Comparisons of alternative perceptions of sales performance

Article Abstract:

Research reveals that sales personnel performance is viewed differently by sales managers than from buyers. Studies were based on data from 111 industrial sales and buyer relationships in the eastern US and Canada.

United States, Canada, Statistical Data Included, Analysis, Management, Employee performance appraisals, Sales management, Performance appraisals, Sales personnel, Salespeople, Sales presentations

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What industrial marketers can expect from U.S. - Canadian free trade

Article Abstract:

The advent of free trade between the United States and Canada will require an understanding by industrial marketers in both countries of the purchasing environment in the opposite country. This article examines the similarities and differences found in purchasing agents and environments in the two countries. The findings reveal a cooperative theme in buyer-seller relationships but differences in purchasing environments and personnel. (Reprinted by permission of the publisher.)

United States foreign relations, Free trade, Canadian foreign relations, Purchasing agents

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Buyer reactions to product stockouts in business to business markets

Article Abstract:

This article reports the results of an investigation of the perceived consequences for business to business market buyer firms of being stocked out by their supplier and their repurchase loyalty on the next purchase occasion. The study drew data from both personal interviews and a mail survey of professional buyers. Buyers reported loss sales and productions disruptions as resulting from the stockouts. Approximately one-quarter of the buyers sought to alternate supplier or product brand in the face of a stockout but the majority returned on the next purchase occasion. Buyers displayed more loyalty to product brands than to suppliers. (Reprinted by permission of the publisher.)

Business-to-business market, Business to business market

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