Revisiting TSI: How TSI Contributes to the Buyer-Seller Relationship

2015 ◽  
Vol 01 (04) ◽  
pp. 10-21
Author(s):  
Kyunghee Kim ◽  
Min Sung ◽  
Gang Ok Jung
Keyword(s):  
Seller Relationship

“That Was Fun, I Gotta Run:” Comparing Exit Strategies of a One-Time Sexual Encounter to Buyer–Seller Relationship Dissolution

2021 ◽  
Author(s):  
Kassidy Cox ◽  
Joseph M. Currin ◽  
Sheila Garos ◽  
Amelia E. Evans ◽  
Kimberly Rubio ◽  
...  
Keyword(s):  
Relationship Dissolution ◽  
Sexual Encounter ◽  
Exit Strategies ◽  
Seller Relationship

Building Exchange Relationships: Perceptions of Sales Representatives' Performance

1993 ◽  
Vol 72 (2) ◽  
pp. 607-614 ◽  
Author(s):  
Jon M. Hawes ◽  
Thomas L. Baker ◽  
James T. Strong
Keyword(s):  
Sales Force ◽  
Sales Representatives ◽  
Exchange Relationships ◽  
Sales Professionals ◽  
Burden Of Persuasion ◽  
Business To Business ◽  
Seller Relationship ◽  
Important Objective

Purchasing and sales professionals spend considerable portions of the work week interacting. Usually the burden of persuasion is faced by the seller and a very important objective of any sales call is an improvement in the buyer-seller relationship. This research examined the views of a sample of 173 purchasing executives and 193 manufacturers' representatives concerning sellers' performance on a number of variables related to exchange relationships. Analysis indicated that buyers held significantly more modest views of the performance of sales representatives than did members of the business-to-business sales force.

Burning out in emotional capitalism: Appropriation of gangqing and renqing in the Chinese platform economy

2021 ◽  
pp. 144078332110445
Author(s):  
Ling Tang
Keyword(s):  
Interpersonal Relationships ◽  
Interpersonal Relationship ◽  
Analytical Framework ◽  
Shared Values ◽  
Social Connections ◽  
Digital Ethnography ◽  
Digital Platform ◽  
Platform Economy ◽  
Seller Relationship

Based on a three-year digital ethnography as an educational consultant on the Chinese digital platform X, I use guanxi, enduring interpersonal relationships, to explain how people voluntarily work to the extent of burning out. Drawing on literature about emotion and work in precarious labour, and especially the discussion on emotional capitalism, I demonstrate that it is not because of the lack of social connections that people engage in auto-exploitation and burning out, as Han Byung-chul argues, but precisely because of shared values and the emotions people develop for each other that people commit more to work. Complementing research on digital economic tribes, I argue that guanxi could serve as an analytical framework to decipher the buyer–seller relationship on platforms. In particular, I use two guanxi-related concepts ganqing (emotional attachments) and renqing (norms of interpersonal relationship) to explain why I worked voluntarily and obligatorily for the students I met via X.

Building Trust in E-Commerce through Web Interface

2011 ◽  
pp. 1195-1205
Author(s):  
Muneesh Kumar ◽  
Mamta Sareen
Keyword(s):  
Economic Development ◽  
Human Development ◽  
Global Level ◽  
Web Interface ◽  
Web Interfaces ◽  
Number Of Factors ◽  
Online Trading ◽  
The Impact ◽  
Seller Relationship ◽  
The Web

The emergence of Internet has revolutionalized the way businesses are conducted. The impact of e-commerce is pervasive, both on companies and society as a whole. It has the potential to impact the pace of economic development and in turn influence the process of human development at the global level. However, the growth in e-commerce is being impaired by the issue of trust in the buyer-seller relationship which is arising due to the virtual nature of e-commerce environment. The online trading environment is constrained by a number of factors including web interface that in turn influences user experience. This article identifies various dimensions of web interface that have the potential to influence trust in e-commerce. The empirical evidence presented in the article is based on a survey of the web interfaces of 65 Indian e-Marketplaces.

How to recover B2B relationships after a failed online reverse auction

2019 ◽  
Vol 35 (3) ◽  
pp. 551-563 ◽  
Author(s):  
Roberto Mora Cortez ◽  
Wesley J. Johnston
Keyword(s):  
Mining Industry ◽  
Death Sentence ◽  
Reverse Auctions ◽  
Longitudinal Case Study ◽  
Buying Behavior ◽  
Reverse Auction ◽  
Content Type ◽  
B2b Relationships ◽  
Overall Evaluation ◽  
Seller Relationship

Purpose This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyer–seller relationship. Design/methodology/approach The authors developed a further understanding of reverse auctions through the examination of a longitudinal case study in the mining industry based on grounded theory. Findings The study indicates that losing a reverse auction is not a death sentence for the current supplier. Four factors influence the potential scenarios: buyer factors, supplier factors, buyer–seller factors and contextual factors. If the overall evaluation favors the current buyer–seller relationship, the supplier can continue the business interaction by full renegotiation or discrete step-by-step reconsideration. Conversely, the buyer–seller relationship would reach a state of dissolution. Originality/value This manuscript contributes to the understanding of reverse auction, an under-researched theme in organizational buying behavior theory. This paper is the first attempt to link buyer–seller relationship dissolution and reverse auctions. The authors suggest that more academic endeavors are needed to study online reverse auctions.

Impact of customer dependency in Buyer–Seller relationship: A case of Small retailers

2014 ◽  
Vol 5 (1) ◽  
pp. 1
Author(s):  
Hari Govind Mishra ◽  
Piyush Kumar Sinha ◽  
Surabhi Koul
Keyword(s):  
Seller Relationship

Relationship Quality in Tourism: A Case of Local Tourism Cluster in Lithuania

2016 ◽  
Vol 14 (2) ◽  
pp. 225-249 ◽  
Author(s):  
Ausra Rutelione ◽  
Rimante Hopeniene
Keyword(s):  
Relationship Quality ◽  
Interorganizational Relationships ◽  
Cluster Performance ◽  
Quality Research ◽  
Depth Interview ◽  
Quality Dimensions ◽  
The Relationship ◽  
Seller Relationship

Relationship quality is usually studied only in terms of a few tourism subsectors, and the quality of buyer-seller relationship is revealed in the context. The dimensions of interorganizational relationships are analyzed only in a fragmentary manner; only a few separate dimensions, as opposed to their entirety, are evaluated. There is a lack of studies that would reveal the relationship quality of tourism cluster participants and its impact on tourism cluster performance. Thus the purpose of the paper is to identify the quality dimensions of interorganizational relationships in a tourism cluster and to verify their expression using a local example of Kedainiai region tourism cluster. The paper contributes to the domain of interorganizational relationships quality research through the analysis of in-depth interview with participants of Kedainiai region tourism cluster.

Sign in / Sign up

Export Citation Format

Share Document