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- W44624679 abstract "To conduct business relationships successfully it is necessary to elucidate the forces that drive the business partners’ actions. Chapter 2 thus presents the most important theoretical insights related to business relationships as a basis for a better understanding of the actors’ behavior. As research approaches to marketing in business relationships are very heterogeneous, this chapter also intends to create awareness for the significance of the different theoretical perspectives. After behavioral approaches, the concept of Thibaut and Kelley as a social psychological scheme of explanation is presented. Furthermore, the basic economic indicators of business relationships, commitment, relationship value and switching costs, are explained and it is shown how they affect the business partners’ actions and what this means for business relationship management and marketing." @default.
- W44624679 created "2016-06-24" @default.
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- W44624679 date "2014-08-01" @default.
- W44624679 modified "2023-09-30" @default.
- W44624679 title "Theoretical Perspectives of Business Relationships: Explanation and Configuration" @default.
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- W44624679 doi "https://doi.org/10.1007/978-3-662-43856-5_2" @default.
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