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Eva Katharina Tyssen
Last Name
Tyssen
First name
Eva Katharina
Phone
+41 71 224 7180
Now showing
1 - 6 of 6
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PublicationType: journal articleJournal: CH-D WirthschaftVolume: 61Issue: 10
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PublicationReady to Pitch? : Eine kritische Betrachtung der Ausschreibungspraxis(Springer Gabler, 2011-08-01)Type: journal articleJournal: Marketing Review St. GallenVolume: 28Issue: 4
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PublicationEntscheidet allein der Preis? : Die Rolle des persönlichen Verkaufs in Ausschreibungsverfahren(MIM, Marken Institut München, 2011-10-26)Type: journal articleJournal: Marke 41Issue: 5
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PublicationReady to Pitch? : How Salespeople Engagement In Tenders Affects Vendors' Relational and Transactional Attractiveness(ISBM Institute for the Study of Business Markets, 2012-08-15)Zupancic, DirkType: conference paper
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PublicationPersonal Selling - An Out-Dated Sales Concept? : The Effects Of Salespeople Engagement In Competitive Tenders(ISCTE Business School, 2012-05-22)
;Zupancic, DirkPaulo, RitaSince organizational customers actively seek to reduce the influence of personal relation-ships on buying decisions, competitive tenders have become important elements of compa-nies' purchasing strategies. Vendors face a high risk of failure, and given the considerable resource investment, successful participation in tenders is now a key challenge. Using structural equation modeling, this research shows that the attractiveness of both proposals and vendors affects vendors' achievement of tender-related objectives. Our findings indi-cate that a salesperson can influence vendor attractiveness by engaging in several activities throughout the buying process. Moreover, salespeople who are involved when customers specify their requirements are able to induce superior proposal attractiveness. We also find that the latter effect is completely negated by a noncompetitive price.Type: conference paper -
PublicationReady to Pitch? : Proposal and vendor attractiveness as mediators of vendor success ini competitive tenders(American Marketing Association, 2012-08-17)
;Arnold, Todd J.Scheer, Lisa K.Since organizational customers seek to enhance transparency and comparability among vendors' solutions, tenders have become important elements of their purchasing strategies. Vendors face a high risk of failure, and given the involved resources, tender participation is now a key challenge. Despite its relevance, the literature lacks a conceptualization of vendor success in tenders. We show that the attractiveness of proposal and vendor determines the achievement of tender-related objectives. Our findings indicate that salespeople may influence vendor attractiveness by engaging in several activities during the buying process. However, opportunities to increase a specific proposal's attractiveness aside from price setting are limited.Type: conference paperJournal: AMA Educators ProceedingsVolume: Vol. 23