Table of contents
What makes sales presentations effective – a buyer‐seller perspective
John E. Cicala, Rachel K. Smith, Alan J. BushThis exploratory research aims to examine the commonalities and differences in how buyers and sellers perceive and characterize an effective sales presentation in an attempt to…
Retailers' new product acceptance decisions: incorporating the buyer‐supplier relationship perspective
Jiun‐Sheng Chris Lin, Yun‐Chi ChangGiven the increasing number of new products competing for limited shelf space, retailer acceptance of new products is crucial to both retailers and suppliers. However, limited…
The effects of buyer‐supplier relationships on buyer competitiveness
Daniel D. PriorThis paper aims to propose a new theoretical model based on the AAR framework (actor bonds, activity links and resource ties) to examine the effects of the identified…
How to increase supplier flexibility through social mechanisms and influence strategies?
Po‐Young Chu, Kuo‐Hsiung Chang, Hsu‐Feng HuangThis study aims to examine the means by which influence strategies and social mechanisms (trust and shared vision) influence the flexibility of suppliers, and its ultimate effect…
Customer needing: a challenge for the seller offering
Tore Strandvik, Maria Holmlund, Bo EdvardssonThe present increasingly tough economic climate has uncovered the need to go beyond the prevailing seller‐oriented models and company practices in order to capture the factors…
A business sustainability model: a European case study
Nils M. Høgevold, Göran Svensson“Business sustainability” refers to the total effort of a company – including its demand and supply chain networks – to reduce the impact on the Earth's life‐ and eco‐systems. The…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota