Relevant bibliographies by topics / Business-to-business buyers

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers
  6. Reports

Academic literature on the topic 'Business-to-business buyers'

Author: Grafiati
Published: 4 June 2021
Last updated: 1 February 2022

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Journal articles on the topic "Business-to-business buyers"

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Singh, Sunil K., Detelina Marinova, and Jagdip Singh. "Business-to-Business E-Negotiations and Influence Tactics." Journal of Marketing 84, no. 2 (January 28, 2020): 47–68. http://dx.doi.org/10.1177/0022242919899381.

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E-negotiations, or sales negotiations over email, are increasingly common in business-to-business (B2B) sales, but little is known about selling effectiveness in this medium. This research investigates salespeople’s use of influence tactics as textual cues to manage buyers’ attention during B2B e-negotiations to win sales contract award. Drawing on studies of attention as a selection heuristic, the authors advance the literature on mechanisms of sales influence by theorizing buyer attention as a key mediating variable between the use of influence tactics and contract award. They use a unique, longitudinal panel spanning more than two years of email communications between buyers and salespeople during B2B sales negotiations to develop a validated corpus of textual cues that are diagnostic of salespeople’s influence tactics in e-negotiations. These e-communications data are augmented by salesperson in-depth interviews and survey, archival performance data, and a controlled experimental study with professional salespeople. The obtained results indicate that the concurrent use of compliance or internalization-based tactics as textual cues bolsters buyers’ attention and is associated with greater likelihood of contract award. In contrast, concurrent use of compliance and internalization-based tactics is prone to degrade buyer attention and likely to put the salesperson at a disadvantage in closing the contract award.
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Ozcelik, Yasin, and Zafer D. Ozdemir. "Market Transparency in Business-to-Business e-Commerce." International Journal of E-Business Research 7, no. 4 (October 2011): 62–78. http://dx.doi.org/10.4018/jebr.2011100105.

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Market transparency refers to the level of current trade information revealed to participants by market makers. This paper analyzes the effect of market transparency on the outcomes of posted-offer style Business-to-Business e-commerce markets. First, increasing market transparency improves the price-tracking ability of sellers, and results in higher efficiency. However, revelation of quantity information on transactions is not very crucial as opposed to price information. Second, although sellers extract significantly higher surplus (profit) than buyers can do in a posted-offer market, the difference vanishes with increasing market transparency. Lastly, sellers in posted-offer markets respond poorly to external demand shocks. Interestingly, the poor price-tracking performance of sellers hurts buyers more. In other words, seller profits are much less sensitive to demand shocks as compared to buyer surpluses.
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Truong, Dothang. "Distrust issues in business-to-business e-procurement decisions." Journal of Enterprise Information Management 32, no. 6 (October 11, 2019): 1071–88. http://dx.doi.org/10.1108/jeim-01-2019-0020.

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Purpose Despite the important role of distrust in predicting the intention to use, existing literature has not studied the impact of distrust on the buyer’s integration with suppliers and their e-procurement usage in the B2B context, creating major gaps in the e-procurement theory. The purpose of this paper is to fill the gaps in the literature by examining the role and impact of distrust in the e-procurement context. Design/methodology/approach Data were collected through a web-based survey of purchasing professionals in the USA. ANOVA was used to compare the level of distrust among companies. In addition, the measurement model and hypotheses were tested using the structural equation modeling method. Findings Empirical findings indicate if buyers have uncertainty or negative expectation on the reliability and capability of the supplier in e-procurement systems, they would tend to hesitate to use e-procurement for purchasing. Furthermore, distrust also inhibits buyers from strengthening the supplier integration through sharing operational and logistics information and collaborating in new product development and purchasing process. Research limitations/implications This paper discovers the vital role of distrust in the e-procurement context. Distrust has a significant impact on a company’s cooperation and commitment with business partners. Additionally, to improve the supplier integration, it is important not only to use e-procurement applications but also to have a mechanism to lower the buyers’ distrust level in e-procurement systems. Practical implications Realizing the important role of distrust, e-procurement vendors could improve the supplier selection process by allowing buyers to review the supplier’s reliability and capability, and to interact with the supplier before making any online purchase. Vendors could also build a better supplier verification system and collaborative mechanism to reduce buyers’ distrust issues. Originality/value Despite the important role of distrust in predicting the intention to use, existing literature has not studied the impact of distrust on the buyer’s integration with suppliers and their e-procurement usage in the B2B context, creating major gaps in the e-procurement theory. This paper fills the gaps in the literature by examining the role and impact of distrust in the e-procurement context.
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Rozin, Randall. "Editorial: Buyers in business-to-business branding." Journal of Brand Management 11, no. 5 (May 2004): 344–45. http://dx.doi.org/10.1057/palgrave.bm.2540179.

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Gill, Manpreet, Shrihari Sridhar, and Rajdeep Grewal. "Return on Engagement Initiatives: A Study of a Business-to-Business Mobile App." Journal of Marketing 81, no. 4 (July 2017): 45–66. http://dx.doi.org/10.1509/jm.16.0149.

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Firms are increasingly offering engagement initiatives to facilitate firm–customer interactions or interactions among customers, with the primary goal of fostering emotional and psychological bonds between customers and the firm. Unlike traditional marketing interventions, which are designed to prompt sales, assessing returns on engagement initiatives (RoEI) is more complex because sales are not the primary goal and, often, direct sales are not associated with such initiatives. To assess RoEI across varying institutional contexts, the authors propose and empirically implement a methodological framework to investigate a business-to-business mobile app that a tool manufacturer provides for free to engage its buyers. The data include sales by buyer firms that adopted the app over 15 months, as well as a control group of buyers that did not adopt. The results from a difference-in-differences specification, together with selection on observables and unobservables, show that the app increased the manufacturer's annual sales revenues by 19.11%–22.79%; even after accounting for development costs, it resulted in positive RoEI. This RoEI was higher when buyers created more projects using the app, so customer participation intensity appears to underlie RoEI. This article contributes to engagement literature by providing a methodological framework and empirical evidence on how the benefits of engagement initiatives materialize.
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A. Anaza, Nwamaka, and Brian Rutherford. "Increasing business-to-business buyer word-of-mouth and share-of-purchase." Journal of Business & Industrial Marketing 29, no. 5 (May 27, 2014): 427–37. http://dx.doi.org/10.1108/jbim-10-2011-0143.

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Purpose – This study aims to examine the satisfaction-loyalty framework on word-of-mouth communications (WOMC) and share-of-purchases in situations where business-to-business (b-t-b) buyers have a relationship with both the salesperson and the selling firm. Design/methodology/approach – This study uses an online panel to examine respondents with b-t-b purchasing authority for their given firm. Lisrel 8.52 was used to examine the proposed structural model. Findings – This study finds that satisfaction, loyalty and WOMC with regards to the salesperson directly impacts satisfaction, loyalty and WOMC with the selling firm, respectively. Also, the study finds that certain levels of buyer satisfaction and loyalty impact post purchase behavior and spending. Research limitations/implications – Several contributions emerge from the proposed model to advance relationships within b-t-b markets by examining methods in which salespeople can directly influence their company’s financial outcome in the form of increased customer spending; examining methods for increasing buyers’ WOMC; expanding the current body of knowledge examining the buyer–selling firm relationship as two unique, but related, relationships; and further revealing the dichotomy between consumer markets and b-t-b markets. Originality/value – This research authenticates the need to examine satisfaction, loyalty and WOMC from a multi-level perspective in b-t-b environments. Further, the understanding of share-of-purchases is advanced.
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Anders, Abram D., Joshua T. Coleman, and Stephen B. Castleberry. "Communication Preferences of Business-to-Business Buyers for Receiving Initial Sales Messages: A Comparison of Media Channel Selection Theories." International Journal of Business Communication 57, no. 3 (April 11, 2017): 370–400. http://dx.doi.org/10.1177/2329488417702476.

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Recent research on media channel selection theories has called for studies exploring communication in interorganizational business relationships and for specific work functions. The present study addresses this need through an exploration of buyer-seller communication practices in business-to-business contexts. Based on a survey of buyers, it offers a comparison of e-mail and voice mail with an emphasis on preferences for initial or cold call sales messages. The study design compares the explanatory power of three prominent theories of media channel selection: media richness theory, channel expansion theory, and media synchronicity theory. Results indicate that e-mail and voice mail/phone are the most frequently used media channels for business-to-business sales communication. Buyers preferred to receive initial messages from new salespeople by e-mail. Voice mail and phone are preferred for specific processes in established relationships, including conflict resolution, negotiations, and relationship building. Of the three theoretical models, media synchronicity theory offered the most thorough and robust account of buyer media preferences and channel selection rationales. Congruent with the expectations of media synchronicity theory, buyers preferred e-mail for communication processes characterized by the conveyance of information due to its capabilities for information processing. In particular, buyers preferred the higher parallelism of e-mail—including its capabilities for engaging in multiple conversations simultaneously—as it supported multitasking working styles.
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Cabral, Sandro, Priscila Fernandes Ribeiro, and Sanders Zurdo Romão. "Determinants of contract renewals in business-to-business relationships." RAUSP Management Journal 55, no. 4 (November 23, 2019): 473–89. http://dx.doi.org/10.1108/rausp-04-2019-0057.

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Purpose This paper aims to analyze the underlying factors of contract renewals in business-to-business (B2B) contracts. Design/methodology/approach The authors build a unique data set with 296 contracts signed between a major firm supplying petrochemical goods and its 128 customers between 2013 and 2016. They use Insider Econometrics as their methodological approach. Findings The econometric results suggest that contracts involving higher volume of trade, higher levels of dedicated assets representing seller’s specific investments in each transaction, and contracts comprising more than one product present an increased likelihood of being renewed. Research limitations/implications Although limited to a single organization, this paper contributes to management theories focused on buyer–supplier relationships in which coordination between interdependent parties is required. Practical implications Practitioners engaged in B2B relationships may benefit from the findings to shape their bargaining strategies in contexts of high levels of asset specificity and bilateral dependence. Originality/value This paper contribute to theories related to the strategic negotiation between buyers and suppliers by emphasizing the importance of asset specificity in a nuanced and multifaceted fashion, by highlighting aspects related to resource dependency, and idiosyncratic characteristics on contract renewal.
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Mawdsley, John K., and Deepak Somaya. "Relational Embeddedness, Breadth of Added Value Opportunities, and Business Growth." Organization Science 32, no. 4 (July 2021): 1009–32. http://dx.doi.org/10.1287/orsc.2020.1415.

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The current paper complements and extends traditional Penrosean theories of firm growth by examining how a (supplier) firm’s relational embeddedness with its portfolio of existing buyers affects its business growth. Our theorizing rests on the foundation that a firm’s business growth stems from its breadth (or volume) of opportunities for creating added value with buyers, which more fully realizes the Penrosean vision that firm growth can be explained by a dynamic interaction between productive resources and demand-side market opportunities. Although relational embeddedness may give a supplier dyadic advantages with focal buyers, which supports business growth, we theorize that it can also lead to narrower added value business opportunities with the supplier’s entire portfolio of buyers. Critically, we hypothesize that the effect of relational embeddedness on business growth is moderated by a set of relational and demand-side attributes. These hypotheses are tested on a panel data set of patent law firms (suppliers) and their relationships with corporate clients (buyers). We find that greater relational embeddedness is associated with slower supplier business growth, and consistent with our hypotheses, this negative effect is alleviated when these firms have greater cross-servicing ability and receive more relational commitment from buyers but exacerbated when suppliers hold more buyer-specific knowledge and when buyers undertake more (internal) concurrent sourcing. In turn, our research demonstrates how the attributes of a supplier’s relationships with its portfolio of buyers can impact access to new business opportunities and thus opens up new directions for research on firm growth, demand-side strategy and buyer-supplier relationships.
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Sharma, Priyanka, Raghu Nandan Sengupta, and J. David Lichtenthal. "Facets of business-to-business brand equity: mixed-methods approach." Marketing Intelligence & Planning 37, no. 7 (October 7, 2019): 754–69. http://dx.doi.org/10.1108/mip-10-2018-0437.

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Purpose The purpose of this paper is to highlight various aspects of business-to-business brand equity (B2BBE) and explain relative impact of marketing/advertising, research and development (R&D), human resource and distribution network to build compelling business brands that display better firm performance. Design/methodology/approach A total of 51 in-depth semi-structured interviews with distributors and industrial buyers revealed different facets of B2BBE. Generalized method of moments (GMM) was applied on a large-scale panel data set of industrial firms to estimate the effects of firms’ R&D, advertising/marketing, distribution and staff training (proxy to sources of B2BBE) on sales. Findings First, varying levels of product application criticality and end-customer brand stature reflect four distinct organizational purchase requirements, namely, assured performance, prestige, brand leaders and commodity. Second, a taxonomy of five sources of B2BBE (prominence, solutions, accessibility, relationships and network strength) manifests buyers’ interactive experience during the purchase cycle. Third, it illustrates the positive short-term effect of all explanatory variables coupled with the positive long-term impact of R&D on sales. Practical implications Features like B2C brand image, clear and precise product information, credit/flexible payment terms, distributor image, add-on services to the core product and upstream–downstream referrals characterize strong brands. GMM model results help managers, in budget allocation. Originality/value The originality of this paper lies in proposing a comprehensive B2BBE framework based on triangulation; deployment of a common structure to simultaneously investigate distributors and industrial buyers, to discover whether their philosophies reinforce/undermine industrial branding strategies; and suggesting the use of GMM model to arrive at actionable insights.
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Dissertations / Theses on the topic "Business-to-business buyers"

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Chase, Kevin S. "AN EXPLORATION OF ORGANIZATIONAL BUYING BEHAVIOR IN THE PUBLIC SECTOR." UKnowledge, 2018. https://uknowledge.uky.edu/marketing_etds/7.

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This dissertation begins with a comprehensive examination of the current state of research regarding organizational buying behavior. Through this review we identify a significant gap in our existing knowledge regarding organizational buying behavior in the public sector. Due to the high level of impact that government purchasing has on the economy, and the nuances that differentiate public from private sector purchasing practices, I further explore organizational buying behavior in the public sector to make the following contributions. First, I highlight the common practice in business-to-government (B2G) and business-to-business (B2B) transactions where buyers limit suppliers’ access to them during the buying process. This research terms these buyers “barricaded buyers.” Despite their prominence in practice, research related to barricaded buyers remains virtually non-existent. Therefore, the present research draws on insights gleaned from eight case studies over a period of approximately eighteen months to shed light on this important topic. Second, this dissertation advances a conceptual framework highlighting competitive actions a focal supplier can take to improve its selection likelihood when selling to barricaded buyers. The framework identifies novel ways suppliers can gain advantage by reducing competitive intensity in the pre-barricade phase (e.g., by peacocking) and by enhancing their RFP response quality in the post-barricade phase (e.g., by offering consummate solutions). Importantly, the framework invokes the notion of strategic information disclosure whereby a focal supplier may gain advantage by knowing when to convey what types of information in barricaded buying environments.
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Herjanto, Halimin. "Impact of salespersons' acculturation behaviours on buyers' commitment a thesis submitted to Auckland University of Technology in partial fulfilment of the requirement for the degree of Master of Business (MBus), 2009 /." Click here to access this resource online, 2009. http://hdl.handle.net/10292/801.

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Healthy buyer-seller relationships are seen as a source of buyers’ satisfaction, commitment and loyalty. However, creating fruitful relationships with buyers is not always simple and straightforward for salespersons, especially when they seek to establish relationships with buyers from different cultures. Given the challenging nature of intercultural interaction, it becomes imperative for salespersons to identify the behaviours that will best suit such relationships. There is much evidence that salespersons frequently adopt acculturation behaviours in order to build relationships with buyers from different cultures, however the study of acculturation behaviours, though not unknown to marketing scholars, has not been well explored in relationship marketing domains. Studies on the impact of acculturation behaviours from the viewpoint of salespersons are particularly non-existent. The present study examines the limited available literature on this subject, and attempts to develop a better understanding of the concept of salespersons’ acculturation behaviours by proposing a model that explains the relationship between salespersons’ acculturation behaviours and buyers’ satisfaction as well as commitment in the banking context. The hypotheses are empirically tested in the present study by using appropriate statistical techniques. Results of the study indicate that the hypothesised model of salespersons’ acculturation behaviours fits the data well. The hypotheses focus on four dimensions of salespersons’ acculturation behaviours: assimilation, separation, integration and marginalisation. All of these dimensions, excluding separation, show an inter-relationship among the variables of the model and are confirmed with the right significance. Separation is not examined closely within the study as by its nature it is itself exclusionary of any form of interaction with buyers. Findings from the study indicate however that integration and assimilation positively affect buyers’ satisfaction, whereas marginalisation is negatively associated with buyers’ satisfaction. The results also reveal that buyers’ satisfaction has a mediation effect on the relationships between assimilation, integration, marginalisation and buyers’ commitment. The model also includes the constructs of interaction intensity, which is positively related to buyers’ satisfaction and buyers’ commitment. This study can be considered as an important step in establishing the linkage between salespersons’ acculturation behaviours and buyers’ satisfaction and commitment. It establishes that salespersons’ acculturation is needed to perform better and create sustainable intercultural interaction.
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Hawkins, Timothy Glenn Pohlen Terrance Lynn. "Explaining buyer opportunism in business-to-business relationships." [Denton, Tex.] : University of North Texas, 2007. http://digital.library.unt.edu/permalink/meta-dc-3664.

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Hawkins, Timothy Glenn. "Explaining Buyer Opportunism in Business-to-Business Relationships." Thesis, University of North Texas, 2007. https://digital.library.unt.edu/ark:/67531/metadc3664/.

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The interaction among firms in the supply chain is necessary for business process execution and relationship success. One phenomenon of great significance to buyer-supplier relationships is opportunism. Opportunism is defined as behavior that is self-interest seeking with guile. It is manifested in behaviors such as stealing, cheating, dishonesty, and withholding information. Opportunism negatively impacts relational exchange tenets such as trust, commitment, cooperation, and satisfaction. Furthermore, perceptions of opportunism negatively affect firm performance. In lieu of the known negative effects of opportunistic behavior on buyer-supplier relationships, why do agents continue to engage in opportunistic tactics with their exchange partners? A comprehensive examination is necessary in order to understand why sourcing professionals engage in acts of opportunism. Understanding why opportunism occurs will reveal how to deter it, and this remains a gap in the literature. Based on theories in economics, marketing channels, supply chain management, decision science, and psychology, a comprehensive model tested a set of factors hypothesized to drive the use of opportunistic tactics. Factors include buyer-supplier relationship-specific factors, environmental factors, individual personality-related factors, and situational factors. Data was collected via internet survey of sourcing professionals from private industry and government agencies. Common to many studies of ethics, respondents made choices based on two hypothetical vignettes. Two logistic regression models were used to test the hypotheses. Factors found to affect buyer opportunism included buyer power, corporate ethical values, pressure to perform, leadership opportunism, business sector, honesty/integrity, and subjective expected utility. This research contributes to theory by combining several disparate theories to best explain opportunism. A comprehensive evaluation should determine which theory explains the most variance in decision making. The study contributes to practice by identifying those important factors contributing to a sourcing professional's decision to use opportunistic tactics. The ability to manage these factors should improve the probability of relationship success. Additionally, the identification of these factors should help leaders to make more accurate estimates of transaction costs - key knowledge required to make an informed make or buy governance decision.
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Rutherford, Brian. "The Differing Effects of Satisfaction, Trust, and Commitment on Buyer's Behavioral Loyalty: A Study into the Buyer-Salesperson and Buyer-Selling Firm Relationship in a Business-to-Business Context." Digital Archive @ GSU, 2007. http://digitalarchive.gsu.edu/marketing_diss/4.

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This study is one of the first studies to fully address the relationship that business-to-business buyers have with both the selling firm and salesperson within an integrated model. Finding from this survey research support 14 of the 26 original hypotheses and the 2 additional linkages using structural equation modeling. This study finds that the relationship customers have with the selling firm is a stronger predictor of continuance than the relationship that the buyer has with the salesperson. While this relationship is stronger between the buyer and the selling firm, findings suggest that the salesperson can have a direct negative impact on the relationship if conflict is present. Overall, this study provides a framework for future research on the topic of business-to-business buyer-selling firm and buyer-salesperson relationships.
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Rutherford, Brian Nicholas. "The differing effects of satisfaction, trust, and commitment on buyer's behavioral loyalty a study into the buyer-salesperson and buyer-selling firm relationship in a business-to-business context /." unrestricted, 2007. http://etd.gsu.edu/theses/available/etd-05182007-115358/.

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Thesis (Ph. D.)--Georgia State University, 2007.
Title from file title page. James Boles, committee chair; Wesley Johnston, Greg W. Marshall, Edward Rigdon, Danny Bellenger, committee members. Electronic text (222 p.) : digital, PDF file. Description based on contents viewed Oct. 29, 2007. Includes bibliographical references (p. 217-221).
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Human, Gert Johannes Pretorius. "Competencies, capabilities, and relational factors in buyer-supplier Business-to-Business networks." Doctoral thesis, University of Cape Town, 2012. http://hdl.handle.net/11427/11980.

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Includes bibliographical references.
Most of today's knowledge of Business-to-Business marketing is grounded on studies conducted in so-called western countries. Recently some researchers have started to question the validity of concepts, ideas and measures conceived in developed markets to explain business marketing phenomena in non-western contexts. Moreover research has attributed this gap in the literature on the relative absence of Business-to-Business marketing research from emerging, non-western countries (see, for example, Biggemann and Fam, 2011.) In emerging markets firms also operate in large networks that contains multiple, complex, direct and indirect business relationships among buyers and sellers. The thesis draws on four different empirical studies to integrate key sets of knowledge spawned from the realms of the Industrial Marketing and Purchasing group (IMP) to observe Business-to-Business relationships in a South African context.
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Truong, Dothang. "A STUDY OF BUSINESS-TO-BUSINESS ELECTRONIC MARKETPLACE USAGE FROM THE BUYER PERSPECTIVE." See Full Text at OhioLINK ETD Center (Requires Adobe Acrobat Reader for viewing), 2004. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=toledo1090001366.

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Thesis (D.M.E.)--University of Toledo.
Typescript. "A dissertation [submitted] as partial fulfillment of the requirements of the Doctor of Philosophy degree in Manufacturing Management and Engineering." Bibliography: leaves 177-191.
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Iao, Iok Ieng. "The impact of buyer-supplier relationship on adoption of business-to-business electronic commerce." Thesis, University of Macau, 2005. http://umaclib3.umac.mo/record=b1636415.

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Sain, Franc Branko. "The influence of national culture on electronic communication in business-to-business buyer-seller dyads." Thesis, Bucks New University, 2004. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.405066.

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Books on the topic "Business-to-business buyers"

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Patton, Wendy. Rent to sell: Your hands-on guide to sell your home when buyers are scarce. Bloomington, IN: AuthorHouse, 2009.

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Edwards, Burt. Making the cash flow for buyers: A guide to the prompt payment of business debts. Stamford: Institute of CreditManagement in association with the Department of Employment, 1991.

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Edwards, Burt. Making the cash flow: A guide to the payment of commercial debt for buyers and small business suppliers. Stamford: Department of Trade and Industry in cooperation with the Institution of Credit Management, 1994.

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Hyman, Tony. Dr. Tony Hyman's I'll buy that!: A guide to the best buyers of antiques, collectibles, and other undiscovered treasures found around your home & business. Claremont, Calif: Treasure Hunt Publications, 1989.

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Dr. Tony Hyman's I'll buy that!: A guide to the best buyers of antiques, collectibles, and other undiscovered treasures found around your home & business. Claremont, Calif: Treasure Hunt Publications, 1989.

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1947-, Heischman Larry, and Akin Camille, eds. The buyer's guide to business insurance. Grant's Pass, Ore: Oasis Press/PSI Research, 1994.

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Walter, Hailey, ed. The everybody search plan: 40 common sense and easy to implement ideas to get everyone in your company focused on creating more happy, paying customers, clients, patients, buyers, or whatever you call the people who do business with you. Hunt, Tex: Planned Marketing Associates, 1996.

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Selling to multicultural home buyers: The official guide for new home salespeople. Boca Raton, FL: New Home Specialist Pub. Group, 2000.

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The new rules of marketing and PR: How to use news releases, blogs, podcasts, viral marketing and online media to reach your buyers directly. Hoboken, N.J: John Wiley & Sons, Inc., 2007.

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Scott, David Meerman. The new rules of marketing and PR: How to use news releases, blogs, podcasting, viral marketing, and online media to reach your buyers directly. Hoboken, N.J: John Wiley & Sons, Inc., 2007.

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Book chapters on the topic "Business-to-business buyers"

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Provines, Christopher D. "Using economic value communication to bend business-to-business buyers’ value perceptions." In Innovation in Pricing, 269–85. Abingdon, Oxon ; New York, NY : Routledge, 2017. | Earlier ed.: 2012.: Routledge, 2017. http://dx.doi.org/10.4324/9781315184845-18.

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Thévenard-Puthod, Catherine. "How to Effectively Support External Buyers in a Post-Business Transfer Situation." In Business Transfers, Family Firms and Entrepreneurship, 193–206. New York, NY : Routledge, 2021. | Series: Routledge studies in entrepreneurship and small business: Routledge, 2020. http://dx.doi.org/10.4324/9781003022527-18.

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Bahia, Kamilia, Line Ricard, Marjorie Biraben, and Jean Perrien. "The Influence of Gender on Buyer-Seller Relationships in Business to Business." In New Meanings for Marketing in a New Millennium, 231. Cham: Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-11927-4_73.

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Hautamäki, Pia. "Business-to-Business Buyer–Seller Interactions: Personality and Transformational Leadership Theories’ Perspective." In Leadership, Innovation and Entrepreneurship as Driving Forces of the Global Economy, 531–42. Cham: Springer International Publishing, 2016. http://dx.doi.org/10.1007/978-3-319-43434-6_45.

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Owusu, Richard Afriyie, Robert Ebo Hinson, Ogechi Adeola, and Nnamdi Oguji. "Selling to Business Buyers." In Business-to-Business Marketing, 73–87. Productivity Press, 2021. http://dx.doi.org/10.4324/9780429259777-6.

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"Constructing Thick Descriptions of Marketers’ and Buyers’ Decision Processes in Business-to-Business Exchange Relationships." In Case Study Research, 217–34. Emerald Group Publishing Limited, 2016. http://dx.doi.org/10.1108/978-1-78560-461-420152023.

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Dasgupta, Prithviraj, Louise E. Moser, and P. Michael Melliar-Smith. "Dynamic Pricing for E-Commerce." In Electronic Business, 393–400. IGI Global, 2009. http://dx.doi.org/10.4018/978-1-60566-056-1.ch025.

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Over the last decade, e-commerce has significantly changed the traditional forms of interaction among humans in conducting business by automating business processes over the Internet. Early seller Web sites consisted of passive text-based catalogs of products that could be manually browsed by potential customers. Online passive catalogs were soon replaced by dynamically updated catalogs containing detailed product descriptions using combinations of text and images that could be searched in various formats and according to different search criteria. E-commerce techniques used by sellers for operations such as price setting, negotiation, and payment have matured from manual off-line processing of sales data to automated algorithms that dynamically determine prices and profits for sellers. Modern e-commerce processes for trading goods between buyers and sellers can be divided into five stages: search, valuation, negotiation, payment, and delivery. Depending on the type of market in which the goods are traded, some of the above stages are more important than others. There are three principal market models that are used for online trading. The most common market model used by online sellers for trading goods over the Internet is the posted-price market model. The other two market models, the auction model (Sandholm, Suri, Gilpin, & Levine, 2002) and the marketplace model (Chavez & Maes, 1996), are used for markets in which niche or specialty items with sporadic or uncertain demand are traded. In the posted-price market model, a seller announces the price of a product on its Web site. Buyers visiting the seller’s Web site request a quote from the seller. The seller responds with a quote in response to the buyers’ requests, and the buyers examine the seller’s quote to make a purchase decision. Unlike auctions and market places, products traded in posted-price markets are no-niche items and exhibit continuous demand over time. The Web site of online book merchant Amazon (http://www.amazon.com) is an example of a posted-price market. A buyer interested in a particular book enters the necessary information through a form on Amazon’s Web site to request the price of the book and receives the price in response. Modern seller Web sites employ automated techniques for the different stages of e-commerce. Intermediaries called intelligent agents are used to automate trading processes by implementing different algorithms for selling products. For example, Web sites such as MySimon (http://www. mysimon.com) and PriceGrabber (http://www. pricegrabber.com) automate the search stage by employing the services of intelligent agents called shopbots. Shopbots enable buyers to make an informed purchase decision by comparing the prices and other attributes of products from thousands of online sellers. Automated price comparison by buyers has resulted in increased competition among sellers. Sellers have responded to this challenge by using intelligent agents called pricebots that dynamically determine the price of a product in response to varying market conditions and buyers’ preferences. Intelligent agents are also used to enable other e-commerce processes, such as supply-chain management and automated negotiation. In this article, we focus on the different algorithms that sellers’ pricebots can use for the dynamic pricing of goods in posted-price markets.
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Quan, Jing. "Evaluating E-Business Leadership and Its Links to Firm Performance." In Electronic Business, 1754–63. IGI Global, 2009. http://dx.doi.org/10.4018/978-1-60566-056-1.ch109.

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The rapid expansion of e-business witnessed in the late 1990s was nothing short of a spectacle. It seemed that almost everyone was talking about it, and every firm was eager to invest in it, hoping to take away a slice of the pie. Andy Grove, chairman of Intel Corp, stated in 1998: “Within 5 years, all companies will be Internet companies or they would not be companies” (Intel, 2000). Merely mentioning of the “e” word could mean multi-million dollars. The case at hand was Zapata Corp., a fish oil processing company, co-founded by former U.S. President George H. W. Bush. The company announced on December 23, 1998 that it would transform itself into an Internet portal to compete with Yahoo!, Lycos, and alike. Immediately following the announcement, Zapata’s stock price skyrocketed nearly 100% from 7.19 to 14.25 with trading volume at more than 2,000% higher than normal, according to Yahoo! Finance. Academic researchers rushed in and concluded that “a new economy was born.” The potential benefits of e-business are well documented by academic researchers and practitioners alike (InternetWeek, 2000/2001; Phan, 2003). Organizations that integrate e-business applications, such as shared online database and Internet-based reporting in their business processes, can lead to reduced cost, increased efficiency and profitability, and better customer relationship management. Perhaps one of the most significant contributions of e-business applications is its abilities to directly bring sellers and buyers together with little middleman’s interventions. Although the advantages of e-business exist in theory, little empirical work has been done to confirm them.
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Taleizadeh, Ata Allah, and Leopoldo Eduardo Cárdenas-Barrón. "Metaheuristic Algorithms for Supply Chain Management Problems." In Meta-Heuristics Optimization Algorithms in Engineering, Business, Economics, and Finance, 110–35. IGI Global, 2013. http://dx.doi.org/10.4018/978-1-4666-2086-5.ch004.

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Recently, metaheuristic algorithms (MHAs) have gained noteworthy attention for their abilities to solve difficult optimization problems in engineering, business, economics, finance, and other fields. This chapter introduces some applications of MHAs in supply chain management (SCM) problems. For example, consider a multi-product multi-constraint SCM problem in which demands for each product are not deterministic, the lead-time varies linearly with regard to the lot-size and partial backordering of shortages are assumed. Thus, since the main goal is to determine the re-order point, the order quantity and number of shipments under the total cost of the whole chain is minimized. In this chapter, the authors concentrate on MHAs such as harmony search (HS), particle swarm optimization (PSO), genetic algorithm (GA), firefly algorithm (FA), and simulated annealing (SA) for solving the following four supply chain models: single-vendor single-buyer (SBSV), multi-buyers single-vendor (MBSV), multi-buyers multi-vendors (MBMV) and multi-objective multi-buyers multi-vendors (MOMBMV). These models typically are in any supply chain. For illustrative purposes, a numerical example is solved in each model.
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Pandya, Anil M., and Nikhilesh Dholakia. "B2C Failures." In Electronic Business, 469–81. IGI Global, 2009. http://dx.doi.org/10.4018/978-1-60566-056-1.ch030.

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This article uses concepts derived from the investigation of product and services innovation failures to develop a strategic market framework to help understand why so many Internet-based business-to-consumer (B2C) companies failed to fulfill their initial promise. B2C crashes, viewed collectively, may be seen as representing an initial wave of failure of an entirely new class of technology- driven services. Such services sought to inform, promote, sell, and deliver B2C items in radically unfamiliar ways. Research shows B2C firms failed because they did not follow timetested business precepts, but does not tell us why. In addressing this question, this article argues that unsuccessful B2C firms failed to realize they were marketing innovative services. It focuses on the difficulty of marketing innovative services by developing an integrated framework using the continuum of need-solution context, in conjunction with the notion that seller/buyer perceptions about the scope of innovations are not necessarily concordant. Matched perceptions lead to success, but not always because sellers and buyers can both misjudge the nature and scope of an innovation. Using secondary sources, the article illustrates the explanatory power of the framework and contributes to e-commerce management issues by clarifying why, despite resource availability, most B2C firms failed in the initial round.
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Conference papers on the topic "Business-to-business buyers"

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Luvsanbyamba, Munkhbat, and In Keun Chung. "An empirical study of success factors on business-to-business e-marketplaces from buyers' and sellers' perspectives." In the 2nd International Conference. New York, New York, USA: ACM Press, 2009. http://dx.doi.org/10.1145/1655925.1656014.

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Bongard, Stefan. "Online Grocery Shopping: a Boom, Hype, or Black Ice?" In Contemporary Issues in Business, Management and Education. Vilnius Gediminas Technical University, 2017. http://dx.doi.org/10.3846/cbme.2017.019.

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Buying groceries online is no longer a novel phenomenon: recent studies (2016) show that in Germany, approximately 30 percent of potential buyers have already purchased groceries online. Together with the latest grocery shopping services from the online giant Amazon (e.g. Amazon Fresh and Amazon go), this growing sector of online food and drink retail comprises an attractive field for economic research. General research objectives in this field investigate sustainable business models, planning of logistics structures, and changes in buyer behaviour. The purpose of this present study was to analyze buyer behavior in the field of online food retail based on a process design derived from principles of Quality Management. A convenience sample of 822 valid data records was collected from November– December 2016 using a sophisticated online survey tool. The data set contains responses from 256 individuals who had already bought groceries online, while the rest of the respondents had not previously purchased groceries online. The study strongly underscores the great potential of online retail grocery industry, while also detailing the potential risks associated with this business model, such as low profit margins and packaging issues.
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Peleckis, Kęstutis, Valentina Peleckienė, Kestutis Peleckis, and Edita Leonavičienė. "Negotiating strategy: importance of the market definition." In Contemporary Issues in Business, Management and Economics Engineering. Vilnius Gediminas Technical University, 2019. http://dx.doi.org/10.3846/cibmee.2019.079.

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Purpose – the purpose of the article is to examine how the extent of competition in the market affects the balance of bargaining powers of market participants. This often results in negative consequences for both buyers and suppliers. This study has important theoretical and practical implications. The authors made an analysis of existing theory and practice on negotiation strategies in a complex way, in accordance with levels of competition. Paper reveals the opportunities to develop and implement these strategies, taking into account market definition options. Research methodology – the paper examines the application of Nash equilibrium to the preparation of negotiation strategies, looking at the function for the best result. The study would help to prepare business strategies for different competition levels. Findings – the ways of preparation of negotiation strategies with different levels of competition, focusing on market definition opportunities. Research limitations – there are not enough measures in international business negotiation theory helping to develop negotiation strategies in the face of distorted market competition and difficulties to define the market. Practical implications – findings of the article will give opportunities for policymakers to develop and implement strategies for business negotiations. Originality – the article consists presentation of new tools for negotiators in preparing negotiating strategies.
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Zhao, Mengchen, Zhao Li, Bo An, Haifeng Lu, Yifan Yang, and Chen Chu. "Impression Allocation for Combating Fraud in E-commerce Via Deep Reinforcement Learning with Action Norm Penalty." In Twenty-Seventh International Joint Conference on Artificial Intelligence {IJCAI-18}. California: International Joint Conferences on Artificial Intelligence Organization, 2018. http://dx.doi.org/10.24963/ijcai.2018/548.

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Conducting fraud transactions has become popular among e-commerce sellers to make their products favorable to the platform and buyers, which decreases the utilization efficiency of buyer impressions and jeopardizes the business environment. Fraud detection techniques are necessary but not enough for the platform since it is impossible to recognize all the fraud transactions. In this paper, we focus on improving the platform's impression allocation mechanism to maximize its profit and reduce the sellers' fraudulent behaviors simultaneously. First, we learn a seller behavior model to predict the sellers' fraudulent behaviors from the real-world data provided by one of the largest e-commerce company in the world. Then, we formulate the platform's impression allocation problem as a continuous Markov Decision Process (MDP) with unbounded action space. In order to make the action executable in practice and facilitate learning, we propose a novel deep reinforcement learning algorithm DDPG-ANP that introduces an action norm penalty to the reward function. Experimental results show that our algorithm significantly outperforms existing baselines in terms of scalability and solution quality.
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Robles, Daniel R., and Bradley Edward Layton. "The Innovation Bank: Blockchain Technology and the Decentralization of the Engineering Professions." In ASME 2020 International Mechanical Engineering Congress and Exposition. American Society of Mechanical Engineers, 2020. http://dx.doi.org/10.1115/imece2020-23015.

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Abstract The Innovation Bank is a novel business method that integrates and capitalizes knowledge assets. The Innovation Bank is an application of game theory, actuarial math and a simple native “proof-of-stake” blockchain. The system aims to unify the global engineering and scientific disciplines by incentivizing individual practitioners to form knowledge asset networks among each other by producing claims and validations related to observable and measurable events. Each claim and associated validation forms a node in a network for which each participant is awarded a cryptographic token memorializing earned stake (equity) in the system. A secure, validated, and decentralized knowledge repository and access management system is secured by a simple native blockchain. Revenue is generated through the liquidation of earned tokens on an external market to third parties seeking access to network metadata for business intelligence. The intrinsic value of the network grows as the number of participants increases. As participation increases, the quantity and quality of the transaction records also increases. Third-party buyers may include banks, insurance companies, and private enterprise.
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Bormane, Santa. "The role of integrated marketing communication for ustainable development in food production." In 22nd International Scientific Conference. “Economic Science for Rural Development 2021”. Latvia University of Life Sciences and Technologies. Faculty of Economics and Social Development, 2021. http://dx.doi.org/10.22616/esrd.2021.55.008.

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The decrease in food production output, the suspension of production, and the decrease in product demand have influenced the operation of producers and their communication with customers in 2020. This brings to the forefront the producer's role in the use of IMC for sustainable development in Latvia. The purpose of the survey of leading specialists at Latvian food producers was to find out their opinion on the trends of development and a sustainable use of IMC in business. The object of the research: IMC for sustainable development. The subject: IMC for sustainable marketing at Latvian food producers. The study uses monographic, quantitative, qualitative methods – interviews of leading specialists of producers. It represents a follow-up to the author's previous studies in the food retail industry where she researched food retail chains and conducted a survey of buyers. She developed a conceptual model of IMC for sustainable business development and found that each sector has peculiarities in product selling, service provision, etc., yet there are also common trends that apply to all industries. The author urges further market research, covering producers. The results show some trends: 1) the motivation to use IMC for sustainable development has grown due to the increased use of technologies; 2) extended periods of sedentarism have exacerbated the problem of overweight in society and given rise to demand for healthy ecological products, including natural ingredients in production; 3) the risk of employee illness and the reorganization of production has contributed to the use of digital marketing.
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INDRARATHNE, P. K. G., K. A. T. O. RANADEWA, and V. G. SHANIKA. "IMPACT OF COMPETITIVE FORCES TO THE CONTRACTORS IN SRI LANKA: AN INDUSTRY ANALYSIS USING PORTER’S FIVE FORCES." In 13th International Research Conference - FARU 2020. Faculty of Architecture Research Unit (FARU), University of Moratuwa, 2020. http://dx.doi.org/10.31705/faru.2020.21.

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The nature of the business environment is very complex in the construction industry. Huge capital investment, supply chain management, resource scarcity and uncertainty create a multifaceted background along with impressive external environmental impacts. Thus, contracting organizations are highly influenced by the competitive nature of the construction industry. Hence identifying the impact of competitive forces to the contractors in Sri Lanka is identified as vital. Besides, Porter’s five competitive forces model is grounded to interpret the competition through external environment and it denotes that there are five forces which can affect to the competition of an industry; new entrants, suppliers, buyers, substitutes and the existing competitors. Thus, the research leads to examine the impact of competitive forces to the contractors in Sri Lanka using a comprehensive Porter’s Five Forces analysis. The research employs a quantitative approach consisting of preliminary survey of experts and questionnaire survey with the participation of construction experts in Sri Lanka. In order to analyse the collected data, statistical tools such as RII method and measurements of central tendency were employed. The results of the analysis elicited 28 significant factors that determine the power of the five competitive forces on local contractors. Accordingly, the final outlined Porter’s five forces analysis matrix enables the contractors to analyse the impact of each competitive force through identified determinant factors which would provide a proper guidance on determining necessary offensive or defensive strategies to be taken to survive in the market.
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Nurmet, Maire, Katrin Lemsalu, and Juri Lehtsaar. "Working capital in Estonian agricultural companies: analysis by size." In 22nd International Scientific Conference. “Economic Science for Rural Development 2021”. Latvia University of Life Sciences and Technologies. Faculty of Economics and Social Development, 2021. http://dx.doi.org/10.22616/esrd.2021.55.050.

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The paper examines the working capital indicators to find out the differences between larger and smaller Estonian agricultural companies. In the task of working capital management, a balance between profitability and liquidity is under investigation. A higher level of current assets ensures higher liquidity, but reduces the profitability. The share of inventories in current assets is relatively high in agricultural companies, and can lead to liquidity problems in adverse circumstances. Low levels of current assets can lead to business interruptions, as insufficient stocks lead to delays in the production process, which in turn is amplified in yields or other outputs. The number of employees is used to distinguish the size of the company. The results show that the smallest agricultural companies have higher liquidity and relatively larger share of highly liquid current assets. Larger agricultural companies maintain a higher level of inventory and have a longer inventory turnover period. Smaller companies have a slightly higher share of loans in current liabilities, so they have to maintain a larger financial buffer. The cash conversion cycle is longer for the smallest and the largest agricultural companies while medium-sized companies have a shorter cash conversion cycle. Smaller companies have the longest receivables turnover, showing that they enable longer payment periods for buyers or may have difficulties collecting receivables from the production sold. Having low market power and long receivables turnover, they have relatively higher need for working capital.
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Li, Baoduo, and Li Wang. "A migration-based classification to understand ongoing interaction of business services: research from buyer's point of view." In 2013 10th International Conference on Service Systems and Service Management (ICSSSM 2013). IEEE, 2013. http://dx.doi.org/10.1109/icsssm.2013.6602632.

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Morgina, Elena Sergeevna. "THE EVOLUTION OF VIEWS ON THE GENESIS OF THE SALES FUNNEL MARKETING CONCEPT AND ITS MODERN CONTENT." In Russian science: actual researches and developments. Samara State University of Economics, 2020. http://dx.doi.org/10.46554/russian.science-2020.03-1-239/246.

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Currently there is a significant lag in theoretical and practical ideas regarding approaches to sales management from the realities of modern business. This article is devoted to the study of the actual marketing concept of sales management by systematizing practical and scientific provisions. The result of the study is the formation of a modern approach to sales management based on the cross-functional integration of marketing, sales and service, providing a comprehensive building of relationships with the buyer and effective interaction with him.
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Reports on the topic "Business-to-business buyers"

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Wood, M. T., L. R. Radford, L. M. Saari, and J. Wright. General design of a technical assistance program to help DOE/prime contractor buyers in doing business with small disadvantaged businesses. Office of Scientific and Technical Information (OSTI), April 1986. http://dx.doi.org/10.2172/6007910.

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