Relationship marketing and contract theory

Article Abstract:

The study describes about the theoretical foundation of contracts and their limitation in governing exchange between firms that contracts cannot deal with efficiently. The ability to use contractual forms of governance is crucial for the enhanced scope of relationship marketing management. It is also argued that contracts and relationships are complementary and that the later provide evolving governance structure for relationships.

Corporate governance, Customer relationship management

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Conceptualising communications strategy from a relational perspective

Article Abstract:

A strategic approach is represented by conceptualization of relationship communication for managing communications to maximize value creation, as the relationship between buyer and seller is enhanced. Communication is observed as a linking process, which connects the customer and the firm in the generation of value having three modes of communications.

Management dynamics, Management, Company business management

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Measurement and modeling of alienation in the distribution channel: implications for supplier-reseller relations

Article Abstract:

The author applies the sociological concept of alienation to the study of business partnerships in the distribution channel, focusing on the relationship between supplier and reseller. A method for measuring alienation is proposed that characterizes relationships based on their level of control, trust, closeness, and communication.

Partnerships, Statistical Data Included, Models, Economic aspects, Distribution channels, Alienation, Alienation (Social psychology)

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