An investigation of the quality of buyer-seller relationships: evidence from the textile industry

Daskou, S. ORCID: 0000-0002-9142-0822 and Ioannidis, A., 2015. An investigation of the quality of buyer-seller relationships: evidence from the textile industry. In: 27th Business & Economics Society International (B&ESI) Conference 2015, Albufeira, Algarve, Portugal, 6-9 July 2015.

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The paper examines issues of the quality of marketing relationships between providers and clients in business-to-business settings. It addressees the drivers of relationship performance, that formulate the intra-firm environment, with the intent to develop a measure of the quality of the relationships between channel partners in the future. The study explores the perceived relationship quality of organizational clients in the context of the Hellenic Textile Industry by adopting a case study method (as per Yin 2013). The findings support the contentions that relationship strength springs from experienced inter-partner trust and collaborative communication; relationship commitment is an outcome of perceived high levels of quality provision; as well as the fact that providers that are able to adapt to client requirements, and nurture sustainable dialectic interactions with clients enjoy higher customer commitment, synergy and appreciation of their reputation. Consequently the study identified open communication, cooperation (synergy), commitment and adaptability, perceived service quality, trustworthiness, and aligned ethics and values to be factors of the quality of a buyer seller relationship, in a business-to-business context.

Item Type: Conference contribution
Creators: Daskou, S. and Ioannidis, A.
Date: 2015
Divisions: Schools > Nottingham Business School
Record created by: Jonathan Gallacher
Date Added: 29 Nov 2018 10:40
Last Modified: 29 Nov 2018 10:40

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