Buyer/Seller Relationships in International Industrial Markets

Article Abstract:

European industrial buyers' assessments of their suppliers is examined. The industrial marketing environment contains a close customer/supplier relationship. Foreign buyers present unique situations to the supplier. The foreign industrial buyer perceives the commercial and technical skills of the supplier, though separated by such distances as social, cultural and geographical. Buyers' commitment to their suppliers is based on their perceptions of the suppliers' skills. Product, price and delivery are always important, but skill assessment on the part of the buyer secures commitment.

International aspects, Industrial organization

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Items to consider for just-in-time use in marketing channels: toward a development of a decision tool

Article Abstract:

This study focuses on an empirical analysis of variables associated with the evaluation of inventory management techniques. There are 23 items that channel managers should examine before deciding to use just-in-time as the primary inventory control method in a particular channel network. These items can be grouped under the five categories of delivery effectiveness, information system needs, spatial concerns, financial resources, and channel cohesiveness to form a crucial decision tool for channel managers. (Reprinted by permission of the publisher.)

Research, Inventory control, Distribution channels, Just in time inventory systems, Just in time systems

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