Table 3 Future agenda Interaction... | Emerald Publishing

Table 3

Future agenda

Interaction approach	Priority questions for future research
Participants
OEM	How do OEM employees perceive REMANs? What strategies can OEMs adopt to implement REMAN sales and improve buyers’ knowledge and attitudes?
Buyers	What functional product qualities are considered when purchasing REMAN? What emotional qualities are useful when purchasing REMAN? What variables i.e. size of the decision-making unit, value of purchase, complexity of the purchase influence the purchase of REMAN?
Interaction process	What communication strategies can OEMs use to educate buyers and influence their perception of REMAN? What drives organizations to adopt REMAN? What is the nature of the financial, information and social exchanges in the REMAN context?
Relationship atmosphere	How does the relationship atmosphere (trust, commitment, power) influence the buyer’s involvement with and purchase of REMAN? What is the nature of cooperation required to implement REMAN? How does the implementation of REMAN affect the relationship atmosphere?
Environment	What elements of the environment influence the interaction between OEMs offering REMAN and buyers uptake? How does regulation affect the relationship between OEMs and buyers? How is regulation affecting market structure? How is market structure influencing REMAN interactions between OEMs and buyers?

Interaction approach	Priority questions for future research
Participants
OEM	How do OEM employees perceive REMANs? What strategies can OEMs adopt to implement REMAN sales and improve buyers’ knowledge and attitudes?
Buyers	What functional product qualities are considered when purchasing REMAN? What emotional qualities are useful when purchasing REMAN? What variables i.e. size of the decision-making unit, value of purchase, complexity of the purchase influence the purchase of REMAN?
Interaction process	What communication strategies can OEMs use to educate buyers and influence their perception of REMAN? What drives organizations to adopt REMAN? What is the nature of the financial, information and social exchanges in the REMAN context?
Relationship atmosphere	How does the relationship atmosphere (trust, commitment, power) influence the buyer’s involvement with and purchase of REMAN? What is the nature of cooperation required to implement REMAN? How does the implementation of REMAN affect the relationship atmosphere?
Environment	What elements of the environment influence the interaction between OEMs offering REMAN and buyers uptake? How does regulation affect the relationship between OEMs and buyers? How is regulation affecting market structure? How is market structure influencing REMAN interactions between OEMs and buyers?

Source(s): Authors’ own work