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The Development of BuyerSeller Relationships in Industrial Markets

The Development of BuyerSeller Relationships in Industrial Markets Notes buyerseller interdependence is crucial to industrial marketing industrial firms establish buyerseller relationships of the close kind and long term. Examines buyerseller nature in industrial markets by considering development as a process through time, it is based on ideas from the IMP Project. Analyses the process of establishment and development of relationship over time by considering stages in revolution. Notes also that this process described herein does not argue the inevitability of relationship development. Discusses the prerelationship stage the early stage the development stage the longterm stage and the final stage with points to debate. Describes how the development of buyerseller relationships can be seen as a process in terms of the increasing experience of the two companies reduction in their uncertainty and the distance between them growth of both actual and perceived commitment formal and informal adaptation to each other and the investments and savings involved. Finally, states it is important to emphasize that companies should examine existing relationships according to the potential and stage of development. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png European Journal of Marketing Emerald Publishing

The Development of BuyerSeller Relationships in Industrial Markets

European Journal of Marketing , Volume 14 (5/6): 15 – May 1, 1980

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References (6)

Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0309-0566
DOI
10.1108/EUM0000000004910
Publisher site
See Article on Publisher Site

Abstract

Notes buyerseller interdependence is crucial to industrial marketing industrial firms establish buyerseller relationships of the close kind and long term. Examines buyerseller nature in industrial markets by considering development as a process through time, it is based on ideas from the IMP Project. Analyses the process of establishment and development of relationship over time by considering stages in revolution. Notes also that this process described herein does not argue the inevitability of relationship development. Discusses the prerelationship stage the early stage the development stage the longterm stage and the final stage with points to debate. Describes how the development of buyerseller relationships can be seen as a process in terms of the increasing experience of the two companies reduction in their uncertainty and the distance between them growth of both actual and perceived commitment formal and informal adaptation to each other and the investments and savings involved. Finally, states it is important to emphasize that companies should examine existing relationships according to the potential and stage of development.

Journal

European Journal of MarketingEmerald Publishing

Published: May 1, 1980

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