Perceptions Of Sellers Research Articles

Comparative Analysis of Tiktok Marketing based on Buyer and Seller Perceptions

The purpose of this study was to examine the perceptions of buyers and sellers in Bandung regarding the use of TikTok for marketing. This study used a quantitative approach with descriptive methodology, involving 100 buyers and 100 sellers as respondents. The questionnaire was used as a research instrument and accidental sampling technique. The findings of this study: 1. Sellers showed high enthusiasm for five of the six dimensions of benefits obtained from using TikTok marketing. 2. Sellers showed more enthusiasm than buyers for context, communication, collaboration, and connection. 3. Sellers’ perceptions of the benefits of TikTok marketing surpassed buyers. 4. In social media marketing, sellers showed a much higher level of enthusiasm than buyers. 5. Of the six dimensions of social media marketing content, sellers outperformed buyers. 6. The seller's perception of the dimensions that must be evaluated from TikTok's marketing content is superior to the Buyer's perception.

Environmental, social and economic perceptions of local food production: a case study of Aberdeenshire farmers’ markets

ABSTRACT Sustainable food systems are an important aspect of curbing the impacts of climate change and meeting targets of global food security. It is increasingly recognised that a wider suite of indicators is required to assess sustainability beyond the traditional environmental factors. This study focuses on Aberdeenshire, an atypical area of the UK where soils, climate and topography are not conducive to diverse or large-scale fruit and vegetable production, which in other areas, are a dominant feature of farmers’ markets. Nevertheless, Aberdeenshire needs economic diversification to offset some of the impacts of the decline in the oil and gas industry. Face-to-face questionnaires were conducted across Aberdeenshire farmers’ markets in summer 2022 to assess buyer and seller perceptions of the environmental, social and economic benefits of local food products. There was a positive attitude to local products with the majority of buyers perceiving the quality, nutrition, organic status and use of sustainable farming practices to be high. Conversely, the main products bought, baked goods and meat, are associated with negative impacts on the environment and/or human health. We discuss why, despite these shortfalls, farmers’ markets provide a valuable opportunity to distribute and promote high quality wares to support the local economy.

Buyer-seller negotiation in consumer markets: an intention congruence approach

PurposeThe purpose of this study is to understand how the degree of congruence between buyers’ and sellers’ intentions to negotiate impacts buyers’ postpurchase emotions and attitudes. In addition, the study examines whether buyers’ self-confidence and negotiation expertise can increase buyers’ perceptions of control and regret, as well as buyers’ postpurchase satisfaction and enjoyment with the purchase. Traditionally, marketplace exchanges have been classified as either fixed price or negotiated. The present research treats marketplace exchanges along a continuum of intention congruence to test the relationships between intention congruence and outcome variables of control, regret, satisfaction and enjoyment with the purchase.Design/methodology/approachThe authors studied the perceived difference between buyers' and sellers' intentions to negotiate and how the difference impacts buyers' postpurchase attitudinal and emotional outcomes. A mail survey of automobile buyers resulted in a sample of 291 respondents. An automobile is a significant and irreversible purchase for a buyer. Thus, automobile markets often host transactions that evoke dissonance and regret for buyers if things go awry. In addition, buyers and sellers vary considerably in their desire to negotiate, thus reflecting a range of intention congruence in negotiation. Therefore, a survey of automobile buyers was considered appropriate for testing the effects of intention congruence on buyers’ postpurchase outcomes.FindingsResults indicate that when buyers are willing to negotiate but sellers do not reciprocate equally, buyers feel less in control of a transaction. Contrarily, buyers experienced greater control and lesser regret when buyers’ perceptions of sellers’ intention to negotiate exceeded buyers’ own intentions to negotiate. Results also suggest that when buyers’ intentions to negotiate were congruent with buyers’ perception of sellers’ intention to negotiate, greater dyadic levels of negotiation marginally lowered buyers’ perceived regret. Overall, an intention-congruence perspective adds to the current understanding of negotiated exchanges and is a meaningful approach for improving postpurchase outcomes for buyers.Research limitations/implicationsThe study used only the consumers’ perspective of negotiation. Although this is supported by studies in power and dependence because the consumers’ perspective is valuable and valid, a true dyadic measurement of the negotiation process can only be obtained if the sellers’ view is also incorporated. This remains a key limitation of this study.Practical implicationsThe results suggest that sellers may be better off honoring buyers’ intentions to negotiate. Intention incongruence negatively impacted buyer satisfaction when buyers perceived sellers to be less eager to negotiate. However, where sellers seem more eager to negotiate, incongruity favored buyers and positively impacted buyers’ postpurchase outcomes. Thus, for sellers, it is worthwhile to consider adding policies that honor negotiation.Originality/valuePast research classifies marketplaces exchanges as either fixed price or negotiated. The present study uses intention congruence as a continuum between transaction partners. The intention congruence approach allows a closer examination of both the symmetry and strength of intentions to negotiate in a dyadic exchange. Given that markets are comprised of buyers and sellers who display considerable variability in intentions to negotiate, examining intention congruence allows for a more realistic study of negotiation behavior in business-to-consumer marketplaces.

Comparisons of Consumer and Seller Perceptions of the Use of the Open Price System in Flower Shops

Comparisons of Consumer and Seller Perceptions of the Use of the Open Price System in Flower Shops

The Impact of Seller-Buyer Relationship Quality in the Financial Service Industry

The investigation examined some issues regarding relationship quality between buyer and seller from the perspective of an (a) financial service industry. The aim of the research investigate factors affecting relationship quality between buyer and seller in the financial service industry, and maintain a stronger and long-term relationship include client knowledge, customer orientation, expertise and similarity. The study will apply quantitative analysis which use sample instrument with the multiple regression analysis and employed the SPSS 23.0 version software. The paper has been argued customer relationship quality that will be determined by a few independent variables. Thus, it is timely to test the significance of relationship quality among buyers and sellers in the financial service industry. The research will utilize a questionnaire survey to examine customer relationship quality between buyer and seller perceptions of the influence of the various factors on relationship quality.

The Impact of Seller-Buyer Relationship Quality in the Financial Service Industry

The investigation examined some issues regarding relationship quality between buyer and seller from the perspective of an (a) financial service industry. The aim of the research investigate factors affecting relationship quality between buyer and seller in the financial service industry, and maintain a stronger and long-term relationship include client knowledge, customer orientation, expertise and similarity. The study will apply quantitative analysis which use sample instrument with the multiple regression analysis and employed the SPSS 23.0 version software. The paper has been argued customer relationship quality that will be determined by a few independent variables. Thus, it is timely to test the significance of relationship quality among buyers and sellers in the financial service industry. The research will utilize a questionnaire survey to examine customer relationship quality between buyer and seller perceptions of the influence of the various factors on relationship quality.

Buyer–seller relationships of the dental devices industry in Taiwan: perspective of relationship

ABSTRACTPurpose: While research in marketing and management has addressed characteristics associated with buyer and seller, relatively little research has been reported on the marketing of relationship benefits and relationship bonding tactics, particularly involving their relationships with customers. Given a dyadic perspective, it can be surmised that gaps in buyer and seller perceptions may well dampen relationships, and will inevitably occur, since a perfect match is highly unlikely between two exchange parties. To enhance relationships, major gaps need therefore to be identified and eliminated. Therefore, the purpose of this study is developing matrices of customer relationship benefits and relationship bonding tactics separately from buyer’s and seller’s perspectives, together with the insights of interrelated propositions.Methodology: This research subjects chosen for this study consist of those distributors of dental devices, procurement in hospitals, and dentists. Using the grounded theory, four stages of coding analysis are conducted.Findings: The results indicated that buyers and sellers differed in their perceptions in all field interviews due to their different attitudes toward different benefits. While buyers’ perceived benefits were based on the consideration of confidence and trust in the practical use of purchased medical devices, sellers primarily considered specialized issues of provided services and technologies. Based on this, buyer and seller perspectives were distinguished.Research Implications: As a self-enclosed system, the medical device industry is difficult to enter for new manufacturers. Therefore, from the perspective of product providers, academic support can increase their product visibility, improve their company’s image, and provide more opportunities to contact new clients. From the perspective of medical institutions, the participation of hospitals and clinics in relationship marketing activities and seminars can raise their prestige and provide more opportunities for gaining new information.Originality/Value/Contribution: Theoretical contribution of this study is in building matrices of customer relationship benefits and relationship bonding tactics separately from buyer’s and seller’s perspectives, together with the insights of six propositions. These insights shall expose the undisclosed systems of the dental devices industry.

The Effects of Cognitive Style, Shopping Experience and Consumer Demographics on Consumer Reactions to Quantity Surcharges

ABSTRACTQuantity surcharges occur when large quantities of a product are sold at a higher unit price compared to smaller quantities. As such, quantity surcharges violate consumer beliefs that one should receive a discount for having purchased larger amounts of a product. Much of the existing research in this area has focused on the incidence of quantity surcharges, and less focus has been given to consumer reactions to quantity surcharge offers. Utilizing a national survey of 318 consumers, this paper explores the effects of quantity surcharges on consumer perceptions of sellers, and examines how these perceptions are affected by consumers' cognitive style, shopping experience and demographics.

Service quality of online transactions: the PayPal case

The main purpose of this paper is to investigate users' expectation and perception levels towards service quality dimensions regarding PayPal. The discrepancy gap between buyers' expectation and perception throughout those dimensions is studied. The gaps, identified between expectations and perceived experience although positive, are short, meaning that perceived performance and expected performance are close to each other. This can be interpreted as a lack of impressive positive surprise by the website to the customers. On the other hand, customers really know what to expect from such a website which means that details make the difference. There is always room for improvement as customers' demands and competition are ever increasing. The seller's perceptions and expectations to the PayPal remain untested and this could be considered as a limitation. The paper's results contribute towards improving the provided services of PayPal and of other similar companies, as well.

Trust and duration of buyer-seller relationship in emerging markets

PurposeThis study aims to examine how various components of interpersonal trust (affective and cognitive) influence the duration of buyer-seller relationships in the emerging market (EM) context of a heterogeneous market structure dominated by small, fragmented sellers/suppliers.Design/methodology/approachThe study proposes a hazard model for analyzing duration effects of interpersonal trust in the EM context. The model was validated using data on buying agents provided by 340 cocoa sellers/producers in Ghana, gathered from extensive field interviews.FindingsResults of the survival analysis reveal a limited but significant positive duration effect of cognitive (ability) trust only. Further analysis of sellers’ duration intentions (intention to remain with a buyer) also reveals a positive impact of affective trust but no impact of cognitive (ability and integrity) trust. Cocoa bean sellers’ evaluation of buying firms’ purchasing agents suggests that buying firms underperform on emotional/affective components of interpersonal trust, and that private firms outperform state buying agents on ability trust as well.Research limitations/implicationsWhile this study focused on the fragmented nature of sellers in the EM context, and the scope was limited to the sellers’ interpersonal trust perception of the buyer-seller, future research should examine both buyer and seller perceptions to obtain complete insight into the buyer-seller dyad in the EM context. In addition, the results of the duration effects identified in this study may not be generalizable to other EM export commodities, where channels have long been fully privatized. Ghana’s cocoa export marketing system was only recently privatized, and potentially has more sellers at the risk of adopting/switching relationships with their buyers than would be expected in more privatized expert commodity marketing systems.Practical implicationsManagers of export commodity buying firms in EMs can take advantage of the positive duration effects of cognitive trust by constantly improving the capabilities of their purchasing agents throughout the lifetime of their suppliers to sustain their relationship. However, sellers’ intention to switch can be mitigated by formalizing policies that encourage emotional bonds with sellers, especially small-scale producers in highly vulnerable bargaining positions. The aggregate output of small-scale producers could be of strategic importance in the future.Originality/valueManagers need systematic empirical evidence of the nature of duration effects of interpersonal trust given anecdotal evidence suggesting that managers have a tendency to emphasize cognitive trust over affective/emotional trust. Further, the applicability of such evidence in the EM context is critical given unique conditions such as highly fragmented sellers dealing with relatively large corporations.

Who should pay for online reviews? Design of an online user feedback mechanism

Abstract Online reputation systems provide consumers important references before their purchase decisions. So designing a mechanism to encourage consumers to leave honest online reviews becomes very important for e-commerce platforms. We establish a Bayesian model to simulate the formation of consumers’ perceptions of sellers’ reputations in a C2C e-commerce platform. We find that both truthfulness of reviews and number of reviews influence consumers’ perceptions of sellers’ reputation, and they are mutually substitutable. Consumers may have no faith in the truthfulness of the reviews if sellers offer rebates for more online reviews. To obtain honest reputation information, the platform should encourage consumers to provide honest opinions about experiences and feelings consistent with of social-exchange theory. In addition, to obtain a certain level of perceived reputation, the system does not need all consumers to submit their opinions. We also provide upper and lower bounds for rebates offered by the platform.

Is it All About Money? – Affective Commitment and the Difference Between Family and Non‐family Sellers in Buyouts

In this paper we investigate private equity firm perceptions of sellers’ affective deal commitment in buyout transactions. Using a sample of 174 buyouts, we test trust, goal congruence and private equity reputation as potential antecedents of perceived deal commitment. We also examine whether and how different types of sellers, family versus non‐family firms, moderate sources of perceived affective deal commitment. In sum, we find evidence that non‐financial factors play a role in buyouts, particularly for family firm sellers.

ABC Information, Fairness Perceptions, and Interfirm Negotiations

ABSTRACTWe examine the effect of more precise cost information on contract renegotiations between supply-chain parties. Specifically, we experimentally investigate the benefits of activity-based costing (ABC) information to address common supply-chain inefficiencies that are caused by the buyer or the seller, but have the same underlying costs. Results suggest that the impact of more precise cost information depends crucially on the cause of the inefficiency that parties need to address during the negotiation. ABC information increases the total joint profit in the supply chain. However, ABC information increases the seller's perceptions of the fairness of the buyer's arguments for contract changes only when the buyer causes the inefficiency but not when the seller causes the inefficiency. The combined effect of ABC information on joint profit and fairness perceptions thus increases the buyer's profit only when buyer causes the inefficiency but not when the seller causes the inefficiency.Data Availability: Data are available from the first author upon request.

Which survey indicators are useful for monitoring consumption? Evidence from European countries

AbstractThis paper assesses the information content of two survey indicators for consumption developments in the near future for eight European countries in the period 1985–1998. Empirical work on this topic typically focuses on consumer confidence, the perceptions of buyers of consumption goods. This paper examines whether perceptions of sellers of consumption goods, measured by retail trade surveys, may also improve short‐term monitoring of consumption. We find that both consumer confidence and retailer confidence embody valuable information, when analysed in isolation. For France, Italy and Spain we conclude that adding retail confidence does not improve the indicator model once consumer confidence has been included. For the UK the reverse case is obtained. For the remaining four countries we show that combining consumer sentiment and retail trade confidence into a composite indicator leads to optimal results. Our results suggest that incorporating information from retail trade surveys may offer significant benefits for the analysis of short‐term prospects of consumption. Copyright © 2004 John Wiley & Sons, Ltd.

Obesity and the risk of heart failure

Online reputation systems provide consumers important references before their purchase decisions. So designing a mechanism to encourage consumers to leave honest online reviews becomes very important for e-commerce platforms. We establish a Bayesian model to simulate the formation of consumers’ perceptions of sellers’ reputations in a C2C e-commerce platform. We find that both truthfulness of reviews and number of reviews influence consumers’ perceptions of sellers’ reputation, and they are mutually substitutable. Consumers may have no faith in the truthfulness of the reviews if sellers offer rebates for more online reviews. To obtain honest reputation information, the platform should encourage consumers to provide honest opinions about experiences and feelings consistent with of social-exchange theory. In addition, to obtain a certain level of perceived reputation, the system does not need all consumers to submit their opinions. We also provide upper and lower bounds for rebates offered by the platform.

Industrial buyers’ perceptions of industrial salespersons

There are many anecdotal accounts about industrial buyers’ perceptions of sellers, but little research exists empirically to determine these perceptions. This research generates a profile of industrial buyer perceptions of salespeople developed from a perceptual inventory gathered from a national sample of purchasing professionals. Both positive and negative profiles are identified, but means analysis generally supports the contention that industrial buyers have largely positive perceptions of salespeople. These profiles can be useful to both researchers and industry professionals in assessing the effects of buyer perceptions in industrial, business‐to‐business, and relationship marketing situations.

Closing the interorganizational information systems relationship satisfaction gap

The adoption of communication technologies that link marketing channel members has modified the way buyers and sellers interact. These technologies, termed interorganizational systems (IOS), are electronic buyer‐seller information exchanges that are implemented to facilitate business transactions and increase efficiency, competitiveness and profitability for participant companies. Shows how differences in buyer and seller perceptions and benefits IOS exist in early stages of implementation. Describes the IOS induced “Relationship Satisfaction Gap” and then offers thoughts and recommendations on how to close this gap. Believes that this gap is minimized when exchange partners are co‐operative and exhibit a high degree of understanding and commitment to the other party as implementation occurs. Additional factors that minimize the gap include trust that has evolved in the relationship over time, the existing mutually accepted power balance, the level of importance that the exchange partner represents from a strategic perspective and the general relationship structure.

Perceptions of Multinational Salespersons and Their Market Environments:

The environments in which foreign salespersons operate is an underresearched topic in international marketing. This 14 MNC-135 subsidary survey of multinational sales practices examined managerial perceptions of sellers' work environments. A cluster analysis performed on the executive perceptions data showed that two groupings emerged, and that cluster differences were industry- and region-driven. One group comprised technical sellers who were more likely to be male and university-trained. The second group were mainly non-technical seller. Environmental factors such as family, social class status and religous beliefs were more critical in the technical rather than nontechnical sales field.

Maintaining Buyer‐Supplier Partnerships

Partnerships between industrial buyers and industrial sellers are becoming more common in the United States. However, evidence suggests that many of these relationships do not reach their full potential because of actions taken or not taken by the partners. While some partnerships are doomed to failure from the beginning, many fail because the partners do not have a process established to maintain the relationship.This article offers a model for developing and maintaining buyer‐supplier partnerships. The development portion of the model consists of four stages: (1) buyer's expectations, (2) seller's perceptions, (3) mutual understanding and commitment, and (4) performance activity. However, certain problems in the performance activity stage can place the relationship in jeopardy and move the partnership to another stage: (5) corrective action. The model continues by illustrating three approaches to mitigate these performance problems and bring stability back to the relationship: (1) operational unilateral adjustment, (2) operational bilateral adjustment, and (3) managerial bilateral adjustment. The key to a stable, mutually beneficial buyer‐supplier partnership over time is understanding how problems may enter a relationship and how they can best be eliminated.

Buyer and seller perceptions of transportation purchasing variables

The study in this article involved the investigation of 15 carrier selection variables over three dimensions by three groups with high involvement in the purchasing decision—traffic managers, sales representatives, and sales managers. The primary focus of the study was the identification of significant differences in the assessment of importance of the technical abilities of a carrier, the service orientation of a carrier and the image of a carrier as perceived by sales managers and sales representatives representing the selling systems, and traffic managers representing the buying systems.