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Paper info: When Does Organizational Support Matter More In Implementing Buyer-Seller Relationships?

Title


When Does Organizational Support Matter More In Implementing Buyer-Seller Relationships?

Authors


Prabakar Kothandaraman
Drexel University
United States
Prabakar Kothandaraman

Place of Publication


The paper was published at the 19th IMP-conference in Lugano, Switzerland in 2003.

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Abstract


This study focuses on the impact of organizational support in implementing buyer-seller relationships. The author identifies key dimensions of organizational support and using data from the filed, tests its impact on external relationship behavior and relationship performance. Managers? cynicism towards cooperative business relationships is found to moderate the above relationship.