The effects of technology-mediated communication on industrial buyer behavior

Article Abstract:

The effects of buyer satisfaction with the seller's adoption of technology-mediated communication (STMC) on channel partner relationships are examined in the light of whether investment in communication technology actually generates returns to the industrial suppliers. STMC can prove to have significant, positive, direct effects on Future Intentions (FI), but these effects are found to be relied on trust and commitment.

Influence, Customer satisfaction, Communication, Communications

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Small and medium-sized firms' import behavior: The case of Danish industrial purchasers

Article Abstract:

The foreign purchase behavior of small and medium-sized industrial firms is examined using a survey, which indicated that such firms are greatly involved in international purchasing both within the European Union and abroad. It was observed that price and quality determined such involvement and that the relationship between importers and suppliers was significantly influenced by product adaptation.

Marketing procedures, Customer relations, Small and medium sized companies

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Buyer attentiveness in buyer-supplier relationships

Article Abstract:

Buyer-supplier relationships in business-to-business (B2B) markets are studied and it is proposed that a buyer's attentiveness toward the supplier is developed by the supplier's relationship activities. It was found that buyer attentiveness had a stronger positive influence on favorable buyer behavior than buyer dependence or relationship length.

Business-to-business exchange, Business to business exchanges

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