Supplier behavior and its impact on customer satisfaction: A new characterization of negotiation behavior

Saorín-Iborra, M. Carmen; Cubillo, Gustavo

doi:10.1016/j.pursup.2018.03.002

Cited by 15 publications

(16 citation statements)

References 29 publications

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“…Our findings suggest that assertive negotiation tactics and competitive negotiation styles play a pivotal role in B2B negotiations, which supports some existing research (Saorin‐Iborra and Cubillo ). The overall weak correlation between negotiators' preferred styles and the tactics they actually used suggest that negotiators are not always fully aware of how to implement their own preferred strategies, which suggests they have received insufficient negotiation skills training.…”

Section: Discussion and Theoretical Implicationssupporting

confidence: 90%

Buyer and Seller Differences in Business‐to‐Business Negotiations

Sigurdardottir

Hotait²,

Eichstädt

2019

Negotiation Journal

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The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.

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Section: Discussion and Theoretical Implicationssupporting

confidence: 90%

Buyer and Seller Differences in Business‐to‐Business Negotiations

Sigurdardottir

Hotait²,

Eichstädt

2019

Negotiation Journal

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“…They suggest formulating appropriate strategies to minimize the losses in the distribution. Saorín-Iborra and Gustavo [25] investigated the supplier behaviour and increase the satisfaction level of the customer/retailer.…”

Section: Literature Reviewmentioning

confidence: 99%

Development of novel strategies for designing sustainable Indian agri-fresh food supply chain

2018

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Traditional Indian agri-fresh food supply chain (AFSC) is unorganized and controlled by a large number of intermediaries, causing it to be unsustainable from the farmer (low profitability) to the customer (not getting quality product even after paying a high price). The purpose of this paper is to propose novel strategies for designing a sustainable Indian AFSC. Authors identify shortcomings as well as strengths, weaknesses, opportunities and threats (SWOT) of the Indian agriculture system through the literature survey. To improve overall performance of this chain, authors have developed eighty strategies by incorporating SWOT into TOWS (threat, opportunity, weakness and strength) matrix. They define four key objectives to mitigate the aforementioned problems. In this paper, twelve strategies are shortlisted from existing ones on the basis of fulfilling a maximum number of objectives. The shortlisting of strategies is further verified by evaluating strategies using performance measures (PMs) in sustainability dimensions, which revealed that the twelve chosen strategies dominate over other strategies. The shortlisted strategies are mainly focused on improving the economic dimension of AFSC by satisfying maximum number of objectives and PMs. The chosen strategies pledge for the optimum and most feasible ones to be recommended for managers/researchers towards redesigning the AFSC. The proposed viable strategies are expected to reform the conventional Indian AFSC by designing sustainable supply chain (SSC). The outcomes of this work will provide clear guidelines for researchers and policy makers to make sustainable agriculture.

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“…The specialized literature on negotiating has focused its analysis on the sociopsychological aspects of negotiating on both the individual and collective levels. Among the topics addressed are the styles, abilities and negotiating behavior (Clenney, Maurer, & Miles, 2013;Côté, Hideg, & van Kleef, 2013;Chapman, Miles, & Maurer, 2017;Chuah, Hoffmann, & Larner, 2014;De Dreu, Weingart, & Kwon, 2000;Fisher, Ury, & Patton, 2011;Forgas, 1998;Lumineau & Henderson, 2012;Miller, 2014;Saorín-Iborra & Cubillo, 2018;Stevens & Gist, 1997;Zohar, 2015), negotiating strategies and tactics (Alavoine, 2012;Alavoine & Estieu, 2015;Baek & Kim, 2007;Fisher et al, 2011;Ganesan, 1993;Geiger, 2017;Holmes, Beitelspacher, Hochstein, & Bolander, 2017;Lumineau & Henderson, 2012), the management of power (Wiltermuth, Raj, & Wood, 2018), influence of religious beliefs (Richardson & Rammal, 2018), ethics (Mason, Wiley, & Ames, 2018), influence of language and cultural differences (Alvarez, Taylor, & Gomez, 2017;Chuah et al, 2014;Peleckis, 2014;Ribbink & Grimm, 2014), and the negotiation climate (Sánchez-Anguix, Julián, Botti, & García-Fornes, 2013). The abundance of these aspects is in contrast to the dominance of the economic and financial factors that affect the process (Agndal, 2007;Domínguez Rodríguez & Téllez Sánchez, 2011;Essa, Dekker, & Groot, 2018;Fisher et al, 2011).…”

Section: Introductionmentioning

confidence: 99%

“…The abundance of these aspects is in contrast to the dominance of the economic and financial factors that affect the process (Agndal, 2007;Domínguez Rodríguez & Téllez Sánchez, 2011;Essa, Dekker, & Groot, 2018;Fisher et al, 2011). This disparity leads to the conclusion that despite the importance of the negotiation to the success of the company, there is a lack of research about the economic and financial aspects that must be accounted for in that process (Agndal, 2007;Essa et al, 2018;Saorín-Iborra & Cubillo, 2018). We argue that although it is necessary to pay attention to the subjective aspects of the negotiator in particular and the process in general, economic and financial information is a defining variable that influences the planning, decisions, and results of the negotiation process.…”

Section: Introductionmentioning

confidence: 99%

Analysis of product mix, capacity release and utilities

García-Vidal

Pérez-Campdesuñer

Sánchez-Rodríguez

et al. 2021

J. Bus.

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The objective of the article is to present the design and application of a technique based on the Cost - Volume - Benefit method, in order to have economic - financial information of the right mix of products that allows achieving the expected results of the organization in a negotiation process. The proposed analysis has the usual components of the Cost - Volume - Benefit method, namely unit price, unit variable cost, operating expenses and financial expenses. The technique consists of ten steps that will lead to create as many scenarios as necessary in which the mix of products, the installed capacity and the profits of the organization will be evaluated, the ultimate goal of the same. These steps, through the formulations that allow their application, will explain the way to achieve the desired profits or the point of balance with a certain composition of products. The application is made in a small business consisting of a machining workshop. The results obtained show that the proposed technique allows the achievement of the stated objective, in the case that occupies a level of desired utilities. This research provides an economic-financial perspective so that entrepreneurs have the information required to prepare the negotiation processes and can make the most pertinent decisions in order to achieve the expected results.

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Supplier behavior and its impact on customer satisfaction: A new characterization of negotiation behavior

Cited by 15 publications

References 29 publications

Buyer and Seller Differences in Business‐to‐Business Negotiations

Buyer and Seller Differences in Business‐to‐Business Negotiations

Development of novel strategies for designing sustainable Indian agri-fresh food supply chain

Analysis of product mix, capacity release and utilities

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