Relational behavior in business markets: implications for relationship management

Article Abstract:

A study was conducted to determine the effect of supplier relational behaviors on buyer satisfaction and the amount of business given by the buyer to the supplier. The relational behaviors studied were initiating behavior, signaling behavior, disclosing behavior, interaction frequency, richness, lateral involvement and vertical involvement. The results show that relational behaviors significantly affect buyer satisfaction, which is positively related to the amount of business enjoyed by the supplier. The link between relational behaviors and buyer satisfaction is moderated by the product importance and the age of the supplier-buyer relationship.

Industrial suppliers

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Direct marketing attitudes

Article Abstract:

A survey of 354 consumers in a southern metropolitan area was conducted to determine consumer attitudes toward direct marketing. The results show that four out of five shopping orientation variables studied underlie consumer attitudes toward direct marketing. These shopping orientation variables are too much direct mail, the desire to examine a product before buying it, the idea that retail people are pushy and past experience with direct marketing. Moreover, it was discovered that consumer attitudes toward direct marketing heavily influence the decision to patronize direct marketing offerings.

Direct Marketing Services, Direct Mail Advertising, Direct mail advertising services, Direct marketing

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Influence of deontological and teleological factors on research ethics evaluations

Article Abstract:

An analysis of deontological and teleological influences on the research ethics judgements of professionals reveals that decisions are made primarily on deontological considerations and only secondarily on teleological considerations. A survey of 1,600 marketing professionals listed in the 1994 American Marketing Association directory was utilized in data gathering and collection.

Market Research, Decision making, Analysis, Economic aspects, Ethical aspects, Marketing research, Responsibility, Research ethics, Decision-making (Ethics), Deontic logic, Teleology

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