Testing the conflict-performance assumption in business-to-business relationships
Article Abstract:
A linear model and a threshold model are evaluated for their efficacy in describing conflict and performance dynamics in business-to-business relationships. While a threshold model is superior in delineating the correlation between dyadic measures of affective and perceived conflict and efficiency, a linear model is sufficient to delineate the correlation between dyadic measures of channel effectiveness and affective and perceived conflict.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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Exploring the impact of relationship transparency on business relationships: a cross-sectional study among purchasing managers in Germany
Article Abstract:
Research on the German business-to-business market shows that relationship transparency is a key component of the overall success of a given business relationship. Relationship transparency is defined as a subjective perception of being provided with information about the relevant properties and actions of the other party.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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The global account manager as political entrepreneur
Article Abstract:
A contextual model is presented for the entrepreneurial-political behavior of global account management, drawing from the relationship development model and previous research on boundary-spanning behavior.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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