October 2009 (Vol. 2, Iss. 3)
Bouncing Back Following Failure
Andrea L. Dixon, PhD
Sales is a profession in which one must not be a stranger to failure. Being a successful agent depends, in part, upon the ability to respond effectively to failure...
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When A Customer is Grateful to Be Your Customer
Robert W. Palmatier, PhD
"Relationship Marketing" (RM) refers to a long-term and mutually beneficial arrangement in which both the buyer and seller focus on value enhancement with the goal of...
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INSIDER: Buyer/Seller Relationships
Preston Sneed, MBA Candidate December 2009
How can the relationship between the buyer and seller prove to be more efficient? How can both parties benefit in the short-term and long-term from establishing a relationship?
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INSIDER: Recognizing Emotion in the Buyer-Seller Interchange
Heather McLeod, MBA Candidate, May 2010
How does the awareness of emotion impact interaction between buyer and seller? In "Perceiving Emotion in the Buyer-Seller Interchange: The Moderated Impact on...
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