Is there a trillion dollar family business market?

Article Abstract:

Should it matter to industrial marketers that most businesses in the United States are family businesses? It doesn't matter if "family business" status is a distinction without a difference, and it does if family businesses engage in buyer behavior that is significantly different than that of other firms in purchasing at least some classes of goods and services. There is a mounting body of evidence which indicates that the family business market meets segment adequacy criterion of measurability, substantability, accessibility, and actionability. New research reported here demonstrates that the family business market is significant for providers of professional and financial services, and certain other categories of products. This review of the growing family business literature provides implications for managers whose markets include a high proportion of family businesses. (Reprinted by permission of the publisher.)

Family-owned business enterprises, Family-owned businesses

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What is really necessary in successful buyer seller relationships?

Article Abstract:

This article investigates the impact of personality traits and types and trust on sales outcomes between business-to-busines buyers and sellers. A model is develop (and refined) depicting the influence of personality similarities and trust on sales performance. It was found that most business-to-business buyers and sellers were classified into a small number of personality types. Further, perceived similarities (rather than measured similarities) were found to be linked to both buyer trust of a salesperson, as well as to sales performance. Implications of study findings are discussed. Suggestions for future research are provided. (Reprinted by permission of the publisher.)

Psychological aspects, Marketing, Selling, Trust (Psychology), Personality, Personality (Psychology)

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