@article{(Open Science Index):https://publications.waset.org/pdf/10003020,
	  title     = {Business Buyers’ Expectations in Buyer-Seller Encounters},
	  author    = {Pia I. Hautamäki},
	  country	= {},
	  institution	= {},
	  abstract     = {Selling has changed. Selling has taken on aspects of
relationship marketing and sales force play a critical role in
developing long-term relationships between buyers and sellers which
is seen to serve the company’s targets and create success for a long
run. The purpose of this study was to examine what really matters in
buyer-seller encounters and determine what expectations business
buyers have. We studied 17 business buyers by a qualitative
interview. We found that buyers appreciate encounters where the
salesperson face the buyer as a way he or she is as a person, map the
real needs to improve buyers’ business and build up cooperation for
long-term relationship. This study show that personality matters are a
key elements when satisfying business buyers’ expectations.
},
	    journal   = {International Journal of Industrial and Systems Engineering},
	  volume    = {9},
	  number    = {4},
	  year      = {2015},
	  pages     = {1344 - 1349},
	  ee        = {https://publications.waset.org/pdf/10003020},
	  url   	= {https://publications.waset.org/vol/100},
	  bibsource = {https://publications.waset.org/},
	  issn  	= {eISSN: 1307-6892},
	  publisher = {World Academy of Science, Engineering and Technology},
	  index 	= {Open Science Index 100, 2015},
	}