Towards an Empirically Based Taxonomy of Buyer-Seller Relations in Business Markets: Cluster Analysis of the IRRP data base

Wilkinson, I; Wong, C; Young, LC

Towards an Empirically Based Taxonomy of Buyer-Seller Relations in Business Markets: Cluster Analysis of the IRRP data base

Wilkinson, I Wong, C Young, LC

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Publisher:: Curtin Univerisity of Technology
Publication Type:: Conference Proceeding
Citation:: Proceedings of the Third Meeting of the IMP Group in Asia, 2007, pp. 1 - 11
Issue Date:: 2007-01

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Field	Value	Language
dc.contributor.author	Wilkinson, I	en_US
dc.contributor.author	Wong, C	en_US
dc.contributor.author	Young, LC	en_US
dc.contributor.editor	Batt, P	en_US
dc.contributor.editor	Purchase, S	en_US
dc.date	2007-12-09	en_US
dc.date.issued	2007-01	en_US
dc.identifier.citation	Proceedings of the Third Meeting of the IMP Group in Asia, 2007, pp. 1 - 11	en_US
dc.identifier.isbn	1-74067-563-0	en_US
dc.identifier.uri	http://hdl.handle.net/10453/7595
dc.description.abstract	In order to develop appropriate theories of relationship management we need to understand the types of relations that can exist and the types of problems they pose for the firms involved. We report the results of research to develop an empirically based taxonomy of buyer-seller business relations based on a database that includes both buyer and seller firm perspectives. Cluster analysis is used to identify different types of relations using measures of relationship atmosphere and the resulting types are compared to other schemes proposed. The database and methods overcome some of the problems and limitations of previous studies and enable us to extend and refine existing typologies. We show how different types of relations can exist even though their relationship atmospheres are similar and that forcing relations into pre-existing, theory based categories can obscure subtypes with quite different characteristics. We end by discussing future research challenges and opportunities.	en_US
dc.publisher	Curtin Univerisity of Technology	en_US
dc.relation.ispartof	Proceedings of the Third Meeting of the IMP Group in Asia	en_US
dc.relation.ispartof	IMP Asia Conference - International Markets and Processes	en_US
dc.title	Towards an Empirically Based Taxonomy of Buyer-Seller Relations in Business Markets: Cluster Analysis of the IRRP data base	en_US
dc.type	Conference Proceeding
utslib.location	Sydney, Australia	en_US
utslib.location.activity	Phuket, Thailand	en_US
utslib.for	1505 Marketing	en_US
dc.location.activity	Phuket, Thailand	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
utslib.copyright.status	closed_access
pubs.consider-herdc	true	en_US
pubs.place-of-publication	Sydney, Australia	en_US
pubs.start-date	2007-12-09	en_US

Abstract:

In order to develop appropriate theories of relationship management we need to understand the types of relations that can exist and the types of problems they pose for the firms involved. We report the results of research to develop an empirically based taxonomy of buyer-seller business relations based on a database that includes both buyer and seller firm perspectives. Cluster analysis is used to identify different types of relations using measures of relationship atmosphere and the resulting types are compared to other schemes proposed. The database and methods overcome some of the problems and limitations of previous studies and enable us to extend and refine existing typologies. We show how different types of relations can exist even though their relationship atmospheres are similar and that forcing relations into pre-existing, theory based categories can obscure subtypes with quite different characteristics. We end by discussing future research challenges and opportunities.

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http://hdl.handle.net/10453/7595