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SALESPERSONS' MANAGEMENT OF CONFLICT IN BUYER--SELLER RELATIONSHIPS
organizational needs and goals underlying conflicts and tensions conflict management behaviors
2011/10/24
Given differing organizational needs and goals, underlying conflicts and tensions are an inherent part of buyer--seller relationships. This research presents and tests a conceptual framework examining...
Analysis of Culture and Buyer Behavior in Chinese Market
Culture Buyers’ behavior Chinese market
2009/12/1
Culture is the most basic cause of a person’s wants and behavior. Country, like China, who has such a long history, has rich culture background. So it is very critical for international cooperates who...
Relationship Marketing Strategies: When Buyer and Supplier Follow Different Strategies to Achieve Performance
relationship marketing strategy trust information transaction specific investments joint action business networks
2009/9/25
Relationship marketing is essential for success in business. The need to understand better the differences in the strategies buyers and suppliers follow is what has motivated this study. We drew on em...
The role of a matchmaker in buyer-vendor interactions
matchmaker buyer-vendor interactions
2010/10/29
We consider a simple market where a vendor offers multiple variants of a certain product and
preferences of both the vendor and potential buyers are heterogeneous and possibly even antagonistic.Optim...