publication . Article . 2012

Interpersonal attraction in buyer–supplier relationships: A cyclical model rooted in social psychology

Ellegaard, Chris;
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  • Published: 01 Jan 2012 Journal: Industrial Marketing Management, volume 41, pages 1,219-1,227 (issn: 0019-8501, Copyright policy)
  • Publisher: Elsevier BV
Abstract
Abstract The concept of attraction is not reserved for the study of interpersonal relationships between husband and wife, family members, or lifelong friends. On the contrary, it contains much potential as a variable describing interpersonal business exchange relationships. This potential has been noted by well-known industrial marketing scholars in the past, and recent theoretical advances have incorporated attraction to describe buyer–supplier exchange, although primarily at the inter organizational level of analysis. The in-depth understanding of interpersonal attraction between boundary spanners representing buying and supply companies has yet to be develope...
Subjects
free text keywords: Buyer–supplier relationship, Business exchange, Social interaction, Marketing, Social psychology, Interpersonal communication, Social relation, Interpersonal relationship, Social exchange theory, Level of analysis, Attraction, Sociology, Attractiveness, Interpersonal attraction
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publication . Article . 2012

Interpersonal attraction in buyer–supplier relationships: A cyclical model rooted in social psychology

Ellegaard, Chris;