In the environment of business‐to‐business e‐commerce, Buyers and sellers in mature industrial markets can turn single transactions into long-term beneficial relationships by a deeper understanding of the complex connection between the two and buyers and sellers are uncertain about their roles. A “must-do” for the sellers, in particular, is to understand patterns of investment and reward,...

the aim of this study was to assess the proportionality of sport books to beneficiaries' expectations and the role of marketing mix elements in marketing of these books. this research was a descriptive and field survey. three researcher-made questionnaires with confirmed validity and reliability were used to collect the data. the research hypotheses were examined by independent t test. the...

The rapid advance in information technology now makes it feasible for sellers to condition their price offers on consumers’ prior purchase behavior. In this paper we examine when it is profitable to engage in this form of price discrimination. Our baseline model involves rational consumers with constant valuations for the good being sold and a monopoly merchant who can commit to a pricing polic...

public relations has always been considered an important tool in human communications. paying too much attention to advertising by sellers over time has distracted attention from public relations. in the case of the sellers of household appliances, they have come to a better understanding of the characteristics of public relations, and they have consequently found out that it in fact establishe...

T paper develops a framework for analyzing business-to-business (B2B) transactions and supply chain management based on integrating contract procurement markets with spot markets using capacity options and forwards. The framework is motivated by the emergence of B2B exchanges in several industrial sectors to facilitate such integrated contract and spot procurement. In the framework developed, a...

The Internet provides an unprecedented capability for sellers to learn about their customers and offer custom products at special prices. In addition, customization is more feasible today because of advances in manufacturing technologies that have improved sellers’ manufacturing flexibility. We first develop a model of product customization and flexible pricing to incorporate the salient roles ...

Increasing significance of the online consumer-to-consumer (C-2-C) auction market has amplified the need for buyers and sellers to engage in transactions with anonymous counterparts. The sequence of paying first and then taking delivery, introduces a great amount of risk for potential buyers. In order to mitigate this risk, online auction markets (OAMs) are employing an assortment of governance...

We consider a seller who can sell her product over two periods, advance and spot. The seller has private information about the product quality, which is unknown to customers in advance and publicly revealed in spot. The question we consider is whether the seller has an incentive to signal quality in advance and, if so, how she can convey a credible signal of product quality. We characterize the...