Buyer-seller interactions in mature industrial markets

Susi Geiger, John Finch

Research output: Contribution to journalArticle

10 Citations (Scopus)

Abstract

Sales practitioners continue to come to terms with the selling conditions of mature consumer and business markets. Mature markets display signs such as cost-focused competition, similarity in the perceived functionality of offerings, and multiple suppliers vying for highly knowledgeable and powerful customers. While researchers have noted that in mature industrial markets the relationship to sales personnel can be an important differentiator for buyers, sales research has not specifically examined the consequences of market maturity on the conditions and modes of selling in these markets. In addressing this gap in research, this paper examines the effects of market maturity on the relationships between selling personnel and their customers by presenting case study research from a mature industrial market for chemistry products: the North Sea Oil Industry.
Original languageEnglish
Pages (from-to)255-268
Number of pages14
JournalJournal of Personal Selling and Sales Management
Volume31
Issue number3
DOIs
Publication statusPublished - Jul 2011

Keywords

  • relationship selling
  • sales management
  • industrial markets
  • market maturity

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