The Internet in industrial channels: its use in (and effects on) exchange relationships

Brett A. Boyle

40 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

The effects of the Internet on the long‐term viability of buyer/seller exchange relationships is examined within the US plastics industry. The author poses two possible scenarios: the Internet causes firms to be “drawn apart” due to the decrease of switching costs of changing suppliers; or firms become “closer” due to the communication efficiencies gained from the technology. A series of regression models lends support to the latter hypothesis. Along with this analysis, comparisons are made between Internet users and non‐users with regard to company size and position in the firm. Findings also show that Internet users tend to communicate with suppliers and customers more frequently using traditional modes than non‐users.

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 — 40 citations exist upstream.

References

2011External Control of Organizations: Resource Dependence Perspective 1987Developing Buyer-Seller Relationships 1996Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels 1994Dyadic Business Relationships within a Business Network Context 1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships 1988The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels 1990Communication Strategies in Marketing Channels: A Theoretical Perspective

Cited by

2010Critical factors underpinning the e-CRM activities of SMEs 2013Customer relationship management in electronic environment 2010The TQM extension: Total customer relationship management 2005An Exploratory Investigation into the Question of Direct Selling via the Internet in Industrial Equipment Markets

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.