| Article ID | Journal | Published Year | Pages | File Type |
|---|---|---|---|---|
| 1028505 | Industrial Marketing Management | 2008 | 13 Pages |
Abstract
This paper investigates the influences of customer performance and environmental uncertainty on the customer's choice of relational exchange strategies over the duration of their relationship. Relational exchanges of short, intermediate, and long term duration are investigated with the results showing different performance outcomes and environmental factors impacting relational choice at different times in the relationship. The results help explain conflicts reported in prior relational exchange research and provide valuable insights for practitioners responsible for managing relational exchanges.
Related Topics
Social Sciences and Humanities
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Marketing
Authors
Robert C. Fink, William L. James, Kenneth J. Hatten,