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Ratings of e-auction sellers have been an important index for e-auction buyers to form their trust. Many researches show that trust impacts the success of e-auction. Reputation or ratings have significant impacts on trust in e-auction. In order to investigate the phenomena of ratings and trust, this research adopts the diffusion of innovation model to perform an empirical data fitting analysis for the trends of seller¡¦s ratings. The results show that the rating grows slowly in the beginning, and it accelerates when the ratings are accumulated. The maximum growth rate change usually is in the range of 240 to 320 for the numbers of ratings. It implies the sellers with ratings of the amounts sell more and grow quicker. It implies they have gained more trust from the e-auction buyers. The other possibility is that those sellers become more familiar and skillful to perform e-auction.

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Denna kvalitativa motivationsstudie utfördes på åtta svenska toppsäljare och utgick i från Vallerands hierarkiska modell om inre och yttre motivation (1997) och även från Czikszentmihalyis teori om flow (1990). Syftet med studien var att ta reda på vilka motivationsfaktorer som förenar toppsäljare. Toppsäljarna intervjuades enskilt genom en semistrukturerad intervjuguide. En tematisk analys utfördes på utskrifterna från intervjuerna och analysen undersöktes utifrån tre huvudkategorier: inre motivation, yttre motivation, och flow. Resultatet visade att toppsäljarna hade en stark inre drivkraft att utvecklas, att nå egna mål och uppnå positiva känslotillstånd av själva utförandet. Den yttre motivationen skiljde sig mellan toppsäljarna, då vissa drevs mer av yttre stimuli såsom pengar och beröm än andra. Resultatet visade att toppsäljarnas drivs till största delen av inre motivationsfaktorer, då de var starkt framträdande hos samtliga. Det är därmed viktigt att skapa en arbetsmiljö- och situation som främjar säljarnas möjlighet att sätta egna mål och autonomi.

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Konfliktai su vartotojais yra gana dažnas reiškinys, todėl plačiau nagrinėjama būtent ši tema. Pagrindinis šio darbo tikslas išanalizavus konfliktus vykstančius tarp pardavėjo ir vartotojo, pateikti konfliktų mažinimo metodus. Teorinėje dalyje stengiamasi išanalizuoti konflikto sampratą, konfliktų tipus, konfliktų atsiradimo priežastis ir galimus konfliktų sprendimų būdus. Tyrimui atlikti buvo naudojamas stebėjimas ir interviu. Stebėjimas buvo atliekamas UAB „Studio moderna“ priklausančioje „Dormeo“ parduotuvėje. Buvo stebima pardavėjai ir parduotuvėje apsilankantys vartotojai, jų tarpusavio konfliktai. Taip pat buvo naudojamas interviu, kurio metu buvo apklausta 10 pardavėjų ir 10 vartotojų. Pagrindiniai gautieji rezultatai parodė, kad konfliktus ir vartotojai ir pardavėjai supranta labai panašiai, o konfliktų sprendimus naudoja šiek tiek skirtingus, kadangi gaunama nauda kiekvienam yra skirtinga tiek vartotojui tiek pardavėjui. Kadangi pardavėjas pagrindinis konflikto valdytojas, todėl šiame darbe pateikiamos rekomendacijos kaip pardavėjai turėtų elgtis konfliktinėje situacijoje. Praktinėje darbo dalyje pristatyti konfliktų mažinimo tarp pardavėjo ir pirkėjo metodai. / Conflicts with costumers are common problem, that is why this paper is based on them. The man goal of this work - analyze the conflicts between sellers and customers and present conflict mitigation methods. The theoretical part analyzes the concept of conflict, conflict types, man causes of conflicts and the possible ways of solving them. The study was carried out using observation and interview. The observation was performed in „Studio moderna“ company – „Dormeo“ shop. The mutual conflicts, between sellers and customers, was observed. The interview was also made - surveyed 10 sellers and 10 users. The main results showed that the conflicts were understood very similar between users and sellers, but the resolution use - slightly different, because the benefits are different for each user and the seller. The seller is main conflict manager, so this paper makes recommendations how sellers should act in situations of conflicts. In project part of the paper conflict reducing, between customer and seller, model is made.

Drawing on the marketing, strategic management, and supply management literature, this dissertation develops and empirically tests a theoretical model that delineates knowledge sharing and collaboration between competing suppliers in serving a buying organization. Data were collected through the means of a conjoint-decision study and a survey of suppliers in the optics and the automotive industries. One hundred and forty-six executive MBA students participated in the conjoint-decision study, and one hundred and ten companies participated in the survey. Statistical analysis results from both studies show strong empirical support to the theoretical model. This dissertation advances our understanding of the relative impacts of different factors in promoting or constraining knowledge sharing between competing suppliers when they collaborate with each other to create superior value for the customer. This dissertation demonstrates that a focal supplier's transfer of knowledge to its counterpart hinges not solely on the characteristics of the collaboration. More importantly, knowledge sharing between two competing suppliers is related to different facets of the customer's relationship with the focal supplier. In conclusion, this dissertation provides substantial insights into the role and influences of the customer on competing suppliers' knowledge sharing and collaboration, as well as the value of knowledge sharing to the strategic outcomes of the inter-supplier collaboration.

In the highlands of the Northern Philippines, a model of long-term relationships between potato farmers and their preferred seed suppliers is proposed. In the absence of any certified seed system that might provide some guarantee of seed quality, farmers prefer to transact with those seed suppliers with whom they have had some favourable prior experience. Such suppliers provide both the best quality seed and, since most farmers must borrow the capital to purchase the seed, the most favourable terms of repayment. As there is much uncertainty in the exchange, the farmer's relationship with their preferred seed supplier is based on trust. However, since the farmer's satisfaction with the exchange cannot be ascertained until after purchase, trust is antecedent to satisfaction. As satisfaction is derived from the economic benefits the farmer obtains, satisfaction will lead to the farmer's desire to maintain the relationship. Satisfaction is enhanced both by the seed supplier's willingness to extend credit and to provide information. As there is much variation between alternative seed supplier's offer quality, satisfaction will result in the farmer becoming more dependent upon that seed supplier who makes the best offer. Furthermore, having provided the farmer with financial assistance, seed suppliers will find that they have constrained their opportunities to use coercive influence strategies, for in the absence of any formal contract, farmer's may readily default on the loan. The use of coercive influence strategies will reduce both the farmer's trust in their preferred seed supplier and the farmer's desire to maintain the relationship. / While trust is more important in the transitional economies, critical problems emerge with the use of standardised item measures and scales developed in the industrial countries. Cultural specific adjustments are necessary to ensure social constructs such a trust are functionally equivalent. However, in the context of long-term relationships where satisfaction is also cumulative, introducing measures of both economic and social satisfaction have the potential to overlap with the generally accepted measures of trust.

A typical problem with relationship management in a B2B environment is that implementing companies often see the relationship only from their own perspective. In other words, the supplier decides which customer is worth treating as a key customer, without involving the customer in this decision, or vice versa. As a result, even resource-consuming key account customers might move to competitors if they do not value the relationship in the same way as the supplier and see an opportunity to save costs by switching sources. This study develops a better understanding of value in B2B relationships. It investigates the segmentation methods currently used in relationship management and develops a new approach that brings the value perspectives from buyer and seller together. The major contribution of the research, however, is to test the proposition that congruency of the value expectations of buyer and seller will optimize the relationship strength.In the literature there seem two general approaches, the hard and the soft. This research combines these measures to form a single, cohesive measurement of congruency of relationship value, from the perspective of both partners in the relationship. There is a lacuna in the burgeoning literature on relationship management, where trust is often inadequately represented in the research, and where reciprocity of value between relationship partners is often omitted. This research addresses this critical, yet under-researched, issue. It also provides a useful, practical, guide to companies desirous of setting up strong relationships with other organizations by explaining the importance of soft value measures and focusing on shared value expectations in these relationships.The quantitative survey was conducted among buyers and sellers in small and medium sized companies in Germany that are operating on an international level. The empirical results strongly support the research thesis. Implications for theory and practice are provided as well as recommendations for further research.

With the rapid Internet development, E-auction is also popular in recent years. In E-auction, the rating is the most effective indicator that can provide a referral for buyer and seller. In addition, buyers can use rating mechanism as feedback to respond their satisfaction after they bought goods. In the other hand, the rating of seller could reflect his transaction history before. When the positive rating is more, which means satisfied and successful transaction is more also, and represents that seller¡¦s credit accumulation. This study uses innovation diffusion model to analyze the seller¡¦s growth trend of rating, critical mass of rating by real data, classify sellers that equal to cluster analysis and discuss further. The samples are the sellers who sell t-shirt in eBay from December 1 in 2010 to January 31 in 2011. We get 8,304 sellers¡¦ data, and pick 116 of them randomly as samples, which are fit in with our research requests. This research is to answer three research questions. The first research question is to verify that growth trend of rating could fit in with diffusion of innovation, then, to analyze and discuss the growing trend and the rating accumulation. That result does verify that rating accumulation fit in with diffusion of innovation, and growing trend fit in with S-shaped curve. Furthermore, rating raise at first if it is affected by external influence, like key searching, website payment advertisement. On the contrary, the rating increases quickly for some time that the seller has good reputation if the rating is affected by internal influence, like word of mouth. The second research question is to calculate the critical mass of rating by Bass model. The result shows that the rating accelerates when it reaches critical mass between 1129 and 1402, it represents the seller accumulates considerable sale amount and customer satisfaction, and also let potential buyers more confident and promote their willingness to purchase. In addition, it can represent the sellers have enough experience and can provide the better marketing strategies when the sellers¡¦ rating reaches critical mass of rating. The third research question is to divide the sellers by cluster analysis and investigate. The result shows the diverseness between the growth trend of rating, the critical mass of rating, product price, and buyer repeated purchase. This study can provide a referral for the novice sellers, and they can develop their marketing strategy base on their characteristics of product.