Doctoral Researcher (Marketing)
PhD start date: October 2007
Title of Research: Buyer-Seller partnerships in business markets
Supervisor: Dr Svetla Marinova and Dr Louise Canning
Short description of research:
The research is in the area of relationship marketing. It is based on the streams of literature discussing the development of collaborative buyer-seller relationships or partnerships. The aim of the research is to explore buyer-seller partnerships and understand the nature of them through a dyadic perspective, identifying similarities and differences in the behaviour and perceptions of buyers and sellers in the process of partnerships’ development and maintenance and the connection between those and the key elements of relationship strength. Additional contribution to the research is bringing in the new context of Chinese business-to-business environment. The research has been carried out in the shipping industry with one of the largest container terminals in the world representing the selling side of the explored dyads. The key outcomes of the research are the better understanding of the actions and perceptions of buyers and sellers in partnerships at different stages of their development and an extended definition of a partnership based on dyadic perspective.
Ekaterina is a fourth year PhD student at the Birmingham Business School. The topic of her PhD research is buyer-seller partnerships in business markets. Ekaterina has conducted her research in China, and is currently in the writing up stage of her degree. Ekaterina’s future research interests include collecting similar data in different business contexts.
BSc Banking and Finance (LSE External programme)
BSc Economics (State University- Higher Scholl of Economics, Moscow, Russia)
MSc International Business (University of Birmingham)
Buyer-seller partnerships in business markets, their meaning, nature and types
The importance of personal trust in buyer-seller partnerships
Conference papers / publications:
“Repertory grid technique in the research on buyer-seller partnerships in business-to-business markets”, presented at the West Midlands Regional Doctoral Colloquium, 2010
The teaching responsibilities include delivering a series of seminars and workshops for MSc International Business students, discussing and analyzing case studies and leading Q&A sessions.