search query: @indexterm Business-to-business / total: 118
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| Author: | Barnes, B.R. |
| Title: | Is the seven-year hitch premature in industrial markets? |
| Journal: | European Journal of Marketing
2005 : VOL 39:5-6, p. 560-584 |
| Index terms: | Relationship marketing Industrial marketing Business-to-business |
| Language: | eng |
| Abstract: | The paper reports on an exploratory study aimed at analysing a series of independent variables derived from international industrial marketing (hereafter as: m-ting.) and channel management literature. The respondents represent a number of dyadic business-to-business relationships (here as: r-ship./r-ships.) of different duration, and involve firms of different size. Initial findings support much of the extant literature on r-ship. m-ting., demonstrating that certain aspects of a r-ship. tend to change over time. In particular, the study revealed among others that: there is a high degree of optimism associated with dyadic r-ships. at early stages, and these are characterised by both parties having high initial perceptions of the r-ship. |
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