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Factors influencing successful buyer-seller relationships

Author

Listed:
  • Powers, Thomas L.
  • Reagan, William R.

Abstract

Previous research has identified factors that influence buyer-seller relationships. Despite the importance of understanding how these factors influence buyer-seller relationships, the relative importance of these factors are has not been empirically determined. The purpose of this research is to identify what factors are of the greatest overall importance to buyer-seller relationships and to identify what factors are of the greatest importance in each stage of buyer-seller relationships. The results of this research have important implications for managers of both buying and selling firms. By understanding the factors that are most important at each stage, managers can focus their efforts on these elements in order to foster successful buyer-seller relationships.

Suggested Citation

  • Powers, Thomas L. & Reagan, William R., 2007. "Factors influencing successful buyer-seller relationships," Journal of Business Research, Elsevier, vol. 60(12), pages 1234-1242, December.
    • Handle: RePEc:eee:jbrese:v:60:y:2007:i:12:p:1234-1242
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    Citations

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    Cited by:

    1. Lushi Isuf & Çera Gentjan & Murrja Arif & Ujkani Sead, 2023. "Linking Farmers’ Bargaining Power in Trade to their Plans for Future Economic Activities," South East European Journal of Economics and Business, Sciendo, vol. 18(2), pages 173-185, December.
    2. Loureiro, Sandra Maria Correia & Romero, Jaime & Bilro, Ricardo Godinho, 2020. "Stakeholder engagement in co-creation processes for innovation: A systematic literature review and case study," Journal of Business Research, Elsevier, vol. 119(C), pages 388-409.
    3. Leonidou, Leonidas C. & Palihawadana, Dayananda & Chari, Simos & Leonidou, Constantinos N., 2011. "Drivers and outcomes of importer adaptation in international buyer-seller relationships," Journal of World Business, Elsevier, vol. 46(4), pages 527-543, October.
    4. Ojansivu, Ilkka & Laari-Salmela, Sari & Hermes, Jan, 2022. "The social impact of the Nokia-Elcoteq business relationship: Examining the consequences of legitimating relationship norms," Journal of Business Research, Elsevier, vol. 149(C), pages 193-206.
    5. Yung-Chul Kwon, 2011. "Relationship-specific investments, social capital, and performance: The case of Korean exporter/foreign buyer relations," Asia Pacific Journal of Management, Springer, vol. 28(4), pages 761-773, December.
    6. Danielak Wiesław, 2012. "Business model of the enterprise as a tool of building interorganizational relationships," Management, Sciendo, vol. 16(2), pages 30-39, December.
    7. Damon E. Campbell & John D. Wells & Joseph S. Valacich, 2013. "Breaking the Ice in B2C Relationships: Understanding Pre-Adoption E-Commerce Attraction," Information Systems Research, INFORMS, vol. 24(2), pages 219-238, June.
    8. Wieslaw Danielak, 2013. "Czynniki wplywajace na ksztaltowanie dlugoterminowych relacji miedzy przedsiebiorstwem a doradca (Factors influencing long-term relationship between entrepreneur and advisor)," Problemy Zarzadzania, University of Warsaw, Faculty of Management, vol. 11(43), pages 174-188.

    More about this item

    Keywords

    Buyer Seller Stages Relationship;

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