I analyze a search equilibrium in a large market where customer relationship based on past trade arises endogenously together with service priority and sales. Specifically, there exists a unique equilibrium where it is optimal for a buyer to make repeat purchases from the related seller and optimal for a seller to give service priority to the related buyer. Customer relationship always improves...

The starting point for this study was the obvious " mis-match " between the dominating, consumer marketing-oriented way of approaching customer satisfaction on the one hand and our current understanding of industrial buyer–seller relationships and networks on the other. The purpose of this paper is to present a relational and contextual perspective on customer satisfaction and dissatisfaction i...

This study aims to understand how buyer–seller relationship, competitive environment and guanxi affect Chinese manufacturers’ decision to implement Green Supply Chain Collaboration (GSCC). We also examine whether guanxi is able to mediate the buyer–seller relationship and GSCC implementation. Data collected from 222 Chinese manufacturing organizations were analyzed using the partial least squar...

We examine the effect of relationship-specific investment on the use of detailed contracts using data on transactions from a survey of Romanian firms. In those transactions, seller relationship-specific investment increases the amount of contractual detail, while buyer relationship-specific investment decreases it. We interpret these results using a hostages model applied to cash-flow and credi...

the purpose of this research is to evaluate the effective factors on relational marketing in mature relationships between buyer-seller. transaction versus relationship has been considered as a very important topic for research. in this research, marketing strategies are evaluated from two perspectives. the first view is marketing mix management (transactional marketing). transactional marketing...

One of the most celebrated features of modern manufacturing is the newfound capacity for information sharing between firms. Manufacturing guides suggest that buyer-seller communication can help firms achieve more efficient production and trading decisions (Schonberger (1986)), as long as the trading firms truthfully report to one another. In this paper, we study the incentives for firms to stra...

In the environment of business‐to‐business e‐commerce, Buyers and sellers in mature industrial markets can turn single transactions into long-term beneficial relationships by a deeper understanding of the complex connection between the two and buyers and sellers are uncertain about their roles. A “must-do” for the sellers, in particular, is to understand patterns of investment and reward,...