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Gaps in buyer-seller relationships

Gaps in buyer-seller relationships The purpose of this study is to increase understanding of gaps in buyer-seller relationships. Increasingly complex, rapidly changing, and dynamic business environments provide a rich research environment for analysing gaps in business relationships. Traditionally, gaps have been examined from the static and single party perspective. However, dyadic buyer-seller relationships can be revealed, described, and analysed in new ways by viewing intraorganisational and interorganisational gaps longitudinally as chains of interactions in relationships and from the perspectives of several parties. In this study the gaps are understood as consisting of concepts such as inconsistency, critical incident, conflict, gap, and perceived differences. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Management Decision Emerald Publishing

Gaps in buyer-seller relationships

Management Decision , Volume 39 (3): 10 – Apr 1, 2001

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References (116)

Publisher
Emerald Publishing
Copyright
Copyright © 2001 MCB UP Ltd. All rights reserved.
ISSN
0025-1747
DOI
10.1108/EUM0000000005449
Publisher site
See Article on Publisher Site

Abstract

The purpose of this study is to increase understanding of gaps in buyer-seller relationships. Increasingly complex, rapidly changing, and dynamic business environments provide a rich research environment for analysing gaps in business relationships. Traditionally, gaps have been examined from the static and single party perspective. However, dyadic buyer-seller relationships can be revealed, described, and analysed in new ways by viewing intraorganisational and interorganisational gaps longitudinally as chains of interactions in relationships and from the perspectives of several parties. In this study the gaps are understood as consisting of concepts such as inconsistency, critical incident, conflict, gap, and perceived differences.

Journal

Management DecisionEmerald Publishing

Published: Apr 1, 2001

Keywords: Channel relationships; Relationship marketing

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