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Are transactional and relational exchange appropriate for practice: a french retailer's case study

Lepers, Xavier (2005), Are transactional and relational exchange appropriate for practice: a french retailer's case study, 5th EURAM Annual Conference : "Responsible Management in an Uncertain World", 2005-05, Munich, Allemagne

Type
Communication / Conférence
Date
2005
Conference title
5th EURAM Annual Conference : "Responsible Management in an Uncertain World"
Conference date
2005-05
Conference city
Munich
Conference country
Allemagne
Metadata
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Author(s)
Lepers, Xavier
Abstract (EN)
This paper intends to highlight the main characteristics of the exchange relationships between mass merchandisers and suppliers. It seems that the nature of the relationships depends on the nature of suppliers. Our examination reveals that four types of relationships can be distinguished. In order to take into account these four types, we suggest the notion of substantive exchange when the relationship is focused mostly on the results and the notion of procedural exchange when the procedures of the relationship are supposed to be essential.
Subjects / Keywords
Suppliers; Mass merchandisers; Exchange relationships
JEL
L14 - Transactional Relationships; Contracts and Reputation; Networks
L81 - Retail and Wholesale Trade; e-Commerce
M31 - Marketing
F17 - Trade Forecasting and Simulation

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