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Tesis sobre el tema "Buyer-seller relationship"

Autor: Grafiati
Publicado: 4 de junio de 2021
Última modificación: 25 de julio de 2025

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1

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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3

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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4

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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5

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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6

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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7

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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8

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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9

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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10

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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11

Chan, Cheuk-ming Jonathan, and 陳卓明. "A study of the seller and buyer relationship strategy in the Hong Kongbroadcast video equipment industry." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265170.

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12

Forsström, Birgitta. "Value co-creation in industrial buyer-seller partnerships--creating and exploiting interdependencies : an empirical case study /." Åbo : Åbo Akademi University Press, 2005. http://www.loc.gov/catdir/toc/fy0602/2005419943.html.

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13

Chan, Cheuk-ming Jonathan. "A study of the seller and buyer relationship strategy in the Hong Kong broadcast video equipment industry /." [Hong Kong : University of Hong Kong], 1992. http://sunzi.lib.hku.hk/hkuto/record.jsp?B13302048.

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14

Doan, Ngoc Thao Ngan, Fei Kong, and Shanjiao Wang. "B2B Marketing - A Network Relationship Approach : A case study of ICT Company Huawei Operator BG Sales Network." Thesis, Mälardalens högskola, Akademin för ekonomi, samhälle och teknik, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-24193.

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15

Batt, Peter J. "Building close and long-lasting relationships with focal customers : an empirical study of seed potato purchasing by Filipino potato farmers /." Curtin University of Technology, Muresk Institute, 2003. http://espace.library.curtin.edu.au:80/R/?func=dbin-jump-full&object_id=14229.

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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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16

Constable, Stephen J. "Relationship quality and relationship value as key drivers of relationship satisfaction and long-term orientation in buyer-seller relationships : the case of the UK electrical and electronics industries." Thesis, Kingston University, 2009. http://eprints.kingston.ac.uk/20873/.

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This study focuses on two aspects of business-to-business relationships, relationshop quality and relationship value. Crosby et al. (1990) suggest that the quality of the relationship determines the probability of continued exchange between buyer and seller. Following Crosby et al.'s (1990) ground-breaking relationship quality study some important dimensional issue remain. The dominant conceptualisation of relationship quality defines it as a higher-order construct consisting of either outcome or process dimensions. The outcome dimensions of relationship qualoty have been examined extensively
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17

Henningsson, Emma, and Emma Ruden. "How to find an international business partner?" Thesis, Jönköping University, JIBS, EMM (Entrepreneurship, Marketing, Management), 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-909.

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<p>Introduction: Already in the 1970’s, internationalisation was noted as a striking trend in business. Since then, the speed of internationalisation has increased as infrastructure, communication, and IT have decreased space and time barriers for international trade. Today, companies must engage in international activities to survive in the competitive environment and researchers argue that firms’ international performance is determined by their ability to establish relationships.</p><p>Problem: In order to facilitate the search for business actors globally, Chamber Trade Business to Business
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18

Oliver, John. "The influence of critical service incidents in a health and fitness club environment : exploring buyer and seller relationship perspectives." Thesis, Bournemouth University, 2004. http://eprints.bournemouth.ac.uk/10567/.

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The study of critical service incidents has been extensively investigated in service marketing, however, very little attention has been paid to the role that these incidents have in the building, development and maintenance of marketing relationships. This thesis sought to address the deficiency in knowledge on the subject by exploring the critical service incident from a relational exchange perspective, with the members and management of a health and fitness club providing the central focus of the buyer-seller relationship. This investigation adopted a pragmatic philosophy in methodological d
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19

Sengun, Ayse Elif. "Performance Outcomes Of Interorganizational Trust In Buyer." Phd thesis, METU, 2005. http://etd.lib.metu.edu.tr/upload/3/12605818/index.pdf.

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This study examines the performance outcomes of interorganizational trust using both qualitative and quantitative methods. Using qualitative data from four informants and drawing on the literature on trust, we define interorganizational trust and derive a model of its outcomes. Regression analysis results indicate that trust is negatively related to transaction costs and positively related to cooperation, conflict resolution, satisfaction, and risk taking tendency. Dependence has a moderating effect on trust while predicting satisfaction. Confirmatory factor analysis revealed four trust compo
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20

Mattsson, Sandra, and Ala Pazirandeh. "Supply Chain Development within Volvo Penta Chain : Development through Supplier Relationship Improvement." Thesis, Högskolan i Borås, Institutionen Ingenjörshögskolan, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-19388.

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In today global business market, concepts are moving towards inter-national and inter-firm in contrary to older days. This has made companies explore ways to leverage their supply chains, and to evaluate the role of suppliers in their activities. One result has been the increased outsourcing of activities and performance. This has heightened the role of suppliers ever more.Consequently, in order to maintain competitive in the market and to be able to satisfy the knowledgeable end customer, suppliers must be completely aligned with the core company and its objectives and performances. This goal
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21

Halldén, Carlsson Adam, and Axel Dahlin. "Content with Content? : A qualitative study on the implementation, maturity and future of inbound marketing strategies in the Swedish B2B sector." Thesis, Högskolan i Jönköping, Internationella Handelshögskolan, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-39472.

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Background: There is a knowledge gap in the B2B-businesses adoption of inbound marketing strategies. The B2B sector has a substantial economic impact on the society and their marketing activities need to adapt towards the digital era. In the Swedish market, this has not yet been sufficiently researched up until this point. Purpose: This study serves to provide insight in key issues and problems when B2B businesses incorporate inbound marketing strategies. The maturity in the Swedish B2B market aims to be investigated and implementation problems to be highlighted. This information could aid Swe
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22

Ewertz, Natalie, Oskar Jerrå, and Malin Lindau. "Decision-making processes in industrial organizations : a case study within the pulp- and paper industry on behalf of FrontWay AB." Thesis, Linköping University, Department of Management and Engineering, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-53101.

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<p><strong>Background:</strong> In order to survive and attain growth organizations need to make different investments which require that different decisions are being made. It is a process, by which a person, group or an organization identifies a choice or judgment to be made, gathers and evaluates information about alternatives and selects from among the alternatives. Thus, a decision is of great importance for an organization for which it is interesting for us to see how they make their decisions regarding a purchase and foremost how the actual decision-making process is constituted regardi
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23

Marković, Daniel, and Oskar Andersson. "Att se in i framtiden : En studie om hur konceptet insiktsförsäljning påverkar ett B2B-företags försäljningsprocess." Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36321.

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Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ‘insight selling’ claiming that it through insights is possible to be forceful in the, these days, rough sales climate. Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process. Research question: How does insight selling affect the B2B s
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24

Cristea, Emilian, and Hassan Gelle Khalif. "Critical success factors of potential CPFR implementations : Two manufacturing case studies in Sweden based on a pre-CPFR stage from the perspective of a buyer – seller relationship." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Centre of Logistics and Supply Chain Management (CeLS), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-39767.

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Background: Higher global competition and more demanding customers force manufacturing companies to develop and adopt new collaborative strategies; the collaborative planning, forecasting and replenishment concept allows stronger supply chain cooperation, cost saving, improved efficiency and performance. Purpose: Exploratory, to study the criticality of factors that can affect the feasibility of a potential a CPFR implementation in Sweden, from the perspective of a manufacturer in a pre-CPFR implementation stage.Method: Qualitative research, using a multiple case method of two manufacturing fi
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25

Harwood, Tracy. "Negotiations in buyer-seller relationships." Thesis, De Montfort University, 2003. http://hdl.handle.net/2086/10739.

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This research provides a basis for consideration of the nature of inter-personal interaction between buyers and sellers in a marketing context. It brings together the models of business relationship development and negotiations. Modem businesses recognise that some relationships are more profitable than others. As a result, the focus is now on retention of customers, greater openness and closer relationships between organisations and agreements leading towards more mutually beneficial outcomes between partners. This emphasises the strategic importance of inter-personal relationships and, speci
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26

Konhäuser, Andreas. "Understanding value in B2B buyer-seller relationships do matching expectations improve relationship strength? : a thesis submitted to Auckland University of Technology in partial fulfilment of the requirements for the degree of Master of Business (MBus), 2007." Click here to access this resource online, 2007. http://repositoryaut.lconz.ac.nz/theses/1367/.

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Thesis (MBus) -- AUT University, 2007.<br>Primary Supervisor: Prof. Dr. Roger Marshall. Includes bibliographical references. Also held in print (vi, 76 leaves ; 30 cm.) in City Campus Theses Collection (T 658.8040943 KON)
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Roy, Subroto. "Innovation generation in buyer-seller relationships /." View thesis, 2001. http://library.uws.edu.au/adt-NUWS/public/adt-NUWS20030625.171114/index.html.

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Thesis (PhD) -- University of Western Sydney, 2001.<br>" A thesis submitted in partial fulfillment of the requirements for the degree of PhD in Marketing, University of Western, Sydney." "Submitted July 2001 and revised February 2002" Bibliography: p. 273 - 285.
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Prado, Lucas Sciência do. "Negociação e relacionamento entre compradores e vendedores: um estudo aplicado na distribuição de defensivos agrícolas." Universidade de São Paulo, 2016. http://www.teses.usp.br/teses/disponiveis/96/96132/tde-06012017-145936/.

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Nesta pesquisa, o principal objetivo foi analisar como são conduzidas as negociações entre compradores e vendedores que acontecem em um ambiente relacional, buscando não só entender os impactos do relacionamento das partes no processo de negociação, mas também verificar se as negociações o favorecem, notadamente em situações nas quais as partes pretendem manter ou aumentar as interações no futuro. Para responder esse objetivo foi escolhido o setor de distribuição de insumos agrícolas, com foco em defensivos, considerando as transações que ocorrem entre os distribuidores e os produtores rurais.
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29

Dahan, Victor Barbosa. "Does trade credit respond to negative shocks to customer firms?" reponame:Repositório Institucional do FGV, 2018. http://hdl.handle.net/10438/22980.

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Brennan, D. R. "Adaptations in inter-firm, buyer-seller relationships." Thesis, University of Manchester, 1998. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.488129.

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Wilson, Kevin. "An interaction approach to key account management." Thesis, University of Nottingham, 1997. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.363915.

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32

Meehan, Joanne. "Power in buyer-seller relationships : a conceptual framework." Thesis, Liverpool John Moores University, 2007. http://researchonline.ljmu.ac.uk/5883/.

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This thesis provides a conceptual framework of power in buyer-seller relationships. Power as the potential to influence (or resist) the actions of others is an integral part of social reality yet its conceptual development is limited in the inter-organisational literature, which is dominated by descriptive empirical studies. Gaps in the extant literature relate to; what constitutes power in buyer-seller relationships, its underpinning ontological position, what buyers and sellers seek to influence and what motivates them to use their power. To enable the complex nature of power to be empirical
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33

Lussier, Bruno. "Les facteurs influençant l'efficacité du marketing relationnel : une approche dyadique." Thesis, Grenoble, 2014. http://www.theses.fr/2014GRENG008/document.

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Le succès d'une entreprise est garanti par son approche relationnelle, c'est-à-dire, sa capacité à créer, développer et maintenir de nouvelles relations d'affaires mutuellement profitable sur le long terme. Le vendeur devient la pièce maitresse de l'entreprise, puisqu'il passe presque tout son temps en contact avec les clients. Cette approche relationnelle de la vente est donc réellement au cœur du succès d'une entreprise. Néanmoins, certaines entreprises ont tout de même été déçues du résultat de leurs investissements dans l'approche relationnelle de la vente. Ces résultats mitigés indiquent
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Dzever, Samuel. "Industrial buyer behaviour in Japan : some conceptual and empirical issues." Thesis, University of Strathclyde, 1992. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.260909.

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Jones, David Lawrence. "A Determination of Interpersonal Interaction Expectations in International Buyer-Seller Relationships." Diss., Virginia Tech, 2000. http://hdl.handle.net/10919/26924.

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Relationship/collaborative selling, as opposed to traditional, transaction oriented selling, stresses the need to form relationships with prospects and customers across all stages of the buyer-seller relationship (Jolson, 1997). The problem is that applying the relationship selling process to all types of customers may lead to inappropriate interpersonal interaction if the customer's orientation is only short-term in nature (Jackson, 1985a, 1985b). Anderson and Narus (1991) make the point that significant variations within industries (i.e., hotel industry) can exist in the buyer's expectatio
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Schaefer, Thomas J. "Incoterms(RTM) Use in Buyer-Seller Relationships| A Mixed Methods Study." Thesis, University of Missouri - Saint Louis, 2017. http://pqdtopen.proquest.com/#viewpdf?dispub=10602251.

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<p>The negotiation and communication of logistics management decisions between buyers and sellers of goods is critical for effective supply chain management. Incoterms? rules, a set of three character acronyms, are often used by buyers and sellers to communicate each party?s logistics management responsibilities when transacting goods. Inappropriate application of Incoterms? rules can lead to miscommunication of logistics responsibilities and expose either party to unanticipated costs and risks. This three-part mixed methods research explores the circumstances that contribute to errors in logi
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Angubolkul, Garun. "Antecedents and performance consequences of opportunism in international buyer-seller relationships." Thesis, University of Leeds, 2009. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.659023.

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Under the current competitive market environment, buyers and sellers strive to develop and maintain close business relationships to achieve greater competitive advantages. However, this relationship arrangement often fails at a very high rate due to the existence of opportunism. Research scholars have empirically investigated this issue. Yet, to date, opportunism has not been studied explicitly. Empirical attentions have been devoted to define sets of governance mechanisms that deter opportunism rather than trying to understand what the root causes are. Moreover, the causes and effects of this
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Odekerken-Schröder, Gaby Josephina. "The role of the buyer in affecting buyer-seller relationships empirical studies in a retail context /." [Maastricht : Maastricht : Odekerken-Schröder] ; University Library, Maastricht University [Host], 1999. http://arno.unimaas.nl/show.cgi?fid=6840.

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Frederico, Elias. "Avaliação dos antecedentes e das consequências da confiança nas relações entre varejistas e fabricantes do mercado de vestuário." reponame:Repositório Institucional do FGV, 2005. http://hdl.handle.net/10438/2539.

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Made available in DSpace on 2010-04-20T20:48:28Z (GMT). No. of bitstreams: 3 71436.PDF.jpg: 14500 bytes, checksum: 79ce258895217ba70ac7208a22945e69 (MD5) 71436.PDF: 5130866 bytes, checksum: 504142b1057fd14780c3f69737baf66a (MD5) 71436.PDF.txt: 510782 bytes, checksum: 46486f756cfb2f3502558e1362f8f71b (MD5) Previous issue date: 2005-01-31T00:00:00Z<br>This present piece aims to shed light on the various factors that influence relationship closeness. The literature review encompasses marketing channels, TCE, relationship marketing and industrial marketing literature. This review has identif
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40

Ojansivu, I. (Ilkka). "Exploring the underlying dynamics of buyer-seller interaction in project afterlife." Doctoral thesis, Oulun yliopisto, 2014. http://urn.fi/urn:isbn:9789526206004.

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Abstract The marketing view of a business relationship that follows the handover of a project reflects an era before services became common in the industry. At that time, business relationships were assumed to end after project handover, especially in commercial terms. Since then, services have become an integral part of project business, enabling the emergence of a post-project business relationship. It can be validly argued that the literature has not sufficiently recognized the changing practices of project-based companies. Obviously, a business exchange can outlive a project handover, but
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41

MuÌ?ller, Ralf. "Communications of information technology project sponsors and managers in buyer-seller relationships." Thesis, Henley Business School, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.274882.

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42

Ho, Hillbun, and Hillbun Ho. "Knowledge Sharing Between Competing Suppliers in the Customer's Supply Chain Network." Diss., The University of Arizona, 2008. http://hdl.handle.net/10150/196073.

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Drawing on the marketing, strategic management, and supply management literature, this dissertation develops and empirically tests a theoretical model that delineates knowledge sharing and collaboration between competing suppliers in serving a buying organization. Data were collected through the means of a conjoint-decision study and a survey of suppliers in the optics and the automotive industries. One hundred and forty-six executive MBA students participated in the conjoint-decision study, and one hundred and ten companies participated in the survey. Statistical analysis results from both st
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43

Swift, Cathy Owens. "Characteristics of Purchasing Managers That Influence Preferences to Enter Buyer-Seller Partnerships by Single Sourcing." Thesis, University of North Texas, 1992. https://digital.library.unt.edu/ark:/67531/metadc278311/.

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This research addresses the question of whether there are personal characteristics of purchasing managers that lead them to make decisions regarding buyer-seller partnerships, and supplier sourcing in particular, that may be suboptimal, therefore affecting the performance of the firm. This question warrants study due to the current business environment, in which business firms have been entering into both formal and informal buyer-seller partnerships as a means of surviving in a highly competitive environment.
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Nyarirangwe, Maxwell. "The impact of project success on buyer-seller relationships in the professional services industry." Diss., University of Pretoria, 2012. http://hdl.handle.net/2263/22815.

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Professional services are one of the fastest growing industries, accounting for over US$330 billion in revenue, globally. The industry is also characterised by stiff competition among professional consulting firms. Thus, in order to survive and grow sustainably, consulting companies need to, not only deliver high quality services which surpass their clients’ expectations but, also nurture strong relationships with them.This study sought to understand the relationship between project delivery success and the strength of client-consultant relationships. It used the engineering consulting industr
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45

Cheng, Wai-kei Anthony, and 鄭偉琪. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265248.

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Cheng, Wai-kei Anthony. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products /." [Hong Kong : University of Hong Kong], 1992. http://sunzi.lib.hku.hk/hkuto/record.jsp?B1330253X.

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47

Pullins, Ellen Bolman. "The effects of situational and dispositional motivation on the initiation of cooperative tactics in buyer-seller relationships." Connect to resource, 1996. http://rave.ohiolink.edu/etdc/view.cgi?acc%5Fnum=osu1261161372.

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48

Friend, Scott B. "Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure." Digital Archive @ GSU, 2010. http://digitalarchive.gsu.edu/marketing_diss/16.

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Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. This research proposes to overcome salesforce failure attribution biases by collecting data from the industrial buyer’s perspective. Thirty five post-mortem interviews with procurement decision makers from buying organizations were collected following a failed sales proposal. The context of these faile
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Das, Mallika. "Exporting from LDCs : an exploratory study on the impact of product type and destination of exports on buyer-seller relationships." Thesis, University of Bath, 1989. https://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.277031.

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50

Shapiro, Jon M. "The role of cultural sensitivity and trust in relational marketing: an analysis of buyer/seller relationships in the Asian Pacific Rim." Diss., Virginia Tech, 1997. http://hdl.handle.net/10919/40241.

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