Interfirm Structure and Buyer-Salesperson Behavior Impact on Relationship Outcomes

The individual level interaction between the buyer and salesperson can best be understood in the broader framework provided by the inter-firm relationship. Very little research has been conducted that examines both firm level and interpersonal level constructs in the context of business relationships. The primary purpose of this study is to design and test a theoretical model that examines the effect of inter-firm structure and buyer-salesperson behaviors on relationship outcomes. The results suggest that in established relationships, the external environment plays a role in determining the how buyer-seller firms structure their relationships. The way in which the relationship is structured plays an important role in determining how the buyer and salesperson interact. Both inter-firm structure and buyer-salesperson behaviors, in turn, influence buyer satisfaction

Geographic Scope Effects on Buyer Satisfaction and Defection

As organizations move away from their domestic borders and into international environments, selling firms should understand the role geographic scope plays for the buying organization in determining whether buyers want to continue purchasing a product or service.  This study addresses differences in geographic scope of buying firms as they relate to satisfaction and intention to remain in the relationship.  Our findings suggest firms that are international in scope place a stronger emphasis on being satisfied with the selling firm and the salesperson of that firm when considering continuing to stay in the relationship than firms that have only a national geographic scope.  Additionally, our findings indicate that organizations that are international in scope place a greater importance on satisfaction with their salesperson when deciding whether to stay in the relationship than firms with a regional scope.  As organizations move away from their domesticborders and into international environments, sellingfirms should understand the role geographic scope playsfor the buying organization in determining whether buyerswant to continue purchasing a product or service. This studyaddresses differences in geographic scope of buying firms asthey relate to satisfaction and intention to remain in therelationship. Our findings suggest firms that are internationalin scope place a stronger emphasis on being satisfied with theselling firm and the salesperson of that firm when consideringcontinuing to stay in the relationship than firms that have onlya national geographic scope. Additionally, our findings indicatethat organizations that are international in scope place agreater importance on satisfaction with their salespersonwhen deciding whether to stay in the relationship than firmswith a regional scope

High Vibration Analysis of Eddy Current Drum Coupled Motor to a Vertical Centrifugal Pump : Solution Based on EMA, ODS and FEA

Case StudyThe 35-year old pump station moves up to 43 MGD of raw wastewater to the city’s treatment facility via two 1,500-hp high-capacity pumps for wet weather flows. After the motors were refurbished in 2011, excessive motor vibration occurred at certain pump speeds, thereby restricting the pumping system’s ability to handle various flow ranges. After multiple field balances to the motors and coupling drums, the City of Tampa set out to fix the vibration issue, instead of putting on a “Band-Aid” (field balancing) every time the vibration levels exceeded their limits. Prior to any finite element analysis (FEA), cladding and extra bracing were added to supporting I-beam structure to reduce vibration. This only made matters worse. The goal became to use FEA to identify and implement a practical fix that worked over the pump operating speed range

The Endangered Species: Readers Today and Tomorrow

Elaine H. Scott, moderato