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To link to full-text access for this article, visit this link: http://dx.doi.org/10.1016/j.indmarman.2008.08.004 Byline: Cindy Claycomb (a), Gary L. Frankwick (b) Keywords: Buyer-seller relationships; Interaction theory; Network theory; Relationship development Abstract: Long-term buyer-seller relationships have been a focus of research for several years. The present study draws on interaction/network theory to test a model examining the interaction mechanisms and relationship characteristics of buyer-seller relationships during four progressive phases of relationship development. Data from 174 members of the Institute for Supply Management offer empirical support for the associations proposed in the model, as well as some surprising results. One of the most useful findings of the research is that the patterns of these associations vary as buyer-seller relationships progress through the four phases of relationship development. Specifically: in the awareness phase, joint problem solving increases buyer uncertainty; in the exploration phase, communication quality and joint problem solving increase relationship-specific investments; and in the expansion phase, joint problem solving increases relationship-specific investments and severe conflict resolution increases buyer uncertainty. Seller reputation moderates many of these relationships. The major conclusion of the research is that buyers and sellers should recognize that while information exchange and conflict resolution are important aspects of buyer-seller relationships, their use may not always lead to the desired relationship characteristics. Managerial implications of these findings and further research ideas are presented. Author Affiliation: (a) W. Frank Barton School of Business, Department of Marketing, Wichita State University, 1845 Fairmount, Wichita, Kansas, 67260-0084, United States (b) Spears School of Business, Oklahoma State University, Stillwater, Oklahoma, 74078-4011, United States Article History: Received 3 May 2006; Revised 3 July 2007; Accepted 10 August 2008

This study investigates the moderating effects of buying context on the relationship between communication elements and the effort buyers exert while searching for new suppliers throughout a buyer-supplier relationship development process. A mail survey of members of the Institute for Supply Management™ was conducted and the data were analyzed using moderated regression. The results suggest that company size, buyer experience, relationship duration and relationship importance affect the association between a buyer's search effort and the communication elements. Interestingly, the buying context affects the relationship between search effort and the communication elements in different ways and to a different extent in each stage of the relationship development process., INTRODUCTION Success in business-to-business markets depends, in part, on understanding relationship development between buyers and suppliers. Understanding industrial buyer behavior is instrumental to an appreciation of the relationship development process. [...]

Conflicts in beliefs due to differences in managerial perspectives are bound to affect strategic decision-making and planning. Major organizational decisions are often arrived at through mutli-department planning sessions that get bogged down by partisan behavior arising from sectoral perspectives and expertise. This behavior is examined using a structural-cognitive approach and snowball sampling in the context of a major marketing strategy planning activity in a Fortune 500 high technology firm seeking to develop a core technology. This technology was expected to result in a major reconfiguration of the organization's competitve strategy. The results indicate that functional subcultures and turf-protection resulted in an intially negative situation among the planners. Over time, however, negative beliefs gave way to positive beliefs, clearing the way for conflict resolution and active planning.

Byline: Rolf T. Wigand, Gary L. Frankwick Network analysis has been employed by the authors to examine research and development (R&D) technology transfer relationships among industry, government and a university in the field of micro-electronics. The results identified various roles and positions in the network which are important to the transfer of information. The research presented provides an insight that may decrease the time to bring innovations to end-user markets, and shows what other kinds of assistance government and the university can provide to industry in developing new technology.

Based on Weber's theory of social hierarchies, we employ the 'salesperson-customer relationship status' concept to characterize strength of the salesperson-customer bond. Different levels of relationship status are described, tracked over time, and empirically related to strategic goals of customer retention and enhancement. We examine relationship selling activities to explain changes in salesperson-customer relationship status. Survey results suggest greater contact by salespeople contributes significantly to maintenance or improvement in customer rated salesperson status, service retention rates, and additional service purchases. However, customers classifying salespeople in the second highest status are most likely to replace current products with competing products., Introduction Revenue growth from the sale of financial products and services ultimately depends on attracting new customers, keeping old ones, and turning existing customers into better customers (Berry 1983). Crosby, [...]