Buyer–Seller relationships: Similarity, relationship management, and quality

Buyer–Seller relationships: Similarity, relationship management, and quality Trends of increased diversity in domestic markets and globalization require marketers to interact with dissimilar others. This study draws on similarity‐attraction theory and examines the effects of similarity on relationship management behaviors and relationship quality. Similarity in buyer–seller work attitudes, sex, life stage, and personality are found to have differential effects in facilitating open communication, relationship investment, and relationalism. The effects of similarity on relationship quality are found to be primarily indirect, through facets of relationship management. Management implications are discussed. © 1998 John Wiley & Sons, Inc. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Psychology & Marketing Wiley

Buyer–Seller relationships: Similarity, relationship management, and quality

Psychology & Marketing, Volume 15 (1) – Jan 1, 1998

Loading next page...
 
/lp/wiley/buyer-seller-relationships-similarity-relationship-management-and-I0iNZQWvn0
Publisher
Wiley
Copyright
Copyright © 1998 John Wiley & Sons, Inc.
ISSN
0742-6046
eISSN
1520-6793
DOI
10.1002/(SICI)1520-6793(199801)15:1<3::AID-MAR2>3.0.CO;2-I
Publisher site
See Article on Publisher Site

Abstract

Trends of increased diversity in domestic markets and globalization require marketers to interact with dissimilar others. This study draws on similarity‐attraction theory and examines the effects of similarity on relationship management behaviors and relationship quality. Similarity in buyer–seller work attitudes, sex, life stage, and personality are found to have differential effects in facilitating open communication, relationship investment, and relationalism. The effects of similarity on relationship quality are found to be primarily indirect, through facets of relationship management. Management implications are discussed. © 1998 John Wiley & Sons, Inc.

Journal

Psychology & MarketingWiley

Published: Jan 1, 1998

References

  • Developing buyer‐seller relationships
    Dwyer, Dwyer; Schurr, Schurr; Oh, Oh
  • Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques
    Mohr, Mohr; Speckman, Speckman
  • Management customer relationships for profit: The dynamics of relationship quality
    Storbacka, Storbacka; Strandvik, Strandvik; Grönroos, Grönroos
  • The impact of race on managers' experiences of developmental relationships (mentoring and sponsorship): An intra‐organizational study
    Thomas, Thomas
  • Using neural network analysis to evaluate buyer‐seller relationships
    Wray, Wray; Palmer, Palmer; Bejou, Bejou

You’re reading a free preview. Subscribe to read the entire article.


DeepDyve is your
personal research library

It’s your single place to instantly
discover and read the research
that matters to you.

Enjoy affordable access to
over 18 million articles from more than
15,000 peer-reviewed journals.

All for just $49/month

Explore the DeepDyve Library

Search

Query the DeepDyve database, plus search all of PubMed and Google Scholar seamlessly

Organize

Save any article or search result from DeepDyve, PubMed, and Google Scholar... all in one place.

Access

Get unlimited, online access to over 18 million full-text articles from more than 15,000 scientific journals.

Your journals are on DeepDyve

Read from thousands of the leading scholarly journals from SpringerNature, Elsevier, Wiley-Blackwell, Oxford University Press and more.

All the latest content is available, no embargo periods.

See the journals in your area

DeepDyve

Freelancer

DeepDyve

Pro

Price

FREE

$49/month
$360/year

Save searches from
Google Scholar,
PubMed

Create folders to
organize your research

Export folders, citations

Read DeepDyve articles

Abstract access only

Unlimited access to over
18 million full-text articles

Print

20 pages / month

PDF Discount

20% off