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| Author: | Izquierdo, C.C. Cillan, J.G. |
| Title: | The interaction of dependence and trust in long-term industrial relationships |
| Journal: | European Journal of Marketing
2004 : VOL. 38:8, p.974-994 |
| Index terms: | Automation Relationship marketing Transaction costs |
| Language: | eng |
| Abstract: | This article draws on several theoretical contributions to examine the interaction of economic and social factors as determinants of industrial buyer-seller relationships. In order to test the proposed hypotheses information was collected relating to supplier-manufacturer relationships in the automotive industry. As supposed, the empirical results indicate that trust moderates the effect of interdependence on the relational orientation of the exchange in that enhances the relational orientation perceived by both manufacturer and supplier. |
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