Purpose Research on how social bonding between boundary spanners influences
relationship outcomes in business-to-business (B2B) settings is sparse and controversial …

Purpose This paper aims to investigate the interrelated role of relational commitment and
dependence as drivers of key performance outcomes. Specifically, the authors provide a …

The present paper aims to examine if variables widely studied in B2C contribute to building
strong relationships in B2B markets. Moreover, it analyzes the existence of differences …

Purpose To test a research model consisting of hypothesized relationships within and
between the domains of action and social alignment based on buyer and seller perspectives …

This study investigates the social relationship between buyers' key contact employees and
sellers' key contact employees in business-to-business marketing relationships in service …

Purpose This study aims to explore the role customer satisfaction play in mediating the
nexus between commitment, trust, relative dependence and customer loyalty from an …

Purpose This paper aims to investigate to what extent core, technical and social components
of relationship value influence customer satisfaction and loyalty in the high technology …

Purpose: The extant literature on business-to-business relationship has shown that trust,
relationship duration, and social bond are the key drivers of relationship satisfaction …

The concept of relationship characterizes a mainstream school of modern management
thoughts. In the customer market, it transcends core business activities of mere selling and …

While the relationship marketing literature acknowledges the importance of switching costs
for increasing customer retention, little is known about its relevance in industrial markets. In …