The Role of Retail Equity, Value and Relational Benefits in Building B2B Relationships in Retailing

Volume: 19, Issue: 4, Pages: 253 - 286
Published: Nov 15, 2019
Abstract
The present paper aims to examine if variables widely studied in B2C contribute to building strong relationships in B2B markets. Moreover, it analyzes the existence of differences across retailers related to percentage of purchases from the main supplier. Through a personal survey to retail store managers regarding their relationships with their main suppliers, a structural equation model is estimated through PLS to test the hypothesized...
Paper Details
Title
The Role of Retail Equity, Value and Relational Benefits in Building B2B Relationships in Retailing
Published Date
Nov 15, 2019
Volume
19
Issue
4
Pages
253 - 286
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