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.
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Showing 1 to 20 of 28 for “"Buyer-seller"”.
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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 …
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Partnering Attractiveness In Buyer-seller Relationships
… importance have also been investigated where the buyer-seller relationships have been designated as either primary relationships (between a buyer and the seller that supplies more of a particular product group to that buyer than any other seller) or secondary relationships (between a buyer and all …
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The Hidden Layer of Buyer-Seller Relationships
… A pre-test of professional salespeople and buyers allowed a preliminary exploration of constructs representative of the dimensions of SCT across both the business and personal components of B2B relationships. To refine and further test the TAR construct, the main study analyzed data from 181 …
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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 …
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A Determination of Interpersonal Interaction Expectations in International Buyer-Seller Relationships
… 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 if the customer's orientation is only short-term in nature …
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A Theory of Buyer-Seller Negotiation and Its Test in the Private Home Market
Buyer-seller negotiation has been viewed as dyadic interaction within the buyer-seller exchange. Theories of exchange and theories as well as studies in negotiation, both in marketing and other social sciences, are reviewed to provide the foundation on which a theory of buyer-seller negotiation is …
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There Is No "I" In Team: An Investigation Of Team Dynamics In The Buyer-Seller Interaction
… will be responsible for the presentation to the buyer in the buyer-seller interaction (i.e. the initial sales pitch). Through the understanding of team intelligence and how intelligences work together, the composition method will offer insight into which intelligences prove more effective for …
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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 …
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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 …
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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 …
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The influence of critical service incidents in a health and fitness club environment: exploring buyer and seller relationship perspectives.
… fitness club providing the central focus of the buyer-seller relationship. This investigation adopted a pragmatic philosophy in methodological design, arguing that the research had to be conducted within real time business constraints. Action research was used as an umbrella strategy for this …
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An investigation into price-quality tradeoffs: the effects of order of presentation and presentation of outlying alternatives
… and whether alternatives outside the range of buyer expectations (outliers) are presented. The level of the final reference point is suggested to mediate order and outliers effects on the dependent variables of evaluation, search length, price-quality choice, and satisfaction. In addition, the …
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A contingency approach to the effectiveness of agenda sales strategies
… of agenda sales presentations is moderated by buyer expertise, the buyer/seller relationship, and the relative competitive strength of the target product. The study used an interactive computer questionnaire which was programmed in the format of sales calls for a simulated copier purchase. Two …
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Pre-negotiation strategy development in asymmetric bargaining situations: An investigation of new buys in the business-to-business marketing arena
Buyer-seller negotiations are characteristics of purchase behavior often encountered in business-to-business marketing settings. This dissertation research explores how asymmetric power conditions and expected length of relationship affect buyer's pre-negotiation strategy development. Past research …
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Creating transportation policy in a network that utilizes both contract carriers and an internally managed fleet
… services. As demand now exceeds supply, the buyer/seller relationship has swung to favor TL providers who wield much more power than they have historically enjoyed. TL carriers are now able to negotiate higher rates, increase charges for providing additional services and decrease service …
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Decentralized Auction Solutions for Dynamic, Networked Markets
… set of feasible actions, formalized through buyer--seller interactions on the bipartite graph representing participation, or the set of active bids, capturing the interdependencies between players within the network. We introduce a set of mixed strategies defined by probability distributions …
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Fitting a Linear Regression Model and Forecasting in R in the Presence of Heteroskedascity with Particular Reference to Advanced Regression Technique Dataset on kaggle.com.
… in the real estate business be it an agent, a buyer, seller or a bank to make intelligent decisions and the profit that come with such decisions. Since every company’s success depends on its ability to accurately predict financial outcomes, its profitability will depend on how well it can …
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Transformation of the business model to establish sustainable value in the consumer durables super store industry of Sri Lanka
… as codes, giving a clear understanding over the buyer and seller purview on the themes of the research. The findings surfaced the value erosion caused due to the financially driven strategies originated from the transactional orientation of the existing business model. The theories adopted to …
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Three essays in real estate economics
… other examines the role of real estate agents in buyer-seller bargaining. The third essay presents an integrated analysis of housing investment and consumption choices that takes into account both the uncertainty in investment returns and liquidity constraints. Essay one presents a model of real …
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Essays on industrial organization
… top organic search ranks accordingly. Hence, sellers with higher private quality signals would bid more aggressively for sponsored ads, which accelerates the platform's discovery of these high-quality products. An empirical analysis echoes the stylized model and reveal a synergy between the …
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