Performance outcomes of behavioral attributes in buyer-supplier relationships

  • Sandra Simas Graca, James M. Barry, Patricia M. Doney
  • Journal of Business and Industrial Marketing, August 2015, Emerald
  • DOI: 10.1108/jbim-04-2014-0072

Buyer-supplier Relationships

What is it about?

This paper studies the impact of relationship capital (trust and commitment) and the exchange climate (communication, conflict resolution and cooperation) on performance satisfaction in the context of buyer–supplier relationships in Brazil and the United States.

Why is it important?

Based on the findings, suppliers can better formulate strategies to enter overseas markets.

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