A dyadic model of relationships in organizational buying: a synthesis of research results

Brent M. Wren · James T. Simpson

52 citations0/0 files storedJournal of Business and Industrial Marketing

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Customer Service Quality and Loyalty Quality and Supply Management Outsourcing and Supply Chain Management

Abstract

Since the mid‐1960s scholars have sought to better understand the issues which affect the effectiveness of buyer‐seller interactions. While much progress has been made, existing knowledge is rather scattered and disjointed due to a lack of integration. Assesses the contributions of various research frameworks and incorporates them into a comprehensive model of the buyer‐seller relationship. Of particular importance is the model’s focus on the interaction environment of the buyer‐seller relationship. Provides a discussion and rationale for the variables included in the contingency framework and discusses the implications of the proposed model.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 52 citations exist upstream.

References

1994The Commitment-Trust Theory of Relationship Marketing 1987Developing Buyer-Seller Relationships 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships 1959The Social Psychology of Groups 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels 1992Do Norms Matter in Marketing Relationships?

Cited by

2009How Commitment Influences the Termination of B2B Exchange Relationships 2007Antecedents of Long-Term Buyer-Seller Relationships: A Cross Cultural Integration 2020Business relationships in the industrial network literature: Three approaches and their underlying assumptions 2017Organizational buying decision approaches in manufacturing industry: developing measures and typology 2011Service brand identity: definition, measurement, dimensionality and influence on brand performance

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.