Search

Objective: The purpose of this research is to further develop a model of buyer-seller relationship in industrial markets based on the buyer’s approach in supply chain of Iran oil industry. Given the increasing competition in industrial markets (B2B), the buyer- seller relationship is considered as an appropriate model for establishing and maintaining a long-term relationship with customers. Methodology: This mixed research is applied, fundamental, and developmental in terms of orientation. And it is a descriptive survey in terms of data collection. The qualitative phase of the present study concerns with the identification of themes and components of the buyer-seller relationship; it also includes the development of the primary and secondary parameters accordingly. In the quantitative phase of the present study and based on the literature review and results of the qualitative research, the conceptual model was developed, and then evaluated using structural equation method (partial least squares). The statistical population for the qualitative phase includes managers and purchasing experts working in companies affiliated with the National Iranian Oil Company who had at least ten years of work experience in the field of purchasing with a bachelor's degree or higher. At this stage, the snowball sampling method was used. In other words, the interviewees were asked to introduce other experts in the industry. Findings: The results indicated the positive impact of the quality of buyer-seller relationship on the customer’s perceived value and attitudinal loyalty. Moreover, the relationship quality has a positive effect on behavioral loyalty (intention to repurchase) through the mediating rooe of attitudinal loyalty. On the other hand, the positive effect of the customer’s perceived value on attitudinal and behavioral loyalty was supported by the findings of this study. However, the direct effect of relationship quality on behavioral loyalty was not supported among industrial customers. Besdies, the negative effect of market turbulence (mediating variable) on the association between relationship quality and customer’s perceived value was also confirmed. Conclusion: A few studies have investigated industrial marketing, especially the area of buyer-seller relationships in industrial markets. The present study contributes to the literature by developing a local model of buyer-seller relationship, its dimensions, as well as the customer’s perceived value among Iranian industrial buyers. The innovative contribution of the present study refers to the empirical examination of the impact of relationship quality and the customer’s perceived value on attitudinal and behavioral loyalty. Furthermore, market turbulence was identified and examined as an intervening variable in the buyer–seller relationship model for the first time in this study

Abstract: It is important for a software company to maximize value creation for a given investment. The purpose of requirements engineering activities is to add business value that is accounted for in terms of return on investment of a software product. This paper provides insight into the release planning processes used in the software industry to create software product value, by presenting three case studies. It examines how IT professionals perceive value creation through requirements engineering and how the release planning process is conducted to create software product value. It also presents to what degree the major stakeholders’ perspectives are represented in the decision-making process. Our findings show that the client and market base of the software product represents the most influential group in the decision to implement specific requirements. This is reflected both in terms of deciding the processes followed and the decision-making criteria applied when selecting requirements for the product. Furthermore, the management of software product value is dependant on the context in which the product exists. Factors, such as the maturity of the product, the marketplace in which it exists, and the development tools and methods available, influence the criteria that decide whether a requirement is included in a specific project or release. [Copyright &y& Elsevier]