search query: @author Frazier, G. / total: 5
reference: 4 / 5
| Author: | Frazier, G. Jaworski, B. Kohli, A. |
| Title: | Buyer-supplier relational characteristics and joint decision making |
| Journal: | Marketing Letters
1994 : JUL, VOL. 5:3, p. 259-270 |
| Index terms: | MARKETING DECISION MAKING COMPETITIVENESS |
| Language: | eng |
| Abstract: | This paper explores propositions dealing with the influence of buyer-supplier relational characteristics on their joint decision making. Specifically, the proposed conceptual framework focuses on the link between three relational constructs and two types of joint decision making. Strategic decisions are those that "expand the pie" for both parties, and tactical decisions are those that "divide the pie" between the two parties (distributive decisions). |
SCIMA