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Seven glasses for buyer‐seller relationships: a framework for analysing gaps

Seppo Leminen (CERS, Center for Relationship Marketing and Service Management, Swedish School of Economics, Helsinki, Finland)

Management Decision

ISSN: 0025-1747

Article publication date: 1 June 2001

Abstract

The purpose of this study is to increase understanding of gaps in buyer‐seller relationships. Business relationships are more complex and more dynamic in today’s environment, which itself is more complex, rapidly changing, and dynamic. It can be assumed that when an industry undergoes rapid change a great number of different groups of gaps, such as contextual, economic, informational, legal, planning, procedural, social, and technological, are likely to emerge. The present study provides a new framework and its seven glasses (perspectives of framework), i.e. viewpoints for managers to use for understanding, describing, and analysing gaps in buyer‐seller relationships.

Keywords

Citation

Leminen, S. (2001), "Seven glasses for buyer‐seller relationships: a framework for analysing gaps", Management Decision, Vol. 39 No. 5, pp. 379-387. https://doi.org/10.1108/EUM0000000005474

Publisher

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MCB UP Ltd

Copyright © 2001, MCB UP Limited