Skip to main content
SpringerLink
Log in

An integrated model of buyer-seller relationships

  • Special Issue On Relationship Marketing
  • Published:
Journal of the Academy of Marketing Science Aims and scope Submit manuscript

Abstract

Relationships in business markets are increasingly important in many companies’ operating strategies. A five-stage framework integrates the constructs most often examined in empirical relationship research with the stages of relationship development (partner selection, defining purpose, setting relationship value, and relationship maintenance). The proposed model recognized that a variable may be active at certain stages and become latent in others. Research directions are proposed and managerial implications discussed.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

References

  • Anderson, Erin and Barton Weitz. 1990. “Determinants of Continuity in Conventional Industrial Channel Dyads.”Marketing Science 8 (Fall): 310–23.

    Article  Google Scholar 

  • Anderson, Erin, Leonard M. Lodish, and Barton A. Weitz. 1987. “Resource Allocation Behavior in Conventional Channels.”Journal of Marketing Research 24 (February): 85–97.

    Article  Google Scholar 

  • Anderson, James C. and J. A. Narus. 1984. “A Model of the Distributor’s Perspective of Distributor-Manufacturer Working Relationships.”Journal of Marketing 48 (Fall): 62–74.

    Article  Google Scholar 

  • ————— and —————. 1990. “A Model of Distributor Firm and Manufacturer Firm Working Partnerships.”Journal of Marketing 54 (January): 42–58.

    Article  Google Scholar 

  • Anderson, J. C., Håkan Håkansson, and Jan Johanson. 1994. “Dyadic Business Relationships Within a Business Network Context.”Journal of Marketing 58 (October): 1–15.

    Article  Google Scholar 

  • Badaracco, Joseph L. 1991.The Knowledge Link. Boston: Harvard Business School Press.

    Google Scholar 

  • Borys, Bryan and David B. Jemison. 1989. “Hybrid Arrangements as Strategic Alliances: Theoretical Issues in Organizational Combinations.”Academy of Management Review 14 (February): 234–49.

    Article  Google Scholar 

  • Cravens, David W., Shannon H. Shipp, and Karen S. Cravens. 1994. “Reforming the Traditional Organization: The Mandate for Developing Networks.”Business Horizons (July–August): 19–28.

  • Deutsch, Morten. 1958. “Trust and Suspicion.”Journal of Conflict Resolution 2 (September): 265–79.

    Article  Google Scholar 

  • Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh. 1987. “Developing Buyer-Seller Relationships.”Journal of Marketing 51 (April): 11–27.

    Article  Google Scholar 

  • Finegan, Jay. 1993. “Survival of the Smartest.”Inc., December, pp. 78–88.

  • Ford, David. 1990.Understanding Business Markets: Interaction, Relationships, and Networks. London: Academic Press.

    Google Scholar 

  • Ganesan, Shankar. 1994. “Determinant of Long-Term Orientation in Buyer-Seller Relationships.”Journal of Marketing 58 (April): 1–19.

    Article  Google Scholar 

  • Håkansson, Håkan. Ed. 1982.International Marketing and Purchasing of Industrial Goods: An Interaction Approach. Chichester, England: Wiley.

    Google Scholar 

  • Håkansson, Håkan and B. Wootz. 1979. “A Framework for Industrial Buying and Selling.”Industrial Marketing Management 8: 28–39.

    Article  Google Scholar 

  • Hallén, Lars, Nazeem Seyed-Mohamed, and Jan Johanson. 1988. “Adaptations in Business Relationships.” InResearch Developments in International Marketing. Ed. P. W. Turnbull and S. J. Paliwoda. Proceedings of the 4th IMP Conference, IMP Group, Manchester.

    Google Scholar 

  • Hallén, Lars, Jan Johanson, and Nazeem Seyed-Mohamed. 1991. “Interfirm Adaptation in Business Relationships.”Journal of Marketing 55 (April): 29–37.

    Article  Google Scholar 

  • Han, Sang-Lin. 1992. “Antecedents of Buyer-Seller Long-Term Relationships: An Exploratory Model of Structural Bonding and Social Bonding.” Working paper No. 6-1992. Institute for the Study of Business Markets, Pennsylvania State University, University Park.

    Google Scholar 

  • Han, Sang-Lin and David T. Wilson. 1993. “Antecedents of Buyer Commitment to a Supplier: A Model of Structural Bonding and Social Bonding.” Unpublished paper, Marketing Department, Pennsylvania State University, University Park.

  • Han, Sang-Lin, David T. Wilson, and Shirish Dant. 1993. “Buyer-Seller Relationships Today.”Industrial Marketing Management 22 (4): 331–8.

    Article  Google Scholar 

  • Hardwick, B. and D. Ford. 1986. “Industrial Buyer Resources and Responsibilities and the Buyer-Seller Relationships.”Industrial Marketing and Purchasing 1: 3–25.

    Google Scholar 

  • Heide, Jan B. and George John. 1988. “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels.”Journal of Marketing 52 (January): 20–35.

    Article  Google Scholar 

  • ————— and —————. 1990. “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Seller Relationships.”Journal of Marketing Research 27 (February): 24–36.

    Article  Google Scholar 

  • ————— and —————. 1992. “Do Norms Matter in Marketing Relationships?”Journal of Marketing 56 (April): 32–44.

    Article  Google Scholar 

  • Jackson, Barbara Bund. 1985.Winning and Keeping Industrial Customers. Lexington, KY: Lexington Books.

    Google Scholar 

  • Johnson, Michael P. 1978. “Personal and Cognitive Features of the Dissolution of Commitment to Relationships.” InPersonal Relationships: Dissolving Personal Relationships. Ed. S. Duck. London, England: Academic Press.

    Google Scholar 

  • Kalwani, Manohar U. and Narakesari Narayandas. Forthcoming. “Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms?”Journal of Marketing.

  • Levine, Jonathan B. and John A. Byrne. 1986. “Corporate Odd Couples.”Business Week July 21, pp. 100–5.

  • Lorange, Peter and Johan Roos. 1991. “Why Some Strategic Alliances Succeed and Others Fail.”Journal of Business Strategy (January–February): 25–30.

  • McCall, G. J. 1970. “The Social Organization of Relationships.” InSocial Relationships. Eds. George J. McCall, Michal M. McCall, Norman K. Denzin, Gerald D. Suttles, Suzanne B. Kurth. Chicago: Aldine.

    Google Scholar 

  • Moorman, Christine, Gerald Zaltman, and Rohit Deshpande. 1992. “Relationships Between Providers and Users of Marketing Research: The Dynamics of Trust Within and Between Organizations.”Journal of Marketing Research 29 (August): 314–29.

    Article  Google Scholar 

  • Morgan, Robert M. and Shelby D. Hunt. 1994. “The Commitment-Trust Theory of Relationship Marketing.”Journal of Marketing 58 (July): 20–38.

    Article  Google Scholar 

  • Mummalaneni, Venkatapparao. 1987. “The Influence of a Close Personal Relationship Between the Buyer and the Seller on the Continued Stability of Theory Role Relationships.” Ph.D. dissertation. Pennsylvania State University, University Park.

    Google Scholar 

  • Mummalaneni, Venkatapparao and David T. Wilson. 1991. “The Influence of a Close Personal Relationship Between a Buyer and Seller on the Continued Stability of Their Role Relationship.” Working paper 4-1991. The Institute for the Study of Business Markets, Pennsylvania State University, University Park.

    Google Scholar 

  • Noordewier, Thomas G., George John, and John R. Nevin. 1990. “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships.”Journal of Marketing 54 (4) (October): 80–93.

    Article  Google Scholar 

  • Pfeffer, J. and G. Salancik. 1978. “The External Control of Organizations: A Resource Dependence Perspective.” New York: Harper & Row.

    Google Scholar 

  • Schurr, Paul H. and Julie L. Ozanne. 1985. “Influences on Exchange Processes: Buyers’ Preconceptions of a Seller’s Trustworthiness and Bargaining Toughness.”Journal of Consumer Research 11 (March): 939–53.

    Article  Google Scholar 

  • Taylor, Alex, III. 1994. “The Auto Industry Meets the New Economy.”Fortune September 5, pp. 52–60.

  • Thibault, John W. and Harold H. Kelley. 1959.The Social Psychology of Groups. New York: Wiley.

    Google Scholar 

  • Turnbull, Peter W. and Stanley J. Paliwoda. 1986.Research in International Marketing. London: Croom Helm.

    Google Scholar 

  • Turnbull, Peter W. and Jean-Paul Valla. Eds. 1985.Strategies for International Industrial Marketing. London: Croom Helm.

    Google Scholar 

  • Turner, R. H. 1970.Family Interaction. New York: Wiley.

    Google Scholar 

  • Vlosky, Richard P. and David T. Wilson. 1994. “Technology Adoption in Channels.”Relationship Marketing: Theory Methods and Applications Conference Proceedings. Eds. Jagdish N. Sheth and Atual Parvatiyar. Center for Relationship Marketing, Emory University.

  • Williamson, Oliver E. 1975.Markets and Hierarchies: Analysis and Antitrust Implications. New York: Free Press.

    Google Scholar 

  • —— 1985.The Economic Institutions of Capitalism. New York: Free Press.

    Google Scholar 

  • —— 1991. “Comparative Economic Organizations: The Analysis of Discrete Structural Alternatives.”Administrative Science Quarterly 36: 269–96.

    Article  Google Scholar 

  • Wilson, David T. 1978. “Dyadic Interactions: Some Conceptualizations.” InOrganizational Buying Behavior. Eds. T. V. Bonoma and G. Zaltman. Chicago: American Marketing Association.

    Google Scholar 

  • Wilson, David T. and Swati A. Jantrania. 1993. “Understanding the Value of a Relationship.” Paper presented at the International Colloquium Relationship Marketing, Monash University, Melbourne.

  • Wilson, David T. and Kristian K. Moller. 1988. “Buyer-Seller Relationships: Alternative Conceptualizations.” Working paper 10-1988. The Institute for the Study of Business Markets, Pennsylvania State University, University Park.

    Google Scholar 

  • ————— and —————. 1991. “Buyer-Seller Relationships: Alternative Conceptualizations.” InNew Perspectives on International Marketing. Ed. S. J. Paliwoda. New York: Routledge, 87–107.

    Google Scholar 

  • Wilson, David T. and Venkat Mummalaneni. 1986. “Bonding and Commitment in Supplier Relationship: A Preliminary Conceptualization.”Industrial Marketing and Purchasing 1 (3): 44–58.

    Google Scholar 

  • Wilson, David T., Praveen K. Soni, and Michael O’Keeffe. 1995. “Modeling Customer Retention as a Relationship Problem.” Working paper No. 1995-13. Institute for the Study of Business Markets, Pennsylvania State University, University Park.

    Google Scholar 

  • Zand, Dale E. 1972. “Trust and Managerial Problem Solving.”Administrative Science Quarterly 17 (June): 229–39.

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. University of Western Ontario, USA

    David T. Wilson

  2. Pennsylvania State University, USA

    David T. Wilson

Authors
  1. David T. Wilson
    View author publications

    You can also search for this author in PubMed Google Scholar

Additional information

He is an active scholar and publisher in the use of strategic alliances to create competitive advantage. He is the managing director of the Institute for the Study of Business Markets.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Wilson, D.T. An integrated model of buyer-seller relationships. JAMS 23, 335–345 (1995). https://doi.org/10.1177/009207039502300414

Download citation

  • Issue Date:

  • DOI: https://doi.org/10.1177/009207039502300414

Keywords

Search

Navigation