Buyer-seller relationships: Similarity, relationship management, and quality

被引：0
|
作者：
Smith, JB [1 ]
机构：
[1] Univ Victoria, Victoria, BC V8W 2Y2, Canada
来源：
PSYCHOLOGY & MARKETING | 1998年 / 15卷 / 01期
关键词：
D O I：
10.1002/(SICI)1520-6793(199801)15:1<3::AID-MAR2>3.0.CO;2-I
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
Trends of increased diversity in domestic markets and globalization require marketers to interact with dissimilar others. This study draws on similarity-attraction theory and examines the effects of similarity on relationship management behaviors and relationship quality. Similarity in buyer-seller work attitudes, sex, life stage, and personality are found to have differential effects in facilitating open communication, relationship investment, and relationalism. The effects of similarity on relationship quality are found to be primarily indirect, through facets of relationship management. Management implications are discussed. (C) 1998 John Wiley & Sons, Inc.
引用
收藏
页码：3 / 21
页数：19
相关论文
共 50 条
  • [21] The Effect of Dissolution Intention on Buyer-Seller Relationships
    Kang, Bohyeon
    Oh, Sejo
    Sivadas, Eugene
    JOURNAL OF MARKETING CHANNELS, 2012, 19 (04) : 250 - 271
  • [22] An application of the investment model to buyer-seller relationships
    Moon, MA
    1996 AMA WINTER EDUCATORS' CONFERENCE, VOL 7 - MARKETING THEORY AND APPLICATIONS, 1996, 7 : 169 - 175
  • [23] Buyer-seller relationships in the wood products industry
    Simpson, JT
    Wren, BM
    JOURNAL OF BUSINESS RESEARCH, 1997, 39 (01) : 45 - 51
  • [24] Interpersonal and organizational trust in buyer-seller relationships
    Ganesan, S
    1996 AMA WINTER EDUCATORS' CONFERENCE, VOL 7 - MARKETING THEORY AND APPLICATIONS, 1996, 7 : 164 - 164
  • [25] Creativity in buyer-seller relationships: The role of governance
    Wang, Qiong
    Bradford, Kevin
    Xu, Jun
    Weitz, Barton
    INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING, 2008, 25 (02) : 109 - 118
  • [26] Building buyer-seller relationships in developing countries
    Batt, PJ
    Rexha, N
    CHAIN MANAGEMENT IN AGRIBUSINESS AND THE FOOD INDUSTRY, 2000, : 323 - 329
  • [27] Buyer-seller relationships along channels of distribution
    Kalafatis, SP
    INDUSTRIAL MARKETING MANAGEMENT, 2002, 31 (03) : 215 - 228
  • [28] An examination of the nature of trust in buyer-seller relationships
    Doney, PM
    Cannon, JP
    JOURNAL OF MARKETING, 1997, 61 (02) : 35 - 51
  • [29] Factors influencing successful buyer-seller relationships
    Powers, Thomas L.
    Reagan, William R.
    JOURNAL OF BUSINESS RESEARCH, 2007, 60 (12) : 1234 - 1242
  • [30] Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships
    Crosno, Jody
    Dahlstrom, Robert
    Friend, Scott B.
    JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 2020, 40 (03) : 161 - 179
12345