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| Author: | Paun, D. A. |
| Title: | A study of "best" versus "average" buyer-seller relationships |
| Journal: | Journal of Business Research
1997 : MAY, VOL. 39:1, p. 13-21 |
| Index terms: | PRODUCT LIFE CYCLE COMPETITION COMPANY PERFORMANCE BUYING SELLING SUPPLY |
| Language: | eng |
| Abstract: | This paper explores what conditions and factors are associated with the most successful business-to-business relationships. Today it is important for firms to pay attention to business relationships when maximizing performance with intense competition in the marketplace. To understand the activities, conditions and factors that are present in outstanding business-to-business relationships, interviews were conducted with executives at forest product firms. These relationships involve more performance reviews and joint planning, products exchanged tend to be more customized, pricing problems happen less frequently, different forms of communication are utilized more frequently. |
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