Understanding the Domain of Cross-National Buyer-Seller Interactions

Kalé, Sudhir H.; Barnes, John

doi:10.1057/palgrave.jibs.8490261

Cited by 215 publications

(134 citation statements)

References 62 publications

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“…Hence, culture affects the way in which people consciously and subconsciously think, feel and act (Sweeney and Hardaker 1994). The importance of national culture has been extensively studied in international dyads as it affects the strength of social and structural bonds between interacting parties (Williams, Han andQualls 1988, Kale andBarnes 1992). However, empirical studies conduct-ed in culturally homogeneous environments (e.g.…”

Section: Antecedents Of Trustmentioning

confidence: 99%

Trust and commitment influences on customer retention: insights from business-to-business services

Gounaris¹

2005

Journal of Business Research

522

356

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Despite the importance of trust and commitment in relationship marketing, the scholarly inquiry on the issue is rather impeded in several ways. Furthermore, when it comes to the marketing of services, and specifically for business-to-business markets, the empirical documentation is even slimmer despite the fact that services are increasingly becoming a vital component of the product that the customers buy even when it comes to tangible goods such as computers or cars. In view of this gap, the present empirical study attempts an investigation of two specific antecedents of trust and, consequently, of commitment: the perceived quality of the service and the customer bonding techniques used by the supplier. In doing so, the causality of the relationships between the various constructs is also examined.

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Section: Antecedents Of Trustmentioning

confidence: 99%

Trust and commitment influences on customer retention: insights from business-to-business services

Gounaris¹

2005

Journal of Business Research

522

356

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“…Such behavior -adjusting to the changing needs of the customer -is mostly not mandatory, but can be considered to be an additional success factor of a relationship (Kale and Barnes 1992). We therefore expect supplier flexibility to have a positive impact on the add-on benefits for customers:…”

Section: Flexibility: Flexibility Of the Supplier Refers To The Extenmentioning

confidence: 99%

Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison

Homburg

Kuester

Beutin

et al. 2005

Journal of International Marketing

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The authors examine the concept of customer benefits in business-to-business markets in an international context. They distinguish between core and add-on benefits, and they discuss product quality, service quality, flexibility, trust, joint action, and commitment of the supplier as determinants of these customer benefits. They base their analysis on 981 respondents in two countries. The results suggest the importance of understanding the determinants in providing customer benefits. Furthermore, the authors observe significant cultural differences with respect to the impact of different determinants on perceived customer benefits. Following a discussion of the results, the authors present managerial implications, research limitations, and directions for further research.

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“…Several researchers demonstrate that national culture influences marketing channel relationships. [164][165][166] Our case studies yield different results in different countries, indicating that the cultural factor does indeed play an important role. Therefore, the hypothesis that the presence of a foreign sales representative does not constrain cooperation was confirmed.…”

mentioning

confidence: 77%

Buyer-seller conflict and cooperation in marketing channels: port wine distribution

Carvalho¹,

Sequeira²

2013

IJWR

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Abstract:The main purpose of this study is to research buyer-seller conflict and cooperation in distribution channels. Based on a multidimensional case study, eight research hypotheses were formulated. Some quantitative research was conducted, based on a questionnaire sent to 101 port wine producers and distribution companies (61 answered properly -31 producers and 29 distributors -which gave the authors a 60% rate of response, considered to be very good for these types of studies; those 101 port wine producers and distributors initially chosen were the most important in Europe, considering the volume of production and sales, and constituting, for that reason, a convenience sample). A binary probit model was developed to analyze the data. The results of the study demonstrate that when conflict is ongoing and intense it prevents the development of cooperative relationships. A trustworthy company is more likely to solve conflicts. When trust and adaptation capabilities increase, so does potential cooperation. The results also show that the presence of a foreign sales representative in the team does not exert a negative influence on cooperation. Finally, cooperation can be considered as an important means of developing skills and resources, which can then be applied to existing transaction relationships.

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Understanding the Domain of Cross-National Buyer-Seller Interactions

Cited by 215 publications

References 62 publications

Trust and commitment influences on customer retention: insights from business-to-business services

Trust and commitment influences on customer retention: insights from business-to-business services

Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison

Buyer-seller conflict and cooperation in marketing channels: port wine distribution

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