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The business-to-business relationship dimensions in financial services markets

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  • João Proença
  • Luís Castro

Abstract

This paper discusses the nature of financial business relationships by drawing on the IMP Group’s theory of industrial relationships. It discusses, among other aspects, the interaction process between banks and their corporate clients, the longevity of relationships, the interdependence between both sides, and the atmosphere of financial services relationships. The conclusions are thought to be interesting and useful for the managers of firms and financial services when setting relationship marketing policies and for academic research on business-to-business services relationships. The field research was done in Portugal and the case method was used. Copyright Springer-Verlag 2007

Suggested Citation

  • João Proença & Luís Castro, 2007. "The business-to-business relationship dimensions in financial services markets," Service Business, Springer;Pan-Pacific Business Association, vol. 1(1), pages 63-78, March.
    • Handle: RePEc:spr:svcbiz:v:1:y:2007:i:1:p:63-78
    DOI: 10.1007/s11628-006-0004-9
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    References listed on IDEAS

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    1. S.K. Dube & U.C. Mohanty, 2004. "Editorial," Natural Hazards: Journal of the International Society for the Prevention and Mitigation of Natural Hazards, Springer;International Society for the Prevention and Mitigation of Natural Hazards, vol. 31(2), pages 317-317, February.
    2. Halinen, Aino & Törnroos, Jan-Åke, 1998. "The role of embeddedness in the evolution of business networks," Scandinavian Journal of Management, Elsevier, vol. 14(3), pages 187-205, March.
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    Cited by:

    1. Cindy Yunhsin Chou & Yung-Cheng Shen & Po-Han Wu & Heng-Yu Lin, 2022. "Employee perceived meaning of work and service adaptive behavior: a psychological resourcefulness perspective," Service Business, Springer;Pan-Pacific Business Association, vol. 16(4), pages 1035-1063, December.
    2. José García-Quevedo & Francisco Mas-Verdú, 2008. "Does only size matter in the use of knowledge intensive services?," Small Business Economics, Springer, vol. 31(2), pages 137-146, August.
    3. M. Balaji, 2015. "Investing in customer loyalty: the moderating role of relational characteristics," Service Business, Springer;Pan-Pacific Business Association, vol. 9(1), pages 17-40, March.
    4. Ricardo Server Izquierdo & Jordi Capó Vicedo, 2012. "Corporate social responsibility of financial organizations in the social economy: a case study on savings banks," Service Business, Springer;Pan-Pacific Business Association, vol. 6(1), pages 99-115, March.

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