understanding the buying behavior of the organizational purchasers is essential for every organizational marketer as well as for the researchers of marketing. the main goal of this research is to analyze the organizational buying behavior, the process that organizations pass to buy computer products, as well as the factors and variables that influence on their decision making. the research meth...

in discussion relating to management, motivational factors are one of the major indicators and effective variables in organizational strategy and achieving job success. this study with the aim of cognition of the relation of some studied variables and the motive of achievement and success in cooperatives managers and determining the contribution of each factor by use of correlation and expost f...

Business-to-government (B2G) electronic auction (e-auction) markets are increasingly being used to create opportunities for suppliers to expand their market as well as trading activities. However, little has been done to understand the behaviour of suppliers participating in these markets. In this paper, we propose a framework to explain suppliers’ intention to participate, and the level of par...

Despite business-to-government (B2G) electronic auction (e-auction) markets being a way for suppliers to create opportunities for market expansion and for trading activities, little has been done to understand the behaviour of suppliers participating in these markets. In this paper, we propose a framework to explain suppliers’ intention to participate, and the level of participation in B2G eauc...

today, many companies have multiple channels, such as sales force, direct mail / catalog, internet and broadcast channels, telephone, etc. for providing goods and services to its customers. multiple distribution channels, despite having benefits, several challenges such as the incidence of conflict, allocation of product, free ride some members have being emerged. the aim of this study was to i...

Intermediaries can choose between functioning as a marketplace (on which suppliers sell their products directly to buyers) or as a reseller (purchasing products from suppliers and selling them to buyers). We model this as a choice between whether control rights over a non-contractible decision variable (the level of marketing activities) are better held by suppliers (the marketplace-mode) or by...

Logistics runs through the entire process of an enterprise’s production and management. Logistics, as an enterprise’s "the third profit source", is an effective management tools for companies to obtain and maintain a competitive advantage, the management of logistics risk of marketing channels is a critical part of the risk management of channels. The paper introduces the logistics risk types, ...

A longitudinal study of the international behaviour of Swedish suppliers is presented. Three different types of supplier are identified: simple suppliers, advanced suppliers, and own product suppliers. Factors influencing the internationalisation of these suppliers are discussed. It is concluded that the firms’ offer and the customers’ buying strategies influence the firms’ international behavi...

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...

Intermediaries can choose between functioning as a marketplace (on which suppliers sell their products directly to buyers) or as a reseller (purchasing products from suppliers and selling them to buyers). We model this as a decision between whether control rights over a non-contractible decision variable (the choice of some marketing activity) are better held by suppliers (the marketplacemode) ...