Buyer-seller uncertainty : a systematic review and future research directions

Gespeichert in:

Autor*in:	Mullins, Ryan [verfasserIn] Chase, Kevin S. [verfasserIn] Friend, Scott B. [verfasserIn]

Format:	E-Artikel
Sprache:	Englisch

Erschienen:	2024

Schlagwörter:	Buyer uncertainty seller uncertainty signaling theory systematic literature review transaction cost economics

Übergeordnetes Werk:	Enthalten in: Journal of personal selling & sales management - London : Routledge, Taylor & Francis, 1980, 44(2024), 1, Seite 29-49
Übergeordnetes Werk:	volume:44 ; year:2024 ; number:1 ; pages:29-49

Links:	Link aufrufen Link aufrufen

DOI / URN:	10.1080/08853134.2023.2282806

Katalog-ID:	1886099529

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allfields	10.1080/08853134.2023.2282806 doi (DE-627)1886099529 (DE-599)KXP1886099529 DE-627 ger DE-627 rda eng Mullins, Ryan verfasserin (DE-588)1223944409 (DE-627)1743504217 aut Buyer-seller uncertainty a systematic review and future research directions Ryan Mullins, Kevin S. Chase and Scott B. Friend 2024 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Buyer uncertainty (dpeaa)DE-206 seller uncertainty (dpeaa)DE-206 signaling theory (dpeaa)DE-206 systematic literature review (dpeaa)DE-206 transaction cost economics (dpeaa)DE-206 Chase, Kevin S. verfasserin aut Friend, Scott B. verfasserin aut Enthalten in Journal of personal selling & sales management London : Routledge, Taylor & Francis, 1980 44(2024), 1, Seite 29-49 Online-Ressource (DE-627)34136018X (DE-600)2068748-5 (DE-576)273897705 1557-7813 nnns volume:44 year:2024 number:1 pages:29-49 https://www.tandfonline.com/doi/pdf/10.1080/08853134.2023.2282806 Verlag lizenzpflichtig https://doi.org/10.1080/08853134.2023.2282806 Resolving-System lizenzpflichtig GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_32 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_110 GBV_ILN_120 GBV_ILN_151 GBV_ILN_152 GBV_ILN_224 GBV_ILN_285 GBV_ILN_370 GBV_ILN_374 GBV_ILN_647 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2034 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2118 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 AR 44 2024 1 29-49 26 01 0206 4513012021 x1z 17-04-24 26 00 DE-206 Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of uncertainty, limitations from data collection, and overreliance on a narrow set of theoretical frameworks has hampered the development of uncertainty as a core concept in sales research. To address these challenges and encourage future research, we conduct a systematic literature review to streamline and synthesize the disparate research on buyer-seller uncertainty. The review process reveals interesting trends in the prevalence of uncertainty research as well as overarching research themes. Discussion of these themes alongside managerial insights help illuminate multiple research gaps that offer fruitful areas for future sales research. The results of this analysis produce an encouraging discussion for sales scholars to reconsider their theoretical, methodological, and conceptual approaches to understand both buyer and seller uncertainty.
spelling	10.1080/08853134.2023.2282806 doi (DE-627)1886099529 (DE-599)KXP1886099529 DE-627 ger DE-627 rda eng Mullins, Ryan verfasserin (DE-588)1223944409 (DE-627)1743504217 aut Buyer-seller uncertainty a systematic review and future research directions Ryan Mullins, Kevin S. Chase and Scott B. Friend 2024 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Buyer uncertainty (dpeaa)DE-206 seller uncertainty (dpeaa)DE-206 signaling theory (dpeaa)DE-206 systematic literature review (dpeaa)DE-206 transaction cost economics (dpeaa)DE-206 Chase, Kevin S. verfasserin aut Friend, Scott B. verfasserin aut Enthalten in Journal of personal selling & sales management London : Routledge, Taylor & Francis, 1980 44(2024), 1, Seite 29-49 Online-Ressource (DE-627)34136018X (DE-600)2068748-5 (DE-576)273897705 1557-7813 nnns volume:44 year:2024 number:1 pages:29-49 https://www.tandfonline.com/doi/pdf/10.1080/08853134.2023.2282806 Verlag lizenzpflichtig https://doi.org/10.1080/08853134.2023.2282806 Resolving-System lizenzpflichtig GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_32 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_110 GBV_ILN_120 GBV_ILN_151 GBV_ILN_152 GBV_ILN_224 GBV_ILN_285 GBV_ILN_370 GBV_ILN_374 GBV_ILN_647 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2034 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2118 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 AR 44 2024 1 29-49 26 01 0206 4513012021 x1z 17-04-24 26 00 DE-206 Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of uncertainty, limitations from data collection, and overreliance on a narrow set of theoretical frameworks has hampered the development of uncertainty as a core concept in sales research. To address these challenges and encourage future research, we conduct a systematic literature review to streamline and synthesize the disparate research on buyer-seller uncertainty. The review process reveals interesting trends in the prevalence of uncertainty research as well as overarching research themes. Discussion of these themes alongside managerial insights help illuminate multiple research gaps that offer fruitful areas for future sales research. The results of this analysis produce an encouraging discussion for sales scholars to reconsider their theoretical, methodological, and conceptual approaches to understand both buyer and seller uncertainty.
allfields_unstemmed	10.1080/08853134.2023.2282806 doi (DE-627)1886099529 (DE-599)KXP1886099529 DE-627 ger DE-627 rda eng Mullins, Ryan verfasserin (DE-588)1223944409 (DE-627)1743504217 aut Buyer-seller uncertainty a systematic review and future research directions Ryan Mullins, Kevin S. Chase and Scott B. Friend 2024 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Buyer uncertainty (dpeaa)DE-206 seller uncertainty (dpeaa)DE-206 signaling theory (dpeaa)DE-206 systematic literature review (dpeaa)DE-206 transaction cost economics (dpeaa)DE-206 Chase, Kevin S. verfasserin aut Friend, Scott B. verfasserin aut Enthalten in Journal of personal selling & sales management London : Routledge, Taylor & Francis, 1980 44(2024), 1, Seite 29-49 Online-Ressource (DE-627)34136018X (DE-600)2068748-5 (DE-576)273897705 1557-7813 nnns volume:44 year:2024 number:1 pages:29-49 https://www.tandfonline.com/doi/pdf/10.1080/08853134.2023.2282806 Verlag lizenzpflichtig https://doi.org/10.1080/08853134.2023.2282806 Resolving-System lizenzpflichtig GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_32 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_110 GBV_ILN_120 GBV_ILN_151 GBV_ILN_152 GBV_ILN_224 GBV_ILN_285 GBV_ILN_370 GBV_ILN_374 GBV_ILN_647 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2034 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2118 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 AR 44 2024 1 29-49 26 01 0206 4513012021 x1z 17-04-24 26 00 DE-206 Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of uncertainty, limitations from data collection, and overreliance on a narrow set of theoretical frameworks has hampered the development of uncertainty as a core concept in sales research. To address these challenges and encourage future research, we conduct a systematic literature review to streamline and synthesize the disparate research on buyer-seller uncertainty. The review process reveals interesting trends in the prevalence of uncertainty research as well as overarching research themes. Discussion of these themes alongside managerial insights help illuminate multiple research gaps that offer fruitful areas for future sales research. The results of this analysis produce an encouraging discussion for sales scholars to reconsider their theoretical, methodological, and conceptual approaches to understand both buyer and seller uncertainty.
allfieldsGer	10.1080/08853134.2023.2282806 doi (DE-627)1886099529 (DE-599)KXP1886099529 DE-627 ger DE-627 rda eng Mullins, Ryan verfasserin (DE-588)1223944409 (DE-627)1743504217 aut Buyer-seller uncertainty a systematic review and future research directions Ryan Mullins, Kevin S. Chase and Scott B. Friend 2024 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Buyer uncertainty (dpeaa)DE-206 seller uncertainty (dpeaa)DE-206 signaling theory (dpeaa)DE-206 systematic literature review (dpeaa)DE-206 transaction cost economics (dpeaa)DE-206 Chase, Kevin S. verfasserin aut Friend, Scott B. verfasserin aut Enthalten in Journal of personal selling & sales management London : Routledge, Taylor & Francis, 1980 44(2024), 1, Seite 29-49 Online-Ressource (DE-627)34136018X (DE-600)2068748-5 (DE-576)273897705 1557-7813 nnns volume:44 year:2024 number:1 pages:29-49 https://www.tandfonline.com/doi/pdf/10.1080/08853134.2023.2282806 Verlag lizenzpflichtig https://doi.org/10.1080/08853134.2023.2282806 Resolving-System lizenzpflichtig GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_32 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_110 GBV_ILN_120 GBV_ILN_151 GBV_ILN_152 GBV_ILN_224 GBV_ILN_285 GBV_ILN_370 GBV_ILN_374 GBV_ILN_647 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2034 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2118 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 AR 44 2024 1 29-49 26 01 0206 4513012021 x1z 17-04-24 26 00 DE-206 Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of uncertainty, limitations from data collection, and overreliance on a narrow set of theoretical frameworks has hampered the development of uncertainty as a core concept in sales research. To address these challenges and encourage future research, we conduct a systematic literature review to streamline and synthesize the disparate research on buyer-seller uncertainty. The review process reveals interesting trends in the prevalence of uncertainty research as well as overarching research themes. Discussion of these themes alongside managerial insights help illuminate multiple research gaps that offer fruitful areas for future sales research. The results of this analysis produce an encouraging discussion for sales scholars to reconsider their theoretical, methodological, and conceptual approaches to understand both buyer and seller uncertainty.
allfieldsSound	10.1080/08853134.2023.2282806 doi (DE-627)1886099529 (DE-599)KXP1886099529 DE-627 ger DE-627 rda eng Mullins, Ryan verfasserin (DE-588)1223944409 (DE-627)1743504217 aut Buyer-seller uncertainty a systematic review and future research directions Ryan Mullins, Kevin S. Chase and Scott B. Friend 2024 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Buyer uncertainty (dpeaa)DE-206 seller uncertainty (dpeaa)DE-206 signaling theory (dpeaa)DE-206 systematic literature review (dpeaa)DE-206 transaction cost economics (dpeaa)DE-206 Chase, Kevin S. verfasserin aut Friend, Scott B. verfasserin aut Enthalten in Journal of personal selling & sales management London : Routledge, Taylor & Francis, 1980 44(2024), 1, Seite 29-49 Online-Ressource (DE-627)34136018X (DE-600)2068748-5 (DE-576)273897705 1557-7813 nnns volume:44 year:2024 number:1 pages:29-49 https://www.tandfonline.com/doi/pdf/10.1080/08853134.2023.2282806 Verlag lizenzpflichtig https://doi.org/10.1080/08853134.2023.2282806 Resolving-System lizenzpflichtig GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_32 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_110 GBV_ILN_120 GBV_ILN_151 GBV_ILN_152 GBV_ILN_224 GBV_ILN_285 GBV_ILN_370 GBV_ILN_374 GBV_ILN_647 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2034 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2118 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 AR 44 2024 1 29-49 26 01 0206 4513012021 x1z 17-04-24 26 00 DE-206 Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of uncertainty, limitations from data collection, and overreliance on a narrow set of theoretical frameworks has hampered the development of uncertainty as a core concept in sales research. To address these challenges and encourage future research, we conduct a systematic literature review to streamline and synthesize the disparate research on buyer-seller uncertainty. The review process reveals interesting trends in the prevalence of uncertainty research as well as overarching research themes. Discussion of these themes alongside managerial insights help illuminate multiple research gaps that offer fruitful areas for future sales research. The results of this analysis produce an encouraging discussion for sales scholars to reconsider their theoretical, methodological, and conceptual approaches to understand both buyer and seller uncertainty.
language	English
source	Enthalten in Journal of personal selling & sales management 44(2024), 1, Seite 29-49 volume:44 year:2024 number:1 pages:29-49
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code="b">Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. 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spellingShingle	Mullins, Ryan misc Buyer uncertainty misc seller uncertainty misc signaling theory misc systematic literature review misc transaction cost economics Buyer-seller uncertainty a systematic review and future research directions
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topic_title	26 00 DE-206 Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of uncertainty, limitations from data collection, and overreliance on a narrow set of theoretical frameworks has hampered the development of uncertainty as a core concept in sales research. To address these challenges and encourage future research, we conduct a systematic literature review to streamline and synthesize the disparate research on buyer-seller uncertainty. The review process reveals interesting trends in the prevalence of uncertainty research as well as overarching research themes. Discussion of these themes alongside managerial insights help illuminate multiple research gaps that offer fruitful areas for future sales research. The results of this analysis produce an encouraging discussion for sales scholars to reconsider their theoretical, methodological, and conceptual approaches to understand both buyer and seller uncertainty Buyer-seller uncertainty a systematic review and future research directions Ryan Mullins, Kevin S. Chase and Scott B. Friend Buyer uncertainty (dpeaa)DE-206 seller uncertainty (dpeaa)DE-206 signaling theory (dpeaa)DE-206 systematic literature review (dpeaa)DE-206 transaction cost economics (dpeaa)DE-206
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code="b">Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of uncertainty, limitations from data collection, and overreliance on a narrow set of theoretical frameworks has hampered the development of uncertainty as a core concept in sales research. To address these challenges and encourage future research, we conduct a systematic literature review to streamline and synthesize the disparate research on buyer-seller uncertainty. The review process reveals interesting trends in the prevalence of uncertainty research as well as overarching research themes. Discussion of these themes alongside managerial insights help illuminate multiple research gaps that offer fruitful areas for future sales research. The results of this analysis produce an encouraging discussion for sales scholars to reconsider their theoretical, methodological, and conceptual approaches to understand both buyer and seller uncertainty.</subfield></datafield></record></collection>
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Buyer-seller uncertainty : a systematic review and future research directions

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