Seller's Perspective Research Articles

Practice Briefing: Mergers and Acquisitions in real estate asset management (Part 1) – strategic motivations, valuation and transaction structuring

PurposeThis paper explores Mergers and Acquisitions (M&A) in the real estate asset management sector, with a focus on the strategic motivations driving transactions, valuation methods specific to the sector and key considerations in transaction structuring. By integrating buyer and seller perspectives, it examines the factors influencing M&A success, including financial and strategic alignment, valuation challenges and structuring models. The subsequent paper (Part 2) will relate to the execution phase, covering inter alia due diligence, negotiation and post-merger integration.Design/methodology/approachThis paper adopts an expert opinion-based approach, leveraging insights from two seasoned professionals: a managing director with over 20 years of investment banking experience in the asset management sector at a leading global advisory firm and a real estate professional with 25 years of experience, who co-founded a real estate investment and asset management boutique later acquired by a publicly listed global investment firm.FindingsThe paper identifies critical success factors for M&A in real estate asset management, synthesizing expert insights into strategic motivations, valuation techniques and transaction structuring that align buyer and seller interests. While these elements form the foundation for a successful transaction, practical execution – including due diligence, negotiations and integration – will be explored in Part 2.Practical implicationsBy addressing the complexities of M&A in real estate asset management, this paper serves as a guide for stakeholders navigating M&A in the sector, equipping them with the knowledge required for informed decision-making.Originality/valueThis paper contributes to both academic research and industry practice by offering a structured approach to M&A in real estate asset management. By separating strategic and valuation considerations from the execution phase, it provides a framework for understanding the drivers for M&A, setting the stage for a subsequent discussion on the implementation of M&A processes in Part 2.

Effects of the Reference Price in the Context of the Extended Information Obligation under the Omnibus Directive – Seller’s Perspective

<p>This article aims to describe the impact of the information obligation provided for in the Omnibus Directive on how sellers provide information concerning prices. The theoretical objective is to expand the terminology related to the concept of the reference price. The reference price effects are assessed from the seller's perspective, who has a real influence on the price level communicated to consumers. <br />This article is a theoretical study based on the issue of the reference price, derived from the field of behavioural economics. The main part of this article introduces an original proposal for expanding the terminology regarding the concept of the reference price—specifically, the introduction of a primary and secondary reference price. Additionally, three reference price effect scenarios (positive, negative, and neutral) are presented, occurring depending on the bilateral relationship between the promotional price, the mandatory omnibus price, and the voluntary regular price. Sellers are undoubtedly aware of the significance of the reference price in shaping a positive perception of prices and recognise the significant limitations arising from the implementation of the Omnibus Directive into national legislation in this regard. The extension of the information obligation when announcing price reductions has generated new reference prices communicated to customers. To achieve the guaranteed positive reference price effect, two reference prices (primary and secondary) are sometimes used.</p>

Platform Governance, Institutional Distance, and Seller Trust in Cross-Border E-Commerce.

Trust from sellers is essential for the success of cross-border e-commerce (CBEC) platforms, and effective platform governance plays a crucial role in shaping and maintaining this trust. However, institutional distance can lead to deviations in sellers' understanding and implementation of platform governance mechanisms, posing a threat to the establishment of trust relationships. Research on the impact of platform governance mechanisms on trust from the seller's perspective is still relatively limited. Therefore, we aim to investigate the mechanisms through which formal governance mechanisms (normative, supervisory, and reward-punishment mechanisms) and relational governance mechanisms (community building) influence seller trust, and we examine the moderating effect of institutional distance. Through empirical analysis of 391 valid questionnaires, our results show that normative mechanisms and community building enhance seller trust by reducing their perceived risks, while the supervisory mechanism and reward-punishment mechanism directly affect seller-perceived risks and platform trust. Institutional distance negatively moderates the governance effectiveness of these mechanisms. Our findings offer significant theoretical contributions by advancing the understanding of seller behavior, extending platform governance and trust theory in CBEC research field, and enriching institutional distance frameworks, while providing practical insights for platforms to optimize governance mechanisms to foster seller trust.

Chinese Consumers' Online Shopping Behavior and the Impact of Economic Growth

Over the past 40 years, Chinas digital transformation, driven by the Internet and mobile devices, has reshaped consumption patterns, making online shopping a key economic growth driver. This paper first analyzes the needs and characteristics of Chinese consumers in online shopping behavior. Then, through empirical analysis, we study the effects of price, logistics speed and income on online shopping behavior. Secondly, this paper discusses the impact of e-commerce on the traditional retail industry and its countermeasures. With its price advantage, rich product selection and 24-hour service, e-commerce has had a significant impact on the traditional retail industry. The traditional retail industry needs strategic adjustment and transformation to adapt to the new market environment and consumer demand. Finally, this paper discusses the impact of online shopping on economic growth, increasing consumption and expanding domestic demand from the perspective of consumers, promoting urban economy from the perspective of sellers, and promoting the overall development of regional urban economy from the perspective of logistics companies, and puts forward policy recommendations to support the sustainable development of e-commerce

Search Steering in Two-Sided Platforms

Many two-sided platforms are known to steer customers toward certain products based on their willingness to pay. In this article, we study platforms’ incentives to adopt this type of market segmentation and present conditions under which this can generate distortions that negatively impact the surplus from buyers and sellers. In our environment, a monopolistic platform matches sellers with buyers. Upon being matched, each pair of buyer and seller negotiates prices. If they choose to transact, the platform receives a commission fee proportional to the value of the transaction plus a flat fee per transaction. The platform is assumed to have full information about customers’ and sellers’ outside options. We show that, as long as the market is in excess supply or as long as there is a crossing between the demand and supply curves , the platform’s optimal matching is suboptimal from the perspective of buyers and sellers.

Research On Purchasing Behavior and Marketing Strategy Optimization of Commercial Medical Insurance Based on Unsupervised Learning Algorithms

Being a marketer in today's world is not an easy job, especially in the insurance industry, where many factors affect whether customers buy insurance and how much they buy. This field also has many research topics and areas worth exploring. In this article, the data used is real insurance sales data and used unsupervised learning methods in machine learning to clean, mine and analyze the data. First, using clustering methods to divide people who buy insurance into three categories based on weight and insurance expenses. Then using association rule learning methods to analyze the recurring features among people who buy insurance. Finally, based on these results, many policies and suggestions can be given from the perspective of insurance companies and sellers.

Factors affecting traditional micro business (MB) to continue using E-marketplace from habit and social impact perspective

Purpose This study aims to proposes a theoretical model to understand the intention of Indonesian traditional micro businesses (MB) to continue using an e-marketplace. Design/methodology/approach This research involved the utilization and combination of habit formation and social impact theories to develop the model. A total of 162 responses were retrieved from the owners of traditional MB and used to validate the proposed model. Findings The results showed subjective norms to be the most substantial direct predictor of continuous usage, followed by usefulness, satisfaction and promotion proneness. Meanwhile, compatibility was found to have only an indirect effect through usefulness as a mediator. Moreover, moderating effect analysis also showed that the impact of herd behaviour was only significant for male and younger traditional MB owners. Originality/value The emphasis on the seller perspective using habit formation as well as the social impact theory to explain continuance behaviour is an alternative approach observed not to have been widely explored, especially for traditional businesses such as indigenous industry rather than organizations.

Double hedonic price-characteristics frontier estimation for IoT service providers in the industry 5.0 era: A nonconvex perspective accommodating ratios

Double hedonic price-characteristics frontier estimation for IoT service providers in the industry 5.0 era: A nonconvex perspective accommodating ratios

아파트 구매결정 요인이 주거만족도 및 재구매 의도에 미치는 영향

This study aims to analyze the mediating effect of buyer's perceived value on the impact of apartment purchase decision factors on residential satisfaction and repurchase intention among residents of apartments in Jeju Island. To achieve this, a survey was conducted on 437 residents of apartments in Jeju Island, and the results were analyzed.
 The research findings revealed that among the factors influencing apartment purchase decisions, locational factors negatively influence repurchase intentions, economic factors negatively influence purchase satisfaction, while physical and social factors positively influence residential satisfaction. Additionally, economic and social factors among the purchase decision factors positively influence functional value, and social factors positively influence social value.
 Furthermore, functional value positively influences purchase satisfaction, social factors positively influence both purchase satisfaction and repurchase intention. Both functional value and social value play a partial mediating role in the relationship between apartment purchase decision factors and residential satisfaction.
 These research results suggest several implications. When purchasing an apartment, it is necessary to conduct a precise analysis of locational factors and surrounding market prices. From the seller's perspective, active promotion of various amenities, safety, convenience, and accessibility is essential. Moreover, promoting the superiority of functional and social values of apartments compared to the purchase cost is crucial. To enhance apartment purchase and repurchase intentions from consumers, ensuring the adequacy of quality and price, as well as enhancing satisfaction through factors such as social status improvement resulting from apartment purchase, are necessary.

Vegetable Price and Supply Forecast based on the Taboo Search Slgorithm

Vegetables, as an indispensable consumer goods in the daily life of consumers, their price and supply have a great impact on the sellers, urban and rural residents and the whole country. In this paper, the sales flow and loss of 251 vegetables in a supermarket within three years are selected as the test data. On the basis of the analysis of the historical sales volume, price and loss data of vegetables, the vegetable price and supply prediction model based on the taboo search algorithm is put forward from the perspective of sellers. First of all, according to the recent sales data, the average daily average sales volume of various single products is obtained, and the varieties that meet the display demand are determined as available varieties, and 36 available varieties are obtained. Further use of 0-1 planning to determine 27-33 available varieties. The linear regression was used to analyze the relationship between the price of each item and obtain the linear regression equation. Significance analysis of the equations showed a high degree of fit. Finally, with the benefit as the objective function, the optimization model is established combined with the above constraints and solved using the taboo search method. The results of the model solution show that under the constraints, the maximum revenue of July 1 is 1787.61 yuan, and the replenishment quantity and pricing of 28 single products sold at this time can be obtained. Finally, the reliability of the model was further tested by using the time-series prediction. This paper can not only effectively predict the price and sales volume of vegetables, but also formulate reasonable vegetable replenishment and pricing strategies for the sellers, but also has important guiding significance for the sales of other commodities.

Determinants of long-term orientation in seller e-retailer relationship: a seller perspective in the Indian e-commerce

Determinants of long-term orientation in seller e-retailer relationship: a seller perspective in the Indian e-commerce

Exploring PropTech’ s Impact on the Indian Real Estate Market: A Buyer and Seller Perspective

Exploring PropTech’ s Impact on the Indian Real Estate Market: A Buyer and Seller Perspective

The Contribution of Social Networks to Marketing Strategies

It has existed since ancient times, and sociology has conducted in-depth research on it. Sociology believes that society is not composed of individuals but of networks, which contain nodes and their relationships. It can also be understood that our social relationships are intertwined, forming a complex social network. In recent decades, social network analysis has been widely concerned and applied in academic research and practical applications. By analyzing and measuring network graph, it reveals key nodes in social networks, information transmission channels and community structures in networks. Since social networks have a significant impact on the operation and efficiency of the market, this tool is gradually being applied to market research. This paper will focus on three types of contributions of the network to marketing from the perspective of sellers. This paper will show different network diagrams, and describe and analyze these diagrams to reach the corresponding conclusion, that is, the contribution of the network to marketing.

Complementarity analysis of a multi‐item inventory model with leading product pricing

Our research investigates a joint inventory replenishment and pricing problem, where a seller controls the price of a leading product while restocking for all the products. We demonstrate that the seller's expected value functions present an [Formula: see text] structure, recommending an optimal order‐up‐to inventory‐level and list‐price policy. Our findings reveal divergent economic relationships between products from the seller's and customer's perspectives, suggesting managers broaden their strategies beyond customer viewpoints. We extend the pricing and inventory analysis to scenarios involving three substitute products under both price and inventory control. In these situations, we further reveal that sellers and customers uniformly view product inventories as substitutes, and the corresponding value functions are submodular and mutually diagonally dominant.

Gain-sharing in performance-based contracting: How risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement

Gain-sharing arrangements, which involve the seller promising to realize a measurable economic performance gain that is shared between the seller and customer, are used in the context of performance-based contracting. Prior academic research explicating the implementation of this managerially relevant practice has mainly utilized anecdotal evidence and has primarily focused on the seller's perspective. Thus, we lack rigorous explanations as to what drives customers' willingness-to-switch to a gain-sharing arrangement. To overcome this limitation, we build on agency theory and equity theory to develop two competing and theoretically grounded explanations (risk-based vs. fairness-based) to explain customers' willingness-to-switch. We conducted a qualitative pre-study and collaborated closely with an industry partner to develop a realistic experimental scenario and tested the proposed explanations with data from 437 professional purchasers. The results show that decision-makers in customer firms respond differently to economically equivalent gain-sharing arrangements that feature different pricing schemes. More specifically, the fairness perception, but not risk perception, drives the customer's willingness-to-switch. The findings of this study advance B2B pricing research by showing that buying decisions in firms are not necessarily guided by economic rationality-based arguments. Instead, in the context of gain-sharing arrangements, the choice is guided by what is perceived as fair.

Methods to Authenticate Luxury Products: Identifying Key Features and Most Recognized Deficits

Luxury products are expensive goods of high quality that are produced in limited quantities. Unsurprisingly, the problem of counterfeiting is especially high for such products, causing various issues for sellers and consumers. Therefore, product authentication represents an important endeavor. While traditional approaches such as expert-based product authentication are reliable but expensive, consumer-based approaches are cheaper but significantly more error-prone. Hence, the development of efficient approaches that also consider the advantages of modern technologies, such as, e.g., blockchains, provide high potential for improving the status quo. This work applies a mixed-method approach and reports about a quantitative survey in combination with expert interviews to identify common methods and key features from consumer and seller perspective when authenticating luxury products. This paper is an extended version of previous work presented at the International Conference on Future Data and Security Engineering (FDSE 2022). As such, it additionally provides insights on the most recognized deficits from consumer and seller perspective when authenticating luxury products. Results show that the knowledge of authentication methods is unevenly distributed between experts and consumers. While both consumers and experts are aware of traditional, serial number-based approaches, blockchain-enabled ways of product authentication are only known by experts. However, both groups tend to prefer digital ways of authentication and agree that sellers, followed by producers, and lastly consumers are responsible for ensuring authentic products. Consumers desire many additional features for product authentication than experts. Most desired features include tracking the sales history via, e.g., the blockchain or online directories, the traceability of ownership, or the possibility to conduct home tests for consumers. Most recognized deficits when authenticating luxury products are seen in the difficult implementation of thorough identification methods and the limited reliability of these methods. The results of the paper provide researchers and practitioners with a feature base for developing novel authentication approaches.

Analyzing the customer brand engagement model from the perspective of sellers and buyers in the B2B context

PurposeThis paper aims to investigate the influential aspects of industrial branding in building customer brand engagement from the buyer’s and the seller’s points of view. Collecting buyer and seller information is essential to understand business-to-business interaction better. Buyer’s and seller’s perspective integration is significant for stakeholders to develop proper strategies to achieve customer brand engagement.Design/methodology/approachThis study uses a structural equation model to examine the antecedents of customer brand engagement from the buyer’s perspective; then, the result is compared with the seller’s view by conducting an analytical hierarchy process. The authors exercise 140 valid data from the buyer’s industry and 9 experts from the seller’s industry.FindingsThis study finds that in developing customer brand engagement, rational brand quality is the most influential from the buyer’s view and top priority from the seller’s view. Surprisingly, both parties have different perspectives about the second and third priorities. The buyers put emotional brand associations as a second priority; perceived value is meaningless and insignificant. On the contrary, the sellers set the perceived value as the second priority and emotional brand associations as the last.Research limitations/implicationsThe respondents from the buyer industry cover various industries, and the research is limited to the buyer and the seller in the chemical polymer emulsion market, a market where product quality and application quality on the buyers’ side are essential and where the buyer–seller interaction is intense. Replicating the study in other industries and cultural backgrounds is recommended for generalization.Originality/valueThe paper’s novelty is that there are different priorities and perspectives from the buyer’s and the seller’s views. This study contributes to industrial brand engagement research studies. Investigation of the buyer’s and the seller’s perspectives in industrial brand engagement research studies is still limited.

E-commerce Satisfaction Metrics: A Comparative review of Buyer and Seller Perspectives

E-commerce platforms have revolutionized trade by bridging buyers and sellers through digital interfaces. However, ensuring satisfaction for both stakeholders remains a key challenge. This review examines existing metrics used to evaluate buyer and seller satisfaction in e-commerce, analyzing their effectiveness, limitations, and relevance in a rapidly evolving digital marketplace. The study explores parameters such as pricing, product quality, delivery efficiency, customer service, and platform usability from the buyer's perspective, and factors like profitability, operational ease, and dispute resolution from the seller's perspective. A comparative analysis reveals the commonalities and differences in satisfaction drivers for buyers and sellers, emphasizing the need for more inclusive evaluation frameworks. The findings provide valuable insights for e-commerce platforms aiming to balance the expectations of both groups, thereby fostering sustainable growth and mutual trust.

A model for estimating costs and benefits of new vaccine technologies from the perspective of both buyers and sellers.

Although vaccination is widely considered one of the most cost-effective health interventions available, global coverage rates for many vaccines remain lower than necessary for disease elimination and eradication. New vaccine technologies can play an important role in addressing barriers to vaccination and increasing coverage rates. To identify and prioritize vaccine technology investments, decision makers must be able to compare the overall costs and benefits of each investment option. While these data points may exist, they are often confined to silos. Decision makers would benefit from a model that synthesizes this broad range of data and provides clear and actionable information. To facilitate vaccine investment, purchasing and deployment decisions, we developed a systematic and transparent cost-benefit model that estimates the value and risk of a given investment scenario from the perspective of both "buyers" (e.g., global donors, country governments) and "sellers" (e.g., developers, manufacturers) of vaccines. This model, which can be used to evaluate scenarios related to a single vaccine presentation or a portfolio of vaccine presentations, leverages our published approach for estimating the impact of improved vaccine technologies on vaccination coverage rates. This article presents a description of the model and provides an illustrative example application to a portfolio of measles-rubella vaccine technologies currently under development. Although the model is generally applicable to organizations involved in vaccine investment, manufacturing or purchasing, we believe it may be particularly useful to those engaged in vaccine markets that rely strongly on funding from institutional donors.

Buyers-sellers’ value of courier services: assessment in the Indonesian C2C e-commerce

PurposeThe quality of service provided by a courier service plays an essential role in the success of online shopping. Meanwhile, buyers and sellers tend to choose a vendor that meets their expectations. This study aims to show how buyers and sellers value the decision to select a courier service based on online shopping experiences.Design/methodology/approachA focus group discussion involving eight participants was used to gather consumer preferences and seller perspectives. Kansei Engineering principles were applied to organize these variables into a priority-scaled survey question. Furthermore, 200 respondents were simple-randomly selected and categorized based on age, gender, transaction frequency, average monthly transaction value and their role in online transactions.FindingsThis study found that buyers and sellers do not consider the delivery costs when the courier service guarantees the service quality. In contrast, the service quality offered is determined by problem-solving responsiveness, delivery accuracy and tracking systems. They also consider the short delivery time, wide delivery coverage area, couriers' attitude and scattered pick-up/drop point services. However, the order of priority is different for specific demographics.Practical implicationsIn the rapid development of the online shopping trend, courier services are urgent to reconstruct their business model and maintain the quality of service. The proper understanding of online consumer preferences and seller perspectives will form the basis of appropriate strategies.Originality/valueThe role of a courier service is significant in the supply chain of online shopping transactions that connect buyers and sellers. The differences in consumer preferences and seller perspectives are attributed to the diverse objectives, even though they are still related to the service quality of the courier service.