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Theoretical Perspectives of Business Relationships: Explanation and Configuration

In: Business Relationship Management and Marketing

Author

Listed:
  • Michael Kleinaltenkamp

    (Freie Universität Berlin)

  • Wulff Plinke

    (European School of Management & Technology)

  • Albrecht Söllner

    (Euorpa-Universität Viadrina Frankfurt (Oder))

Abstract

To conduct business relationships successfully it is necessary to elucidate the forces that drive the business partners’ actions. Chapter 2 thus presents the most important theoretical insights related to business relationships as a basis for a better understanding of the actors’ behavior. As research approaches to marketing in business relationships are very heterogeneous, this chapter also intends to create awareness for the significance of the different theoretical perspectives. After behavioral approaches, the concept of Thibaut and Kelley as a social psychological scheme of explanation is presented. Furthermore, the basic economic indicators of business relationships, commitment, relationship value and switching costs, are explained and it is shown how they affect the business partners’ actions and what this means for business relationship management and marketing.

Suggested Citation

  • Michael Kleinaltenkamp & Wulff Plinke & Albrecht Söllner, 2015. "Theoretical Perspectives of Business Relationships: Explanation and Configuration," Springer Texts in Business and Economics, in: Michael Kleinaltenkamp & Wulff Plinke & Ingmar Geiger (ed.), Business Relationship Management and Marketing, edition 127, chapter 2, pages 27-54, Springer.
    • Handle: RePEc:spr:sptchp:978-3-662-43856-5_2
    DOI: 10.1007/978-3-662-43856-5_2
    as

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