Classifying relationship structures : Relationship strength in industrial markets

Donaldson, Bill and O'Toole, Tom (2000) Classifying relationship structures : Relationship strength in industrial markets. Journal of Business and Industrial Marketing, 15 (7). pp. 491-506. ISSN 0885-8624

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Although many authors examine relationships, few attempt to classify alternative structures. In this research a relationship strength construct is developed to distinguish among alternative relationship structures based on a key mediating variable set derived from an assessment of the dominant behavior process and economic content variables underlying important buyer-seller relationships. Results using a cluster analysis procedure based on a sample of 200 industrial company respondents from the UK engineering, electronic and telecommunications sectors support the classification. This allows us to discriminate between four relationship structures in main buyer-supplier relationships, which are labeled: bilateral, recurrent, dominant partner, and discrete. Such a classification can provide managers with a mechanism for analyzing and planning for the development of their inter-firm relationships.

Item Type: Article
Uncontrolled Keywords: /dk/atira/pure/subjectarea/asjc/1400/1403
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Depositing User: Admin SSL
Date Deposited: 19 Oct 2022 23:09
Last Modified: 27 Jun 2023 03:20

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