The dynamics of buyers' perceived costs during relationship development process: An empirical assessment

Article Abstract:

The perceptions of industrial buyers concerning the costs their firms incurred in procuring products during the four phases of relationship development with key suppliers to whom they are committed as exchange partners are reported. The research shows that managers can better control their procurement and marketing efforts by knowing each component's relative importance to buyers during each relationship phase.

United States, Marketing Management, Administration of Marketing, Methods, Customer relationship management

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The moderating effect of selling situation on the adaptive selling strategy-selling effectiveness relationship

Article Abstract:

The Weitz Contingency Model is employed to investigate the effect of the selling situation encountered by a salesperson on the relationship between selling strategy and sales performance. The results suggest that an adaptive selling strategy enhances performance outcomes, and that this relationship is stronger in a modified rebuy and new buy situation.

Sales Management, Market Targeting & Approach, Models, Analysis, Market strategy

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Riding the wave: Response rates and the effects of time intervals between successive mail survey follow-up efforts

Article Abstract:

The timing of follow-up efforts with regard to mail survey research is examined.

Research, Mail surveys

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