International payment: Developing BuyerSeller Relationship

www.themegallery.com LOGO International Payment Case study 1: Developing Buyer-Seller Relationship Group 3 Contents Introduction Discrete and relational exchange Proposed marketing research agenda Managing buyer-seller relationship Conclusion 5 parts 1. Introduction What is the role of exchange?  Serves as a focal event between two or more parties.  Identify the social network of individuals and institutions participating in its formation and execution.  Affords the opportunity to examine the domain of objects or psychic entities that get transferred.  Allows the careful study of antecedent conditions and processes for buyer-seller exchange. Despite the importance of exchange, marketing research has largely neglected the relationship aspect of buyer-seller behavior while tending to study transactions as discrete events. 1. Introduction the idea of relationship management can also apply to consumer markets Play an important role in industrial and institutional markets Both business maketing and consumer marketing benefit from attention to conditions that foster relational bonds leading to reliable repeat business. Exchange Exchange relationship relationship Relationship Relationship management management 2. Comparison of Discrete Transaction and Relational Exchange Money on one side – commodity on the other Limited communication Narrow content Discrete Transaction Relational Exchange Please write down of contents explanation for Business Area. Transpire overtime be viewed in terms of its history and its anticipated future Contractual element Discrete Transaction Relational Exchange 1. Number of parties 2 >2 2. Obligation Simple, come from beliefs and custom Promises made in the relation plus custom and laws 3. Expectation Conflicts of interest Little unity No future trouble Anticipated conflicts of interest; Strong unity Trouble in future 4. Primary personal relations Minimal personal relationships Ritual-like communications Important personal, noneconomic satisfactions derivedFormal and informal communication ………………. Relation marketing: like the marriage with two side of a ledger the benefits of companionship, intimacy, procreation and parenting, personal growth, shared household maintenance, and social support social and sexual options, expanded responsibility, demands care and nuturing, and costly dissolution. Relational exchange model 05 01 02 03 04 Five-phase Awareness Dissolution Commitment Expansion Exploration www.themegallery.com Exploration Expectation development Norm development Development & excise of power Communication & bargaining Attraction Advantages and disadvantages of the model [...]... research agenda Transitions Negotiation • Provides an excellent framework • Initial research for research on efforts should relational its rich confront the traditions address basic premise of important the relationship antecedent development conditions, framework communications, gradual and power expansion of structures interdependence Decision models • There are significant differences in the managerial . www.themegallery.com LOGO International Payment Case study 1: Developing Buyer- Seller Relationship Group 3 Contents Introduction Discrete and relational exchange Proposed marketing research agenda Managing buyer- seller. conditions and processes for buyer- seller exchange. Despite the importance of exchange, marketing research has largely neglected the relationship aspect of buyer- seller behavior while tending. foster relational bonds leading to reliable repeat business. Exchange Exchange relationship relationship Relationship Relationship management management 2. Comparison of Discrete Transaction