Differentiation Based on the Value of Business Relations: How to Reach and Maintain the Provider Status. an Analysis of the Buyer-Seller Relationship in an Emerging Economy

The present work aims to establish the characteristics that importers (buyers) consider of value when choosing their international suppliers (vendors) and based on the interrelations of these characteristics. We propose an empirical relationships model, contrasted by Strucutral Equations Modeling (SEM), tested using AMOS. The results confirm several relationships of the model.



Citation:

Guillermo and Juan Antonio (2017) ,"Differentiation Based on the Value of Business Relations: How to Reach and Maintain the Provider Status. an Analysis of the Buyer-Seller Relationship in an Emerging Economy ", in LA - Latin American Advances in Consumer Research Volume 4, eds. Enrique P. Becerra, Ravindra Chitturi, and Maria Cecilia Henriquez Daza and Juan Carlos Londoño Roldan, Duluth, MN : Association for Consumer Research, Pages: 133-136.

Authors

Guillermo , Buenaventura, Universidad ICESI, Colombia
Juan Antonio, Gudziol-Vidal, Universidad ICESI, Colombia



Volume

LA - Latin American Advances in Consumer Research Volume 4 | 2017



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