search query: @freeterm relational behaviour / total: 2
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| Author: | Ivens, S.B. |
| Title: | Drivers and effects of customer-directed communication in business relationships |
| Journal: | Betriebswirtschaft
2004 : MAR/APR, VOL. 64:2, p. 195-210 |
| Index terms: | relationship marketing customers communication business-to-business information literature Germany |
| Freeterms: | relational behaviour |
| Language: | eng |
| Abstract: | Transactions btw. professional vendors and buyers can be dealt with in several ways from discrete to relational exchange (henceforth as: rel-exg). The literature based on the rel-exg. school posits that as the relationality of exchange increases, norms complement or replace formal contracts as governance (as: gov.) mechanisms. Among the numerous gov. norms discussed in the rel-exg. literature, information exchange (as: info-exg.) is often considered as one of the most important concepts. This paper deals with the info-exg. construct presenting empirical results (n=297) on outcome effects and determinants of suppliers' info-exg. behaviour in long-term relationships. |
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