search query: @author Lane, N. / total: 11
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| Author: | Piercy, N.F. Lane, N. |
| Title: | Ethical and moral dilemmas associated with strategic relationships between business-to-business buyers and sellers |
| Journal: | Journal of Business Ethics
2007 : VOL. 72:1, p. 87-102 |
| Index terms: | marketing selling suppliers |
| Freeterms: | buyer-seller relationships ethical dilemmas |
| Language: | eng |
| Abstract: | The paper discusses ethical and moral issues in the area of strategic account management (SAM) approaches to handling the relationships between suppliers and very large customers. SAM approaches have been used by suppliers as a mechanism for managing relationships and partnerships with dominant customers. It can be suggested that moral intensity of these relationships is low and benefiting the few, large customers, at the expense of the many. |
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