IDEAS home Printed from https://ideas.repec.org/p/hhb/uufewp/9805.html
   My bibliography  Save this paper

Uncertainty in cooperation between service buyers and sellers

Author

Listed:
  • Eriksson, Kent
  • Sharma, D. Deo
  • Silver, Lars

Abstract

The realization of relationship marketing requires cooperative exchange between buyers and sellers. A key determinant of cooperative exchange is uncertainty perceived by the cooperating parties. This study investigates how cooperation is affected by decision makers’ perception of uncertainties in the environmental context, in relationships, and in decision-making routines. A sample of 135 branch managers from banks is used in a LISREL model. The results show that uncertainty regarding relationship and decision-making have strong direct effects on relationship cooperation. An important finding is that contextual uncertainty causes relationship cooperation indirectly. The results highlight the importance of organization in firms that aim to facilitate cooperation between buyer and seller. In addition, they set an agenda for future research.

Suggested Citation

  • Eriksson, Kent & Sharma, D. Deo & Silver, Lars, 1998. "Uncertainty in cooperation between service buyers and sellers," Working Papers 1998:5, Uppsala University, Department of Business Studies.
    • Handle: RePEc:hhb:uufewp:9805
    as

    Download full text from publisher

    File URL: http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-2439
    Download Restriction: no
    ---><---

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hhb:uufewp:9805. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sune Karlsson (email available below). General contact details of provider: http://www.fek.uu.se/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.