Industrial supplier-buyer negotiations

Article Abstract:

The research surveyed 302 Midwestern purchasing agents in order to determine if industrial buyer-seller negotiations should be classified as largely competitive or collaborative. The characteristics of purchasing agents more closely linked to high overall performance, openness and honesty, as opposed to success at exploitation of the seller, support the collaborative viewpoint. The study results support sales management practices which stress the development of the salesforce's ability to formulate integrative, or win-win bargaining solutions. Price concession performance by buyers was shown not to be a major purchasing management objective. (Reprinted by permission of the publisher.)

Purchasing, Negotiation, mediation and arbitration, Purchasing agents

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The impact of JIT on industrial marketers

Article Abstract:

The research objective was to uncover the marketing management implications for industrial suppliers of the adoption of JIT production systems by their customers. One important finding was that prices to the suppliers did not increase despite the fact that buyers received improved service and product quality. Suppliers were, however, compensated by buyers for supplying JIT with a decreased number of competing suppliers and sales in additional product areas. A major implication in the findings for industrial marketing managers is a decreased emphasis on recruiting new buyers in favor of more intensive servicing of present customers. (Reprinted by permission of the publisher.)

Manufacturing industry, Manufacturing industries, Marketing management, Industrial suppliers, Just in time inventory systems, Just in time systems

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Dissolution of a relationship: the salesforce perception

Article Abstract:

Relationship marketing has been defined as a marriage between a seller and a buyer. Unfortunately, as in many marriages, it may end up in divorce. This article aims at identifying the factors for a divorce in a marketing relationship as perceived by the salesforce. Empirical results derived from the commercial (business-to-business) banking arena clearly reveal that the dissolution of a relationship mainly depends on the seller's organization and policies, and not on the competition. Such observations empirically demonstrate the asymmetrical nature of a relationship. (Reprinted by permission of the publisher.)

Commercial Banks, Commercial Banking, Banking industry, Sales personnel, Salespeople, Bank marketing

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