Abstract
This paper examines how foreign trade and the exchange of goods would seem like a simple act at first, and how, in reality, there are many unforeseen circumstances that can arise during that transaction that can lead to the inability of the seller to provide the goods and the buyer to pay for those goods. It analyzes how this has led to an increasingly complex set of laws to help decide in what cases a party is entitled to recover the losses incurred from the inability to complete the transaction. It also shows how many of these laws are weighted toward the buyer and do little to protect the seller.

Outline
Negotiable Instruments
Special Situations Concerning Negotiable Instruments
Documentary Credits
Conclusion

From the Paper
"Negotiable bills may not be due at the time they are made. Instead they may have a maturity attached to them at some later date. The note may set forth penalties or other remedies if the bill is not paid according to the terms. Notes have been a source of disagreement in International trade as they customs of different countries vary. For instance, there may be a difference in observed holidays between two countries and this can lead to a misunderstanding about when a bill is due. There may also be differences in whether a bill can carry interest or on taxation purchases. As one can see there are many areas in which disagreements can arise from the negotiation of these forms of payment. These differences have led to the development of a series of treaties and agreements between trading partners and countries surrounding and standardizing the use of these instruments."

Tags:foreign, trade, documentary, credits, negotiable, instruments

Abstract
This paper describes how on-line auctions are a form of peer-to-peer (P2P) networking in which the on-line auction serves as the transaction forum, but is not directly involved in the transaction. Consumers who use on-line auctions must place trust in the trade and trust in the trader. This requires that an on-line auction e-company must have solid policies and procedures to resolve disputes between buyers and sellers. The process of resolving disputes on on-line auction websites follow a series of steps, as outlined in this paper. A flow-chart diagram of the steps is included.

From the Paper
"The process for a seller to sell an item on an online auction is parallel to the buyer's process. The seller locates an item he or she would like to sell and researches similar items on eBay to find its potential value to bidders. The seller also decides which category the item best fits and then lists the item using eBay's "Sell Your Item" form. This takes the seller to a step-by-step process where the seller describes the item, posts pictures, and sets a starting price for the auction. When the auction ends and the item was won by a buyer, the buyer pays for the item and its shipping costs using a tool such as PayPal."

Tags:paypal, transaction, consumer

Abstract
This paper analyzes current research on salesperson and customer interactions. The paper includes the dynamics of buyer-supplier relationships, an overview of selling model definitions and research efforts used to validate them, and a comprehensive review of key findings from research into these areas. The paper intends to show specifically how salesperson-to-customer and buyer-to-supplier relationships are being clarified and made more effective through the research efforts of the theorists, educators, and practitioners mentioned in the paper.

Outline:
Executive Summary
Selling Approach in Buyer-Seller Relationships
Essentials of Relationship Selling
Principles of Adaptive Selling
Putting Dyadic Sales Techniques to the Test: Selling of Services
Taxonomy of Buyer-Seller Relationships Research
Organizational Buyer Behavior (OBB)
Buyer-Seller Relationships Models
Overview of the Dwyer, Schurr and Oh (1987) Model
Other Models of Buyer-Seller Relationship Stages
Buyer-Seller Relationships and the Values of the Salesperson
Buyer-Seller Relationships Trends and Future Direction

From the Paper
"The awareness stage is characterized as a bilateral interaction that marks the beginning of the next phase of the possible relationship (e.g., a general inquiry). It is only the recognition of the feasibility of a relationship. The second stage, exploration, is the search and trail phase. It has five sub-processes: 1) attraction, 2) communication and bargaining, 3) development and exercise of power, 4) norm development, and 5) expectation of development (trust plays an important role in this sub-process). Phase three is the expansion stage and refers to continual increase in benefits obtained by exchange partners and to their increasing interdependence. Commitment is the fourth phase that refers to the implicit and explicit pledge of relational continuity between exchange partners (e.g., top accounts). The criteria of this phase are inputs (i.e., what the parties contribute), durability (i.e., bonding is a factor in this criteria) and consistency. The final phase is dissolution that shouldn't be considered as a reversal according to Dwyer et al. (1987)."

Tags:incentives, cost-effective, skills, customer, orientation, buyer-seller, indicator, interpersonal, social, bonds

Abstract
This paper argues that both the buyer and the seller should each have his or her own agent when buying and selling real estate. The author discusses both sides of the issue.

From the Paper
"Should a real estate broker attempt to represent both the seller and the buyer in a single transaction. The first response that most people are likely to give is that a broker should not try to do so because of the potential and even real conflicts of interest."

Tags:dual agency, conflict of interest, buyer, seller

Abstract
C.I.F. contracts refer to cost, insurance and freight for the international sales of goods where the seller accepts responsibility for arranging insurance. The cost of the insurance is charged in the invoice itself and is prepared by the seller. This paper examines the impact of a C.I.F. contract on determining prices, the exchanging of property and risks and methods outlined under this type of contract. The paper concludes that C.I.F. contracts provide a usable agreement for international trade between different countries and clearly delineates the responsibilities of both the buyer and seller.

From the Paper
"C.I.F. contracts like any other contract outline the defined role that the buyer and seller play in exchanging money for goods. The key here is that this instrument if used for the international sale of goods and is an effort to make the process easier. It is only one of several incoterms that deal with such matters as which party is responsible for the transport of goods, who pays the insurance and who pays custom fees, etc.

There is an element of risk on both parts from the moment the shipment leaves one port until it reaches its final destination. Having clear documentation in the form of a C.I.F. contract has established standards for efficiently moving goods between countries."

Tags:incoterms, weather, conditions, sea, inland, transport, waterway, documentation, warehouse, insurance

Abstract
This paper explains that a "lemon" in an economic market refers to a product of lower than expected quality that is sold at the same price as the normal, higher quality products, and that a "lemon market", which is when a certain market is known to contain lemons, can cause enough damage to the market to cause it to cease to exist. The paper further explains how the information about the product that the buyer and the seller possess can affect the success of the product and whether the lemon principle will come into play.

From the Paper
"From an economic perspective, if the quality of a product cannot be observed first -hand, the buyer uses market statistics to determine the quality of products that are available. This however also can cause a "lemon market", since returns for quality go to the entire group of marketers, instead of just one. Here however the problem is also that an excess of "lemons" causes the average quality of goods to deteriorate, and thus the market size also deteriorates until, as mentioned above, it ceases to exist at all.
Asymmetric Information. Asymmetric information refers to an imbalance in the knowledge possessed by buyers and sellers. Buyers know the quality of their products, i.e. whether they are "lemons" or not, and sellers do not. Because of low buyer confidence as well as a lack of seller integrity, this phenomenon can also lower the quality of products. This is then a disadvantage for all consumers who make use of the relevant market."

Tags:used, cars, fair, trade, suspicion, danger, share, equal, fairly, unequal, control, outcome

Abstract
This paper investigates the degree of the determinant in Michael Porter's model of the five forces that affect the market. The issues of the business cycle, the buyer, and the seller are examined.

Abstract
This paper discusses the modes of transport used in delivering the product being traded, the method of payment to be used, the period of credit allowed to the buyer, and how the seller will arrange finance to cover the credit period. The author discusses, in sequential form, the steps taken to arrange the delivery. The paper provides a critical evaluation of this delivery method.

From the Paper
"Insurance is a mechanism for reducing financial risk and spreading financial loss; it is a major social institution that is essential to the functioning of virtually any type of modern economy. In terms of economic importance, particularly in capitalist-oriented economies, the mortgage-lending process is another major social institution, ensuring that individuals and businesses with limited financial resources can aspire to, and acquire, property for the purpose of domicile or enterprise. Insurance and mortgage-lending engage a society on two levels: the economic and, by extension, the social spheres of activity. In so becoming such broad-based participants in the community, they step into that grey area of activity where business and social goals co-exist - sometimes in cooperation, sometimes in conflict. In a classless society such as the United States ... "

From the Paper
"This paper will discuss the Federal antitrust provisions as they relate to copyrighted products. The first and second parts of the paper will briefly outline the purposes of federal antitrust law and copyright law. The third part will discuss tying agreements in general, including the requirements a plaintiff must meet for showing a tying agreement and the defenses available to defendants. The fourth part will examine tying agreements and copyrighted products, focusing upon the types of tying agreements commonly found involving copyrighted products and the special issues which arise."