An integrated model of buyer-seller relationships
Journal of the Academy of Marketing Science · 1995 · Volume 23 · Issue 4
DOI: 10.1177/009207039502300414
Abstract
Relationships in business markets are increasingly important in many companies’ operating strategies. A five-stage framework integrates the constructs most often examined in empirical relationship research with the stages of relationship development (partner selection, defining purpose, setting relationship value, and relationship maintenance). The proposed model recognized that a variable may be active at certain stages and become latent in others. Research directions are proposed and managerial implications discussed.
Keywords
Strategic Alliance, Seller Relationship, Structural Bond, Boundary Definition, Business Market
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