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美国旅游管理学论文怎么写:买卖关系

研究中介绍了买方卖方关系中权力的主题组成。在主题构成,组织,个人和关系权力中,变量在买方卖方交换关系中确定。在组织权力变量的背景下,其中一些被确定的是市场环境,商业吸引力等。市场环境方面在这里注意到的是供应商和买家所了解的市场竞争水平。市场上还有其他供应商或买家可以提供更好的质量或定价(Sriram等,1992)。供应商或买方的声誉也是一些有影响力的方面,并且在商业吸引力方面,可以注意到,依赖程度,商业风险,从供应商转移到买方的产品的货币价值以及质量会有一个有影响的效果。在个人层面上,买方供应商关系的权力是基于知识,技能,概况等。

美国旅游管理学论文怎么写:买卖关系
就个体买卖双方而言,他们的知识,如组织市场知识,目标知识,意见等将成为权力结构的重要组成部分。其次,就技能而言,领导力要素和谈判要素可以在理解权力的过程中发挥非常关键的作用。此外,其他因素如简介,地位,个性和魅力也会对权力产生影响。就关系方面而言,与力量相关的一些特征是关注焦点和结果焦点(Laseter,1998)。现在,在关系焦点上,所显示的尊重程度,承诺,同理心,建立关系的个性的使用,思维的合理性等等被认为会导致更好的用电来源。当供应商和买家可以更好地使用这种对电力的综合理解时,只有这样他们才能够建立更好的关系并获得更好的绩效采购。

美国旅游管理学论文怎么写:买卖关系

A thematic composition of power in buyer seller relationships is presented in research. In the thematic composition, organizational, individual and relational power, variables are identified in the buyer seller exchange relationship. In the context of organizational power variables, some of them identified are the market environment, commercial attractiveness, etc. The market environment aspects noticed here are the level of competition that suppliers and buyers understand to be in the market. There are other suppliers or buyers in the market who are seen to offer better quality or pricing (Sriram et al., 1992). The reputation of supplier or buyer are also some of the influential aspects and in terms of the commercial attractiveness, it can be noticed that the level of dependency, the business risks, the monetary values of products moved from supplier to buyer and the quality would have an influential effect. At the individual level, power in buyer supplier relationship is based on knowledge, skills, the profile etc.

美国旅游管理学论文怎么写:买卖关系
In terms of the individual buyer and seller, their knowledge such as the organizational market knowledge, the knowledge of objectives, opinions etc., would be a significant part in the structuring of power. Secondly, in terms of skills, the leadership elements, and the negotiation elements, could play a very critical role in how power is understood. In addition, other elements such as the profile, status, personality and charisma will also have an impact on power. In terms of the relational aspect, some of the attributes to be noted in association with power are the relationship focus and the outcomes focus (Laseter, 1998). Now in the relationship focus, the level of respect shown, the commitment, empathy, the use of personality for building relationship, rationality of thinking and more are seen to lead to better origins of power use. When suppliers and buyers can use this integrated understanding of power in a better way, only then they would be able to build better relationships and have better performance procurement.