Influence of buyer ethics and salesperson behavior on intention to choose a supplier

Article Abstract:

A survey of purchasing professionals was conducted to investigate the effect of perceived unethical salesperson behavior on intentions to choose a supplier. Results suggest that as salesperson behavior is perceived as more unethical, the purchaser is less likely to choose the firm that the salesperson represents. This result is due to norm violations influencing intentions in two ways: (1) through externally controlled rewards or punishments (e.g., harming the purchaser's career), and (2) through internally self-bestowed rewards or punishments (e.g., feeling bad for not doing the "right" thing). (Reprinted by permission of the publisher.)

Purchasing, Ethical aspects, Industrial suppliers, Purchasing agents, Sales personnel, Salespeople

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An improved preference data collection method: balanced incomplete block designs

Article Abstract:

Numerous preference data collection methodologies exist. However, one of the relatively efficient methods has received far less attention than deserved. It is the balanced incomplete block (BIB) design. In this article, the author provides an overview of BIB designs, discusses corresponding advantages and limitations, presents appropriate statistical procedures for analyzing preference data, and illustrates the methodology underlying the development and application of BIB designs with a real-world marketing problem. (Reprinted by permission of the publisher.)

Research, Marketing research, Market research, Experimental design, Research design, Traveling sales personnel, Traveling salespeople, Block designs

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The elderly: still the 'invisible and forgotten' market segment

Article Abstract:

The aged population requires products and services that are different from those of the population as a whole. Marketers who respond in proper fashion will be able to fill the product and service needs of the elderly at a reasonable profit. Promotion, price, product, place, and packaging plans are given that can be used by marketers to effectively meet the needs of the aged.

Aged, Elderly, Planning, Economic aspects, Marketing, Product management, Aged consumers, Elderly consumers

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