...Morten H. Abrahamsen; Kristin B. Munksgaard Purpose This paper aims to examine adaptation in buyer–seller relationships in a time of crisis and to explore what consequences adaptation has for the actors involved. The authors are particularly interested in examining how suppliers and public buyers...

... Europe. The conceptual framework was tested using partial least square structural equation modeling. Findings Managing disruptions in the digital age is closely related to the fact that the existing trust in buyer-seller relationships is not enough to accept IoT projects. A company’s digitalization...

... Supply performance Customer relationship Supplier relationship Buyer–seller relationships Supply chain management H2b. SR has a significant positive direct impact on flexibility. H2c. SR has a significant positive direct impact on partnership. H2d...

...Jari Salo; Teck Ming Tan; Hannu Makkonen Purpose The purpose of this paper is to cast light on the nature of the digitalization process that occurs when digital technologies are adopted in buyer–seller relationships. Design/methodology/approach The study features a case study from the steel...

... that potentially can damage supplier–buyer relationships and suggest that there is a darker side to servitization. It also shows that differences in strategic intent across organizations and between different managerial layers impedes to servitization efforts. Servitization Buyer–seller relationships Delphi...

... et al., 2016). Business partners must share some degree of understanding across different dimensions to communicate effectively and trust the other party will act in their mutual interest (Cantù, 2017). Innovation Intermediaries Buyer–seller relationships International business Networks...

... literature. Decision-making Sport Sponsorship Buyer-seller relationships Signaling theory Business-to-business marketing Organizational performance Sponsorship-linked marketing Survival analysis From the perspective of the sponsored organization, sponsorship has become an increasingly...

... relationship reactivation processes. The designed model shows how reactivation can be understood as an interplay between structural properties and (re)building activities and contributes new knowledge on factors that affect this process. Industrial marketing Networks Buyer–seller relationships Business...

...Khalid Hussain; Fengjie Jing; Muhammad Junaid; Huayu Shi; Usman Baig Purpose Contemporary scholars contend that the buyer–seller relationship is dynamic in nature, so it grows, matures and declines over time. However, most studies that adopt the dynamic perspective debates its conceptualization...

... Publishing Limited Licensed re-use rights only Performance Purchasing Buyer–seller relationships Opportunism Social capital theory Supply management Opportunism, commonly defined as “self-interest seeking with guile” (Williamson, 1985 , p. 47) is considered to be inherent to many...

... that important moderators of the relationship–outcomes link are being overlooked and warrant greater attention. This paper addresses this deficiency. Innovation New product development Buyer-seller relationship Industrial marketing Buyer-seller relationships Business-to-Business marketing...

... pressure or force without sustaining a permanent deformation (Narasimhan et al., 2007). In a buyer – seller relationship, these forces can have a variety of origins and variety of impacts. The strength to resist these disparate stressors seems likely to develop from a composite of properties...

... and relationship value. The study examines to which extent the application of these two theoretical perspectives can absorb part of the environmental uncertainty in a buyer/seller relationship. Design/methodology/approach The study used empirical data from UK manufacturers from different sectors to test...

... the inductive data. Figure 2 A framework of purchasing practices in post-outsourcing buyer–supplier relationships Case studies Value co-creation Buyer–seller relationships Purchasing Post-outsourcing purchasing Purchasing practices further understanding on purchasing practices...

... for future studies within this field. Performance Meta-analysis Buyer–seller relationships Interorganizational learning Relationship learning is viewed as an important factor in enhancing competitiveness and an important determinant of profitability in relationships. Prior studies have...

...Kofi Q. Dadzie; Charlene A. Dadzie; Alvin J. Williams Purpose This study aims to examine how various components of interpersonal trust (affective and cognitive) influence the duration of buyer-seller relationships in the emerging market (EM) context of a heterogeneous market structure dominated...

... Private label brands Buyer–seller relationships The Australian retail market has traditionally been dominated by two players – Coles and Woolworths, both have vast networks of stores and marketing and distribution channels, which have seen their dominance in the $112bn grocery market continue...

... of collaborative relationships with customers in the development of innovative products or services as a source of innovation (Athaide and Klink, 2009 ; Bogers et al., 2010 ; Greer and, Lei, 2012). In this regard, works on buyer-seller relationships, based on transactions cost analysis, have examined...

... proscriptive guidance as to the types of strategies and tactics they should plan to use and that they should expect to encounter. Buyer-seller relationships Negotiating Business-to-business marketing A major focus in the negotiations literature for many years has been the distinction between...

... market competitiveness. Competitiveness Industrial relations Relationship marketing Buyer-seller relationships Partnership Business-to-Business marketing Buyer–supplier cooperation is essential to bilateral performance and customer market competitiveness in industrial practice...