Anzeige
Erschienen in:
2015 | OriginalPaper | Buchkapitel
Information Exchange in Buyer-Seller Relationships
verfasst von : Lars-Erik Gadde, Håkan Håkansson
Erschienen in: Proceedings of the 1993 World Marketing Congress
Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.
Wählen Sie Textabschnitte aus um mit Künstlicher Intelligenz passenden Patente zu finden. powered by
Markieren Sie Textabschnitte, um KI-gestützt weitere passende Inhalte zu finden. powered by
Buyer-seller relationships on industrial markets often are characterized by a complex communication pattern. Efficency and effectiveness in such a relationship is very much dependent on the quality of the exchange of information. This paper explores the nature of the information exchange, identifying three important roles of communication; coordination, control and learning. It is shown by examples how improvements in information exchange can affect the performance of the buyer and the seller and, thus, increase the quality of the relationship.