Till death do us part...but not always: six antecedents to a customer's relational preference in buyer-seller exchanges
Article Abstract:
The consideration of relationship formation from the customer's perspective and examining the background to a customer's preference for a relational exchange orientation versus a transactional exchange orientation is described. The main industry, organizational and product level factors that drive a customer to favor relational over transactional exchange with suppliers is discussed.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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The determinants of relational governance and performance: how to manage business relationships?
Article Abstract:
A study to assess the influence of the determinants of the transaction, dyadic, and business environment level on relational governance and ultimately performance is discussed. According to the study conducted, success is dependent on the relationship management, which is drawn from literature of transaction cost economics, marketing channels, and business networks.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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Capturing value creation in business relationships: a customer perspective
Article Abstract:
The need for customers to decide whether to invest in a new supplier relationship, to maintain and develop a valued relationship, or to divest from a low-value relationship is presented. This measurement of value creation in buyer-seller relationships and the ways in which firms create an understanding and deliver value in business relationships is discussed.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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