Opportunism a behavior can be found in any relational exchange in many forms. In this respect, opportunistic behavior has been recognized one of the historical factors that have tremendous effects on the relationship development between buyer and seller. A conceptual framework of the research’s main variables is presented, the antecedents which are dependence, formalization, relational norms an...

This paper analyzes the impact of a takeover threat on information flows (or communication) within or across firms. We consider a long-term relationship between a firm and a privately informed trading partner, say a buyer. Both parties bargain over a price in each period and a takeover may take place. When takeovers are ruled out, having high bargaining power increases the firm’s likelihood to ...

Whilst there is much research material on buyer and supplier performance assessment and management, a relationship perspective can bring an added dimension, especially to the performance of close, mutual relationships. This article aims to bring a relationship performance understanding to the study of buyer–supplier exchange. Unfortunately, business-to-business relationships are assumed to enha...

The present study aims to provide a model for financing buyer-supplier in Mehrvarzan healthcare Company. The statistical population of the study includes 300 employees of the company. According to Morgan table, 168 people are selected as the statistical sample. Available non-random sampling method has been used. For collecting the required information, the standard buyer-supplier financing ques...

We propose a new efficient online algorithm to learn the parameters governing the purchasing behavior of a utility maximizing buyer, who responds to prices, in a repeated interaction setting. The key feature of our algorithm is that it can learn even non-linear buyer utility while working with arbitrary price constraints that the seller may impose. This overcomes a major shortcoming of previous...

Nonverbal cues are potentially important determinants of social impressions in industrial buyer-seller interactions. Yet there is a lack of empirical research concerning the effects of nonverbal cues in industrial selling contexts. This study reports the results of an experiment designed to assess the impact of salespersons' use of five nonverbal cues (eye gaze, speech hesitations, gestures, cl...

Trust is vital for market development, but how can trust be enhanced in an online marketplace? A common view is that more trusting of buyers may help to build seller trustworthiness. This paper highlights a possibility that encouraging buyer trusting may lower seller trustworthiness in equilibrium. In particular, we set up a rational expectation model in which a marketplace uses buyer protectio...

Industrial buyers often create cost models to estimate the costs of potential suppliers and use the information to negotiate an attractive price with suppliers. However, in settings where the buyer wishes to negotiate a contract price by soliciting competitive bids from multiple suppliers, the benefit of cost modeling is not clear since the bidding competition among suppliers can itself reveal ...

An original equipment manufacturer (OEM) who adopts a new technology or component product may bring various externalities to other OEM buyers and incentivize them to make similar adoption decisions. Positive correlation of adoptions can be harmful for the seller and buyers, as it can lead to adoption rush or delay, which results in demand-supply mismatch and may undermine the seller’s ability t...