haku: @author Krishnan, R. / yhteensä: 17
viite: 15 / 17
| Tekijä: | Metcalf, L.E. Frear, C. R. Krishnan, R. |
| Otsikko: | Buyer-seller relationship: an application of the IMF interaction model |
| Lehti: | European Journal of Marketing
1992 : VOL. 26:2, p.27-46 |
| Asiasana: | SERVICE INTERNATIONAL CO-OPERATION BUYING SELLING PRODUCTS COMPETITION |
| Kieli: | eng |
| Tiivistelmä: | Pressured to meet the demand of global competition, buyers and sellers are increasingly engaged in collaborative efforts. The article uses the Interaction Model developed by the European IMP Group to investigate this relationship. Four elements which are exchanged by buyer and seller (product or service, money, information and sociality) and the three basic processes (exchange, co-operation and adoption) are interpreted. A model is developed using these elements, and four hypotheses are derived. An empirical test using multiple regression analysis demonstrates that the exchange of information and interpersonal contacts produce a co-operative athmosphere between buyer and seller, which sets the stage for mutual adoption. |
SCIMA