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The Role of Buyer Sophistication in Competitive Bidding (1994)

Green, Ronald F. ; Zimmerer, Thomas W. ; Steadman, Mark E.

Bradford : Emerald

The @journal of business & industrial marketing 9 (1994), S. 51-59

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ISSN: 0885-8624

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: The competitive bidding process is the method by which firmsefficiently and effectively make purchases for necessary goods andservices at a desired level of quality. Those firms with managers whounderstand the competitive bid process and are sufficientlysophisticated with regard to its implementation can create a tremendouscompetitive advantage in the marketplace. Explains the concept of buyersophistication in terms of the skills necessary for successfulcompetition in markets heavily influenced by the competitive bidprocess. Places particular emphasis on how the seller must map thesophistication level of the buyer in order to determine the mostappropriate sales and negotiation strategy.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/08858629410053489

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