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Relationships in the purchasing of business to business professional services: The role of personal relationships

Research output: Contribution to Journal/Magazine › Journal article › peer-review

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Relationships in the purchasing of business to business professional services: The role of personal relationships. / Lian, P.C.S.; Laing, A.W.
In: Industrial Marketing Management, Vol. 36, No. 6, 08.2007, p. 709-718.

Research output: Contribution to Journal/Magazine › Journal article › peer-review

Harvard

Lian, PCS & Laing, AW 2007, 'Relationships in the purchasing of business to business professional services: The role of personal relationships', Industrial Marketing Management, vol. 36, no. 6, pp. 709-718. https://doi.org/10.1016/j.indmarman.2006.05.004

APA

Lian, P. C. S., & Laing, A. W. (2007). Relationships in the purchasing of business to business professional services: The role of personal relationships. Industrial Marketing Management, 36(6), 709-718. https://doi.org/10.1016/j.indmarman.2006.05.004

Vancouver

Lian PCS, Laing AW. Relationships in the purchasing of business to business professional services: The role of personal relationships. Industrial Marketing Management. 2007 Aug;36(6):709-718. doi: 10.1016/j.indmarman.2006.05.004

Author

Lian, P.C.S. ; Laing, A.W. / Relationships in the purchasing of business to business professional services : The role of personal relationships. In: Industrial Marketing Management. 2007 ; Vol. 36, No. 6. pp. 709-718.

Bibtex

@article{f50368cfa34144119b9935d76a04cd77,
title = "Relationships in the purchasing of business to business professional services: The role of personal relationships",
abstract = "There has been a shift from transactional to relational exchange and relationship marketing both in the business to business and professional services contexts. This paper seeks to explore the manner in which personal relationships affect the process and outcomes of purchasing of professional business services. Specifically, it focuses on the role of the professional service providers as boundary spanners in the formation of personal relationships. These personal relationships constitute the underlying basis of long-term relationships between the purchasing and provider organizations in such complex service settings. The findings of this study demonstrate that the manner in which the boundary spanners cultivate relationships support the concept of relationship specific tasks. It extends this conception by use of the data to outline the chronological process over time Understanding the roles, function, and ultimately importance, of these relationships facilitates the identification and development of appropriate strategies to manage these relationships. {\textcopyright} 2006 Elsevier Inc. All rights reserved.",
keywords = "Business to business, Personal relationships, Professional services",
author = "P.C.S. Lian and A.W. Laing",
year = "2007",
month = aug,
doi = "10.1016/j.indmarman.2006.05.004",
language = "English",
volume = "36",
pages = "709--718",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "Elsevier Inc.",
number = "6",

}

RIS

TY - JOUR

T1 - Relationships in the purchasing of business to business professional services

T2 - The role of personal relationships

AU - Lian, P.C.S.

AU - Laing, A.W.

PY - 2007/8

Y1 - 2007/8

N2 - There has been a shift from transactional to relational exchange and relationship marketing both in the business to business and professional services contexts. This paper seeks to explore the manner in which personal relationships affect the process and outcomes of purchasing of professional business services. Specifically, it focuses on the role of the professional service providers as boundary spanners in the formation of personal relationships. These personal relationships constitute the underlying basis of long-term relationships between the purchasing and provider organizations in such complex service settings. The findings of this study demonstrate that the manner in which the boundary spanners cultivate relationships support the concept of relationship specific tasks. It extends this conception by use of the data to outline the chronological process over time Understanding the roles, function, and ultimately importance, of these relationships facilitates the identification and development of appropriate strategies to manage these relationships. © 2006 Elsevier Inc. All rights reserved.

AB - There has been a shift from transactional to relational exchange and relationship marketing both in the business to business and professional services contexts. This paper seeks to explore the manner in which personal relationships affect the process and outcomes of purchasing of professional business services. Specifically, it focuses on the role of the professional service providers as boundary spanners in the formation of personal relationships. These personal relationships constitute the underlying basis of long-term relationships between the purchasing and provider organizations in such complex service settings. The findings of this study demonstrate that the manner in which the boundary spanners cultivate relationships support the concept of relationship specific tasks. It extends this conception by use of the data to outline the chronological process over time Understanding the roles, function, and ultimately importance, of these relationships facilitates the identification and development of appropriate strategies to manage these relationships. © 2006 Elsevier Inc. All rights reserved.

KW - Business to business

KW - Personal relationships

KW - Professional services

U2 - 10.1016/j.indmarman.2006.05.004

DO - 10.1016/j.indmarman.2006.05.004

M3 - Journal article

VL - 36

SP - 709

EP - 718

JO - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

IS - 6

ER -