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Buyer-seller interactions in mature industrial markets

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 0885-3134

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Abstract

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.

Item type: Article
ID code: 34359
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
Related URLs:
Depositing user: Pure Administrator
Date Deposited: 12 Oct 2011 14:52
Last modified: 27 Mar 2014 09:41
URI: http://strathprints.strath.ac.uk/id/eprint/34359

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