A cornerstone of relationship marketing is a shared understanding by suppliers and buyers about the nature of the relationship itself. This research empirically examines one aspect of this issue: whether internal work relationships between departments affect the expectations about cooperation...

Interorganizational information systems (IOS), the computer based communication between buyers and sellers, can improve inventory management and control as well as reduce costs for all participants. However, stable relationships have been found to be disturbed when IOS is implemented. The...

The need for suppliers to carefully determine the form of customer relationship which is appropriate for their business is discussed. The experiences of two firms are considered, one of which is successful because it does not develop close relationships with its customers or its suppliers. The...

This article reports the results of a theoretically‐based, empirical study which incorporates the paradigm of relationship marketing. Using a sample of organizational buyers, this study examines the influence of salesperson customer‐oriented behavior on the development of buyer‐seller...

A better understanding of relational interdependency can help a buyer manage an effective level of commitment with a supplier and, consequently, increase successful exchange outcomes. The buyer which successfully manages relational commitment, encourages the supplier to make...

The authors note how the lack of proper support services impedes the adoption process for capital goods characterized as installations. Unstructured interviews were conducted with key managers, technical personnel, and boundary role individuals. In particular, service support factors between...

Many manufacturers of high‐involvement products who sell to other businesses know that relationship building is important to the success of the firm. However, these same companies may not know how to go about building a relationship with a client, or they may have tried and failed to build...

The complex interplay of religion, reputation and repeated transactions among trade and business communities that dominate the Indian intermediary markets are detailed. Using prior historical sociological and ethnographic accounts, the author highlights some unique aspects of Indian merchant...

Examines the individual buyer‐supplier relationships of the four major Japanese automobile manufacturers. Building on the relationship marketing and the interorganizational trust literature, relates their supplier management practices to the type of supplier organizations they use, the...

Examines the pattern of relationships between foreign manufacturing firms and local third‐party distributors and the effective management and co‐ordination of supplier‐distributor relationships in China. Case studies of four foreign‐funded food manufacturers in China have been conducted....