Works matching DE "PURCHASING agents"

Results: 899

Study on the Relationship Between Performance of Supply Chain and Coordination Strategies.

Published in:

Journal of Systems Science & Information, 2005, v. 3, n. 2, p. 275

By:

Zhixiang Chen

Publication type:

Article

Knowledge and valuation in markets.

Published in:

Theory & Society, 2009, v. 38, n. 2, p. 111, doi. 10.1007/s11186-008-9078-9

By:

Aspers, Patrik

Publication type:

Article

Costly Buyer Search in a Differentiated Products Model: An Experimental Study.

Published in:

Southern Economic Journal, 2010, v. 77, n. 2, p. 282, doi. 10.4284/sej.2010.77.2.282

By:

Mago, Shakun Datta

Publication type:

Article

An Experimental Investigation of Trust and Sequential Trade.

Published in:

Southern Economic Journal, 2010, v. 76, n. 4, p. 993, doi. 10.4284/sej.2010.76.4.993

By:

Deck, Cary A.

Publication type:

Article

Foreign buyers are interested in sourcing cotton from India.

Published in:: Man-Made Textiles in India, 2018, v. 46, n. 4, p. 132
Publication type:: Article

NTC defers mega mill land sale.

Published in:: Man-Made Textiles in India, 2009, v. 52, n. 5, p. 167
Publication type:: Article

Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople.

Published in:

Journal of Personal Selling & Sales Management, 2020, v. 40, n. 4, p. 289, doi. 10.1080/08853134.2020.1813590

By:

Paesbrugghe, Bert;
Rangarajan, Deva;
Hochstein, Bryan;
Sharma, Arun

Publication type:

Article

Do salespeople matter in competitive tenders?

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 4, p. 370, doi. 10.1080/08853134.2019.1578226

By:

Dax, Maximilian;
Tyssen, Eva Katharina;
Schmitz, Christian;
Ganesan, Shankar

Publication type:

Article

Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 2, p. 89, doi. 10.1080/08853134.2016.1275973

By:

Pöyry, Essi;
Parvinen, Petri;
McFarland, Richard G.

Publication type:

Article

Mixed interpretations of sales proposal signals.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 3, p. 264, doi. 10.1080/08853134.2016.1205447

By:

Johnson, Jeff S.;
Friend, Scott B.;
Malshe, Avinash

Publication type:

Article

The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 160, doi. 10.1080/08853134.2016.1190656

By:

Newell, Stephen J.;
Wu, Bob;
Leingpibul, Duke;
Jiang, Yang

Publication type:

Article

B2B commitment building in emerging markets: the case of Brazil.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 105, doi. 10.1080/08853134.2016.1188708

By:

Graça, Sandra S.;
Barry, James M.;
Doney, Patricia M.

Publication type:

Article

Cultural norms and cultural agents in buyer–seller negotiation processes and outcomes.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 126, doi. 10.1080/08853134.2016.1188707

By:

Uzo, Uchenna;
Adigwe, Jude O.

Publication type:

Article

Buyer-Seller Relationships Within a Multisource Context: Understanding Customer Defection and Available Alternatives.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 4, p. 383, doi. 10.2753/PSS0885-3134310402

By:

Friend, Scott B.;
Hamwi, G. Alexander;
Rutherford, Brian N.

Publication type:

Article

PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS.

Published in:: Journal of Personal Selling & Sales Management, 2010, v. 30, n. 3, p. 273, doi. 10.1080/08853134.2010.10749228
Publication type:: Article

PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS.

Published in:: 2008
Publication type:: Abstract

A RESEARCH AGENDA FOR VALUE STREAM MAPPING THE SALES PROCESS.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 2, p. 155, doi. 10.2753/PSS0885-3134280204

By:

Barber, Clifford S.;
Tietje, Brian C.

Publication type:

Article

RAPPORT MANAGEMENT DURING THE EXPLORATION PHASE OF THE SALESPERSON--CUSTOMER RELATIONSHIP.

Published in:

Journal of Personal Selling & Sales Management, 2006, v. 26, n. 4, p. 359, doi. 10.2753/PSS0885-3134260403

By:

Campbell, Kim Sydow;
Davis, Lenita;
Skinner, Lauren

Publication type:

Article

SINGLE SOURCE SUPPLY VERSUS MULTIPLE SOURCE SUPPLY: A STUDY INTO THE RELATIONSHIP BETWEEN SATISFACTION AND PROPENSITY TO STAY WITHIN A SERVICE SETTING.

Published in:

Journal of Personal Selling & Sales Management, 2006, v. 26, n. 4, p. 371, doi. 10.2753/PSS0885-3134260404

By:

Rutherford, Brian N.;
Boles, James S.;
Barksdale Jr., Hiram C.;
Johnson, Julie T.

Publication type:

Article

PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS.

Published in:: 2006
Publication type:: Abstract

An Initial Evaluation of Industrial Buyers' Impressions of Salespersons' Nonverbal Cues.

Published in:

Journal of Personal Selling & Sales Management, 2002, v. 22, n. 1, p. 41, doi. 10.1080/08853134.2002.10754292

By:

Leigh, Thomas W.;
Summers, John O.

Publication type:

Article

Descriptive and Predictive Analyses of Industrial Buyers' Use of Online Information for Purchasing.

Published in:

Journal of Personal Selling & Sales Management, 2001, v. 21, n. 4, p. 279, doi. 10.1080/08853134.2001.10754281

By:

Kennedy, Karen Norman;
Deeter-Schmelz, Dawn R.

Publication type:

Article

Buyer-Seller Relationships--Purchasing--Supplier Issues.

Published in:: 2001
Publication type:: Abstract

Buyer/Customer Behavior--Perceptions-- Negotiations--Decision Making.

Published in:: 2001
Publication type:: Abstract

Toward a Theory of Business Buyer-Seller Similarity.

Published in:

Journal of Personal Selling & Sales Management, 2001, v. 21, n. 1, p. 1, doi. 10.1080/08853134.2001.10754251

By:

Lichtenthal, J. David;
Tellefsen, Thomas

Publication type:

Article

Analysis of the Buyer-Seller Dyad: The Social Relations Model (Book).

Published in:

Journal of Personal Selling & Sales Management, 1994, v. 14, n. 3, p. 69, doi. 10.1080/08853134.1994.10753994

By:

Cronin, John J.

Publication type:

Article

Adaptive Selling at Trade Shows.

Published in:

Journal of Personal Selling & Sales Management, 1994, v. 14, n. 2, p. 15, doi. 10.1080/08853134.1994.10753982

By:

Tanner Jr., John F.

Publication type:

Article

Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers.

Published in:

Journal of Personal Selling & Sales Management, 1993, v. 13, n. 1, p. 25, doi. 10.1080/08853134.1993.10753934

By:

Brown, Gene;
Boya, Unal O.;
Humphreys, Neil;
Widing II, Robert E.

Publication type:

Article

The Persuasive Effect of Salesperson Credibility: Conceptual and Empirical Examination.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 71, doi. 10.1080/08853134.1990.10753850

By:

Sharma, Arun

Publication type:

Article

Use of Closed Influence Tactics by Salespeople: Incidence and Buyer Attributions.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 17, doi. 10.1080/08853134.1990.10753846

By:

Brown, Steven P.

Publication type:

Article

Effects of Self-Monitoring and Similarity on Salesperson Inferential Processes.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 7, doi. 10.1080/08853134.1990.10753845

By:

Fine, Leslie M.;
Gardial, Sarah Fisher

Publication type:

Article

Adaptive Communication: The Adaptation of the Seller's Interpersonal Style to the Stage of the Dyad's Relationship and the Buyer's Communication Style.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 1, p. 21, doi. 10.1080/08853134.1990.10753811

By:

Miles, Morgan P.;
Arnold, Danny R.;
Nash, Henry W.

Publication type:

Article

Industrial Buyer Evaluation of the Ethics of Salesperson Gift Giving; Value of the Gift and Customer vs. Prospect Status.

Published in:

Journal of Personal Selling & Sales Management, 1989, v. 9, n. 2, p. 31

By:

Trawick, I. Fredrick;
Swan, John E.;
Rink, David

Publication type:

Article

BUYER BEHAVIOR.

Published in:: Journal of Personal Selling & Sales Management, 1989, v. 9, n. 1, p. 59
Publication type:: Article

Gaining Customer Trust: A Conceptual Guide for the Salesperson.

Published in:

Journal of Personal Selling & Sales Management, 1985, v. 5, n. 2, p. 39

By:

Swan, John E.;
Nolan, Johannah Jones

Publication type:

Article

Price Discrepancy Between Sellers and Buyers When Making Decisions for the Self and Others.

Published in:

Psychological Reports, 2016, v. 118, n. 3, p. 889, doi. 10.1177/0033294116649144

By:

Ziyuan Zhang;
Baojun Zhang;
Zhongquan Li

Publication type:

Article

THE ROLE OF CONSUMER VALUES AND SOCIO-DEMOGRAPHICS IN GREEN PRODUCT SATISFACTION: THE CASE OF HYBRID CARS.

Published in:

Psychological Reports, 2015, v. 117, n. 2, p. 406, doi. 10.2466/01.PR0.117c19z1

By:

WON-MOO HUR;
JEONG WOO;
YEONSHIN KIM

Publication type:

Article

A MODIFIED JOINT INVENTORY POLICY FOR VMI SYSTEMS.

Published in:

International Journal of Information Technology & Decision Making, 2008, v. 7, n. 2, p. 225, doi. 10.1142/S0219622008002892

By:

GOU, QINGLONG;
LIANG, LIANG;
XU, CHUANYONG;
ZHA, YONG

Publication type:

Article

Industry/University Licensing: Characteristics, Concerns and Issues from the Perspective of the Buyer.

Published in:

Journal of Technology Transfer, 2003, v. 28, n. 3/4, p. 207, doi. 10.1023/A:1024928407931

By:

Thursby, Jerry;
Thursby, Marie

Publication type:

Article

Outsourcing via Service Competition.

Published in:

Management Science, 2007, v. 53, n. 2, p. 241, doi. 10.1287/mnsc.1060.0612

By:

Benjaafar, Saif;
Elahi, Ehsan;
Donohue, Karen L.

Publication type:

Article

Modularity and the Impact of Buyer--Supplier Relationships on the Survival of Suppliers.

Published in:

Management Science, 2007, v. 53, n. 2, p. 178, doi. 10.1287/mnsc.1060.0630

By:

Hoetker, Glenn;
Swaminathan, Anand;
Mitchell, Will

Publication type:

Article

Better, Faster, Cheaper: An Experimental Analysis of a Multiattribute Reverse Auction Mechanism with Restricted Information Feedback.

Published in:

Management Science, 2005, v. 51, n. 12, p. 1753, doi. 10.1287/mnsc.1050.0433

By:

Ching-Hua Chen-Ritzo;
Harrison, Terry P.;
Kwasnica, Anthony M.;
Thomas, Douglas J.

Publication type:

Article

Quality Implications of Warranties in a Supply Chain.

Published in:

Management Science, 2005, v. 51, n. 8, p. 1266, doi. 10.1287/mnsc.1050.0408

By:

Balachandran, Kashi R.;
Radhakrishnan, Suresh

Publication type:

Article

A Principal-Agent Model for Product Specification and Production.

Published in:

Management Science, 2005, v. 51, n. 1, p. 106, doi. 10.1287/mnsc.1040.0214

By:

Iyer, Ananth V.;
Schwarz, Leroy B.;
Zenios, Stefanos A.

Publication type:

Article

Designing Supply Contracts: Contract Type and Information Asymmetry.

Published in:

Management Science, 2004, v. 50, n. 4, p. 550, doi. 10.1287/mnsc.1030.0173

By:

Corbett, Charles J.;
Zhou, Deming;
Tang, Christopher S.

Publication type:

Article

The Importance of Ordering in Sequential Auctions.

Published in:

Management Science, 2003, v. 49, n. 5, p. 673, doi. 10.1287/mnsc.49.5.673.15150

By:

Elmaghraby, Wedad

Publication type:

Article

COMMENT ON: A GENERALIZED QUANTITY DISCOUNT PRICING MODEL TO INCREASE SUPPLIER'S PROFITS.

Published in:

Management Science, 1987, v. 33, n. 12, p. 1635, doi. 10.1287/mnsc.33.12.1635

By:

Goyal, S.K.

Publication type:

Article

DEVELOPING COMPETITIVE STRATEGIES FOR BUYER-SUPPLIER NEGOTIATIONS.

Published in:

Management Science, 1987, v. 33, n. 9, p. 1181, doi. 10.1287/mnsc.33.9.1181

By:

Bard, Jonathan F.

Publication type:

Article

A DIFFUSION THEORY MODEL OF ADOPTION AND SUBSTITUTION FOR SUCCESSIVE GENERATIONS OF HIGH-TECHNOLOGY PRODUCTS.

Published in:

Management Science, 1987, v. 33, n. 9, p. 1069, doi. 10.1287/mnsc.33.9.1069

By:

Norton, John A.;
Bass, Frank M.

Publication type:

Article

BIDDING FOR CONTRACTS.

Published in:

Management Science, 1986, v. 32, n. 12, p. 1533, doi. 10.1287/mnsc.32.12.1533

By:

Samuelson, William

Publication type:

Article