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| Author: | Wuyts, S. |
| Title: | Extra-role behavior in buyer-supplier relationship |
| Journal: | International Journal of Research in Marketing
2007 : DEC, VOL. 24:4 p. 301-311 |
| Index terms: | roles |
| Freeterms: | relationship profitability buyer-supplier relationships |
| Language: | eng |
| Abstract: | This research develops theory and gives empirical findings regarding the antecedents and consequences of extra-role behavior in supply relationships. Instrumental motivations, communal motivations and role formalization explain the variation in partner Extra-role behavior (ERB). In addition the impact of partner ERB on relationship profitability is reliant on the buyer partner´s qualifications and the degree of techonological formalization. The authors also found that while partner ERB generally boosts buyer profitability, in some cases (e.g., poorly chosen suppliers in a predictable environment) it may reduce it. |
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