Analysis of negotiation strategies between buyers and sellers: an applied study on crop protection products distribution

Prado, Lucas Sciencia do; Martinelli, Dante Pinheiro

doi:10.1016/j.rauspm.2018.01.001

Cited by 9 publications

(5 citation statements)

References 25 publications

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“…Taherdoost and Brard (2019) have identified significant factors that influence the maintenance of the relationship between manufacturing suppliers and distribution channels in the field of distribution marketing. Previous studies have emphasized the importance of retailers accurately recognizing the decision-making factors for selecting the main transaction manufacturer and reflecting them in their policies to strengthen manufacturers' competitive capabilities and improve performance Tan 2002, 2006;Ng 2012;Prado and Martinelli 2018).…”

Section: Critical Factors Affecting Product Retailmentioning

confidence: 99%

A Decision-Making Model for Selecting Product Suppliers in Crop Protection Retail Sector

Ahn

Kim

2023

Administrative Sciences

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This study aims to determine the importance of factors affecting supplier selection in the pesticide distribution sector as a global emerging market and present a decision-making model for the corporate marketing strategy. Specifically, a comparative study between suppliers and retail distribution experts was conducted to compare differences in the perception of supplier selection factors according to organizational characteristics. Based on previous studies, a decision-making model based on the AHP methodology was constructed with a total of 20 factors in five areas: product quality, price, flexibility, promotion support, and brand. Then, 42 Korean experts were surveyed to measure the importance of these factors. The results showed that product quality is the most critical factor in supplier selection, followed by price, brand, promotional support, and flexibility, in that order. Manufacturers consider product quality as the most important factor, while retailers consider price as the most important factor. Among the 20 factors, ‘quality excellence’, ‘expected return’, and ‘technological competitiveness’ were found to be the most important factors. In addition, while manufacturers considered factors such as ‘corporate reputation’ and ‘corporate trust’ as more important, retailers considered factors related to product characteristics, such as ‘product awareness’ and ‘brand reputation’ as more important.

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Section: Critical Factors Affecting Product Retailmentioning

confidence: 99%

A Decision-Making Model for Selecting Product Suppliers in Crop Protection Retail Sector

Ahn

Kim

2023

Administrative Sciences

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“…Prado and Martinelli argue that compromise can be an alternative to integrative negotiations. 77 The BTIA negotiations have involved going back and forth between creating value and claiming it, depending on the situation. We use the terms 'integrative' and 'distributive' in the sense of value-creation and value-claiming actions by the parties.…”

Section: Techniques -Integrative Distributive and Alternativementioning

confidence: 99%

Examining the Role of Trust and Ideological Disparities in India-EU Negotiations: The Case of the Bilateral Trade and Investment Agreement (BTIA)

Katrak

Devos²

2021

CEJISS

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Negotiations between India and the EU for a Broad-Based Bilateral Trade and Investment Agreement (BTIA) have proven to be a complex and protracted affair. Despite both parties realising the importance of a trade agreement, neither of them intend to provide any concessions to the other party. Moreover, both parties, even after adopting different bargaining techniques, have been unable to come to an agreement. It is for this reason that scholarly interest in the study of the BTIA negotiations has grown dramatically over the last decade. Despite the interest, extant reviews have focused predominantly on the ex post economic benefits of the agreement. Rarely has the role of trust between the EU and India been analysed by the scholars. The primary aim of this article is to conceptualise the role of trust between the EU and India and summarise the bargaining strategies used previously by the parties. On the point of trust, the authors would argue that the signals provided by the leaders of India and the EU have helped in creating trust, which would in turn assist in the negotiations of the BTIA. The authors demonstrate that the presence of mere calculus-based trust led to a breakdown of the BTIA negotiations. Thereafter, attempts have been made at elite, organisational and societal levels to move towards an identification-based trust. The authors conclude that although the process of transitioning from calculus-based trust to identification-based trust is slow and costly, the benefits of the latter would not only result in the possible culmination of the BTIA, but also result in the creation of a long-term strategic partnership.

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“…However, this can only provide limited information. People who have more information are in a position to negotiate the right conditions for transactions than others (Prado & Martinelli, 2018). Conversely, those who lack information will make wrong decisions.…”

Section: Introductionmentioning

confidence: 99%

Moderating Effect of Capital Outflow Monitoring Management (COMM) on Credit Risk and Loan Performance

Sohilauw¹,

Ali²,

Nohong³

2019

Proceedings of the 3rd International Conference on Accounting, Management and Economics 2018 (ICAME 2018)

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This study aims to explain the relationship between credit risk and loan performance which is moderated by Capital outflow monitoring management (COMM). This research is an explanatory research in the city of Makassar. The population in this study is the Associate Account Officer (AAO) of the Makassar BRI Regional Office in 2009. The selection of research samples using Non-Probability Sampling with saturated sampling method. Data were analyzed using descriptive and inferential statistical methods. By using the help of Smart PLS 3.0 software, the results of the study indicate that Capital Outflow monitoring management (COMM) does not affect the relationship of Credit risk to loan performance.

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Analysis of negotiation strategies between buyers and sellers: an applied study on crop protection products distribution

Cited by 9 publications

References 25 publications

A Decision-Making Model for Selecting Product Suppliers in Crop Protection Retail Sector

A Decision-Making Model for Selecting Product Suppliers in Crop Protection Retail Sector

Examining the Role of Trust and Ideological Disparities in India-EU Negotiations: The Case of the Bilateral Trade and Investment Agreement (BTIA)

Moderating Effect of Capital Outflow Monitoring Management (COMM) on Credit Risk and Loan Performance

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