A Study of the Buyer-seller Relationship PDF Download

Author: Shiv Kumar Arora
Publisher:
ISBN:
Category : Group decision making
Languages : en
Pages : 432

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Author: Leonard L. Berry
Publisher: Simon and Schuster
ISBN: 0743267419
Category : Business & Economics
Languages : en
Pages : 232

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Book Description
Excellent service is the foundation for services marketing, contend Leonard Berry and A. Parasuraman in this companion volume to Delivering Quality Service. Building on eight years of research, the authors develop a model for understanding the relationship between quality and marketing in services and offer dozens of practical insights into ways to improve services marketing. They argue that superior service cannot be manufactured in a factory, packaged, and delivered intact to customers. Though an innovative service concept may give a company an initial edge, superior quality is vital to sustaining success. Berry and Parasuraman show that inspired leadership, a customer-minded corporate culture, an excellent service-system design, and effective use of technology and information are crucial to superior service quality and services marketing. When a company's service is excellent, customers are more likely to perceive value in transactions, spread favorable word-of-mouth impressions, and respond positively to employee-cross-selling efforts. The authors point out that a service company that does relatively little pre-sales marketing but is truly dedicated to delivering excellent quality service will have greater marketing effectiveness, higher customer retention, and more sales to existing customers than a company that emphasizes pre-sale marketing but falls short during actual service delivery. The focus of any company, they insist, must be customer satisfaction through integration of service quality throughout the entire system. Filled with examples, stories, and insights from senior executives, Berry and Parasuraman's new framework for effective marketing services contains the key to high-performance services marketing.

Author: Michiel R. Leenders
Publisher: New York : Free Press ; London : Collier Macmillan
ISBN:
Category : Business & Economics
Languages : en
Pages : 216

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Author: Ralph Erber
Publisher: Psychology Press
ISBN: 1134754531
Category : Psychology
Languages : en
Pages : 289

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Book Description
The past two decades have seen a tremendous increase in research and scholarship devoted to personal relationships. From rather scattered beginnings a recognizable and recognized field has emerged, whose strength and health is reflected in a wide array of indicators. The editors contend that while the vigor of the field is often shown in the diversity and innovation of its research, it is in the theoretical domain that they find evidence of a real coming of age. This volume provides grounds for arguing that the diversity of theorizing is particularly healthy at this point. The reader will notice that there is some diversity in terms of how much theory and research is contained in each chapter -- some are purely theoretical; others are complemented by original pieces of empirical research. The editors and contributors are from different countries -- another way in which the diversity of this book manifests itself. The variety of the frameworks presented are seen as a strength, as building on established strengths elsewhere to feed into relationship research and enhance its vitality. Each chapter makes its own contribution to thinking and research about personal relationships. As a group they add to an exciting collection that not only reflects a richness of conceptual backing, but also a wide range of usable theoretical structures.

Author: Hualiang Lu
Publisher: BRILL
ISBN: 9086866026
Category : Business & Economics
Languages : en
Pages : 239

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Book Description
"Using social, organisational and economic theories, this book develops an integrated research framework to demonstrate the effects of Chinese traditional guanxi networks on modern business relationships and market performance. It also compares the effects of guanxi networks between upstream and downstream partnerships and between traditional and high-value market outlets. It is recognised that quality and safety issues are the major constraints for Chinese vegetables entering into international markets. Primary producers face several bottlenecks such as small production scales, lack of market information and low negotiation power which leads to their exclusion by high-value market outlets such as supermarkets and international markets. Processing and exporting companies, on the other hand, experience instable delivery and inconsistent quality supply. As a result, they remain low-cost exporters in a low-quality segment of international markets. Different solutions for small-scale vegetable farmers, processing companies, exporting companies, and supermarkets in optimising their business performance are also covered. This book is of interest to professionals and practitioners involved in the design, management and assessment of national and international supply chains for perishable products in particular in transition economies."

Author: IMP Project Group
Publisher:
ISBN: 9780122621413
Category : Business & Economics
Languages : es
Pages : 556

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Book Description
Manual sobre las operaciones de marketing donde se analizan los conceptos básicos, el desarrollo de estrategias, el marketing internacional, la interacción y las redes entre las actividades de negocios de compra y venta y las relaciones de mercado en un contexto internacional.

Author: Søren Hougaard and Mogens Bjerre
Publisher: Samfundslitteratur
ISBN: 9788759313718
Category : handelsteknik
Languages : en
Pages : 244

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Author: John F. Sherry
Publisher: NTC/Contemporary Publishing Company
ISBN:
Category : Business & Economics
Languages : en
Pages : 650

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Book Description
This book explores a marketing and retailing idea that is as old as commerce itself and yet as new as tomorrow. The marketing leaders of our time explain the evolution of the servicescape as the transformation of the traditional selling environment from space to place, and from place to product. Servicescapes: The Concept of Place in Contemporary Markets analyzes contemporary developments in retail marketing around the world. Based on the experience and insight of the leading retailing and marketing experts of our time, Servicescapes points the way to the new markets and marketing environments of tomorrow. Its ideas will fuel the strategies and tactics of the marketplace in the new millennium.

Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253

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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Author: Michaela Wanke
Publisher: Psychology Press
ISBN: 1136642846
Category : Business & Economics
Languages : en
Pages : 407

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Book Description
This volume provides coverage of the latest social-psychological research into consumer behavior, including cognitive and affective processes, media influences, and self-regulation.