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Howard Sheth Model
Ratings: (0)|Views: 3,131|Likes: 28
Published by sonal tyagityagi
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C
O
NFLICT
RES
O
L
U
TI
O
N
y
P
roblem Solving
: Here the particular supplier shouldgo for availability of more information, because
buyerstend to go for more active search
.
It gives yourcompany a upper hand than your competitors
.
y
P
ersuasion:
If the conflict among the parties isprimarily due to disagreement on some specific
criteria with which to evaluate suppliers-although there is anagreement on the
buying goals or objectives at a morefundamental level, it is likely to be resolved
by persuasion

y
Bargaining:
In some typical situation specially purchasing related to capital expenditure items,
theconflict is resolved by method of bargaining
.
Thefundamental differences among the parties areimplicitly conceded by
all members and concept of distributive justice is followed
.
Generally single party decision is dominant
.
y
P
oliticking:

Disagreement may arise due to style of decision making, the conflict tends to be grave
andborders on the mutual dislike of personalities amongindividual decision makers
.
The conflict is solved by politicking
.

SIT
U
ATI
O
NAL
FACT
O

RS
y
Industrial buyer similar to consumer behavior decideson factors other than rational or
realistic criteria
.
They can be

Price Controls

Recession

Foreign Trade

Internal Strikes

Walk Outs

Machine Break down

Activity (31)
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Phillip Kayz Ndiridza added this note
this is well researched presentation, it only lacked limitation that can be associated
with this model
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