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Development of special forms of B2B relationships : examining the role of interpersonal liking in developing Guanxi and Et-Moone relationships
Abosag, Ibrahim; Naudé, Peter - In: Industrial marketing management : the international … 43 (2014) 6, pp. 887-896
Persistent link: https://www.econbiz.de/10010410714
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Can buzzing bring business? : social interactions, network centrality and sales performance : an empirical study on business-to-business communities
Zhang, Yin; Lu, Baozhou; Zheng, Haidong - In: Journal of business research : JBR 112 (2020), pp. 170-189
Persistent link: https://www.econbiz.de/10012230575
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Relational governance in supplier-buyer relationships : the mediating effects of boundary spanners' interpersonal guanxi in China's B2B market
Dong, Weiwei; Ma, Zhenzhong; Zhou, Xiaoliang - In: Journal of business research : JBR 78 (2017), pp. 332-340
Persistent link: https://www.econbiz.de/10011736406
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The impact of formal control and guanxi on task conflict in outsourcing relationships in China
Lee, Gukseong; Shin, Geon-Cheol; Haney, Mark H.; Kang, Mingu - In: Industrial marketing management : the international … 62 (2017), pp. 128-136
Persistent link: https://www.econbiz.de/10011707095
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Understanding structures and practices of meaning-making in industrial networks
Lowe, Sid; Rod, Michel; Hwang, Ki-Soon - In: The journal of business & industrial marketing 31 (2016) 4, pp. 531-542
Persistent link: https://www.econbiz.de/10011496704
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Power symmetry and the development of trust in interdependent relationships : the mediating role of goal congruence
Cuevas, Javier Marcos; Julkunen, Saara; Gabrielsson, Mika - In: Industrial marketing management : the international … 48 (2015), pp. 149-159
Persistent link: https://www.econbiz.de/10011346697
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Antecedents and consequences of the quality of e-customer-to-customer interactions in B2B communities
Bruhn, Manfred; Schnebelen, Stefanie; Schäfer, Daniela B. - In: Industrial marketing management : the international … 43 (2014) 1, pp. 164-176
Persistent link: https://www.econbiz.de/10010359357
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Applying a relationship marketing perspective to B2B trade fairs : the role of socialization episodes
Sarmento, Maria; Simões, Cláudia; Farhangmehr, Minoo - In: Industrial marketing management : the international … 44 (2015), pp. 131-141
Persistent link: https://www.econbiz.de/10010481956
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Satisfaction and interpersonal closeness as determinants of relationship commitment in business-to-business relationships
Paulssen, Marcel (contributor) - 2004
The theory of embedded markets states that economic transactions are embedded in social relationships, and economic actors are influenced by both marketing variables and relationship properties. That is, within an exchange relationship actors derive utility from the attributes of a focal product...
Persistent link: https://www.econbiz.de/10003022906
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Bedarfsspezifizierung bei individuellen Investitionsgütern : Interaktionsprozess zwischen Anbietern und Nachfragern
Stiegenroth, Henning - 2000
Persistent link: https://www.econbiz.de/10001480796