This paper studies the relationships between customer and supplier exchange benefits, relational marketing, customer size, environmental uncertainty, competition and industrial customer perceptions of when they are paying above or below market prices for their supplier product. The results...

Purpose – The purpose of this research is to understand factors related to increased customer purchases from suppliers during different stages of the customer‐supplier relationship. Design/methodology/approach – A survey of 372 professionals in the paper industry was conducted to...

Purpose – The purpose of this research is to understand what pricing, purchasing, product defect and late deliveries factors are associated with the decisions of small, medium and large size customers to enter into closer customer‐supplier relationships with their suppliers....

Purpose – This study aims to test both customer and supplier performance benefits associated with closer relational exchanges in light of both resource and technological environmental contingencies. Design/methodology/approach – The research involved a survey of 1,170 managers in the pulp...

This article sheds light on MNC product transfers to subsidiaries – whether from the US or from third‐party markets – and on promotion transfers. Findings indicate that consumer goods subsidiaries have product mixes with heavy US orientations, but that this orientation diminishes over...