Year: 2006
Type: conference-paper
Abstract: This paper briefly reviews recent research into the value of buyer-seller relationships and then focuses specifically on the business to business context. It identifies the different approaches of the published research to the multiple perspectives of a relationship that can be adopted, such as: that of the buyer versus the seller; the identification of value drivers versus dimensions; tangible versus intangible aspects; and the differing extents to which human aspects of the relationship are considered. It then describes a replication which supports Baxter and Matear’s (2004) study of the dimensions of the intangible aspects of business to business buyer-seller relationships, synthesised from the intellectual capital literature.
Authors: RA Baxter, A Zhang
Language: English
Subfield: Marketing
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W2223274252