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ArticleRelationship management: Managing the selling and the buying interface

Robert E. Spekman1986

Article1986

Relationship management: Managing the selling and the buying interface

Robert E. Spekman · Wesley James Johnston

124 citations·0/0 files stored·Journal of Business Research

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Customer Service Quality and Loyalty Marketing and Advertising Strategies Quality and Supply Management

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References

1981The Economics of Organization: The Transaction Cost Approach 1982International Marketing and Purchasing of Industrial Goods: An Interaction Approach 1983The Marketing Imagination 1974The harassed decision maker: Time pressures, distractions, and the use of evidence.1978Strategy implementation : the role of structure and process 1981The Buying Center: Structure and Interaction Patterns 1971Use of nonlinear, noncompensatory models as a function of task and amount of information 1983Marketing Strategy: New Directions for Theory and Research

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2014The role of social network websites in the consumer–brand relationship 1994The Dynamics of Long-Term Business-to-Business Exchange Relationships 2000Managing business‐to‐business relationships throughout the e‐commerce procurement life cycle 1999Organizing international technological collaboration in subcontractor relationships: an investigation of the knowledge-stickiness problem 1999Purchase-Related Factors and Buying Center Structure

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Details

Year1986

Typearticle

Published1986-12-01

VenueJournal of Business Research

ISSN-L0148-2963

Languageen

Citations124

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1016/0148-2963(86)90012-3

openalex_workW2018657457

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2003

Supply chain management: new organisational practices for changing procurement realities

1995A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams

2011The role of social capital and knowledge transfer in selling center performance