Industrial buyer behavior at trade shows: implications for selling effectiveness

Article Abstract:

Trade shows are turning out to be an important market medium, facilitating greater contacts between sales people and their buying publics. Research indicates that 78% of attendees in industrial trade shows were involved in one or more purchase decisions during such events. Technical information is also highly sought during these shows. Thus, marketers can exploit this by effectively positioningtheir products. Personal in-exhibit sources were more utilized sources of information than personal out-of-exhibit contacts.

Business services, not elsewhere classified, Finance, Trade shows

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Collaborative relationships for component development: the role of strategic issues, production costs, and transaction costs

Article Abstract:

A study was conducted to analyze the function played by strategic and cost factors in determining whether component development is carried out as an arm's-length arrangement or as a highly collaborative partnership. Implications for managers responsible for developing components with an outside partner were proposed. Results indicated the primacy of production and transaction costs in accommodating the shift to collaborative development of novel industrial components.

All Other Miscellaneous Manufacturing, Manufacturing industries, not elsewhere classified, Manufacturing Industries NEC, Production Planning & Control, Analysis, Management, Manufacturing industry, Manufacturing industries, Production management, Industrial productivity, Production control, Production planning

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Antecedents to buyer-seller collaboration: an analysis from the buyer's perspective

Article Abstract:

The factors that influence the relationship between the buyers and their industrial suppliers were discussed. Transaction cost analysis and resource dependence paradigms were used to detemine the collaborative structure buyer-seller relations in the aerospace and automobile parts firms. The results showed the positive relationship between transaction costs and buyer dependence.

Industrial suppliers

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