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Purpose– The purpose of this paper is to propose a virtual forward-buying model that allows for forward buying but reduces the channel cost with no major behavioral change on the part of manufacturers and retailers. Design/methodology/approach– Using simulations, the authors compare the proposed...
Purpose– The purpose of the study is to propose and test a buyer-supplier integration model, based on clients' collaborative purchasing practices, in a project-based industry. Design/methodology/approach– Hypotheses regarding the relationships among the three variables – i.e. incentive-based...
Purpose– Most firms have a number of unprofitable customer relationships that drain the firms' resources. However, firms in general and sales representatives in particular hesitate to address this problem and, ultimately, to terminate business relationships. This paper therefore aims to...
Purpose– In this study, active empathetic listening is purposed as being an antecedent to a salesperson's communication skill, ability to maintain quality relationships and build trust. The study proposes that communication skill, relationship quality and trust all moderate the relationship...
Purpose– Buyers assessing bids from suppliers of experience services face both an adverse selection and a potential moral hazard problem. The purpose of this study is to examine the relative importance of various signals of supplier reputation conveying information about unobserved supplier...
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