Buyer/Seller Exchange Relationship

by: Robert J. Dolan

Publication Date: December 17, 2009
Length: 5 pages
Product ID#: 1-428-995

Core Disciplines: Marketing/Sales, Negotiations, Strategy & Management

Partner Collection:

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Teaching Note

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This case introduces students to the different market-making mechanisms. It distinguishes the ways in which buyers and sellers interact (posted price, negotiation, horizontal interaction), provides daily examples of each kind, and compares their advantages and disadvantages.

Teaching Objectives

After reading and discussing the material, students should:

  • Describe different market-making mechanisms,
  • Distinguish the ways in which buyers and sellers interact,
  • Provides examples of each kind of interactions,
  • Compare advantages and disadvantages