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| Author: | Kalafatis, S. P. |
| Title: | Buyer-seller relationships along channels of distribution |
| Journal: | Industrial Marketing Management
2002 : APR, VOL. 31:3, p. 215-228 |
| Index terms: | BUYING SELLING HUMAN RELATIONS DISTRIBUTION |
| Language: | eng |
| Abstract: | This paper uses a conceptualization of the IMP model of buyer-seller interactions in examining the stability of relationship-building constructs at different levels of a traditional distribution channel. It examines the relative importance of five constructs as determinants of upstream (i.e. with suppliers) and downstream (i.e. with customers) business relationships and tests for possible misalignment between channel intermediaries. The findings offer empirical support for the model structure and the functional perspective of channel structures is employed in explaining differences. In addition, this research provides considerable evidence to suggest that there is greater emphasis placed in the development of relationships with customers than suppliers. |
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