Lohtia, Ritu; Krapfel, Robert E. - In: Journal of Business & Industrial Marketing 9 (1994) 1, pp. 6-16
Many business‐to‐business buyers are building closer relationships with fewer sellers. When faced with the choice of which sellers to partner with, buyers often develop such close relationships with sellers who have made transaction‐specific investments (TSIs). TSIs are assets (both...