Theoretical Perspectives of Business Relationships: Explanation and Configuration

Michael Kleinaltenkamp (), Wulff Plinke () and Albrecht Söllner ()
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Michael Kleinaltenkamp: Freie Universität Berlin
Wulff Plinke: European School of Management & Technology
Albrecht Söllner: Euorpa-Universität Viadrina Frankfurt (Oder)

Chapter 2 in Business Relationship Management and Marketing, 2015, pp 27-54 from Springer

Abstract: Abstract To conduct business relationships successfully it is necessary to elucidate the forces that drive the business partners’ actions. Chapter 2 thus presents the most important theoretical insights related to business relationships as a basis for a better understanding of the actors’ behavior. As research approaches to marketing in business relationships are very heterogeneous, this chapter also intends to create awareness for the significance of the different theoretical perspectives. After behavioral approaches, the concept of Thibaut and Kelley as a social psychological scheme of explanation is presented. Furthermore, the basic economic indicators of business relationships, commitment, relationship value and switching costs, are explained and it is shown how they affect the business partners’ actions and what this means for business relationship management and marketing.

Keywords: Transaction Cost; Behavioral Intention; Switching Cost; Customer Loyalty; Business Partner (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sptchp:978-3-662-43856-5_2

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DOI: 10.1007/978-3-662-43856-5_2

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