Information Exchange in Buyer-Seller Relationships
Kapitel i bok, 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

Författare

Lars-Erik Gadde

Chalmers, Teknikens ekonomi och organisation, Industriell marknadsföring

Håkan Håkansson

Uppsala universitet

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

54-58

Ämneskategorier

Företagsekonomi

Kommunikationsvetenskap

Systemvetenskap, informationssystem och informatik med samhällsvetenskaplig inriktning

DOI

10.1007/978-3-319-17323-8_16

Mer information

Senast uppdaterat

2022-03-24