In order to get good access to a buyer’s resources, which contribute to relationship value creation, a seller needs to put resources into the relationship, and the bonds between the buyer and seller need to be strong. This paper reports on a preliminary study that assesses how the expected...

Nearly all business-to-business firms interact and have contractual relationships with upstream, downstream and parallel operating enterprises. How firms design and implement these relationships effectively, overcome poorly performing network linkages, and manage change in interfirm networks are...