Authors: Peter Naudé; Stephan Henneberg; Tibor Mandják; Zsófia Tóth
Although much has been written about business-to-business relationship phases as well as about the ending of particular business relationships, the beginning of business relationships is a relatively under-researched area. Furthermore the partner selection process is a crucial issue for companies both in the short and long term.Much of the existing business-to-business knowledge concerning attractiveness focuses on interpersonal relationships between sales people and a few articles on the patterns of supplier attractiveness. There is also a linkage to relationship management studies, and to psychological studies on the role of attractiveness in interpersonal relationships and studies on decision heuristics. The answer to the question ‘What is attractive for companies when they decide about entering into a new business relationship or maintaining a previous one?’ needs to be elaborated further.The aim of this paper is to develop a conceptual framework on attractiveness to explore the potential dimensions of the construct. We intend to investigate the phenomenon on different levels of potential business-to-business partnerships.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2012
Conference: Rome, Italy (2012)