Matches in SemOpenAlex for { <https://semopenalex.org/work/W2935005525> ?p ?o ?g. }
Showing items 1 to 62 of
62
with 100 items per page.
- W2935005525 abstract "While extant research has devoted considerable attention to seller-buyer relationships during the development sub-phase, the implementation sub-phase has received considerably less attention. In particular, the study of post-installation interactions has been very limited. Seller-buyer interactions during the post-installation phase can facilitate marketplace success by generating positive word-of-mouth effects which hastens the diffusion process (Hoyer et al. 2010). For example, Gertler (1995) advises sellers to seek post-installation feedback in order to address buyers’ operational problems with the innovation. Proactive interactions initiated by sellers with buyers after the sale lead not only to favorable buyer-level outcomes (e.g., customer satisfaction) but also seller-level outcomes like greater innovativeness and higher new product success rates (Challagalla et al. 2009). DeBruicker and Summe (1985) note that after buyers become familiar with an innovation, they often request additional features and capabilities. Therefore, sellers who seek product-related input after installation are well positioned to develop product upgrades (Meyers and Athaide 1991). Such upgrades can increase a buyer’s dependence on the seller by providing enhanced benefits (Scheer et al. 2010) and building switching costs (Ganesan 1994). Against this background, we investigate the determinants of sellers’ post-installation knowledge generation through interactions with buyers and the effect of such interactions on expectations of relationship continuity." @default.
- W2935005525 created "2019-04-11" @default.
- W2935005525 creator A5011168215 @default.
- W2935005525 creator A5079640601 @default.
- W2935005525 date "2019-01-01" @default.
- W2935005525 modified "2023-09-25" @default.
- W2935005525 title "A Model of Post-Installation Seller-Buyer Interactions in Technology-Based Industrial Markets: An Abstract" @default.
- W2935005525 doi "https://doi.org/10.1007/978-3-030-02568-7_75" @default.
- W2935005525 hasPublicationYear "2019" @default.
- W2935005525 type Work @default.
- W2935005525 sameAs 2935005525 @default.
- W2935005525 citedByCount "0" @default.
- W2935005525 crossrefType "book-chapter" @default.
- W2935005525 hasAuthorship W2935005525A5011168215 @default.
- W2935005525 hasAuthorship W2935005525A5079640601 @default.
- W2935005525 hasConcept C10138342 @default.
- W2935005525 hasConcept C144133560 @default.
- W2935005525 hasConcept C162853370 @default.
- W2935005525 hasConcept C178300618 @default.
- W2935005525 hasConcept C178790620 @default.
- W2935005525 hasConcept C182306322 @default.
- W2935005525 hasConcept C185592680 @default.
- W2935005525 hasConcept C19351080 @default.
- W2935005525 hasConcept C2524010 @default.
- W2935005525 hasConcept C33923547 @default.
- W2935005525 hasConcept C40700 @default.
- W2935005525 hasConcept C44280652 @default.
- W2935005525 hasConcept C78458016 @default.
- W2935005525 hasConcept C86803240 @default.
- W2935005525 hasConcept C90673727 @default.
- W2935005525 hasConceptScore W2935005525C10138342 @default.
- W2935005525 hasConceptScore W2935005525C144133560 @default.
- W2935005525 hasConceptScore W2935005525C162853370 @default.
- W2935005525 hasConceptScore W2935005525C178300618 @default.
- W2935005525 hasConceptScore W2935005525C178790620 @default.
- W2935005525 hasConceptScore W2935005525C182306322 @default.
- W2935005525 hasConceptScore W2935005525C185592680 @default.
- W2935005525 hasConceptScore W2935005525C19351080 @default.
- W2935005525 hasConceptScore W2935005525C2524010 @default.
- W2935005525 hasConceptScore W2935005525C33923547 @default.
- W2935005525 hasConceptScore W2935005525C40700 @default.
- W2935005525 hasConceptScore W2935005525C44280652 @default.
- W2935005525 hasConceptScore W2935005525C78458016 @default.
- W2935005525 hasConceptScore W2935005525C86803240 @default.
- W2935005525 hasConceptScore W2935005525C90673727 @default.
- W2935005525 hasLocation W29350055251 @default.
- W2935005525 hasOpenAccess W2935005525 @default.
- W2935005525 hasPrimaryLocation W29350055251 @default.
- W2935005525 hasRelatedWork W135946601 @default.
- W2935005525 hasRelatedWork W2043504988 @default.
- W2935005525 hasRelatedWork W2056260336 @default.
- W2935005525 hasRelatedWork W2118020062 @default.
- W2935005525 hasRelatedWork W281246900 @default.
- W2935005525 hasRelatedWork W3113789022 @default.
- W2935005525 hasRelatedWork W3152891270 @default.
- W2935005525 hasRelatedWork W3191684250 @default.
- W2935005525 hasRelatedWork W4283715373 @default.
- W2935005525 hasRelatedWork W45153503 @default.
- W2935005525 isParatext "false" @default.
- W2935005525 isRetracted "false" @default.
- W2935005525 magId "2935005525" @default.
- W2935005525 workType "book-chapter" @default.