Benefiting from dedication and constraint in buyer–seller relationships

Multi-dimensional analysis of perceived switching costs

“…However, this paper adopts a dyadic perspective and we focus on the ways in which firms can build beneficial relationships with individual customers (Mitręga & Katrichis, 2009). …”

Asymmetric customer–supplier relationship development in Taiwanese electronics firms

“…Interpersonal inconsistency may result in ambiguity or lack of clarity in communication and may be aggravated by the variety of firms, units or departments involved in a relationship; each with their own agendas and roles (Alajoutsijärvi, Möller, & Rosenbröijer, 1999;Mitręga & Katrichis, 2010). In asymmetric relationships a smaller supplier may find that it is difficult to meet or exchange ideas with larger customers and that their level of communication is limited and reactive.…”

How Qualitative Elements Of Relational Exchanges Influence an Implementation of Purchasing Marketing Strategies – A Case Of Service Companies In Slovenia

“…At the same time, some up-to-date empirical models verified the correlation between selected marketing tactics in increasing the loyal behaviours of buyers (Mitrega, Katrichis, 2010) or investigated various aspects of the effectiveness of relationship-based strategies (DeWulf, Odekerken-Schroeder, Iacobucci, 2001;Palmatier, Dant, Grewal, 2007). It is evidently that the implementation of purchasing marketing strategies of the buyers on their purchasing market in B2B relations contributes to the level of commitment of the buyer in the relationship between the buyer and the supplier as well as to the performance outcomes of the buyer.…”

“…There are a huge number of authors, who have analyzed the buyers' perspectives of buyer-seller relationship development on B2B market (Claycomb, Frankwick, 2010;Mitrega, Katrichis, 2010;King, Burgess, 2008;Palmatier, Scheer, Evans, Arnold, 2008;Duffy, 2008;Grayson, 2007;Hawkins, Wittmann, Beyerlein, 2008 et. al.…”