%0 Journal Article %A Pia I. Hautamäki %D 2015 %J International Journal of Industrial and Systems Engineering %B World Academy of Science, Engineering and Technology %I Open Science Index 100, 2015 %T Business Buyers’ Expectations in Buyer-Seller Encounters %U https://publications.waset.org/pdf/10003020 %V 100 %X 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. %P 1344 - 1349