to investigate how the buying behavior of firms work is always needed, since it is an every changing process influenced by many forces in its surroundings. industrial firms tend to have a smaller number of customers which means that they are easier to identify than customers in consumer markets. effective marketing strategy relies on understanding consumers and their needs. this understanding m...

To investigate how the buying behavior of firms work is always needed, since it is an every changing process influenced by many forces in its surroundings. Industrial firms tend to have a smaller number of customers which means that they are easier to identify than customers in consumer markets. Effective marketing strategy relies on understanding consumers and their needs. This understanding m...

I ndustrial and institutional marketers have often been urged to base their strategies on careful appraisal of buying behavior within key accounts and in principal market segments. When they search the available literature on buyer behavior, however, they find virtually exclusive emphasis on consumers, not industrial buyers. Research findings and theoretical discussions about consumer behavior ...

Today’s businesses experience many uncertainties in their internal operations and environments. Manufacturing flexibility is an excellent response to these uncertainties. Volume, modification, mix, expansion flexibilities are the manufacturing that look for when they select suppliers. In parallel, often used as a supplier selection criterion literature. The decision strategic issue today’s typi...

The starting point for this study was the obvious " mis-match " between the dominating, consumer marketing-oriented way of approaching customer satisfaction on the one hand and our current understanding of industrial buyer–seller relationships and networks on the other. The purpose of this paper is to present a relational and contextual perspective on customer satisfaction and dissatisfaction i...

Increasingly, buyers are turning to the use of online, reverse auctions in their negotiation activities with suppliers. How does the use of these price competition mechanisms impact buyer-supplier relationships? We consider this question in the context of a quasi-experiment involving six reverse auctions conducted in the supply base of a major industrial buyer. The results indicate that online,...

18 Critical Success Factors for Supplier Development and Buyer Supplier Relationship: Exploratory Factor Analysis Joshi P. Sarang, National Institute of Industrial Engineering, Mumbai, India H V Bhasin, National Institute of Industrial Engineering, Mumbai, India Rakesh Verma, National Institute of Industrial Engineering, Mumbai, India Manoj Govind Kharat, National Institute of Industrial Engine...