A buyer's perspective on collaborative versus transactional relationships

被引：112

作者：

Whipple, Judith M. ^{[1
]}

Lynch, Daniel F. ^{[1
]}

Nyaga, Gilbert N. ^{[2
]}

机构：

[1] Michigan State Univ, Dept Supply Chain Management, Eli Broad Coll Business, E Lansing, MI 48824 USA

[2] Northeastern Univ, Coll Business Adm, Informat Operat & Anal Grp, Boston, MA 02115 USA

来源：

INDUSTRIAL MARKETING MANAGEMENT | 2010年 / 39卷 / 03期

基金：

美国国家科学基金会;

关键词：

Collaboration; Relationship management; Trust; Performance; Satisfaction; SELLER RELATIONSHIPS; COMMITMENT; SUCCESS; TRUST; POWER; CHANNEL; DETERMINANTS; SATISFACTION; ORIENTATION; ALLIANCES;

D O I：

10.1016/j.indmarman.2008.11.008

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This research examines collaborative and transactional relationships in buying firms to determine whether collaborative relationships offer greater benefits than transactional relationships, and to ascertain which relational factors drive satisfaction and performance for both collaborative and transactional relationship types Factor analysis. t-tests and step-wise regression were used to analyze data from a survey of buying firms. Results show that collaborative relationships offer higher levels of satisfaction and performance than transactional relationships Satisfaction factored into two separate constructs satisfaction with the relationship and satisfaction with the results Of the relational factors examined, trust is the most important predictor of performance and satisfaction with the relationship regardless of the type of relationship examined (C) 2009 Elsevier Inc All rights reserved

引用

页码：507 / 518

页数：12

共 63 条

[1] THE USE OF PLEDGES TO BUILD AND SUSTAIN COMMITMENT IN DISTRIBUTION CHANNELS [J].