期刊
INDUSTRIAL MARKETING MANAGEMENT
卷 42, 期 6, 页码 969-982出版社
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2013.03.009
关键词
Business relationships; Mining industry; Interaction processes; Adaptation processes
This study investigates the development of the relationships between customers and suppliers of capital equipment in the mining industry. The interorganizational relationships were characterized along three sets of variables: context, task characteristics, and interaction processes. Longitudinal case study research was conducted, and four long-term relationships in the Portuguese metal mining industry were investigated. The domesticated nature of the market, compatibility of partners' objectives and strategies, and the choice of a direct channel are significant driving forces for the establishment and development of these relationships. Well-driven interaction processes were found determinant to relationship development and outcomes. Particularly, the extent of supplier-based adaptations and scope of after-sales agreements are core to relationship development and continuity. (C) 2013 Elsevier Inc. All rights reserved.
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