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2016 | OriginalPaper | Buchkapitel

Supplier–Customer Relationship in a Business Network Context

verfasst von : Susumu Ohira, Daisuke Ishida, Naoto Onzo

Erschienen in: Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing?

Verlag: Springer International Publishing

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Abstract

Using 122 dyadic data collected from customers and suppliers of industrial air conditioning systems, the authors examined the role of relationship quality and supplier’s competence in a business network context. The findings suggest that business network connection is an antecedent to relationship commitment and relationship outcomes (i.e., repurchase intention and value creation). The present study also indicates that sales planning competence is a mediator between relationship quality and relationship outcomes.

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Vorheriges Kapitel ICT’s Integration Effects on the Relationship Benefits and Business Process in Industrial Markets

Nächstes Kapitel An Empirical Examination of Firm-Initiated Service Termination: A Perceived Justice Perspective

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Titel: Supplier–Customer Relationship in a Business Network Context
verfasst von: Susumu Ohira
Daisuke Ishida
Naoto Onzo
Verlag: Springer International Publishing
Buch: Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing?
Print ISBN: 978-3-319-26646-6

Electronic ISBN: 978-3-319-26647-3

Copyright-Jahr: 2016
DOI: https://doi.org/10.1007/978-3-319-26647-3_116