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| Author: | Wilson, D. |
| Title: | An integrated model of buyer-seller relationships |
| Journal: | Journal of the Academy of Marketing Science
1995 : FALL, VOL. 23:4, p. 335-345 |
| Index terms: | MARKETING MODELS MARKETS |
| Language: | eng |
| Abstract: | Relationships in business markets are increasingly important in many companies' operating strategies. A five-state framework integrates the constructs most often examined in empirical relationship research with the stages of relationship development (partner selection, defining purpose, setting relationship value, and relationship maintenance). The proposed model recognized that a variable may be active at certain stages and become latent in others. Research directions are proposed and managerial implications discussed. |
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