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• W2090604004 abstract "The need to increase our understanding of consumer-seller relationships has been touted by both academics and direct marketers. Particularly needed are research efforts designed to provide greater theoretical and practical guidance into understanding buyer-seller relationships by incorporating a variety of disciplines, including consumer behavior, psychology, and sociology. This exploratory study reports the findings of an empirical investigation of the use of relationship-oriented attitudinal data to classify customers for the purpose of building stronger relationships. The results indicate that customers can be segmented by using relationship-oriented attitudinal variables such as trust, commitment, and relationship benefits/bonds. The resulting segments have different customer profiles, and segment membership can be accurately predicted using these profiles." @default.
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• W2090604004 date "1998-01-01" @default.
• W2090604004 modified "2023-10-17" @default.
• W2090604004 title "Using attitudinal and descriptive database information to understand interactive buyer-seller relationships" @default.
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• W2090604004 doi "https://doi.org/10.1002/(sici)1520-6653(199822)12:3<32::aid-dir4>3.0.co;2-y" @default.
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