Newman, Anouche, Lings, Ian and Lee, Nick (2005) What's in a handshake? Exploring business-to-business relational exchange. The Marketing Review, 5 (2). pp. 129-144. doi:10.1362/1469347054426168

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Abstract

Despite its importance in the development of competitive advantage, attempts to unify diverse classifications of business-to-business relational exchange (B2B RE) have been largely unsuccessful. We used 18 semi-structured, in-depth interviews with managers from a range of industries to explore the B2B RE construct. Analysis of the data revealed that B2B RE comprises five key dimensions. These are communication, understanding, commitment, trust and power symmetry. The research identifies the importance of personal interaction in business relationships and provides additional insights into the importance of affective commitment. In addition we uncover a number of negative consequences of affective commitment, which have been previously unexplored. This research contributes to the domain of B2B research by synthesising and advancing knowledge in this area to provide a new conceptual framework of B2B RE and directions for future research.

Item Type:	Journal Article
Divisions:	Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School
Journal or Publication Title:	The Marketing Review
Publisher:	Westburn Publishers Ltd.
ISSN:	1469-347X
Official Date:	2005
Dates:	Date Event 2005 Published
Volume:	5
Number:	2
Page Range:	pp. 129-144
DOI:	10.1362/1469347054426168
Status:	Peer Reviewed
Publication Status:	Published
Access rights to Published version:	Restricted or Subscription Access

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