DOI: 10.1177/002224298705100202 ISSN:
Developing Buyer-Seller Relationships
F. Robert Dwyer, Paul H. Schurr, Sejo Oh- Marketing
- Business and International Management
Marketing theory and practice have focused persistently on exchange between buyers and sellers. Unfortunately, most of the research and too many of the marketing strategies treat buyer-seller exchanges as discrete events, not as ongoing relationships. The authors describe a framework for developing buyer-seller relationships that affords a vantage point for formulating marketing strategy and for stimulating new research directions.