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| Author: | Simpson, J. T. Wren, B. M. |
| Title: | Buyer-seller relationships in the wood products industry |
| Journal: | Journal of Business Research
1997 : MAY, VOL. 39:1, p. 45-51 |
| Index terms: | LIMITED PARTNERSHIP FOREST PRODUCTS DISTRIBUTION SUPPLY BUYING SELLING |
| Language: | eng |
| Abstract: | This case-study shows the multidimensional nature of buyer-seller relationships, which range form autonomous transactional exchanges to highly integrated relational partnerships. These systems vary in the commonality of goals ,the scope of control and coordination of marketing programs ,the locus of decision making, and commitment to the system. This case-study explores the relationship between one distributor and two operationally similar suppliers. The results indicate that the key to understanding effective working partnerships is the norms developed within the relationship. |
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