Information Exchange in Buyer-Seller Relationships

Book chapter, 2015

Buyer-seller relationships on industrial markets often are characterized by a complex communication pattern. Efficency and effectiveness in such a relationship is very much dependent on the quality of the exchange of information. This paper explores the nature of the information exchange, identifying three important roles of communication; coordination, control and learning. It is shown by examples how improvements in information exchange can affect the performance of the buyer and the seller and, thus, increase the quality of the relationship.