Relational behavior in business markets

Relational behavior in business markets In this study, we examine the role of seven distinct aspects of a supplier's relational behavior with buyers in business markets. These behaviors are hypothesized to influence buyer satisfaction, and in turn, the share of a buyer's business enjoyed by a supplier. The strength of the linkages between these behaviors and buyer satisfaction are hypothesized to vary depending on the age of the buyer-supplier relationship, importance of the product purchased, and environmental dynamism. Findings from a study involving 454 organizations suggest that several relational behaviors have a significant influence on buyer's satisfaction with suppliers, and that buyer satisfaction is positively related to the share of business enjoyed by suppliers. Further, the age of the buyer-supplier relationship, and product importance appear to moderate the strength of the linkages between these behaviors and buyer satisfaction. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business Research Elsevier

Relational behavior in business markets

Journal of Business Research, Volume 34 (3) – Nov 1, 1995

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Publisher
Elsevier
Copyright
Copyright © 1995 Elsevier Ltd
ISSN
0148-2963
eISSN
1873-7978
DOI
10.1016/0148-2963(95)00006-E
Publisher site
See Article on Publisher Site

Abstract

In this study, we examine the role of seven distinct aspects of a supplier's relational behavior with buyers in business markets. These behaviors are hypothesized to influence buyer satisfaction, and in turn, the share of a buyer's business enjoyed by a supplier. The strength of the linkages between these behaviors and buyer satisfaction are hypothesized to vary depending on the age of the buyer-supplier relationship, importance of the product purchased, and environmental dynamism. Findings from a study involving 454 organizations suggest that several relational behaviors have a significant influence on buyer's satisfaction with suppliers, and that buyer satisfaction is positively related to the share of business enjoyed by suppliers. Further, the age of the buyer-supplier relationship, and product importance appear to moderate the strength of the linkages between these behaviors and buyer satisfaction.

Journal

Journal of Business ResearchElsevier

Published: Nov 1, 1995

References

  • Relationship Marketing
    Berry, Leonard L.
  • Developing Buyer-Seller Relationships
    Dwyer, F.Robert; Schurr, Paul H.; Oh, Sejo
  • Diversification Strategy, Profit Performance and the Entropy Measure
    Palepu, Krishna
  • Identification and Analysis of Moderator Variables
    Sharma, Subash; Durand, Richard M.; Gur-Arie, Oded

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