Global ETD Search
Search theses and dissertations gathered from participating repositories worldwide. Every result links back to the library that holds it. No account is needed.
Results
Showing 1 to 10 of 10 for “"Buyer-Seller Relationships"”.
-
Negotiations in buyer-seller relationships
… the nature of inter-personal interaction between buyers and sellers in a marketing context. It brings together the models of business relationship development and negotiations. Modem businesses recognise that some relationships are more profitable than others. As a result, the focus is now on …
-
Partnering Attractiveness In Buyer-seller Relationships
… before the customer decides to establish such relationships with its vendors. Suppliers who are winners in this new environment will have a strategic advantage over their competition; those who lose could seriously restrict their possibility of future growth.;Drawing on organizational buying …
-
The Hidden Layer of Buyer-Seller Relationships
… this research conceptualizes trusted advisor relationships (TAR) and empirically tests the implications of such intense relationships on important performance outcomes. Essay 1 was conducted to offer an in-depth analysis of the conceptualization of trusted advisor relationships. A …
-
Power in buyer-seller relationships: a conceptual framework
… provides a conceptual framework of power in buyer-seller relationships. Power as the potential to influence (or resist) the actions of others is an integral part of social reality yet its conceptual development is limited in the inter-organisational literature, which is dominated by …
-
A Determination of Interpersonal Interaction Expectations in International Buyer-Seller Relationships
… oriented selling, stresses the need to form relationships with prospects and customers across all stages of the buyer-seller relationship (Jolson, 1997). The problem is that applying the relationship selling process to all types of customers may lead to inappropriate interpersonal interaction …
-
The role of cultural sensitivity and trust in relational marketing: an analysis of buyer/seller relationships in the Asian Pacific Rim
… Overall, this study empirically examines buyer/seller interactions within the Asian Pacific Rim. Based on multiple in-depth interviews of key informants, salient strategic domains emerged and are delineated within a Grounded Theory model. Within the early analysis phases, trust emerged as …
-
Modeling the Determinants of Satisfaction and Commitment in Buyer-Seller Relationships in the Less-Than-Truckload Segment of the Motor Carrier Industry
Buyer-seller relationships in the U.S. are changing with the advent of closer, longer-term alliances. In establishing and maintaining these alliances, firms need to understand those factors which determine satisfaction and commitment in relationships. Drawing on theoretical and conceptual work …
-
Three Essays on Brand Management in the Business-to-Business Context: Brand Identity, Brand Culture, and Brand Essence
… brand culture, and brand essence influences buyer-seller relationships in three independent essays. In Essay 1, I address the structure, capabilities, and outcomes of brand identity from a supplier perspective. Through qualitative interviews with suppliers, I examine how widespread the …
-
Trust in client-service provider relationships
… are forced to build strong and long-lasting relationships with their customers. Over the last decades, marketing theory and practice developed a plethora of attempts to describe relevant factors, underlying correlations and complex constructs, explaining the relationship between buyer and …
-
Vendor Firm Characteristics and Buyers' Perceptions of Transaction Costs and Relationship Governance
… outsourcing business services, organizational buyers often have to select from a plethora of small, mid-sized, and large vendors that offer competing services at comparable prices. Given this choice conundrum, what factors influence buyers’ perceptions of vendors and their capacity to deliver …