349
Views
3
CrossRef citations to date
0
Altmetric
Articles

Do salespeople matter in competitive tenders?

, , &
Pages 370-385 | Received 01 Aug 2018, Accepted 30 Jan 2019, Published online: 23 May 2019

References

  • Aiken, Leona S., Stephen G. West, and R. R. Reno. 1991. Multiple Regression: Testing and Interpreting Interactions. Newbury Park: Sage.
  • Alba, Joseph W., and J. Wesley Hutchinson. 1987. “Dimensions of Consumer Expertise.” Journal of Consumer Research 13 (4):411–54. doi: 10.1086/209080.
  • Alba, Joseph W., and J. Wesley Hutchinson. 2000. “Knowledge Calibration: What Consumers Know and What They Think They Know.” Journal of Consumer Research 27 (2):123–56. doi: 10.1086/314317.
  • Babin, Barry J., James S. Boles, and William R. Darden. 1995. “Salesperson Stereotypes, Consumer Emotions, and Their Impact on Information Processing.” Journal of the Academy of Marketing Science 23 (2):94–105. doi: 10.1177/0092070395232002.
  • Bagozzi, Richard P., and Youjae Yi. 1988. “On the Evaluation of Structural Equation Models.” Journal of the Academy of Marketing Science 16 (1):74–94. doi: 10.1007/BF02723327.
  • Bansal, Harvir S., and Peter A. Voyer. 2000. “Word-of-Mouth Processes within a Services Purchase Decision Context.” Journal of Service Research 3 (2):166–77. doi: 10.1177/109467050032005.
  • Bellizzi, Joseph A. 1979. “Product Type and the Relative Influence of Buyers in Commercial Construction.” Industrial Marketing Management 8 (3):213–20. doi: 10.1016/0019-8501(79)90005-1.
  • Bettman, James R. 1979. An Information Processing Theory of Consumer Choice. Reading: Addison-Wesley.
  • Bettman, James R., Eric J. Johnson, and John W. Payne. 1991. “Consumer Decision Making.” In Handbook of Consumer Behaviour. Upper Saddle River: Prentice-Hall.
  • Bettman, James R., and C. Whan Park. 1980. “Effects of Prior Knowledge and Experience and Phase of the Choice Process on Consumer Decision Processes: A Protocol Analysis.” Journal of Consumer Research 7 (3):234–48. doi: 10.1086/208812.
  • Bohner, Gerd, Gordon B. Moskowitz, and Shelly Chaiken. 1995. “The Interplay of Heuristic and Systematic Processing of Social Information.” European Review of Social Psychology 6 (1):33–68. doi: 10.1080/14792779443000003.
  • Brown, Brian P., Alex R. Zablah, Danny N. Bellenger, and Wesley J. Johnston. 2011. “When Do B2B Brands Influence the Decision Making of Organizational Buyers? An Examination of the Relationship between Purchase Risk and Brand Sensitivity.” International Journal of Research in Marketing 28 (3):194–204. doi: 10.1016/j.ijresmar.2011.03.004.
  • Brucks, Merrie. 1985. “The Effects of Product Class Knowledge on Information Search Behavior.” Journal of Consumer Research 12 (1):1–16. doi: 10.1086/209031.
  • Bunn, Michele D. 1993. “Taxonomy of Buying Decision Approaches.” Journal of Marketing 57 (1):38–56. doi: 10.2307/1252056.
  • Caliendo, Marco, and Sabine Kopening. 2005. “Some Practical Guidance for the Implementation of Propensity Score Matching.” DIW Discussion Papers (485).
  • Cannon, Joseph P., and William D. Perreault Jr. 1999. “Buyer-Seller Relationships in Business Markets.” Journal of Marketing Research 36 (4):439–60. doi: 10.2307/3151999.
  • Carter, Craig R., and Lutz Kaufmann. 2007. “The Impact of Electronic Reverse Auctions on Supplier Performance: The Mediating Role of Relationship Variables.” The Journal of Supply Chain Management 43 (1):16–26. doi: 10.1111/j.1745-493X.2007.00024.x.
  • Chaiken, Shelly. 1980. “Heuristic versus Systematic Information Processing and the Use of Source versus Message Cues in Persuasion.” Journal of Personality and Social Psychology 39 (5):752–66. doi: 10.1037/0022-3514.39.5.752.
  • Chen, Tsong Ho. 2008. “An Economic Approach to Public Procurement.” Journal of Public Procurement 8 (3):407–30. doi: 10.1108/JOPP-08-03-2008-B006.
  • Cooley, J. R., D. W. Jackson, and L. L. Ostrom. 1977. “Analyzing the Relative Power of Participants in Industrial Buying Decisions, Contemporary Marketing Thought.” In Educator's Proceedings, Ser. 41, edited by B. A. Greenberg and D. N. Bellenger, 243-6. Chicago: American Association.
  • Daly, Shawn P., and Prithwiraj Nath. 2005. “Reverse Auctions for Relationship Marketers.” Industrial Marketing Management 34 (2):157–66. doi: 10.1016/j.indmarman.2004.07.013.
  • Dawes, Philip L., Don Y. Lee, and Grahame R. Dowling. 1998. “Information Control and Influence in Emergent Buying Centers.” Journal of Marketing 62 (3):55–68. doi: 10.2307/1251743.
  • DeNisi, Aneglo S., Thomas Cafferty, and Bruce M. Meglino. 1984. “A Cognitive View of the Performance Appraisal Process: A Model and Research Propositions.” Organizational Behavior and Human Performance 33 (3):360–96. doi: 10.1016/0030-5073(84)90029-1.
  • De Wulf, Kristof, Gaby Odekerken-Schröder, and Dawn Iacobucci. 2001. “Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration.” Journal of Marketing 65 (4):33–50. doi: 10.1509/jmkg.65.4.33.18386.
  • Donaldson, Bill. 1996. “Industrial Marketing Relationships and Open-to-Tender Contracts.” Journal of Marketing Practice: Applied Marketing Science 2 (2):23–34. doi: 10.1108/EUM0000000000019.
  • Doney, Patricia M., and Joseph P. Cannon. 1997. “An Examination of the Nature of Trust in Buyer-Seller Relationships.” Journal of Marketing 61 (2):35–51. doi: 10.2307/1251829.
  • Edelman, F. 1965. “Art and Science of Competitive Bidding.” Harvard Business Review 43 (4):53–66.
  • Emiliani, M. L. 2005. “Regulating B2B Online Reverse Auctions through Voluntary Codes of Conduct.” Industrial Marketing Management 34 (5):526–34. doi: 10.1016/j.indmarman.2004.12.003.
  • Festinger, Leon. 1962. A Theory of Cognitive Dissonance. Vol. 2. Stanford: Stanford University Press.
  • Ford, David, and Håkan Håkånsson. 2013. “Competition in Business Networks.” Industrial Marketing Management 42 (7):1017–24. doi: 10.1016/j.indmarman.2013.07.015.
  • Fornell, Claes, and David F. Larcker. 1981. “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error.” Journal of Marketing Research 18 (1):39–50. doi: 10.2307/3151312.
  • Fuller, N. 2004. “Low Points.” Supply Management 9 (19):37.
  • Geyskens, Inge, Jan-Benedict Steenkamp, and Nirmalya Kumar. 1998. “Generalizations about Trust in Marketing Channel Relationships Using Meta-Analysis.” International Journal of Research in Marketing 15 (3):223–48. doi: 10.1016/S0167-8116(98)00002-0.
  • Gilly, M. C., J. L. Graham, M. F. Wolfinbarger, and L. J. Yale. 1998. “A Dyadic Study of Interpersonal Information Search.” Journal of the Academy of Marketing Science 26 (2):83–100. doi: 10.1177/0092070398262001.
  • Grewal, Rajdeep, Lilien, Gary L. Sundar Bharadwaj, Pranav Jindal, Ujwal Kayande, Robert F. Lusch, Murali Mantrala, Robert W. Palmatier, Aric Rindfleisch, Lisa K. Scheer, Robert, et al. 2015. “Business-to-Business Buying: Challenges and Opportunities.” Customer Needs and Solutions 2 (3):193–208. doi: 10.1007/s40547-015-0040-5.
  • Hayes, Andrew F. 2012. “PROCESS: A Versatile Computational Tool for Observed Variable Mediation, moderation, and Conditional Process Modeling.” White Paper. http://www.afhayes.com/public/process2012.pdf.
  • Hayes, Andrew F. 2013. Introduction to Mediation, Moderation, and Conditional Process Analysis. New York, NY: Guilford Publications.
  • Heide, Jan B., and Allen M. Weiss. 1995. “Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets.” Journal of Marketing 59 (3):30–43. doi: 10.2307/1252117.
  • Homburg, Christian, Martin Klarmann, Martin Reimann, and Oliver Schilke. 2012. “What Drives Key Informant Accuracy?” Journal of Marketing Research 49 (4):594–608. doi: 10.1509/jmr.09.0174.
  • Homburg, Christian, Michael Müller, and Martin Klarmann. 2011. “When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters.” Journal of Marketing 75 (2):55–74. doi: 10.1509/jmkg.75.2.55.
  • Homburg, Christian, Marcel Stierl, and Torsten Bornemann. 2013. “Corporate Social Responsibility in Business-to-Business Markets: How Organizational Customers Account for Supplier Corporate Social Responsibility Engagement.” Journal of Marketing 77 (6):54–72. doi: 10.1509/jm.12.0089.
  • Hong, Jiewen, and Brian Sternthal. 2010. “The Effects of Consumer Prior Knowledge and Processing Strategies on Judgments.” Journal of Marketing Research 47 (2):301–11. doi: 10.1509/jmkr.47.2.301.
  • Jackson Jr., Donald W., Janet E. Keith, and Richard K. Burdick. 1984. “Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach.” Journal of Marketing 48 (4):75–83. doi: 10.2307/1251512.
  • Jap, Sandy D. 2002. “Online Reverse Auctions: Issues, Themes, and Prospects for the Future.” Journal of the Academy of Marketing Science 30 (4):506–25. doi: 10.1177/009207002236925.
  • Jap, Sandy D. 2003. “An Exploratory Study of the Introduction of Online Reverse Auctions.” Journal of Marketing 67 (3):96–107. doi: 10.1509/jmkg.67.3.96.18651.
  • Jap, Sandy D. 2007. “The Impact of Online Reverse Auction Design on Buyer–Supplier Relationships.” Journal of Marketing 71 (1):146–59. doi: 10.1509/jmkg.71.1.146.
  • Jap, Sandy D., and Ernan Haruvy. 2008. “Interorganizational Relationships and Bidding Behavior in Industrial Online Reverse Auctions.” Journal of Marketing Research 45 (5):550–61. doi: 10.1509/jmkr.45.5.550.
  • Johnston, Wesley J., and Thomas V. Bonoma. 1981. “The Buying Center: Structure and Interaction Patterns.” Journal of Marketing 45 (3):143–56. doi: 10.2307/1251549.
  • Kahneman, Daniel. 2003. “A Perspective on Judgment and Choice: Mapping Bounded Rationality.” American Psychologist 58 (9):697–720. doi: 10.1037/0003-066X.58.9.697.
  • Kardes, Frank R., Steven S. Posavac, and Maria L. Cronley. 2004. “Consumer Inference: A Review of Processes, Bases, and Judgment Contexts.” Journal of Consumer Psychology 14 (3):230–56. doi: 10.1207/s15327663jcp1403_6.
  • Kohli, Ajay. 1989. “Determinants of Influence in Organizational Buying: A Contingency Approach.” Journal of Marketing 53 (3):50–65. doi: 10.2307/1251342.
  • Landy, David, and Harold Sigall. 1974. “Beauty Is Talent: Task Evaluation as a Function of the Performer's Physical Attractiveness.” Journal of Personality and Social Psychology 29 (3):299–304. doi: 10.1037/h0036018.
  • Lehmann, Donald R., and John O’Shaughnessy. 1974. “Difference in Attribute Importance for Different Industrial Products.” Journal of Marketing 38 (2):36–42. doi: 10.2307/1250195.
  • Lewin, Jeffrey E., and Naveen Donthu. 2005. “The Influence of Purchase Situation on Buying Center Structure and Involvement: A Select Meta-Analysis of Organizational Buying Behavior Research.” Journal of Business Research 58 (10):1381–90. doi: 10.1016/j.jbusres.2004.09.004.
  • Lilien, Gary L. 2016. “The B2B Knowledge Gap.” International Journal of Research in Marketing 33 (3):543–56. doi: 10.1016/j.ijresmar.2016.01.003.
  • Loewenstein, George F., Leigh Thompson, and Max H. Bazerman. 1989. “Social Utility and Decision Making in Interpersonal Contexts.” Journal of Personality and Social Psychology 57 (3):426–41. doi: 10.1037/0022-3514.57.3.426.
  • Lynch Jr., John G., and Thomas K. Srull. 1982. “Memory and Attentional Factors in Consumer Choice: Concepts and Research Methods.” Journal of Consumer Research 9 (1):18–37. doi: 10.1086/208893.
  • Macintosh, Gerrard, and Lawrence S. Lockshin. 1997. “Retail Relationships and Store Loyalty: A Multi-Level Perspective.” International Journal of Research in Marketing 14 (5):487–97. doi: 10.1016/S0167-8116(97)00030-X.
  • Mather, Mara, Eldar Shafir, and Marcia K. Johnson. 2000. “Misremembrance of Options Past: Source Monitoring and Choice.” Psychological Science 11 (2):132–8. doi: 10.1111/1467-9280.00228.
  • McNamara Gerry and Philip Bromiley. 1997. “Decision Making in an Organizational Setting: Cognitive and Organizational Influences on Risk Assessment in Commercial Lending.” Academy of Management Journal 40 (5):1063–88. doi: 10.2307/256927.
  • McQuiston, Daniel H. 1989. “Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior.” Journal of Marketing 53 (2):66–79. doi: 10.2307/1251414.
  • Milgrom, Paul R., and Robert J. Weber. 1982. “A Theory of Auctions and Competitive Bidding.” Econometrica: Journal of the Econometric Society 50 (5):1089–122. doi: 10.2307/1911865.
  • Morgan, Robert M., and Shelby D. Hunt. 1994. “The Commitment-Trust Theory of Relationship Marketing.” Journal of Marketing 58 (3):20–38. doi: 10.2307/1252308.
  • Muthén, Linda K., and Bengt O. Muthén. 2017. Mplus User's Guide. 8th Ed. Los Angeles: Muthén & Muthén.
  • Niezen, Carlos, and Wulf Weller. 2009. “Quick Cash Meets Competitive Purchasing.” Supply Chain Strategy 5 (4):1–4.
  • Nisbett, Richard E., and Timothy D. Wilson. 1977. “The Halo Effect: Evidence for Unconscious Alteration of Judgments.” Journal of Personality and Social Psychology 35 (4):250–6. doi: 10.1037/0022-3514.35.4.250.
  • Nunnally, Jum C. 1967. Psychometric Theory. New York: McGraw-Hill.
  • O’Laughlin, Matthey, and Bertram F. Malle. 2002. “How People Explain Actions Performed by Groups and Individuals.” Journal of Personality and Social Psychology 82 (1):33–48. doi: 10.1037/0022-3514.82.1.33.
  • Park, C. Whan, and V. Parker Lessig. 1981. “Familiarity and Its Impact on Consumer Decision Biases and Heuristics.” Journal of Consumer Research 8 (2):223–30. doi: 10.1086/208859.
  • Palmatier, Robert W., Lisa K. Scheer, Mark B. Houston, Kenneth R. Evans, and Srinath Gopalakrishna. 2007. “Use of Relationship Marketing Programs in Building Customer-Salesperson and Customer-Firm Relationships: Differential Influences on Financial Outcomes.” International Journal of Research in Marketing 24 (3):210–23. doi: 10.1016/j.ijresmar.2006.12.006.
  • Palmatier, Robert W., Lisa K. Scheer, Kenneth R. Evans, and Todd J. Arnold. 2008. “Achieving Relationship Marketing Effectiveness in Business-to-Business Exchanges.” Journal of the Academy of Marketing Science 36 (2):174–90. doi: 10.1007/s11747-007-0078-5.
  • Payne, John W., James R. Bettman, and Mary Frances Luce. 1996. “When Time Is Money: Decision Behavior under Opportunity-Cost Time Pressure.” Organizational Behavior and Human Decision Processes 66 (2):131–52. doi: 10.1006/obhd.1996.0044.
  • Rao, Akshay R., and Kent B. Monroe. 1988. “The Moderating Effect of Prior Knowledge on Cue Utilization in Product Evaluations.” Journal of Consumer Research 15 (2):253–64. doi: 10.1086/209162.
  • Reeb, David M., Mariko Sakakibara, and Ishtiaq P. Mahmood. 2012. “From the Editors: Endogeneity in International Business Research.” Journal of International Business Studies 43 (3):211–8. doi: 10.1057/jibs.2011.60.
  • Richardson, Hettie A., Marcia J. Simmering, and Michael C. Sturman. 2009. “A Tale of Three Perspectives: Examining Post Hoc Statistical Techniques for Detection and Correction of Common Method Variance.” Organizational Research Methods 12 (4):762–800. doi: 10.1177/1094428109332834.
  • Robinson, Patrick J., Charles W. Faris, and Yoram Wind. 1967. Industrial Buying and Creative Marketing. Boston: Allyn and Bacon.
  • Schenk, K. D., Nicholas P. Vitalari, and K. Shannon Davis. 1998. “Differences between Novice and Expert Systems Analysts: What Do We Know and What Do We Do?” Journal of Management Information Systems 15 (1):9–50. doi: 10.1080/07421222.1998.11518195.
  • Schmitz, Christian, and Shankar Ganesan. 2014. “Managing Customer and Organizational Complexity in Sales Organizations.” Journal of Marketing 78 (6):59–77. doi: 10.1509/jm.12.0296.
  • Sheth, Jagdish N. 1973. “A Model of Industrial Buyer Behavior.” Journal of Marketing 37 (4):50–6. doi: 10.2307/1250358.
  • Smart, Alan, and Alan Harrison. 2003. “Online Reverse Auctions and Their Role in Buyer–Supplier Relationships.” Journal of Purchasing and Supply Management 9 (5-6):257–68. doi: 10.1016/j.pursup.2003.09.005.
  • Smeltzer, Larry R., and Amelia S. Carr. 2003. “Electronic Reverse Auctions: Promises, Risks and Conditions for Success.” Industrial Marketing Management 32 (6):481–8. doi: 10.1016/S0019-8501(02)00257-2.
  • Smith, Daniel C., and C. Whan Park. 1992. “The Effects of Brand Extensions on Market Share and Advertising Efficiency.” Journal of Marketing Research 29 (3):296–313. doi: 10.2307/3172741.
  • Statista. 2015. “Nutzung von Ausschreibungen durch Grossunternehmen im B2B. “http://de.statista.com/statistik/daten/studie/214142/umfrage/nutzung-von-ausschreibungen-durch-grossunternehmen-im-b2b/.
  • Sujan, Mita. 1985. “Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer Judgments.” Journal of Consumer Research 12 (1):31–46. doi: 10.1086/209033.
  • Stremersch, Stefan, Allen M. Weiss, Benedict G. Dellaert, and Ruud T. Frambach. 2003. “Buying Modular Systems in Technology-Intensive Markets.” Journal of Marketing Research 40 (3):335–50. doi: 10.1509/jmkr.40.3.335.19239.
  • Thompson, Debora V., and Elise Chandon Ince. 2013. “When Disfluency Signals Competence: The Effect of Processing Difficulty on Perceptions of Service Agents.” Journal of Marketing Research 50 (2):228–40. doi: 10.1509/jmr.11.0340.
  • Viswanathan, Madhubalan, and Manoj Hastak. 2002. “The Role of Summary Information in Facilitating Consumers’ Comprehension of Nutrition Information.” Journal of Public Policy & Marketing 21 (2):305–18. doi: 10.1509/jppm.21.2.305.17596.
  • Wang, Jing, and Angela Y. Lee. 2006. “The Role of Regulatory Focus in Preference Construction.” Journal of Marketing Research 43 (1):28–38.
  • Watt, D. J., B. Kayis, and K. Willey. 2010. “The Relative Importance of Tender Evaluation and Contractor Selection Criteria.” International Journal of Project Management 28 (1):51–60. doi: 10.1016/j.ijproman.2009.04.003.
  • Webster Jr, Frederick E., and Yoram Wind. 1972. “A General Model for Understanding Organizational Buying Behavior.” Journal of Marketing 36 (2):12–9. doi: 10.2307/1250972.
  • Weigand, Robert E. 1968. “Why Studying the Purchasing Agent Is Not Enough.” Journal of Marketing 32 (1):41–5. doi: 10.2307/1249195.
  • Wiersema, Fred. 2013. “The B2B Agenda: The Current State of B2B Marketing and a Look Ahead.” Industrial Marketing Management 42 (4):470–88. doi: 10.1016/j.indmarman.2013.02.015.
  • Yim, Chi K., Kimmy W. Chan, and Simon S. K. Lam. 2012. “Do Customers and Employees Enjoy Service Participation? Synergistic Effects of Self- and Other-Efficacy.” Journal of Marketing 76 (6):121–40. doi: 10.1509/jm.11.0205.
  • Zhu, Rui, and Joan Meyers-Levy. 2005. “Distinguishing between the Meanings of Music: When Background Music Affects Product Perceptions.” Journal of Marketing Research 42 (3):333–45. doi: 10.1509/jmkr.2005.42.3.333.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.