Buyer-Seller Interactions in Mature Industrial Markets: Blurring the Relational-Transactional Selling Dichotomy

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Title: Buyer-Seller Interactions in Mature Industrial Markets: Blurring the Relational-Transactional Selling Dichotomy
Authors: Geiger, Susi
Finch, John
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Date: 2011
Online since: 2013-11-20T09:24:28Z
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.
Type of material: Journal Article
Publisher: Routledge (Taylor & Francis)
Journal: Journal of Personal Selling & Sales Management
Volume: 31
Issue: 3
Start page: 255
End page: 268
Copyright (published version): 2011, Taylor & Francis
Keywords: Relationship sellingSales managementIndustrial marketsMarket maturity
DOI: 10.2753/PSS0885-3134310304
Language: en
Status of Item: Peer reviewed
Appears in Collections:Business Research Collection

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