...@utc.edu 26 10 2023 19 11 2023 19 11 2023 © Emerald Publishing Limited 2023 Emerald Publishing Limited Licensed re-use rights only Review Sales Selling Buyer–seller relationships Theory SDL Service-dominant logic While providing a rich body of insights...

... and B2C contexts, leading to a grounded theoretical foundation. Generalizations and directions for future research are presented. Findings – Gratitude is a fundamental component of buyer-seller relationships and is critical for advancing relationship marketing theory and practice. Gratitude's...

... related to retaliation. © Emerald Group Publishing Limited 2014 Trust Buyer-seller relationships Attribution Anger Dependence Retaliation While the marketing literature gave considerable attention to the development of exchange relationships, a growing interest has emerged...

.... , Schurr , P. and Oh , S. (1987), “ Developing buyer – seller relationships ”, Journal of Marketing , Vol. 51 No. 2 , pp. 11 ‐ 27 . Earp , S. , Harrison , T. and Hunter , A. (1999), “ Relationship marketing: myth or reality? ”, in McLoughlin , D. and Horan...

... heterogeneity into the relationship anxiety construct, arguing in favor of a non‐additive consumer‐firm emotional attachment nomological network. © Emerald Group Publishing Limited 2010 Customer loyalty Buyer‐seller relationships Retailing Consumer behaviour Many consumer relationships...

... not examined these effects, this study makes a valuable contribution to the relationship marketing literature, and to firms practising relationship‐building activities. Services marketing Customer loyalty Customer satisfaction Trust Buyer‐seller relationships Customer relationships...

...Michael Trimarchi; Peter W. Liesch; Rick Tamaschke Purpose The purpose of this paper is to study compatibility variations in buyer‐seller relationships between Mainland Chinese firms and Hong Kong Chinese buyer firms that act as intermediaries to markets in the West. Design/methodology/approach...

... its output to prices at least covering costs, and where excess profit is advantageous to survive and prosper (Pfeffer and Salancik, 1967). For firms embedded in competitive and hostile environments, adaptations are inevitably to stay in business (Williamson, 1991). Suppliers Buyer‐seller...

... management Buyer‐seller relationships Consumer marketing Customer satisfaction Process analysis Do you remember how customer relationship management (CRM) was going to change the fundamental rules of marketing within the firm (Sheth and Sisodia, 1999). Pine et al. (1995) argued...

... difficulties in evaluating performance compared with firms that emphasise cost reductions for end‐customers. Marketing strategy Buyer‐seller relationships Value chain Supply chain management Firms rarely create value in isolation. Many managers who had previously added value to their companies...

... firm as a whole (i.e. its corporate image) is in turn influenced by their perceptions of both functional and technical quality (Gronroos, 2001). © Emerald Group Publishing Limited 2008 Marketing theory Consumer behaviour Buyer‐seller relationships Customer satisfaction Nigeria Banking...

... driving the explosive growth of P2P exchange from the perspective of the individual consumer (or user). © Emerald Group Publishing Limited 2008 Consumers Internet Resource sharing Buyer‐seller relationships Marketing Exchange The P2P software program Kazaa has nearly 1/3...

... systems Marketing Buyer‐seller relationships Competences In recent years, marketing researchers and practitioners have become increasingly interested in the concept of trust. However, despite the increasing quantity of research, the findings and knowledge about this phenomenon are limited when...

... to a seller's violation of trust. © Emerald Group Publishing Limited 2007 Trust Buyer‐seller relationships Service failures For sellers, it is crucial to win a buyer's trust, then nurture it over the course of a relationship. Trust enables the buyer to economize cognitive and emotional energy...

... or has to be created) in supplier‐customer relationships, to the realisation of sought after environmental adaptations. © Emerald Group Publishing Limited 2007 Trust Environmental management Buyer‐seller relationships Whatever their business and wherever they operate in the world...

... Communication processes Buyer‐seller relationships China Intermediaries Hong Kong The exchange of information can be viewed as the common currency of inter‐firm relationships. Effective communication is crucial for firms to realise potential gains from cooperation. It is as important for buyers...

... relationship. Finally, implications for research and sales professionals are drawn from this proposed framework of salesperson learning. Sales force Learning Buyer‐seller relationships It is widely acknowledged that sales organisations operate in an increasingly turbulent environment where...

... ; SSAB Oxelösund) and printed matters and brochures available from all entities in the exchange system and added to the database. © Emerald Group Publishing Limited 2006 Networking Exchange Buyer‐seller relationships Business networks are defined as interconnected business...

...Judy Zolkiewski; Peter Turnbull; Wolfgang Ulaga; Andreas Eggert Purpose Established models of buyer‐seller relationships do not reflect managerial emphasis on supplier performance evaluation when modelling business relationships. Proposes that relationship value should be included as a key...

...Leonidas C. Leonidou; Dayananda Palihawadana; Marios Theodosiou Purpose Research on the behavioural aspects of buyer‐seller relationships, although sizeable, is too heterogeneous and fragmented to yield complete and conclusive insights as to the inter‐relationships of the basic parameters involved...