Purpose – This exploratory research aims to examine the commonalities and differences in how buyers and sellers … qualitative study involving both salespeople and buyers. Findings – The study uncovers three common themes of an effective sales … as to what buyers and sellers consider characteristic of an effective sales presentation. Originality/value – By focusing …

buyers were functional experts and higher‐level executives, all of them experts in the service in question. Practical …

those performing the buying and selling functions. Discusses how buyers and sellers compare and what benefits might be … obtained from a deeper understanding of each other′s personalities. Describes an empirical study in which industrial buyers and …

Many business‐to‐business buyers are building closer relationships with fewer sellers. When faced with the choice of … which sellers to partner with, buyers often develop such close relationships with sellers who have made transaction …. Sellers thinking of making these TSIs need to be able to assess the buyer′s probable response to such investments to help …

good judgments of what is the benchmark used by buyers – they do not need to guess.  …

buyers are located at distant places and the volume of sales is very high. The purpose of this paper is to highlight the …, gaps in inputs from a greater number of buyers during auctioning remains a limitation of the study. Social implications …, buyers acquire high-quality goods at desired prices, which further encourages more buyers from other regions to participate …

There are many anecdotal accounts about industrial buyers’ perceptions of sellers, but little research exists … developed from a perceptual inventory gathered from a national sample of purchasing professionals. Both positive and negative … profiles are identified, but means analysis generally supports the contention that industrial buyers have largely positive …

reactions to electronic mail use in buyer‐seller relationships. Two studies conducted explore themes perceived by buyers and … survey from a sampling frame of business‐to‐business sales people and organizational buyers advances the questions of … perspectives. From a sample of 103 buyers and 107 sellers, questions are raised about the communicative and relationship aspects …