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EXPLORING THE PHENOMENON OF BUYER-SELLER MISMATCHES IN BUSINESS-TO-BUSINESS RELATIONSHIPS.

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Title: EXPLORING THE PHENOMENON OF BUYER-SELLER MISMATCHES IN BUSINESS-TO-BUSINESS RELATIONSHIPS.
Authors: Blocker, Christopher P.1 cblocker@utk.edu
Source: AMA Winter Academic Conference Proceedings. 2005, Vol. 16, p47-57. 11p. 2 Diagrams, 2 Charts.
Subject Terms: *Interpersonal relations, Business-to-business transactions, Purchasing agents, Business enterprises, Business
Abstract: Evidence shows relational strategies can prove successful in some cases but are costly and ineffective in others. Yet, understanding favorable conditions for a relational over an arm's length approach is still emerging. One area that holds promise for shedding light on this issue is buyer-seller mismatches, as they occur when firms strive for dissimilar goals and relate in incompatible ways. This paper draws focus to this concept by integrating the literature and exploring the complexity of buyer-seller incompatibility. [ABSTRACT FROM AUTHOR]
Copyright of AMA Winter Academic Conference Proceedings is the property of American Marketing Association and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
Database: Education Research Complete
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  Data: EXPLORING THE PHENOMENON OF BUYER-SELLER MISMATCHES IN BUSINESS-TO-BUSINESS RELATIONSHIPS.
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  Data: <searchLink fieldCode="AR" term="%22Blocker%2C+Christopher+P%2E%22">Blocker, Christopher P.</searchLink><relatesTo>1</relatesTo><i> cblocker@utk.edu</i>
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  Data: <searchLink fieldCode="JN" term="%22AMA+Winter+Academic+Conference+Proceedings%22">AMA Winter Academic Conference Proceedings</searchLink>. 2005, Vol. 16, p47-57. 11p. 2 Diagrams, 2 Charts.
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  Data: *<searchLink fieldCode="DE" term="%22Interpersonal+relations%22">Interpersonal relations</searchLink><br /><searchLink fieldCode="DE" term="%22Business-to-business+transactions%22">Business-to-business transactions</searchLink><br /><searchLink fieldCode="DE" term="%22Purchasing+agents%22">Purchasing agents</searchLink><br /><searchLink fieldCode="DE" term="%22Business+enterprises%22">Business enterprises</searchLink><br /><searchLink fieldCode="DE" term="%22Business%22">Business</searchLink>
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  Data: Evidence shows relational strategies can prove successful in some cases but are costly and ineffective in others. Yet, understanding favorable conditions for a relational over an arm's length approach is still emerging. One area that holds promise for shedding light on this issue is buyer-seller mismatches, as they occur when firms strive for dissimilar goals and relate in incompatible ways. This paper draws focus to this concept by integrating the literature and exploring the complexity of buyer-seller incompatibility. [ABSTRACT FROM AUTHOR]
– Name: AbstractSuppliedCopyright
  Label:
  Group: Ab
  Data: <i>Copyright of AMA Winter Academic Conference Proceedings is the property of American Marketing Association and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.</i> (Copyright applies to all Abstracts.)
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      – SubjectFull: Business-to-business transactions
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      – SubjectFull: Purchasing agents
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