Drivers and Effects of Customer-Directed Communication in Business Relationships: Theoretical Foundations and an Empirical Study

Details

Serval ID
serval:BIB_4459CA436AAD
Type
Article: article from journal or magazin.
Collection
Publications
Title
Drivers and Effects of Customer-Directed Communication in Business Relationships: Theoretical Foundations and an Empirical Study
Journal
Die Betriebswirtschaft
Author(s)
Ivens B.S.
Publication state
Published
Issued date
2004
Peer-reviewed
Oui
Volume
64
Number
2
Pages
195-210
Abstract
Transactions between professional vendors and buyers can be governed in a variety of ways ranging from discrete to relational exchange. The literature based upon the relational exchange school posits that as the relationality of exchange increases, norms complement or replace formal contracts as governance mechanisms. Among the numerous governance norms discussed in the relational exchange literature information exchange is often considered to be one of the most important concepts. This paper deals with the information exchange construct and presents empirical results (n = 297) on outcome effects and determinants of suppliers? information exchange behaviour in long-term relationships.
Keywords
Information exchange, relational communication, business-to-business, relationship quality
Create date
19/11/2007 10:24
Last modification date
20/08/2019 13:48
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