Does Reverse Marketing Reduce Conflict in Buyer-Seller Relations?

Plank, Richard E.; Francis, Deborah
January 2001
American Business Review;Jan2001, Vol. 19 Issue 1, p76
Academic Journal
Examines the impact of reverse marketing in the buyer-seller relations. Concept of reverse marketing; Correlation between affective and cognitive conflict; Importance of reverse marketing in the negotiation process between buyers and sellers.


Related Articles

  • CONTEXTUAL FACTORS AND CONFLICT RESOLUTION STRATEGIES IN INTERFIRM RELATIONSHIPS. Doucette, William R.; Wiederholt, Joseph B. // AMA Winter Educators' Conference Proceedings;1994, Vol. 5, p22 

    Examines the effects of contextual factors on conflict resolution strategies in buyer-seller relationships in the pharmaceutical industry. Assessment of interfirm trust and buyer power; Relationship of joint problem solving with relationalism and interfirm trust; Flexibility of managers in...

  • Help for relationships on the rocks. Hibbert, Lee // Professional Engineering;05/24/2000, Vol. 13 Issue 10, p40 

    Suggests that both company and supplier go to a form of relationship counseling to be able foster a harmonious business relationship. Main areas of conflict; Workshops provided by Great Britain-based Sigma Management Development; Tackling value in the supply chain.

  • Intraorganizational Conflict in the Hospital Purchasing Decision Making Process. Cochran, Daniel S.; White, Donald D. // Academy of Management Journal;Jun81, Vol. 24 Issue 2, p324 

    Empirical data collected from administrators and purchasing managers in 56 general short term hospital facilities together with in-depth interviews conducted in 9 hospitals provided insights as to the frequency, location, and nature of purchasing related conflict.

  • SALESPERSONS' MANAGEMENT OF CONFLICT IN BUYER--SELLER RELATIONSHIPS. Bradford, Kevin D.; Weitz, Barton A. // Journal of Personal Selling & Sales Management;Winter2009, Vol. 29 Issue 1, p25 

    Given differing organizational needs and goals, underlying conflicts and tensions are an inherent part of buyer--seller relationships. This research presents and tests a conceptual framework examining the effect of the type of conflict (affective and task) in the relationship, the conflict...

  • Managing intragroup conflicts in construction project teams: case studies in Sri Lanka. Senaratne, Sepani; Udawatta, Nilupa // Architectural Engineering & Design Management;Aug2013, Vol. 9 Issue 3, p158 

    Conflict is intrinsic to individuals, teams and organisations. Due to the unique and complex nature with various parties, conflict is inevitable in most construction projects. According to the general management literature, three distinct types of intragroup conflicts can be identified: task,...

  • CRASH COURSE IN...SETTLING COMMERCIAL DISPUTES. Garrett, Alexander // Management Today;May2008, p18 

    The article offers tips in managing commercial disputes. It suggests that one should take legal advice and estimate the potential cost of the litigation. It also recommends that the head of the company should handle the dispute and try to consider mediation and arbitration. Moreover, it...

  • Interdepartmental Conflict in Organizational Buying: The Impact of the Organizational Context. Barclay, Donald W. // Journal of Marketing Research (JMR);May91, Vol. 28 Issue 2, p145 

    The author draws on theory and research in organizational behavior to formulates a model of organizational characteristics that affect buying-related interdepartmental conflict. The model is tested by PLS structural equation modeling with key- informant data from purchasing and engineering...

  • From personality to profit. Evans, Rima // Supply Management;Jul2015, Vol. 20 Issue 7, p24 

    The article discusses the recognition of soft skill traits such as emotional intelligence and communication, on procurement and supply management sector, which have long been recognised as fundamental to business success, a key component of economic growth and in delivering competitive edge. It...

  • How to pay for the equipment you need. Kono, Alex // World Wastes;Mar1997, Vol. 40 Issue 3, p49 

    Discusses choices for business on how to acquire equipment. Equipment rental; Cash transactions; Bank loans; Leasing; Lower down payments required by leasing companies; Incidental costs associated with transaction; Improvements in cash forecasting; Specifications in future cost of equipment;...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics