What is it about?

This paper seeks to conceptually propose a new model of buyer-seller relationship quality and then to empirically test the model. Considering several variables in the field of business relationships, this research gives emphasis to mediating and moderating variables.

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Why is it important?

this paper aims to identify the dimensions of customer perceived value (CPV) from the perspective of industrial buyers, which has received scant attention in the previous studies. Several theoretical models exist within the industrial marketing literature that explains the buyer-seller relationship. Yet, to date no conceptual model has been able to offer a complete picture of the buyer-seller relationship. This paper tries to develop a comprehensive model of buyer-seller relationship quality in industrial markets.


The results indicate that two categories of variables affect the buyer-seller relationship quality, which we termed inter-organizational and inter-personal variables. Also, relationship quality and customer perceived value serve as mediating variables in the buyer-seller relationship quality model to influence attitudinal and behavioral loyalty. Additionally, market turbulence and seller openness has been found to play the role of moderating variables.

Dr Majid Mohammad shafiee
Department of Management, Faculty of Administrative Sciences & Economics, University of Isfahan

Read the Original

This page is a summary of: Value Proposition in the Buyer-Seller Relationship Quality: A Mixed Method Approach, International Journal of Procurement Management, January 2022, Inderscience Publishers,
DOI: 10.1504/ijpm.2022.10049093.
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