Development of gaps in buyer‐seller relationships

Abstract

The purpose of this study is to increase understanding of the dynamics of gaps in buyer‐seller relationships. Increasingly complex, fast changing, and dynamic business environments provide a rich research environment for analysing dynamics of gaps in business relationships. Traditionally gaps have been examined from the static and single party perspective. However, dyadic buyer‐seller relationships can be revealed, described, and analysed in new ways by viewing intraorganisational and interorganisational gaps longitudinally as chains of interactions in relationships and from the perspectives of several parties. The dynamic gaps of the relationships are described and analysed longitudinally from the perspective of gaps for the first time.

Citation

Leminen, S. (2001), "Development of gaps in buyer‐seller relationships", Management Decision, Vol. 39 No. 6, pp. 470-474. https://doi.org/10.1108/EUM0000000005564