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

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Date
2005
Dewey
Marketing
Sujet
Suppliers; Mass merchandisers; Exchange relationships
JEL code
L14; L81; M31; F17
Conference name
5th EURAM Annual Conference : "Responsible Management in an Uncertain World"
Conference date
05-2005
Conference city
Munich
Conference country
Allemagne
URI
https://basepub.dauphine.fr/handle/123456789/2781
Collections
  • DRM : Publications
Metadata
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Author
Lepers, Xavier
Type
Communication / Conférence
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.

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