Risk coordinative maneuvers during buyer-seller negotiations

Article Abstract:

With the recent growing interest in buyer-seller negotiations, the author proposes a conceptual model for high-risk coordinative behavior for industrial buyers. An overview of some of the existing literature pertaining to industrial negotiation provides a sufficient foundation for model development. These constructs describe the persuasive antecedents associated with high-risk coordinative behavior. The author suggests some relevant research questions relating to the effectiveness and efficacy of the model for future empirical testing. (Reprinted by permission of the publisher.)

Purchasing, Negotiation, Negotiations

---

An optimization approach to business buyer choice sets: How many suppliers should be included?

Article Abstract:

The basis on which business buyers decide on a 'choice set' of suppliers to buy from or contract with, is examined. An optimization approach that determines the size of the choice set, taking into account buyer utility and search and evaluation costs is developed and a theoretical model is presented for both one-time and repeat purchase scenarios.

United States, Consumer Behavior, Consumer preferences, Consumer behaviour

---

Similar abstracts:

• Abstracts: Business relationships and networks: managerial challenge of network era. Interactive integrated marketing communication: combining the power of IMC, the new media and database marketing
• Abstracts: The Senior Marketing Executive in South African Industrial Companies. Expert systems in industrial marketing

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.