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
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.