Paper info

The Effects of Business Network Connection and Industry Knowledge on the Development of Commitment and Cooperation in Service Relationships

Barbara Zuzel and Vesna Zabkar

The paper was published at the 20th IMP-conference in Copenhagen, Denmark in 2004.

The purpose of our study is to examine the effects of business network connection and oftenoverlooked concept of industry knowledge on relationship outcomes. Some studies haveaddressed the impact of connected relations on a focal relation from the supplier's side of thedyad, while this study addresses the problem from the customer's vantage point.