By Topic

A case study of buyer-seller relationships during the industrial product development process

Sign In

Cookies must be enabled to login.After enabling cookies , please use refresh or reload or ctrl+f5 on the browser for the login options.

Formats Non-Member Member
$33 $13
Learn how you can qualify for the best price for this item!
Become an IEEE Member or Subscribe to
IEEE Xplore for exclusive pricing!
close button

puzzle piece

IEEE membership options for an individual and IEEE Xplore subscriptions for an organization offer the most affordable access to essential journal articles, conference papers, standards, eBooks, and eLearning courses.

Learn more about:

IEEE membership

IEEE Xplore subscriptions

2 Author(s)
Geok Theng Lau ; Dept. of Marketing, Nat. Univ. of Singapore, Singapore ; Woon Kok Tan

Developing buyer-seller relationships is increasingly seen as an important factor for success in industrial marketing (Spekman and Johnston, 1986). This relationship goes back way before the industrial product is offered for sale and may actually take place while the product is being developed. In this paper, we present a case study of the interactions and relationships between an industrial buyer and two of its suppliers during the product development process in the application specific integrated circuit (ASIC) industry. Relevant implications for industrial marketing are drawn

Published in:

Management of Innovation and Technology, 2000. ICMIT 2000. Proceedings of the 2000 IEEE International Conference on  (Volume:2 )

Date of Conference: