Abstract During the past decade, marketing managers and scholars have focused increased attention on buyer-seller relationships in business markets. This article contributes to the emerging body of knowledge in this important arena. Building from theories of relationships and empirical research across several disciplines, the authors specify six key underlying dimensions (connectors) that characterize the manner in which buyers and sellers relate and conduct relationships. Measures for these relationship connectors (information exchange, operational linkages, legal bonds, cooperation, and relationship-specific adaptations by buyers and sellers) are developed in a series of pretests. Then, on the basis of relationship profiles for more than 400 buyer-seller relationships sampled from a wide array of industries and market situations, the authors apply numerical taxonomy to develop an empirically based classification of different types of business relationships. Contrary to approaches used in much of the extant literature, taxonomic methods do not rely on an assumption that the connectors are highly intercorrelated or that they combine in some linear fashion to form a single underlying dimension. Furthermore, the research specifies antecedent market and purchase situations and shows that they affect when specific types of relationships are used. The research also shows how customer satisfaction and evaluations of supplier performance vary across different types of relationships. The results provide new insights about the nature of relationships in business markets. Show Journal Information JMR publishes articles representing the entire spectrum of research in marketing, ranging from analytical models of marketing phenomena to descriptive and case studies. Publisher Information Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE is a leading international provider of innovative, high-quality content publishing more than 900 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority owned by our founder and after her lifetime will become owned by a charitable trust that secures the company’s continued independence. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC and Melbourne. www.sagepublishing.com Rights & Usage This item is part of a JSTOR Collection. focusNode Didn't know it? Knew it?  Embed Code - If you would like this activity on your web page, copy the script below and paste it into
your web page. Chapter 6 Marketing Lecture Notes
Which of these is a commonly used organizational buying criteria?Feedback Most commonly used organizational buying criteria include price, ability to meet the quality specifications required, ability to meet the required delivery schedules, technical capability, warranties and claim policies, past performance on previous contracts, and production facilities and capacity.
What is organizational buying quizlet?Organizational buying. the decision-making process by which formal orgs establish the need for purchased products and services, and identify, evaluate, and choose among alternative brands and suppliers. Characteristic of business markets in relation to consumer markets.
What buyers include all buyers in a nation except ultimate consumers?yes. Organizational buyers include all buyers in a nation except ______ consumers. ultimate consumers. federal, state, and local agencies that buy products and services for the constituents they serve.
Which role in the business buying center controls the flow of information?Gatekeepers are people in an organization (within the buying center) that control the flow of information.
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Which of these is a reason that online buying is so prominent in organizational markets?
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