Essay Sample on Managing the Conflicts That Exist Between the Buyers and the Sellers

Introduction

This article is from the conflict resolution that is done quarterly. Managing the conflicts that exist between the buyers and well as the sellers, both have been retracted by the agreement between the author as well as the journal editor (Leckie, Widing and Whitwell, 2017). The main reason as to why the retraction was agreed upon was because of the similarities that are in the works that, did not receive sufficient credit in the article.

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Performance especially when it comes to sales and revenues can be greatly affected by the internal conflicts between the sales functions and marketing as well as the tough selling conditions. The conflict has been there for a long time and it hinders most of the organizations from achieving its goals. Most of the individuals in most of the organizations are unconsciously involved in the conflicts. However, there are others who are also consciously involved in the same. The conflicts have positive as well as negative impacts that are not preventable. The conflicts occur most of the time when there is a disagreement over something, like for instance, if stronger actor in the business or an organization uses the power bestowed on her or him to an extent that weaker actors feel that they are exploited or misused, then that will result into conflicts answer, as development of some relationships that are not productive. At the end of the day the weaker actor in the organization or the business will not obtain the benefits that he or she ought to have obtained from the organization and as a result there will be a long-lasting damage in the relationship of the senior members as well as the junior members in the organization or in the business and as a result that will lead to the death of the organization or the business.

There are some studies that have identified, various actors who are actually weak. These studies focused on various individuals in various positions, 15 studies looked at suppliers, 14 studies also focused on the buyers and on the other hand there were 8 studies that focused on both buyers as well as suppliers (Johnson and Sohi, 2016). However, there were 16 studies that focused on the situations where the actor is weaker as well as the situation where the actor is strong and has a strong influence in the organization or the business. The studies clearly show what happens in a situation where the actor is strong as well in the situation where the actor is weak. The studies also had then another strategic way, where the weaker actor is encouraged to continue in the relationship without being compromised in one way or the other (Franklin and Marshall, 2018). The reason as to why compromising is not given room is because, the main objective is looking for a fast solution that provides satisfaction to everyone partially, and it also gives all the members a hope of obtaining their objectives as well as benefits in the organization or in the business, as they continue with the relationship. From the studies, it was realized that the decision that is made by the weak actor is most of the time influenced and as a result it then feels powerless especially when it comes to the supplier-buyer relationship. This happens most of the time; this is because they feel that they don't have enough power as the superior or actors in the relationship. However, the main idea that is obtained from the studies is that a good relationship in an organization or in business will lead to the prosperity of the business.

References

Franklin, D., & Marshall, R. (2018). Adding co-creation as an antecedent condition leading to trust in business-to-business relationships. Industrial Marketing Management.

Johnson, J. S., & Sohi, R. S. (2016). Understanding and resolving major contractual breaches in buyer-seller relationships: a grounded theory approach. Journal of the Academy of Marketing Science, 44(2), 185-205.

Leckie, C., Widing, R. E., & Whitwell, G. J. (2017). Manifest conflict, customer orientation and performance outcomes in international buyer-seller relationships. Journal of Business & Industrial Marketing, 32(8), 1062-1072.