Bibliographic Details
| Title: |
EXPLORING THE PHENOMENON OF BUYER-SELLER MISMATCHES IN BUSINESS-TO-BUSINESS RELATIONSHIPS. |
| Authors: |
Blocker, Christopher P.1 cblocker@utk.edu |
| Source: |
AMA Winter Academic Conference Proceedings. 2005, Vol. 16, p47-57. 11p. 2 Diagrams, 2 Charts. |
| Subject Terms: |
*Interpersonal relations, Business-to-business transactions, Purchasing agents, Business enterprises, Business |
| Abstract: |
Evidence shows relational strategies can prove successful in some cases but are costly and ineffective in others. Yet, understanding favorable conditions for a relational over an arm's length approach is still emerging. One area that holds promise for shedding light on this issue is buyer-seller mismatches, as they occur when firms strive for dissimilar goals and relate in incompatible ways. This paper draws focus to this concept by integrating the literature and exploring the complexity of buyer-seller incompatibility. [ABSTRACT FROM AUTHOR] |
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| Database: |
Education Research Complete |
