کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
10493427 | 940417 | 2005 | 10 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
The dynamics of buyers' perceived costs during a relationship development process: an empirical assessment
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کلمات کلیدی
موضوعات مرتبط
علوم انسانی و اجتماعی
مدیریت، کسب و کار و حسابداری
کسب و کار و مدیریت بین المللی
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چکیده انگلیسی
This study reports the perceptions of industrial buyers concerning the costs their firms incurred in procuring products during the four phases of relationship development with key suppliers to whom they are now committed as exchange partners. This research fills a gap in the buyer-seller relationship development literature by offering empirical results concerning buyers' perceived costs at different relationship phases. Implications suggest that knowing each cost component's relative importance to buyers during each relationship phase, managers can better control their procurement and marketing efforts.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 58, Issue 12, December 2005, Pages 1662-1671
Journal: Journal of Business Research - Volume 58, Issue 12, December 2005, Pages 1662-1671
نویسندگان
Cindy Claycomb, Gary L. Frankwick,