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.

Industrial Market

Seller Relationship

Mutual Trust

Industrial Network

Information Exchange


Lars-Erik Gadde

Chalmers, Technology Management and Economics, Industrial Marketing

Håkan Håkansson

Uppsala University

Developments in Marketing Science: Proceedings of the Academy of Marketing Science

23636165 (ISSN) 23636173 (eISSN)


Subject Categories

Business Administration

Communication Studies

Information Systemes, Social aspects



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8/8/2023 6