Negotiation styles of industrial buyers

Article Abstract:

Industrial buyers use several different strategies to purchase the needed equipment at fair prices. A typology of the various styles of purchasing is developed to include six main types: the collaborative, the competitive, the sharing style, the accommodative buyer, and the avoider who does not really care. To find out which style is the most common, a survey was made using a questionnaire mailed to purchasing managers. A total of 195 questionnaires were sent back giving a response rate of 39 percent. Results indicate that in 75 percent of the cases, buyers used a collaborative style, followed far down the list by the sharing type of buyer and the competitive kind with 14.4 percent and 6.2 percent each.

Purchasing, Management, Marketing, Business enterprises

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How the diffusion of industrial innovations is different from new retail products

Article Abstract:

The primary purpose of this article is to call attention to the importance and usefulness of the process of diffusion of innovations in the industrial products and services markets and to underline the considerable differences that exist with respect to the process of innovation and the diffusion of innovation between industrial and consumer markets. It is our hope that increased awareness and understanding of industrial markets will create a more balanced coverage of the diffusion of innovation in the marketing literature and call attention to the similarities and differences in the diffusion of innovation in industrial and consumer markets. (Reprinted by permission of the publisher.)

Research, Analysis, Business, Innovations, Marketing research, Market research, Diffusion of innovations, Technology transfer

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How buyers handle conflicts

Article Abstract:

A national sample of members of the National Association of Purchasing Management was profiled with regard to dominant style or styles in handling conflict with particular constituents. The results suggest that most buyers are predisposed to utilize "collaborating" or "compromising" behaviors across situations of conflict. However, it also appears that buyers favor different conflict-handling styles depending on the particular constituent involved. An analysis of relationships between conflict-handling style scores and selected respondent demographic variables showed interesting differences. (Reprinted by permission of the publisher.)

Usage, Surveys, Business-to-business market, Business to business market, Interpersonal relations, Purchasing agents, Institute for Supply Management

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