was significantly related to buyers' relationship performance (as assessed by buyers' and suppliers' assessment differences). Thus, the results suggest that buyers' emotional intelligence is positively related to relationship performance, most significantly from the perspective of their key suppliers.

Originality/value

This study is the first to introduce emotional intelligence within an environment that consisted of individuals working with others outside of their respective organizations (buyers and suppliers). This research offers some insight to buyers on the implications of emotional intelligence and how it can be used to support their interactions with their key suppliers.

Details

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

Keywords

Content available
Article
Publication date: 6 February 2009

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2065

Abstract

Details

International Journal of Operations & Production Management, vol. 29 no. 2
Type: Research Article
ISSN: 0144-3577

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Article
Publication date: 13 March 2009

Adam Lindgreen, Balázs Révész and Mark Glynn

The purpose of this article is to provide a brief summary of all the articles in this special issue.

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4589

Abstract

Purpose

The purpose of this article is to provide a brief summary of all the articles in this special issue.

Design/methodology/approach

Briefly discusses each article in this special issue.

Findings

This special issue of Journal of Business & Industrial Marketing aims to understand in greater depth both business‐to‐business purchasing and various types of buyer‐seller relationships. The authors selected 14 articles that provide an in‐depth understanding of the critical issues involved in purchasing orientations.

Originality/value

The article highlights how the papers in the special issue seek to understand in greater depth both business‐to‐business purchasing and various types of buyer‐seller relationships.

Details

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

Keywords

Content available
Article
Publication date: 13 March 2009

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461

Abstract

Details

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

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Article
Publication date: 1 February 1974

Frances Neel Cheney

Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Term. 37203. Mrs. Cheney does not sell the books listed here…

Abstract

Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Term. 37203. Mrs. Cheney does not sell the books listed here. They are available through normal trade sources. Mrs. Cheney, being a member of the editorial board of Pierian Press, will not review Pierian Press reference books in this column. Descriptions of Pierian Press reference books will be included elsewhere in this publication.

Details

Reference Services Review, vol. 2 no. 2
Type: Research Article
ISSN: 0090-7324

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Article
Publication date: 1 February 1988

David Macarov

The author argues that we must stop and take a look at what our insistence on human labour as the basis of our society is doing to us, and begin to search for possible…

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1073

Abstract

The author argues that we must stop and take a look at what our insistence on human labour as the basis of our society is doing to us, and begin to search for possible alternatives. We need the vision and the courage to aim for the highest level of technology attainable for the widest possible use in both industry and services. We need financial arrangements that will encourage people to invent themselves out of work. Our goal, the article argues, must be the reduction of human labour to the greatest extent possible, to free people for more enjoyable, creative, human activities.

Details

International Journal of Sociology and Social Policy, vol. 8 no. 2/3/4
Type: Research Article
ISSN: 0144-333X

Keywords

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Article
Publication date: 1 December 1906

IT is a very encouraging sign to those interested in the welfare of children that so much attention is being bestowed upon them by library authorities. On every side…

Abstract

IT is a very encouraging sign to those interested in the welfare of children that so much attention is being bestowed upon them by library authorities. On every side activity is apparent: most new buildings have a room set aside for the exclusive use of juveniles, and many old buildings are being adapted and special provision made for the young. In these circumstances a brief summary of practical requirements may not come amiss.

Details

New Library World, vol. 9 no. 6
Type: Research Article
ISSN: 0307-4803

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