Proceedings | Marketing area | Year 2015
 

The Buying-to-Resell Serviced Apartment Industry: Are Relationships with Suppliers Important from the Buyer's Perspective?

by Kannika Leelapanyalert; Francine Migliorati
  
  International Academy of Business and Economics (IABE) in San Francisco, USA 20-22 December 2015

Abstract

Organizational Buying Behaviour, a Relationship theory approach in the buy-to-resell business activity of the serviced apartment industry in the UK. This paper discuss and investigate how serviced apartment providers acting as agents on behalf of corporate clients develop relationships with their suppliers as well as the importance of such relationships for the buyer in order enhance their competitive advantage and ensure organization success. This paper also seeks to understand how buying agents are structured within the organization, looking at individual’s roles and objectives. In addition, the risks involved in the buying process and how buyers overcome such risks is analysed. The research was conducted by a case study analysis, interviewing employees of a serviced apartment provider based in London. The key aspects of the buying-to-resell activity, which support relationship theories between buyers and suppliers, are discussed. The future research direction is to conduct the comprehensive analysis of the holistic values within relationships between buyers and suppliers.

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