IDEAS home Printed from https://ideas.repec.org/a/ids/ijmdma/v16y2017i1p73-96.html
   My bibliography  Save this article

Relational focus in long duration buyer-seller relationships

Author

Listed:
  • Robert C. Fink
  • Kenneth J. Hatten
  • James P. Keeler
  • William L. James
  • Linda F. Edelman

Abstract

There is limited research on the effects of accumulated shared experience on the nature or character of buyer-seller relationships that have extended beyond a few short years. The evidence presented here suggests that when buyer-seller exchanges are sustained over the long-term, the direct effect of duration on relational choice changes in buyer-seller relationships over time. Further, this study suggests that duration moderates the effects of several environmental variables drawn from resource dependency theory and transaction cost economics on relational focus. In light of this evidence we argue that duration must be integrated into contract theory to help us understand how organisations adapt to change.

Suggested Citation

  • Robert C. Fink & Kenneth J. Hatten & James P. Keeler & William L. James & Linda F. Edelman, 2017. "Relational focus in long duration buyer-seller relationships," International Journal of Management and Decision Making, Inderscience Enterprises Ltd, vol. 16(1), pages 73-96.
  • Handle: RePEc:ids:ijmdma:v:16:y:2017:i:1:p:73-96
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=82510
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    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:ids:ijmdma:v:16:y:2017:i:1:p:73-96. 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: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=19 .

    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.