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| Author: | Leuthesser, L. |
| Title: | Supplier relational behavior: An empirical assessment |
| Journal: | Industrial Marketing Management
1997 : MAY, VOL 26:3, p. 245-254 |
| Index terms: | SUPPLY BUYING QUALITY SALES INDIVIDUAL BEHAVIOUR |
| Language: | eng |
| Abstract: | This article is about relational behavior in business markets, especially when relational behavior by suppliers influences the quality of their relationship with buyers as well as their sales performance with those buyers. Several relational behaviors have much influence on relationship quality. Relationship quality has influence on the share of the business enjoyed by suppliers. Effects of relational behavior and relationship quality depend on the age of the buyer-supplier relationship and on the importance of supplier's offering. |
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