Relationship Quality and Buyer-Seller Interactions in Channels of Distribution

  title={Relationship Quality and Buyer-Seller Interactions in Channels of Distribution},
  author={Sandy D. Jap and Chris Manolis and Barton A. Weitz},
  journal={Journal of Business Research},
Abstract This study considers how relationship marketing is manifest in actual interactions between buyers and sellers involved in on-going relationships with varying degrees of relationship quality. Seven buyer–seller, interaction encounters were observed, audiotaped, and analyzed. Before observing the encounters, however, in-depth interviews were conducted with the buyers to determine their perceived quality of the relationships within which the interactions would occur. Qualitative and… 

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