An integrated model of buyer-seller relationships

  title={An integrated model of buyer-seller relationships},
  author={David T. Wilson},
  journal={Journal of the Academy of Marketing Science},
  • David T. Wilson
  • Published 1 September 1995
  • Business
  • Journal of the Academy of Marketing Science
Relationships in business markets are increasingly important in many companies’ operating strategies. A five-stage framework integrates the constructs most often examined in empirical relationship research with the stages of relationship development (partner selection, defining purpose, setting relationship value, and relationship maintenance). The proposed model recognized that a variable may be active at certain stages and become latent in others. Research directions are proposed and… 

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