Rational behavior in business markets: Implications for relationship management

A study examines the role of 7 distinct aspects of a supplier's relational behavior with buyers in business markets. These behaviors are hypothesized to influence buyer satisfaction, and in turn, the share of a buyer's business enjoyed by a supplier. The strength of the linkages between th...

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Veröffentlicht in:Journal of business research 1995-11, Vol.34 (3), p.221
Hauptverfasser: Leuthesser, Lance, Kohli, Ajay K
Format: Artikel
Sprache:eng
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