Aspects of Cross-Cultural Relationships of Buyer/Suppliers and Sales Managers/Sales Persons
نویسندگان
چکیده
منابع مشابه
Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyerヨseller relationships
The authors examine the influence of a firm’s market orientation and salesperson customer orientation on buyer–seller relationships. Data from a national manufacturer’s sales force and retail trade customers were used to test the influence of sales managers’ perceptions on salesperson attitudes toward a firm’s market orientation and its salesperson customer orientation. The impact of salesperso...
متن کاملRelationship marketing in Japan: the buyer-supplier relationships of four automakers
Examines the individual buyer-supplier relationships of the four major Japanese automobile manufacturers. Building on the relationship marketing and the interorganizational trust literature, relates their supplier management practices to the type of supplier organizations they use, the relative sales revenues, number of employees, and profitability of both buyers and suppliers, and the level of...
متن کاملApplying Non-Contractual Methods and Quantitative Terms to Increase the Durability of Long-Term Natural Gas Sale Agreements
The success of long-term gas sales contracts is largely related to the ability of the seller and the buyer to adapt the terms of the contract to their conditions, infrastructure, facilities and market. If the buyer's demand changes from season to season and seasonally fluctuates, problems and complexities arise for the seller and he may need to provide the excess capacity to produce, refine and...
متن کاملEvidence on Asset Sales and Income Management: Case of Iran
This study empirically examines whether managers manipulate reported income through the timing of sales of long-lived assets and investments. Several empirical implications of the income-smoothing and debt-equity hypothesis in the context of asset sales were tested. The findings are consistent with the timing of asset sales by managers so that the recognized accounting income from these sales s...
متن کاملA discrete particle swarm optimization algorithm with local search for a production-based two-echelon single-vendor multiple-buyer supply chain
This paper formulates a two-echelon single-producer multi-buyer supply chain model, while a single product is produced and transported to the buyers by the producer. The producer and the buyers apply vendor-managed inventory mode of operation. It is assumed that the producer applies economic production quantity policy, which implies a constant production rate at the producer. The operational pa...
متن کاملذخیره در منابع من
با ذخیره ی این منبع در منابع من، دسترسی به آن را برای استفاده های بعدی آسان تر کنید
عنوان ژورنال:
دوره شماره
صفحات -
تاریخ انتشار 2015