Relevant bibliographies by topics / Buyer-seller relationship

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

Academic literature on the topic 'Buyer-seller relationship'

Author: Grafiati
Published: 4 June 2021
Last updated: 25 July 2025

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Journal articles on the topic "Buyer-seller relationship"

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Nichol, Jamie. "Buyer & Seller." Mechanical Engineering 131, no. 02 (2009): 36–37. http://dx.doi.org/10.1115/1.2009-feb-5.

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This review discusses that an effective relationship with a respectable supplier can be a considerable strategic asset to a business. It can reduce cost, improve quality, and increase production volumes. In an effective relationship, a supplier can be a valuable source of expertise, contacts, and ideas. An effective relationship is a two-way street, benefiting both buyer and supplier. As with most things, while there might not be a single best way to create a healthy supplier relationship, there is an infinite variety of ways to foster a bad relationship. Feedback from someone in the business
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J. Hoppner, Jessica, David A. Griffith, and ChangSeob Yeo. "The intertwined relationships of power, justice and dependence." European Journal of Marketing 48, no. 9/10 (2014): 1690–708. http://dx.doi.org/10.1108/ejm-03-2013-0147.

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Purpose – The purpose of this study, drawing from exchange theory, is to examine how the intertwined relationships between power, justice and relative dependence influence relationship performance in buyer – seller relationships. Design/methodology/approach – A two-wave structural equation model with latent variable interactions was estimated on a dataset of 283 buyer – seller relationships. Findings – Exercised coercive and reward power follow different processes, direct and indirect, to influence relationship performance. The use of coercion was found to be substantively more detrimental to
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Choi, Yonghoon, Ying Huang, and Brenda Sternquist. "The effects of the salesperson’s characteristics on buyer-seller relationships." Journal of Business & Industrial Marketing 30, no. 5 (2015): 616–25. http://dx.doi.org/10.1108/jbim-03-2012-0037.

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Purpose – This paper aims to examine the influence of the salesperson’s characteristics (organizational commitment [OC] and disposition to innovate) on buyer’s behaviors in buyer – supplier relationships. A model is proposed depicting the effects of the salesperson’s OC and disposition to innovate on buyer’s long-term orientation and opportunism through partner-specific value to the buyer. Design/methodology/approach – Data were collected from 155 sales professionals of Japanese manufacturers. Structural equation modeling was used to analyze the data. Findings – As predicted, the salesperson’s
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Utami, Hesty Nurul, Dini Turipanam Alamanda, and Risma Muhamad Ramdani. "FACTORS DETERMINING BUYER-SELLER RELATIONSHIPS: EMPIRICAL RESULTS FROM AN AGRIBUSINESS PERSPECTIVE." Sosiohumaniora 24, no. 1 (2022): 140. http://dx.doi.org/10.24198/sosiohumaniora.v24i1.29201.

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Continuous development of the Indonesian agri-food retail in the past decades has shown an evolutionary way on how the buyer and seller build their interaction during the exchange transaction process. It shows the significance of beneficial buyer-seller relationships in the shifting from traditional food retailing model to modern food retailing model, including in developing economy context. The study aims to investigate the factors affecting the buyer-seller relationship concept to access the modern market from the farmer producer perspective in the setting of an emerging market. This study s
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Smith, J. Brock. "Buyer-Seller relationships: Similarity, relationship management, and quality." Psychology and Marketing 15, no. 1 (1998): 3–21. http://dx.doi.org/10.1002/(sici)1520-6793(199801)15:1<3::aid-mar2>3.0.co;2-i.

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Mora Cortez, Roberto, and Wesley J. Johnston. "How to recover B2B relationships after a failed online reverse auction." Journal of Business & Industrial Marketing 35, no. 3 (2019): 551–63. http://dx.doi.org/10.1108/jbim-02-2019-0095.

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Purpose This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyer–seller relationship. Design/methodology/approach The authors developed a further understanding of reverse auctions through the examination of a longitudinal case study in the mining industry based on grounded theory. Findings The study indicates that losing a reverse auction is not a death sentence for the current supplier. Four factors influence the potential scenarios: buyer factors, supplier factors, buyer–seller factors and contextual factors. If the overall evaluation favor
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ESMAEILI, MARYAM, PRAKASH L. ABAD, and MIR-BAHADOR ARYANEZHAD. "SELLER-BUYER RELATIONSHIP WHEN END DEMAND IS SENSITIVE TO PRICE AND PROMOTION." Asia-Pacific Journal of Operational Research 26, no. 05 (2009): 605–21. http://dx.doi.org/10.1142/s0217595909002353.

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In this paper, we consider a seller–buyer channel in which marketing expenditure is an endogenous decision for the buyer. We assume that both the unit marketing expenditure and the unit price charged by the buyer influence the end demand for the product. We model the seller–buyer relationship as a non-cooperative as well as a cooperative game. We investigate the non-cooperative game from two perspectives: the Seller–Stackelberg model and the Buyer–Stackelberg model. In the cooperative game, we provide a procedure for outlining Pareto efficient solutions. For each model, we present a numerical
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Dwivedi, Abhishek, Morgan Miles, Eddie Oczkowski, Jay Weerawardena, Lester W. Johnson, and Dean Wilkie. "Buyer–seller relational engagement and seller brand equity." Journal of Business & Industrial Marketing 35, no. 8 (2019): 1311–22. http://dx.doi.org/10.1108/jbim-01-2019-0062.

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Purpose Relational engagement is offered as a framework to describe how buyers and sellers conduct exchange. Relational engagement is conceptualized as a higher-order construct comprising three dimensions: legal bonds, knowledge exchange and co-production. This paper aims to examine the efficacy of the construct by testing its influence on buyer–perceived seller brand equity. Design/methodology/approach An online survey of 401 US-based industrial buyers was conducted. Data were analyzed using structural equation modeling. Findings Empirical analysis supports the proposed conceptualization of r
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Kim, Kyunghee, Min Sung, and Gang Ok Jung. "Revisiting TSI: How TSI Contributes to the Buyer-Seller Relationship." Journal of Marketing Thought 01, no. 04 (2015): 10–21. http://dx.doi.org/10.15577/jmt.2015.01.04.10.

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Smith, Brock. "Buyer-Seller Relationships: Bonds, Relationship Management, and Sex-Type." Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration 15, no. 1 (2009): 76–92. http://dx.doi.org/10.1111/j.1936-4490.1998.tb00153.x.

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Dissertations / Theses on the topic "Buyer-seller relationship"

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Roy, Subroto, University of Western Sydney, College of Law and Business, and School of Marketing. "Innovation generation in buyer-seller relationships." THESIS_CLAB_MAR_Roy_S.xml, 2001. http://handle.uws.edu.au:8081/1959.7/235.

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In recent years, a number of researchers have questioned the traditional notion of the producer as the sole generator of innovation in buyer seller relationships. Increasingly, innovation generation has been recognized as an outcome of interaction between a firm and various outside entities. According to this view, supplier involvement and alliances are a route to innovation generation. Clearly, business market relationships provide an important opportunity for interaction between buyer and seller. Despite this realization, only very limited research has focused on innovation generation in bus
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Roy, Subroto. "Innovation generation in buyer-seller relationships." Thesis, View thesis, 2001. http://handle.uws.edu.au:8081/1959.7/235.

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In recent years, a number of researchers have questioned the traditional notion of the producer as the sole generator of innovation in buyer seller relationships. Increasingly, innovation generation has been recognized as an outcome of interaction between a firm and various outside entities. According to this view, supplier involvement and alliances are a route to innovation generation. Clearly, business market relationships provide an important opportunity for interaction between buyer and seller. Despite this realization, only very limited research has focused on innovation generation in bus
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Hardwick, R. M. "The buyer's situation and the buyer-seller relationship." Thesis, University of Bath, 1987. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.380391.

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Fazal, e. Hasan Syed Muhammad. "The role of customer gratitude in strengthening seller-buyer relationships." Thesis, Queensland University of Technology, 2013. https://eprints.qut.edu.au/61963/1/Syed_Fazal_e_Hasan_Thesis.pdf.

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Despite its emphasis on relationships between buyers and sellers, and the effect of emotion on behaviours, marketing literature has not yet investigated customer gratitude as an element of relational exchange. Gratitude is a significant component of personal relationships and may offer important insights into how perceptions of relationship marketing investments impact customer trust in, satisfaction with and affective commitment to a seller. In addition, customer gratitude may provide a more complete explanation of how marketing investments work. Consequently, this research contributes to mar
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Marquardt, Adam Jefferson. "Buyer-seller relationship quality and brand equity in the thoroughbred consignment industry /." view abstract or download file of text, 2007. http://proquest.umi.com/pqdweb?did=1421612791&sid=1&Fmt=2&clientId=11238&RQT=309&VName=PQD.

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Thesis (Ph. D.)--University of Oregon, 2007.<br>Typescript. Includes vita and abstract. Includes bibliographical references (leaves 194-203). Also available for download via the World Wide Web; free to University of Oregon users.
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Lau, Choi Ping. "The roles of trust and relationship commitment in buyer-seller relationships in the Chinese context." HKBU Institutional Repository, 2000. http://repository.hkbu.edu.hk/etd_ra/229.

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Poole, Robyn R. (Robyn Ryan). "The Impact on the Buyer-Seller Relationship of Firms Using Electronic Data Interchange." Thesis, University of North Texas, 1997. https://digital.library.unt.edu/ark:/67531/metadc277684/.

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This research investigated whether the buyer-seller interorganizational relationship (IOR) differed between a firm and two classes of customers. The first class used electronic data interchange (EDI) with the firm and the second class used the traditional paper-based purchasing system. IOR characteristics included reputation, skill, direct power, indirect power, reciprocity, and efficiency.
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Baxter, Roger, and n/a. "The dimensions of intangible value in business-to-business buyer-seller relationships: an intellectual capital model." University of Otago. Department of Marketing, 2005. http://adt.otago.ac.nz./public/adt-NZDU20060823.162004.

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A firm�s relationships with its customers contribute to its organizational capital and represent an important part of its shareholder value, so the nature of the value in these relationships needs to be understood well and managed carefully. Marketing managers therefore require techniques that will assess relationship value comprehensively in order to manage their portfolio of customer relationships effectively and in order to argue for a sufficient share of the firm�s resources to develop these market based assets for competitive advantage. At present, there is a well-established technique fo
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Alazzawi, Muntaha. "Trust in Customer–Supplier relationships." Thesis, Linnéuniversitetet, Institutionen för maskinteknik (MT), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-56356.

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The competitive market of today is characterized by globalization, because of that organizations increased demands from customers on the services as well as on product. In other word, the customer is focusing on buying the service in same way as they buy products. For that the trust in relationships is considered as an important and effective factor when the business to business partners want to achieve growth profitability, and long term time. In order to reach high trust in relationships between customers and suppliers, ability to measure trust in relationships and to improve it is important
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Batt, Peter. "Building close and long-lasting relationships with focal customers: an empirical study of seed potato purchasing by Filipino potato farmers." Thesis, Curtin University, 2003. http://hdl.handle.net/20.500.11937/171.

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In the highlands of the Northern Philippines, a model of long-term relationships between potato farmers and their preferred seed suppliers is proposed. In the absence of any certified seed system that might provide some guarantee of seed quality, farmers prefer to transact with those seed suppliers with whom they have had some favourable prior experience. Such suppliers provide both the best quality seed and, since most farmers must borrow the capital to purchase the seed, the most favourable terms of repayment. As there is much uncertainty in the exchange, the farmer's relationship with their
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Books on the topic "Buyer-seller relationship"

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Khalsa, Mahan. Let's get real or let's not play: Transforming the buyer/seller relationship. Portfolio, 2008.

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Kotsalo-Mustonen, Anna. Diagnosis of business success: Perceptual assessment of success in industrial buyer-seller business relationship. Helsinki School of Economics and Business Administration, 1996.

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Borges, Bernie. Marketing 2.0: Bridging the gap between seller and buyer through social media marketing. Wheatmark, 2009.

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Forsström, Birgitta. Value co-creation in industrial buyer-seller partnerships--creating and exploiting interdependencies: An empirical case study. Åbo Akademi University Press, 2005.

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Roemer, Ellen. Flexibility in Buyer-Seller Relationships. Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1.

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Harwood, Tracy G. Negotiations in buyer-seller relationships. De Montfort University, 2003.

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Blois, K. J. Buyer-seller relationships in industrial marketing. Templeton College, 1988.

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Lu, Hualiang. The role of guanxi in buyer-seller relationships in China. Wageningen Academic Publishers, 2007. http://dx.doi.org/10.3920/978-90-8686-602-1.

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Biong, Harald. The strategic role of the salesperson in established buyer-seller relationships. Marketing Science Institute, 1996.

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Biong, Harald. The strategic role of the salesperson in established buyer-seller relationships. Marketing Science Institute, 1996.

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Book chapters on the topic "Buyer-seller relationship"

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Hougaard, Søren, and Mogens Bjerre. "Understanding Buyer-Seller Relationships." In Strategic Relationship Marketing. Springer Berlin Heidelberg, 2002. http://dx.doi.org/10.1007/978-3-540-24813-2_1.

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Hougaard, Søren, and Mogens Bjerre. "A Systematic Approach to Buyer-Seller Relationships." In Strategic Relationship Marketing. Springer Berlin Heidelberg, 2002. http://dx.doi.org/10.1007/978-3-540-24813-2_2.

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Donaldson, Bill. "Buyer-Seller Interaction and Relationship Selling." In Sales Management. Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26354-7_5.

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Hougaard, Søren, and Mogens Bjerre. "A Systematic Approach to the Buyer-Seller Relationships." In The Relationship Marketer. Springer Berlin Heidelberg, 2009. http://dx.doi.org/10.1007/978-3-642-03243-1_2.

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Palmer, Adrian, and David Bejou. "The Effects of Service Failure on Buyer-Seller Relationship Deterioration." In Proceedings of the 1996 Academy of Marketing Science (AMS) Annual Conference. Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-13144-3_33.

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Kasouf, Chickery J., Kevin G. Celuch, and John H. Bantham. "Interorganizational Buyer-Seller Relationships: The Impact of Individual Perceptions on Relationship-Oriented Action." In Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-11845-1_120.

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Webb, David, and Jillian C. Sweeney. "Relationship Marketing – Who Benefits? An Exploratory Study of Buyer-seller Dyads." In Proceedings of the 2000 Academy of Marketing Science (AMS) Annual Conference. Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-11885-7_15.

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Dzever, Sam. "Buyer-Seller Interaction and Relationship Development in the Japanese Business Market." In Can Japan Globalize? Physica-Verlag HD, 2001. http://dx.doi.org/10.1007/978-3-662-11285-4_3.

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Wong, Godwin, and Peter Oswald. "Guanxi: Tonic in the Buyer-Seller Relationship Quality and Customer Loyalty in China." In Herausforderungen an das Management. Springer Berlin Heidelberg, 2000. http://dx.doi.org/10.1007/978-3-642-57009-4_12.

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Roemer, Ellen. "The Necessity of an Analysis of Flexibility in Buyer-Seller Relationships." In Flexibility in Buyer-Seller Relationships. Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-322-81833-1_1.

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Conference papers on the topic "Buyer-seller relationship"

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"PROXEMICS OF THE BUYER-SELLER RELATIONSHIP." In International Management Conference. Editura ASE, 2020. http://dx.doi.org/10.24818/imc/2020/05.08.

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Christozov, Dimitar, and Plamen Mateev. "Warranty as a Factor for E-commerce Success." In 2003 Informing Science + IT Education Conference. Informing Science Institute, 2003. http://dx.doi.org/10.28945/2641.

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Two groups of factors impact the success of e-commerce transaction: environmental factors and content of the messages exchanged between the seller and the buyer. The first group includes factors describing the environment in which the seller-buyer relationship operates, such as IT infrastructure, Logistic Infrastructure, Financial Infrastructure, and Government regulations. Second group -- content of the message -- covers these elements of the message, which improve the trust between the two parties (especially the buyer’s trust). Among them, the statement about warranty plays critical role as
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Boeck, Harold, Ygal Bendavid, Louis-A. Lefebvre, and Élisabeth Lefebvre. "The influence of the buyer-seller relationship on e-commerce pressures." In the 8th international conference. ACM Press, 2006. http://dx.doi.org/10.1145/1151454.1151521.

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Pakhare, Suhas. "BUYER-SELLER RELATIONSHIP-AN ANALYSIS OF CUSTOMER SERVICE EXPERIENCE WITH BARBER SHOP." In 41st International Academic Conference, Venice. International Institute of Social and Economic Sciences, 2018. http://dx.doi.org/10.20472/iac.2018.041.027.

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Isaev, Victor I. "Changes in the sphere of trade in the cities of Siberia in the second half of the 1920s – the first half of the 1930s." In Торговля, купечество и таможенное дело в России в XVI–XX веках. ИПЦ НГУ, 2023. http://dx.doi.org/10.31518/tktdr-35-2023-34.

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During the second half of the 1920s – the first half of the 1930s, significant changes unfolded in the trade network of Siberian cities. The state sector became dominant, the share of cooperation decreased significantly, and the private sector was eliminated. In the conditions of an all-encompassing shortage of consumer goods, there was a transition from the organization of trade on market principles to a standardized supply and distribution system. As part of this transition, the relationship between the seller and the buyer has radically changed. The card system, constant shortages and long
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Wickramarathne, Nadun, Udith Siriwardana, Adithya Karunarathna, Pathmanathan Jeremiah, Samantha Thelijjazoda, and Jenny Krishara. "Sell-Net: Mobile Based Solution to Strengthen the Seller-Buyer Relationship of Small-Scale Businesses in Sri Lanka." In 2022 International Conference for Advancement in Technology (ICONAT). IEEE, 2022. http://dx.doi.org/10.1109/iconat53423.2022.9726115.

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Xue, Chang. "Modeling Customer Lifetime Value in Buyer-Seller Relationships." In 2009 International Conference on Information Management, Innovation Management and Industrial Engineering. IEEE, 2009. http://dx.doi.org/10.1109/iciii.2009.38.

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"Impacts of the Implementation of Electronic Invoicing on Buyer-Seller Relationships." In 2009 42nd Hawaii International Conference on System Sciences. IEEE, 2009. http://dx.doi.org/10.1109/hicss.2009.248.

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Wang, Zhigang, Shi Zheng, Jianlei Ma, and Dayton Lambert. "Performance Implications of Buyer-Seller Relationships in China's Agricultural Wholesale Markets: An Empirical Study." In Eighth International Conference of Chinese Logistics and Transportation Professionals (ICCLTP). American Society of Civil Engineers, 2009. http://dx.doi.org/10.1061/40996(330)218.

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Nidumolu, S. "The impact of interorganizational systems on the form and climate of seller-buyer relationships." In the tenth international conference. ACM Press, 1989. http://dx.doi.org/10.1145/75034.75059.

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Reports on the topic "Buyer-seller relationship"

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Antic, Nemanj, Ameet Morjaria, and Miguel Ángel Talamas Marcos. Preliminary Findings: Task Clarity and Credibility in Relational Contracts. Inter-American Development Bank, 2024. http://dx.doi.org/10.18235/0013146.

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We develop and test a relational contracting model where building relationships requires the principal and agent to solve task clarity and credibility problems. We model task clarity as the likelihood of the agent finding a productive action for the principal and demonstrate that it influences the agents propensity to fulfill promises the usual notion of credibility in relational contracts. This is because improving task clarity increases the ease of replacing a relationship after a defection, making defection more tempting. We validate our model using a decade of administrative data from the
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Juarez, Leticia. Buyer Market Power and Exchange Rate Pass-through. Inter-American Development Bank, 2025. https://doi.org/10.18235/0013557.

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AuthorJuarez, LeticiaDate issuedJun 2025Read: English (0 downloads) DOIhttp://dx.doi.org/10.18235/0013557SubjectSmall Business; Export; Exchange Rate; Competitiveness; Export Activity; Import ; Export MarketJEL codeD43 - Oligopoly and Other Forms of Market Imperfection; E31 - Price Level • Inflation • Deflation; F31 - Foreign Exchange; F32 - Current Account Adjustment • Short-Term Capital MovementsCountryColombiaCategoryWorking PapersI derive a model-based equation relating pass-through to buyer size and estimate it on the micro transaction level data for Colombia. I find that after an exchang
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