Abstract The paper examines the formation of buyer-supplier relationships in the context of contract drafting practices and close partner selection. The paper specifically defines variables to measure buyer-supplier relationships, the relative level of individualism versus collectivism that buyers have and their resulting expectations of suppliers. The paper also presents variables to measure the tendency to create more detailed and precise contracts to counter opportunism and to determine what becomes the enforcement of trust and compliance. The paper includes tables and charts.
Outline:
Executive Summary
Demographics
Summary of Demographics Analysis
Descriptives Analysis
Reliability Analysis
Analysis of Results
Differentiating and Segmenting on Trust is Critical for Suppliers
From the Paper "Beginning with a demographic analysis of the respondents that leads to a profile being created of their key characteristics, there are indicators of the ability of suppliers to create buyer-supplier relationships to create collectivist-leaning relationships. The dichotomy of collectivist versus individualist approaches to managing relationships is exacerbated by the geographical distances that emerge from the following demographic profile as well."
Abstract The paper discusses the importance of creating marketing strategies based on buyer behavior. The paper focuses on the business-to-consumer (B2C) and business-to-business (B2B) marketplaces. The paper notes the differences in behavior between B2C and B2B customers and how the B2B buyer behavior is inherently more complex that B2C. The paper examines the online selling strategies of the Nike and Dell companies.
Outline:
Comparing How B2C versus B2B Buyers Like to Buy
Anticipating and Responding to B2B Consumer Behavior
Summary
From the Paper "Buyer behavior and attitudes is the cornerstone of any businesses' growth. This transcends the Business-to-Consumer (B2C) and Business-to-Business (B2B) marketplaces, each having significantly different types of buyers and buying processes. The role of electronic commerce to enable initiatives in both the B2B and B2C market sectors is increasing and illustrates through the variations in marketing strategies how each type of customer in these specific markets chooses to buy."
Abstract This paper explains that the current problems in the housing market have resulted in the highest number of foreclosures in decades. This situation is creating fraud schemes to lure unsuspecting buyers. Everyone with above average credit, the author cautions, can be victimized by the fraud scheme commonly known as a straw buyer. The paper exposes the fraudulent system of straw buyers, who are drawn into the real estate market by the dream of investing little and yet making an impressive amount of money.
From the Paper "For about a year, a straw buyer may be one of the happiest people around not knowing what their real estate future has in store for them. The investors seem to be true to their word giving the buyer five thousand dollars on each home purchase and the buyer has never had to worry about a mortgage or utility payment because the investor has been taking care of them as promised. The buyer may feel as if they have made one of the greatest business endeavors of their life until the day they are sipping on their latte while opening their mail only to realize they have a late payment on one of their investment properties."
Tags: vulnerable, white collar, credit payments foreclosure
Abstract In this article the writer discusses the various agencies and laws which exist to protect home buyers in the real estate transaction process, from securing the necessary credit to dealing with real estate agents. The paper devotes a great deal of time looking at what rights new home purchasers have with regards to gaining access to credit, for it is credit that ultimately determines whether any such purchase will be possible in the first place. Furthermore, the paper also peers into the legislation geared towards protecting those who wish to buy homes from others, but who may have to deal with antiquated racist attitudes in the process. Lastly, the paper offers a brief critique of the available literature and what it appears to suggest about the measures presently in place to protect home buyers in America.
From the Paper "Other organizations contribute in other ways. For example, Wood reports in a 2005 study he also conducted on behalf of the Government Accounting Office that the Department of Agriculture and Urban Development's Federal Housing Administration and the Department of Agriculture's Rural Housing Service guaranteed roughly $136 billion in mortgages for multi-family rental housing, for various health care facilities and, most importantly for our purposes, for single family homes. Apparently overgenerous to a fault, both organizations have also had to suspend their issuance of guarantees in the past because they went over the dollar amounts they were permitted to spend under their commitment authority or, in a closely-related vein, because they went over the dollar limits prescribed to them under their credit subsidy budget authority for a given year. Needless to say, the result of these suspensions is that many families which rely upon the aforementioned loan guarantees find themselves faced with unexpected financial hardships. Wood reports that, while both programs have many things which commend themselves, the simple fact of the matter is that the FHA and RHS loan guarantee programs operate on a first-come, first-served basis - a practice which can easily discriminate against poor families who lack knowledge about the programs."
Abstract This a brief description of the organizational buyers groups and consumers who will be purchasing the biodiesel products.
From the Paper "Those targeted, as biodiesel consumers exist within three separate groups. One group represents the general population of consumers and small business owners (i.e. farmers, construction workers, contractors). The other two groups represent a significantly large population and whose annual diesel consumption is an extremely important factor in the success of the Ford biodiesel product. These consumer groups are known on the organization level as "Producers" and "Intermediaries" and are described below: Producers: The "producers" represent large company who are service providers and who main concern deals with trucking, transportation and freight. A few example companies chosen on the basis of their market capitalization are: JB Hunt Transport, Yellow Roadway, Landstar Systems and Heartland Express. Each of these companies is located nationally and penetrates all markets and have delivery routes in all given metropolitan areas in the United States ("Industry Center-Trucking", 2005)."
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)."
Abstract The paper focuses on three of the five forces described in Porter's five forces model, entry, supplier power and buyer power, in order to evaluate Coca-Cola's entry into the nutrition bar industry. The paper provides a description of this industry and shows how the company may have some barriers to entry related to patents and proprietary knowledge, asset specificity and minimum efficiency scale. The paper also relates that the power of buyers in this industry is significant unlike the power of the suppliers. The paper concludes that the nutrition bar industry has grown significantly and Coca-Cola may experience some profitability in this industry if it employs suitable strategies.
Outline:
Introduction
Nutrition Bar Industry
Entry into the Nutrition Bar Industry
Supplier Power in the Nutrition Bar Industry
Buyer Power in the Nutrition Bar Industry
Conclusion
From the Paper "The industry contains several segments including meal replacements, energy beverages and protein powders ("Energy and Nutrition Bars: Invigorating The Sports Nutrition Industry"). One article reports that the sports nutrition industry, made nearly $2 billion in 2003 sales, this was and increase of 13 percent from 2002 (Higgins). The article further explains that companies have been able to increase the sell of nutrition bars by improving the taste. In the past, nutrition bars had a chalky taste that was unappealing (Higgins). Today nutrition bars taste more like deserts and tend to come in fruit or chocolate (Higgins). In addition, companies have changed the manner in which these products are marketed, by advertising to a broader audience (Higgins)."
Abstract This paper looks at arms sales to the Third World. It discusses the top seven arms sellers to the Third World and who the major buyers are. France and Russia follow the U.S.; but China's sales were around US $2.7 billions in 1999 and dropped to $400 millions last year with Pakistan remaining a major buyer.
I. Introduction
II. Basic details
III. Outcome
IV. Interesting facts
V. Conclusion
From the Paper "The global arms business is on the upswing again and the United States, as has been the case many times in the past, accounts for nearly 50 per cent of the sales to developing countries. The New York Times, in a Congressional Research Service Report that was highlighted states that the international arms sales grew by eight per cent in 2000 to nearly $40 billions and the U.S. contracted for about $18.6 billions of it. The U.S. sales increased by about $6 billions between 1999 and 2000 thanks to a large extent by the contact to sell 80 F-16 jets to the United Arab Emirates, a deal that is put at around $6.4 billions. France and Russia follow the U.S.; but China's sales was around US$2.7 billions in 1999 dropped to $400 millions last year with Pakistan remaining a major buyer.
"Between 1997 and 2000, Russia had agreed to sell Iran some US $300 millions in weapons measured in constant 2000 dollars. Russia agreed to sell Iran some US $300 million in weapons, but during the same period Russia delivered Iran some US $800 millions in arms and in late 2000 Moscow served notice, despite objections from Washington, that additional major sales to Teheran were being pursued. (William W. Keller & Janne E. Nolan, The Arms Trade: Business As Usual?. Vol. 109, Foreign Policy, 12-01-1997)."
Abstract This paper begins by defining supply chain and operations managements as an essential component to the smooth running of any operation or business. It then looks at the changing nature of supply chain management and how the practice is to move to Vendor Managed Inventory (VMI) method. VMI refers to a relatively new supply chain management method in which consuming party or buyer's inventory is maintained and monitored by the supplier. It explains how VMI works and its benefits for suppliers and buyers. The paper concludes by analyzing the implementation challenges of VMI.
From the Paper "Supply chain management is a major concerned of all large and small firms in today's highly unpredictable business environment. While the buyers or distributors are worried about timely deliveries of products and efficiency of products, manufacturers are more concerned about how their customers judge demand and place orders. This is because unpredictable changes in demand can force the customers to place orders for products whose production level has not yet been increased. For this reason, supply chain management has become a major issue."
Discussion of the way to make the process of obtaining a mortgage for a home mutually satisfying for both the buyer and the lender and anyone else involved in the process.
900 words (approx. 3.6 pages), 5 sources, 2002, $ 35.95
Abstract Obtaining a mortgage for a home is a fairly complex process, and one that can be very intimidating to the prospective buyers. However, if the buyers work hand-in-hand with lenders and others involved in the process, they will emerge both satisfied and happy.
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.
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."
Abstract This paper discusses the specific implications of the dispute in the historical case, Ross T. Smyth and Co. Ltd. vs. T.D. Bailey, Son & Co. [1940] 3 All ER 60. The paper examines how this related to the seller and buyer, specifically in the context of the CIF and FOB contractual meanings. The paper describes the selling terms of CIF, which represents 'cost, insurance and freight', and FOB, which stands for 'free on board'. These terms relate to the sellers obligation of delivery of goods to the buyer.
From the Paper "The specific meaning of the term "goods" has posed many difficulties for the courts. Goods refer to that which is ?tangible, physical and movable.? A sale consists in the transferring of the title of goods from the seller to the buyer for a price [2-106(1)]. The seller is under obligation to make transfer and delivery of the goods and the obligations of the buyer are to make acceptance and payment in adherence to the contract. [1-301]. Basically, parties to a contract can agree upon whatever terms they desire as long as they are both agreeable to the contract."
Abstract This paper explains that of Porter's Five Forces Model, as they directly affect the grocery industry, the most important forces are rivalry and buyer power. The author points out that rivalry in the supermarket industry is extremely high because of the number of various companies, which exist within this industry; locally-owned supermarkets are always on guard against chains moving into their town and threatening them with lower prices. The paper relates that buyer power is high among supermarkets because of the vast number of branded and generic products that are available to its customers, thus increasing potential profits.
From the Paper The industry of the supermarket began in the 1930s as a particular retail form in the United States of America. "The American merchant Michael Cullen is credited with originating the first supermarket, which he called King Kullen, in the borough of Queens, New York City, in 1930. Grocery stores became a significant force in food distribution during the depression in the 1930s by combining self-service with low prices, and they experienced an immediate growth." These low prices produced more customers which brought on more profit. Soon grocers around the nations were determining how they could best lower costs while keeping customer satisfaction high enough to maintain the highest profits possible."
Abstract This paper discusses the strategies that Mattel is using to gain a competitive advantage for their line of Barbie dolls over other company's similar products such as the Bratz dolls. The paper analyzes Mattels' decision to eliminate the Ken doll in order to put a new face on Barbie, the existing rivalry between competitors in the same market, and the threat of new competitors entering the market. The paper also looks at the bargaining power of both suppliers and buyers and concludes that only if Mattel can convince young girls that Barbie is special and remains interesting and relevant to girl's lives today can Barbie survive into the 21st century.
Outline:
Intensity of Rivalry Among Existing Competitors
Threat of Entry by New Competitors
Pressure from Substitute Products
Bargaining Power of Suppliers
Bargaining Power of Buyers
From the Paper "According to Mattel's Feb 12, 2004 press release "The Break-Up of the Millennium for the 'Doll' of a Couple," after more than 43 years together, Barbie and Ken, have decided to spend some "quality" time apart. Despite the fact that anecdotal evidence suggests that Ken is a less than desirable addition to the Barbie family, often scratched off Christmas lists to make room for the purchase of additional dream house furniture and shunned by girls who would rather 'be' Barbie during playtime, the press release presents the alliance between the doll couple as a legendary romance. However, it also admits that Barbie has not always been faithful, and while Ken has been Barbie's sweetheart and supporter, "Barbie has befriended some of the world's most famous celebrities, from popular boy bands to super secret agent spies," and now she looks forward to life as a independent young woman. Barbie is now evolving into a "Cali Girl," a more carefree girl and returning to her Malibu roots."
Abstract This paper analyzes the theory development, underlying causes and consequences for the practice of risk management. The paper focuses on three periods; the early 20th century and the development of the insurance buyer concept, the 1950s to 1990s and the advance of the theory and practice of traditional risk management, and the period since the 1990s characterized by the development and implementation of the enterprise risk management (ERM) concept. The paper concludes with a brief analysis of the future of ERM as a holistic approach in the field of risk management.
Outline:
Abstract
Introduction
Early 20th Century: Development and Expansion of the Insurance Buyer Concept
1950s - 1990s: Theory and Practice of Traditional Risk Management
1990s-2008: Development and Implementation of ERM
Conclusion: The Future of Risk Management
From the Paper "A very basic form of managing risk was performed in manufacturing and engineering departments as early as 1920s (Marshall, 2007). At this time, the only major risk was damage to property, and it could be dealt with relatively easily via unsophisticated insurance. It was not until the Second World War (WWII) that the management sciences, including risk management, received significant attention. As Young & Tippins explain it, WWII was "required extraordinary efforts in logistics, material management, strategy and tactics, operations, and even applied statistics" (2002, p.4). As a result, American universities responded by expanding the studies of strategic management, operations management, logistics, and operations theory. Although the concept of risk management was not yet advanced into a separate field of study, interest in this area was increasing as demonstrated by schools offering courses in insurance, risk, and uncertainty. The emphasis was primarily on managing insurable risks by purchasing corresponding insurance coverage (p.5)."
