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The business-to-business relationship dimensions in financial services markets

  • João Proença
  • Luís Castro

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    This paper discusses the nature of financial business relationships by drawing on the IMP Group’s theory of industrial relationships. It discusses, among other aspects, the interaction process between banks and their corporate clients, the longevity of relationships, the interdependence between both sides, and the atmosphere of financial services relationships. The conclusions are thought to be interesting and useful for the managers of firms and financial services when setting relationship marketing policies and for academic research on business-to-business services relationships. The field research was done in Portugal and the case method was used. Copyright Springer-Verlag 2007

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    File URL: http://hdl.handle.net/10.1007/s11628-006-0004-9
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    Article provided by Springer & Pan-Pacific Business Association in its journal Service Business.

    Volume (Year): 1 (2007)
    Issue (Month): 1 (March)
    Pages: 63-78

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    Handle: RePEc:spr:svcbiz:v:1:y:2007:i:1:p:63-78
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    Web page: http://www.panpacificbusiness.org/

    Order Information: Web: http://www.springer.com/business/journal/11628

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    1. Halinen, Aino & Törnroos, Jan-Åke, 1998. "The role of embeddedness in the evolution of business networks," Scandinavian Journal of Management, Elsevier, vol. 14(3), pages 187-205, March.
    2. S.K. Dube & U.C. Mohanty, 2004. "Editorial," Natural Hazards- Journal of the International Society for the Prevention and Mitigation of Natural Hazards, Springer;International Society for the Prevention and Mitigation of Natural Hazards, vol. 31(2), pages 317-317, February.
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