Geiger, Susi and Finch, John (2011) Buyer-seller interactions in mature industrial markets. Journal of Personal Selling and Sales Management, 31 (3). pp. 255-268. ISSN 0885-3134Full text not available in this repository. (Request a copy from the Strathclyde author)
Sales practitioners continue to come to terms with the selling conditions of mature consumer and business markets. Mature markets display signs such as cost-focused competition, similarity in the perceived functionality of offerings, and multiple suppliers vying for highly knowledgeable and powerful customers. While researchers have noted that in mature industrial markets the relationship to sales personnel can be an important differentiator for buyers, sales research has not specifically examined the consequences of market maturity on the conditions and modes of selling in these markets. In addressing this gap in research, this paper examines the effects of market maturity on the relationships between selling personnel and their customers by presenting case study research from a mature industrial market for chemistry products: the North Sea Oil Industry.
|Keywords:||relationship selling , sales management , industrial markets, market maturity, Marketing. Distribution of products, Human Factors and Ergonomics, Management of Technology and Innovation|
|Subjects:||Social Sciences > Commerce > Marketing. Distribution of products|
|Department:||Strathclyde Business School > Marketing|
|Depositing user:||Pure Administrator|
|Date Deposited:||12 Oct 2011 13:52|
|Last modified:||27 Apr 2016 17:31|