What Do We Know About Business-To-Business Interactions? - A Synopsis Of Empirical Research On Buyer-Seller Interactions

Kristin B. Backhaus · Joachim Büschken

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

Abstract

The evolution of research on business interactions is recollected and the need for a synopsis of findings is emphasized. A synopsis seems especially important for empirical research concerning buyer-seller interactions because of the multitude of empirical studies conducted in this area. Findings of 55 studies on vertical interactions between buyers and sellers with a focus on relationships across transaction episodes are presented. General conclusions, implications, and directions for future research are discussed.

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