Abstract
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.
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Gadde, LE., Håkansson, H. (2015). Information Exchange in Buyer-Seller Relationships. In: Sirgy, M., Bahn, K., Erem, T. (eds) Proceedings of the 1993 World Marketing Congress. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17323-8_16
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DOI: https://doi.org/10.1007/978-3-319-17323-8_16
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-17322-1
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