Measuring and Modeling the Effects of Long-Term Buyer-Seller Relationships in Corporate Financial Services Markets

• Main Authors: REDDY, Srinivas K., CZEPIEL, John A.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 1999
• Subjects: Finance and Financial Management; Marketing; Sales and Merchandising
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/2984
• Institution: Singapore Management University

This paper focuses on attempting to identify and model the role that the long-term relationship plays in affecting future sales versus the roles of other such forces as product performance, sales activities, and price. A conceptual model of the long-term relationship is developed and empirically tes...