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Journal articles on the topic 'Buyer-seller relationship'

Author: Grafiati

Published: 4 June 2021

Last updated: 25 July 2025

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1

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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Høgevold, Nils, Goran Svensson, and Carmen Otero-Neira. "Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective." Journal of Business & Industrial Marketing 35, no. 11 (2020): 1685–700. http://dx.doi.org/10.1108/jbim-03-2019-0118.

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Purpose This paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies on buyer business relationships. Design/methodology/approach Based on a cross-industry sample of Norwegian companies with sales or marketing managers/directors or key account managers. Key informants were selected to participate who adhered to specific criteria, such as their designations should be sales or marketing managers/directors or key account managers. Findings Trust and commitment mediate between economic and

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Claycomb, Cindy, and Gary L. Frankwick. "Buyers' perspectives of buyer–seller relationship development." Industrial Marketing Management 39, no. 2 (2010): 252–63. http://dx.doi.org/10.1016/j.indmarman.2008.08.004.

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Theng Lau, Geok, and Mark Goh. "Buyer‐seller relationships in the PCB industry." Supply Chain Management: An International Journal 10, no. 4 (2005): 302–12. http://dx.doi.org/10.1108/13598540510612776.

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PurposePrior research has suggested that the key to industrial purchasing success lies in the time development and maintenance of long‐term relationships between buyers and sellers. Good relational exchanges can lead to higher product quality and better coordination with the suppliers. As such, the purpose of this article is to explain how the change of these relationships over time is critical to successful purchasing, especially in understanding the factors that influence the relational change.Design/methodology/approachThree mini case studies are presented as an attempt to capture the subtl

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Kozlenkova, Irina V., Robert W. Palmatier, Eric (Er) Fang, Bangming Xiao, and Minxue Huang. "Online Relationship Formation." Journal of Marketing 81, no. 3 (2017): 21–40. http://dx.doi.org/10.1509/jm.15.0430.

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As online shopping evolves from being primarily transactional to being more relational, sellers aim to form online relationships. This article investigates online relationship formation, identifies the performance payoffs that result from forming different types of online relationships (unilateral vs. reciprocal), and tests the most effective relationship-building strategies. Study 1, based on a longitudinal buyer-level analysis of an online shopping community, reveals that buyers use community-, seller-, and buyer-generated signals to identify suitable relationship partners and reduce online

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Clements, Michael Dj, David L. Dean, and David A. Cohen. "Proposing an operational classification scheme for embryonic cooperative relationships." Journal of Management & Organization 13, no. 1 (2007): 51–64. http://dx.doi.org/10.1017/s1833367200003904.

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AbstractSuccessful buyer/seller relationships have become recognised as essential for firms to remain competitive in the marketplace. Today's business climate encourages firms to not just compete on product or service attributes, but also on their ability to differentiate themselves from other firms. Supply chains provide firms this point of differentiation ensuring firms better competitive positioning as a result of being able to leverage themselves on the strengths of the supply chain, not just on the individual strengths of the firm. However, to maintain an effective role as a participant i

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Clements, Michael Dj, David L. Dean, and David A. Cohen. "Proposing an operational classification scheme for embryonic cooperative relationships." Journal of Management & Organization 13, no. 1 (2007): 51–64. http://dx.doi.org/10.5172/jmo.2007.13.1.51.

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AbstractSuccessful buyer/seller relationships have become recognised as essential for firms to remain competitive in the marketplace. Today's business climate encourages firms to not just compete on product or service attributes, but also on their ability to differentiate themselves from other firms. Supply chains provide firms this point of differentiation ensuring firms better competitive positioning as a result of being able to leverage themselves on the strengths of the supply chain, not just on the individual strengths of the firm. However, to maintain an effective role as a participant i

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Brown, Trevor L., Matthew Potoski, and David Van Slyke. "Managing Complex Contracts: A Theoretical Approach." Journal of Public Administration Research and Theory 26, no. 2 (2015): 294–308. http://dx.doi.org/10.1093/jopart/muv004.

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When a product is difficult to specify in a contract and requires specialized investments for a market exchange, the buyer and seller can find themselves locked into a mutually dependent relationship in which both win-win and lose-lose outcomes are possible. This paper presents a theory of such complex contracting in the public sector and identifies the conditions that increase the likelihood of win-win outcomes for the buyer and the seller. Rules that allow parties to incentivize cooperative behavior increase the chances of a winning outcome. Relationships can promote cooperation if structure

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Athaide, Gerard A., Jason Q. Zhang, and Richard R. Klink. "Buyer relationships when developing new products: a contingency model." Journal of Business & Industrial Marketing 34, no. 2 (2019): 426–38. http://dx.doi.org/10.1108/jbim-02-2018-0091.

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Purpose The purpose of the paper is to develop and test a contingency model of buyer involvement when developing new products in technology-based industrial markets. Information Dissemination and degree of product co-development are identified as two behavioral dimensions of seller–buyer relationships. Further, the paper proposes that perceived buyer knowledge, innovation discontinuity, product customization and technological uncertainty moderate the impact of the behavioral dimensions on sellers’ relationship satisfaction. Design/methodology/approach The paper uses moderated regression on a d

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Palmer, Adrian. "MEASURING AND MANAGING BUYER‐SELLER RELATIONSHIP LIFE CYCLES." Management Research News 18, no. 12 (1995): 25–31. http://dx.doi.org/10.1108/eb028431.

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Schurr, Paul H. "Buyer‐seller relationship development episodes: theories and methods." Journal of Business & Industrial Marketing 22, no. 3 (2007): 161–70. http://dx.doi.org/10.1108/08858620710741869.

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Valentine, Sean, and Gene Brown. "Buyer-Seller Interaction, Capacity Management, and Relationship Marketing." Journal of Customer Service in Marketing & Management 4, no. 3 (1998): 61–73. http://dx.doi.org/10.1300/j127v04n03_05.

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Dampérat, Maud, and Alain Jolibert. "A dialectical model of buyer‐seller relationships." Journal of Business & Industrial Marketing 24, no. 3/4 (2009): 207–17. http://dx.doi.org/10.1108/08858620910939750.

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PurposeThe purpose of this paper is to focus on building and testing a model of buyer‐seller relationships from a dialectical perspective. It aims to provide both academics and managers with a better understanding of the relationships among the key relational variables in business settings. The model distinguishes four levels of social complexity (individual, interaction, relationship, and intergroup level) and includes the key relational variable for each level.Design/methodology/approachData were collected from 151 French professional buyers. Exploratory and confirmatory factor analysis was

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Kranton, Rachel E., and Deborah F. Minehart. "A Theory of Buyer-Seller Networks." American Economic Review 91, no. 3 (2001): 485–508. http://dx.doi.org/10.1257/aer.91.3.485.

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This paper introduces a new model of exchange: networks, rather than markets, of buyers and sellers. It begins with the empirically motivated premise that a buyer and seller must have a relationship, a “link,” to exchange goods. Networks—buyers, sellers, and the pattern of links connecting them—are common exchange environments. This paper develops a methodology to study network structures and explains why agents may form networks. In a model that captures characteristics of a variety of industries, the paper shows that buyers and sellers, acting strategically in their own self-interests, can f

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Mwesiumo, Deodat, Arnt Buvik, and Otto Andersen. "Contractual safeguarding of specific assets in cross-border and domestic buyer–supplier relationships." Journal of Strategic Contracting and Negotiation 4, no. 3 (2018): 167–85. http://dx.doi.org/10.1177/2055563620918866.

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Safeguarding specific investments and mitigation of potential opportunistic behaviours are among the most prominent functions of formal contracting in buyer–seller relationships. Extending the extant literature, the present study investigates the relationship between specific investments and the extent of formal contracting in cross-border and domestic relationships. Based on a sample of 156 buyer–seller relationships, the analysis shows that there is a positive association between specific investments and the extent of formal contracting. However, the emphasis on formal contracting is stronge

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Andersen, Poul Houman, Poul Rind Christensen, and Torben Damgaard. "Diverging expectations in buyer–seller relationships: Institutional contexts and relationship norms." Industrial Marketing Management 38, no. 7 (2009): 814–24. http://dx.doi.org/10.1016/j.indmarman.2008.04.016.

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Coronado, Jose Jaime Arana, Jos Bijman, Onno Omta, and Alfons Oude Lansink. "Relationship characteristics and performance in fresh produce supply chains: the case of the Mexican avocado industry." Journal on Chain and Network Science 10, no. 1 (2010): 1–15. http://dx.doi.org/10.3920/jcns2010.x101.

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Inter-organisational relations research has shown that relationship characteristics can influence performance in seller-buyer transactions. Using a transaction cost economics approach, this research shows that relational elements such as expectation of continuity reduce the transaction risks related to behavioural uncertainty or asset specificity. However, transaction costs are not only caused by transaction risks but also by the need to coordinate the individual activities of the buyer and the seller. Inter-organisational coordination is important in transactions with perishable products and

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Zhang, Jing, and Mingfei Du. "Appropriating value from industrial buyer-seller relationships by leveraging network capability." Management Decision 57, no. 11 (2019): 2911–39. http://dx.doi.org/10.1108/md-03-2017-0183.

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PurposeThe purpose of this paper is to investigate how a B2B firm can improve its value appropriation from industrial buyer–seller relationships by leveraging its network capability, as well as the curvilinear moderating role of the firm’s network embeddedness.Design/methodology/approachThis paper empirically examines seven research hypotheses about the relationship between network capability and value appropriation and the curvilinear moderating effect of network embeddedness based on a questionnaire survey among 232 Chinese B2B firms.FindingsIt is found that network capability helps sellers

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Hussain, Khalid, Fengjie Jing, Muhammad Junaid, Huayu Shi, and Usman Baig. "The buyer–seller relationship: a literature synthesis on dynamic perspectives." Journal of Business & Industrial Marketing 35, no. 4 (2020): 669–84. http://dx.doi.org/10.1108/jbim-09-2018-0280.

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Purpose Contemporary scholars contend that the buyer–seller relationship is dynamic in nature, so it grows, matures and declines over time. However, most studies that adopt the dynamic perspective debates its conceptualization and how dynamic effects are captured. This scholarly discourse has led to multiple dynamic perspectives and resulted in fragmented and scattered literature on the subject. This study aims to synthesize the large body of research on dynamic perspectives in a systematic way. Design/methodology/approach This paper follows a systematic review approach to extract and review 1

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Rocco, Richard A., and Alan J. Bush. "Exploring buyer-seller dyadic perceptions of technology and relationships." Journal of Research in Interactive Marketing 10, no. 1 (2016): 17–32. http://dx.doi.org/10.1108/jrim-04-2015-0027.

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Purpose – This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes to drive improved business and relational outcomes. In the context of Sales 2.0, this paper addresses the need for buyer–seller dyadic sales research in the literature and highlights the importance of understanding buyer and seller perspectives regarding technology expectations and relationship-building performance. Design/methodology/approach – This research utilizes a dyadic (salesperson–customer) data collection

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Beaujanot, Andre Q., Larry Lockshin, and Pascale Quester. "Distributors' Business Characteristics, Buyer/Seller Relationship and Market Orientation." Journal of Marketing Channels 12, no. 1 (2004): 79–100. http://dx.doi.org/10.1300/j049v12n01_05.

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Narakorn, Prasittichai, and Tummatinna Seesupan. "Social Commerce Constructs and Buyer-Seller Relationship Quality as a predictor of Intention to Co-Creation in Branding." Modern Applied Science 13, no. 2 (2019): 169. http://dx.doi.org/10.5539/mas.v13n2p169.

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The main objective of this research was to examine the Rating and Reviews, Forums and Communities, and Buyer-Seller Relationship Quality as factors influencing the Intention to Co-creation in Branding. The researchers used quantitative method which involved empirical research. A questionnaire was used to collect data from 512 customers who buy products from online business. The researcher did data analysis by percentage, mean, SD, and Structural Equation Model analysis by AMOS.  Referring to research findings, it was found as follows (1) the model for Intention to Co-Creation in Br

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Akrout, Houcine, Mbaye Fall Diallo, Wafa Akrout, and Jean-Louis Chandon. "Affective trust in buyer-seller relationships: a two-dimensional scale." Journal of Business & Industrial Marketing 31, no. 2 (2016): 260–73. http://dx.doi.org/10.1108/jbim-11-2014-0223.

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Purpose – This paper aims to develop and validate a scale measurement of trust in long-term relations, specifically in the maintenance phase, between buyers and sellers. Relying on a cognitive conception, existing scales do not measure the affective trust occurring in the maintenance stage of the relationship. Design/methodology/approach – Three surveys were conducted with purchasing managers of enterprises in various business-to-business (B2B) sectors to build a bi-dimensional measurement scale of affective trust as a sentiment of security and affective attachment. For measurement scale devel

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Safdar, Ghulam, Ghulam Shabir, and Abdul Wajid Khan. "Violation of Consumer Rights by Electronic Media through Advertisements." Journal of Business and Social Review in Emerging Economies 1, no. 2 (2015): 69–76. http://dx.doi.org/10.26710/jbsee.v1i2.9.

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This research paper attempts to evaluate the consumer rights and their violation by electronic media through advertisement. This is misguiding the consumer to buy harmful and unnecessary products. This research also aims at interpolating and ascertaining the onus of responsibility of a responsible media with regards to advertising. In the recent past the principle of "Caveat Emptor" which meant "Buyers beware" governed the relationship between a seller and buyer. In the era of open markets the buyer and seller came face to face, seller exhibited his goods, and buyer thoroughly examined them an

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Grandinetti, Roberto. "Exploring the dark side of cooperative buyer-seller relationships." Journal of Business & Industrial Marketing 32, no. 2 (2017): 326–36. http://dx.doi.org/10.1108/jbim-04-2016-0066.

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Purpose This paper aims to study the dark side of cooperative buyer-seller relationships to improve our knowledge of this phenomenon. Design/methodology/approach A selective definition of dark side has been adopted, linking it to relationships of a cooperative nature within which one of the two partners assumes an opportunistic behavior. Taking into account this definition, the first part of the paper critically reviews those studies which have analyzed cooperative relations along the supply chain, drawing attention to the formation of a dark side. The second part of the paper re-examines the

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Sezen, Bulent, and Sema Turkkantos. "The effects of relationship quality and lean applications on buyer-seller relationships." International Journal of Business Performance and Supply Chain Modelling 5, no. 4 (2013): 378. http://dx.doi.org/10.1504/ijbpscm.2013.058204.

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Sirkemaa, Seppo J. "Electronic Business and Trust – Anything is Possible." International Journal of e-Education, e-Business, e-Management and e-Learning 10, no. 4 (2020): 343–49. http://dx.doi.org/10.17706/ijeeee.2020.10.4.343-349.

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Electronic Business is based on trust between the seller and the buyer. Trust is not an issue if seller and buyer know each other, and they have an existing business relationship. However, when there are no earlier experiences, when the customer is not familiar with the vendor or the products and services are new – trust can be challenging. If there is no knowledge whether the vendor is trustworthy, the buyer is trying to find different kinds of reviews and experiences from other customers to make sure the buying decision is right. Here we look at how these cues could be made available, and in

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Ganesan, Shankar. "Determinants of Long-Term Orientation in Buyer-Seller Relationships." Journal of Marketing 58, no. 2 (1994): 1–19. http://dx.doi.org/10.1177/002224299405800201.

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Marketing managers must know the time orientation of a customer to select and use marketing tools that correspond to the time horizons of the customer. Insufficient understanding of a customer's time orientation can lead to problems, such as attempting a relationship marketing when transaction marketing is more appropriate. The author suggests that long-term orientation in a buyer/seller relationship is a function of two main factors: mutual dependence and the extent to which they trust one another. Dependence and trust are related to environmental uncertainty, transaction-specific investments

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BENNY, PRAKARSA, BANGSAWAN SATRIA, and MS MAHRINASARI. "THE EFFECT OF HANDLED RISK, DOMAIN EXPERTISE AND BUYER-SELLER SIMILARITIES ON DYADIC RELATIONSHIP QUALITY IN INDONESIA COFFEE MARKET." Seybold Report Journal 18, no. 09 (2023): 1307–25. https://doi.org/10.5281/zenodo.8424859.

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<strong>Abstract</strong> A previous study examined the effects of interpersonal variables, i.e. handled risk, domain expertise and buyer-seller similarities on quality relationships based on buyer perceptions. This study aims to examine the interpersonal factors of two parties, i.e. coffee buyers and sellers (dyadic) that involved in the relationship quality in Indonesia coffee market. The goal is to determine which factors have the greatest influence on quality and which have the least with a complete test result from both sides with a dyadic methodology. To address the research objectives,

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Zhang, Chenxi, and Shanyue Jin. "How Does an Environmental Information Disclosure of a Buyer’s Enterprise Affect Green Technological Innovations of Sellers’ Enterprise?" International Journal of Environmental Research and Public Health 19, no. 22 (2022): 14715. http://dx.doi.org/10.3390/ijerph192214715.

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With rapid economic development, green technological innovations are playing an important role in the sustainable development of enterprise. When the public is concerned about the environment and values environmental information disclosures, it makes enterprise fulfill their environmental responsibilities. In a supply chain, buyer enterprise’ environmental information disclosures have a spillover effect on seller enterprise’ investment decisions. This study investigates the relationship between environmental information disclosures by buyers and green technological innovations of sellers, furt

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Koponen, Jonna Pauliina, and Saara Rytsy. "Social presence and e-commerce B2B chat functions." European Journal of Marketing 54, no. 6 (2020): 1205–24. http://dx.doi.org/10.1108/ejm-01-2019-0061.

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Purpose Currently, online chat is in common use in e-commerce. By adding social interaction to the online context, companies hope to increase customers’ purchasing intentions. However, previous studies have not investigated how social presence is embedded in online business-to-business (B2B) chat conversations between buyers and sellers. Moreover, the functions of online chat in B2B sales have not been investigated. Design/methodology/approach The data was collected at a case company over the course of four years, from which the authors analyzed 157 online chat conversations between buyers (n

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Dadzie, Kofi Q., Charlene A. Dadzie, and Alvin J. Williams. "Trust and duration of buyer-seller relationship in emerging markets." Journal of Business & Industrial Marketing 33, no. 1 (2018): 134–44. http://dx.doi.org/10.1108/jbim-04-2017-0090.

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Purpose This study aims to examine how various components of interpersonal trust (affective and cognitive) influence the duration of buyer-seller relationships in the emerging market (EM) context of a heterogeneous market structure dominated by small, fragmented sellers/suppliers. Design/methodology/approach The study proposes a hazard model for analyzing duration effects of interpersonal trust in the EM context. The model was validated using data on buying agents provided by 340 cocoa sellers/producers in Ghana, gathered from extensive field interviews. Findings Results of the survival analys

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Abrosimova, Elena. "Contractual Responsibility of Marketplaces." Bulletin of Kemerovo State University. Series: Humanities and Social Sciences 8, no. 2 (2024): 231–40. http://dx.doi.org/10.21603/2542-1840-2024-8-2-231-240.

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The rapid development of e-commerce generates new subjects of civil turnover. Marketplaces are commodity aggregators with a vague legal status. A marketplace is more than an information intermediary: it is an ecosystem with highly developed logistics that provides interaction between the seller and the buyer, as well as information about goods and delivery points. In addition, it settles disputes between sellers and buyers by applying various resolution tools. The article describes the legal nature of the relations connected with marketplace ecosystems, i.e., between the marketplace and the se

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Che Mohd Salleh, Marhanum, Nurdianawati Irwani Abdullah, and Siti Salwani Razali. "Building Agent-Customer Relationship in the Takāful Industry: A Framework of Islamic Relationship Marketing." ISRA International Journal of Islamic Finance 4, no. 1 (2012): 81–97. http://dx.doi.org/10.55188/ijif.v4i1.114.

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The term ‘relationship marketing’ has grown to become a popular subject in the marketing literature over the last three decades. The literature indicates the significance of maintaining long-term relationship with customers, especially these days. The questions that then arise are: what are the antecedents that significantly contribute to building and maintaining a long-term buyer-seller relationship, and what are the outcomes of a strong buyer-seller relationship? Discussions of relationship marketing have even gained popularity in the Asian literature since 2000; yet research conducted on th

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Eremic, Milan. "Brokers and brokerage in the process of trading in commodity futures markets." Ekonomski anali 44, no. 159 (2003): 63–94. http://dx.doi.org/10.2298/eka0359063e.

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This paper mainly deals with the analysis of a very complex process of brokerage in commodity futures markets. Unlike a classical commodity market in which brokers are not a necessity, sales and purchases in commodity futures markets cannot be carried out without brokers. Brokers who act as agents of buyers and sellers of futures are a necessary condition for trading in organized markets, such as commodity futures markets. The structure of brokers in futures trading is multilayer and involves participants in futures trading from floor brokers, immediate futures traders and the members of clear

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Sanzo, Marı́a José, Marı́a Leticia Santos, Rodolfo Vázquez, and Luis Ignacio Álvarez. "The effect of market orientation on buyer–seller relationship satisfaction." Industrial Marketing Management 32, no. 4 (2003): 327–45. http://dx.doi.org/10.1016/s0019-8501(01)00200-0.

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Jap, Sandy D., Chris Manolis, and Barton A. Weitz. "Relationship Quality and Buyer–Seller Interactions in Channels of Distribution." Journal of Business Research 46, no. 3 (1999): 303–13. http://dx.doi.org/10.1016/s0148-2963(98)00032-0.

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Wu, Lei-Yu, Po-Yuan Chen, and Kuan-Yang Chen. "Why does loyalty–cooperation behavior vary over buyer–seller relationship?" Journal of Business Research 68, no. 11 (2015): 2322–29. http://dx.doi.org/10.1016/j.jbusres.2015.04.001.

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Yurtsever, Gulcimen, Berrin Ozyurt, and Zohar Ben-Asher. "Gender differences in buyer-seller negotiations: Emotion regulation strategies." Social Behavior and Personality: an international journal 41, no. 4 (2013): 569–75. http://dx.doi.org/10.2224/sbp.2013.41.4.569.

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In this paper we examined gender differences in face-to-face buyer-seller negotiations. We investigated the relationship between gender and negotiation outcomes, and the mediating effects of cognitive reappraisal and cognitive reappraisal suppression on this relationship. The data were obtained from 176 middle and lower managers in Turkey. The negotiation simulation, developed by Kelley (1966), involved bargaining for the prices of 3 products. There were 2 phases in the research. In Phase 1, 1 woman and 1 man were paired randomly and assigned to play the role of either buyer or seller in a neg

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Kilic, Ozcan, and Darryl W. Miller. "Exploring the Influence of a Salesperson's Selling Approach on Buyer-Seller Relationship Outcomes." International Journal of Customer Relationship Marketing and Management 5, no. 1 (2014): 1–15. http://dx.doi.org/10.4018/ijcrmm.2014010101.

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It is widely recognized that a salesperson's selling approach is of crucial importance to buyer-seller relationship development. This study examines the influence of a salesperson's selling approach on buyer-seller relationship outcomes. A model was developed and tested via structural equation modeling (SEM). Data collected from a dealership network in the blue jeans industry was used to test the model. Exploratory factor analysis (EFA) and confirmatory factor analysis (CFA) were used to purify the measurement scale. Results indicate that a salesperson's customer orientation positively influen

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Inesia-Forde,, Angelina. "AI-Assisted Formal Buyer-Seller Marketing Theory." Asian Journal of Basic Science & Research 06, no. 02 (2024): 01–40. http://dx.doi.org/10.38177/ajbsr.2024.6201.

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Customer behavior, market dynamics, and technological advances have made it challenging for marketing theorists to provide comprehensive explanations and actionable insights. Although there are numerous substantive marketing frameworks, no formal marketing theory exists. This study aims to develop the first formal grounded theory in marketing by incorporating artificial intelligence and Forde's conceptual framework as a guiding lens. Charmaz's constructivist grounded theory tradition and Forde's conceptual framework and data analysis strategy were employed for this purpose. The data analysis s

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