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The study reported perceived sales interaction conflict (PSIC) as a construct in need of evaluation. As a first step toward validation of a PSIC measure, the study draws perceptual data from a sample of professional industrial buyers. The researchers provide evidence as to the dimensionality of...
Firms enter into exchanges so that they can create value for themselves as well as their customers. Day's concept of customer value equations is reviewed and the concept of supplier value equations is introduced. Then the manner in which these two types of value equation can be used to identify...
A model of bank choice behavior for small and medium‐sized firms in the construction industry is developed and tested. The results suggest that bank choice behavior of homebuilders can be represented as a global construct with three viable components: search, credence and experience. The model...
Many companies are shifting their focus away from individual transactions toward developing long‐term, mutually supportive relationships with their customers. Salespeople are the main implementers of such relationships, as they act as the interface between companies and customers. Negotiation is...
Industry standards affect the diffusion and adoption of new technology and the competitiveness of individual players but their development is not under the direct control of individual actors. Examines the role and importance of personal networks in the development of industry standards on the...
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