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Author : Jay Logan Laughlin
Publisher :
ISBN 13 :
Total Pages : 640 pages
Book Rating : 4.3/5 (129 download)
Download or read book An Investigation of Buyer-seller Interaction written by Jay Logan Laughlin and published by . This book was released on 1991 with total page 640 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Peter H. Reingen
Publisher :
ISBN 13 :
Total Pages : 189 pages
Book Rating : 4.:/5 (128 download)
Download or read book Buyer-seller Interactions written by Peter H. Reingen and published by . This book was released on 1981 with total page 189 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Margaret L. Friedman
Publisher :
ISBN 13 :
Total Pages : 606 pages
Book Rating : 4.:/5 (89 download)
Download or read book Buyer-seller Interaction in a Professional Setting written by Margaret L. Friedman and published by . This book was released on 1983 with total page 606 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Mark C. Hall
Publisher :
ISBN 13 :
Total Pages : 466 pages
Book Rating : 4.:/5 (24 download)
Download or read book An Empirical Investigation of the Relationship Between Buyer-seller Interactions, Buying Situations, and Perceived Risk in Organizational Purchasing written by Mark C. Hall and published by . This book was released on 1989 with total page 466 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Wendy Van der Valk
Publisher :
ISBN 13 : 9789058921468
Total Pages : 323 pages
Book Rating : 4.9/5 (214 download)
Download or read book Buyer Seller Interaction Patterns During Ongoing Service Exchange written by Wendy Van der Valk and published by . This book was released on 2007 with total page 323 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Peter H. Reingen
Publisher :
ISBN 13 :
Total Pages : 204 pages
Book Rating : 4.3/5 (512 download)
Download or read book Buyer-seller Interactions written by Peter H. Reingen and published by . This book was released on 1981 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Alvin E. Roth
Publisher :
ISBN 13 :
Total Pages : 544 pages
Book Rating : 4.:/5 (31 download)
Download or read book Buyer-seller Interaction written by Alvin E. Roth and published by . This book was released on 1975 with total page 544 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Peter Reingen
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (611 download)
Download or read book Buyer Seller Interaction written by Peter Reingen and published by . This book was released on 1981 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Katerina Hybnerova
Publisher :
ISBN 13 :
Total Pages : 244 pages
Book Rating : 4.:/5 (898 download)
Download or read book There is No "I" in Team written by Katerina Hybnerova and published by . This book was released on 2014 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: The importance of sales team composition and the necessary team competencies is examined in this research. This research uses team intelligence, role expectancy, team cohesion, and improvisation to build an Input-Process-Output model for sales team composition. A strategic plan is devised for the sales team presentation process through three important phases, (1) team composition (2) presentation preparation, and (3) presentation execution. The team composition process, or the formation of the team, will illuminate the competencies necessary for the salespeople who will be responsible for the presentation to the buyer in the buyer-seller interaction (i.e. the initial sales pitch). Through the understanding of team intelligence and how intelligences work together, the composition method will offer insight into which intelligences prove more effective for these particular sales teams. The preparation process will examine the factors that affect the sales team as it prepares for the presentation and the competencies the team should master in order to best prepare for the final phase, the buyer-seller interaction. The final process, the presentation execution process, will identify factors that should be of interest during the buyer-seller interaction as well as the team competencies necessary for success. Using multi-method data analysis, qualitative data collection and structural equation modeling, new constructs are identified, conceptualized, and operationalized. In addition, using multivariate probit analysis, the intelligences that have a significant impact on the probability of being chosen for a project will be defined. The outcomes analyzed were role satisfaction, presentation satisfaction, team trust, and buyer decision. This research examines which sales team intelligence factors are crucial, particularly in the buyer-seller interaction. Managers will benefit from understanding that team intelligence is an important factor in the buyer-seller interaction.
Author : Terry Deutscher
Publisher :
ISBN 13 :
Total Pages : 25 pages
Book Rating : 4.:/5 (593 download)
Download or read book Dependent Measures in Studies of Persuasion in Buyer/seller Interactions written by Terry Deutscher and published by . This book was released on 1978 with total page 25 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Fabrizio Zerbini
Publisher :
ISBN 13 :
Total Pages : 27 pages
Book Rating : 4.:/5 (934 download)
Download or read book The Dualities of Buyer-seller Interaction written by Fabrizio Zerbini and published by . This book was released on 2007 with total page 27 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Stewart W. Bither
Publisher :
ISBN 13 :
Total Pages : 26 pages
Book Rating : 4.0/5 ( download)
Download or read book Social Power written by Stewart W. Bither and published by . This book was released on 1972 with total page 26 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Edgar Crane
Publisher : John Wiley & Sons
ISBN 13 : 9780471184010
Total Pages : 512 pages
Book Rating : 4.1/5 (84 download)
Download or read book Marketing Communications written by Edgar Crane and published by John Wiley & Sons. This book was released on 1972 with total page 512 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Ellen Roemer
Publisher : Deutscher Universitätsverlag
ISBN 13 : 9783824481958
Total Pages : 0 pages
Book Rating : 4.4/5 (819 download)
Download or read book Flexibility in Buyer-Seller Relationships written by Ellen Roemer and published by Deutscher Universitätsverlag. This book was released on 2004-09-29 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foreword Long-term buyer-seller relationships are a real and important phenomenon in business-to business markets. Since the consequences for the parties to a relationship heavily depend on the management of these relationships, research becomes increasingly intensive to explain the real phenomenon of buyer-seller relationships. On the one hand, the objective is to determine when relationships are a reasonable form of coordination in markets. On the other hand, the management of the relationship itself is in the focus of the analysis. Transaction Cost Economics (TCE) has been proven a fruitful theoretical approach explaining both research objectives. TCE provides not only insights in which situations relationships are economically reasonable but also which activities are appropriate to protect ex post benefits on both sides of the relationship from an ex ante perspective. In relation to the second research objective of the buyer-seller relationship manage ment, safeguarding mechanisms - protection against opportunistic behavior - were in the center of the analysis in the business-to-business relationship literature. In contrast, the flexibility to react to changing environmental conditions was largely neglected in buyer seller relationship management. The reason for this one-eyed perspective can be traced back to the comparative static approach as proposed by TCE comparing the efficiency of different coordination forms at one point of time. Intuitively it becomes clear that con tractual safeguards to limit behavioral uncertainty do not only provide advantages but also reduce the repertoire of the parties to react to future, unexpected developments.
Author : David Lowe Watson
Publisher :
ISBN 13 :
Total Pages : 16 pages
Book Rating : 4.3/5 (555 download)
Download or read book Advertising and the Buyer/seller Relationship written by David Lowe Watson and published by . This book was released on 1968 with total page 16 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Paul A. Dion
Publisher :
ISBN 13 :
Total Pages : 20 pages
Book Rating : 4.:/5 (131 download)
Download or read book Alternative Views of the Buyer-seller Interaction Process written by Paul A. Dion and published by . This book was released on 1986 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Peter Reingen
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (133 download)
Download or read book Buyer seller interactions empirical research and normative issues written by Peter Reingen and published by . This book was released on 1981 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
