Exploring Product Replacement in Business Markets

2014 ◽  
pp. 48-52
Author(s):  
Wim G. Biemans ◽  
Bas Hillebrand
Keyword(s):  
Business Markets ◽  
Product Replacement

Channel Power in Business Markets:

1991 ◽  
Vol 1 (1) ◽  
pp. 39-58 ◽  
Author(s):  
J. David Lichtenthal
Keyword(s):  
Business Markets ◽  
Channel Power

Combining value and price to make purchase decisions in business markets

2000 ◽  
Vol 17 (4) ◽  
pp. 307-329 ◽  
Author(s):  
James C Anderson ◽  
James B.L Thomson ◽  
Finn Wynstra
Keyword(s):  
Purchase Decisions ◽  
Business Markets

scholarly journals Using a ‘lens’ to re-search business markets, relationships and networks: Tensions, challenges and possibilities

2022 ◽  
Vol 100 ◽  
pp. 49-61
Author(s):  
Ilkka Ojansivu ◽  
Christopher John Medlin ◽  
Poul Houman Andersen ◽  
Woonho Kim
Keyword(s):  
Business Markets

scholarly journals Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets

2005 ◽  
Vol 13 (2) ◽  
pp. 28-56 ◽  
Author(s):  
Don Y. Lee ◽  
Philip L. Dawes
Keyword(s):  
Hong Kong ◽  
Interpersonal Relationships ◽  
Chinese Culture ◽  
Three Dimensional ◽  
Business Markets ◽  
Latent Construct ◽  
Chinese Business ◽  
The Government ◽  
The Impact

This research focuses on buying firms’ trust in a supplier's salesperson and posits that this type of trust is determined by characteristics of the salesperson, the interpersonal relationships between a salesperson and the buying firm's boundary personnel, and characteristics of personal interactions between these two parties. More important, the authors discuss the concept of interpersonal relationships in the context of Chinese culture and model it as a three-dimensional latent construct, which, in some literature, is called guanxi. A key aspect of this research is that the authors investigate the impact of each dimension of guanxi on salesperson trust separately. Moreover, the authors consider the buying firm's trust in the supplying firm and its long-term orientation toward the supplier the consequences of salesperson trust. To test the model, the authors use data collected from 128 buying organizations in Hong Kong. The sampled firms are from both the government and private sectors.

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