Niedopasowania w relacjach business-to-business: czy komunikacja wpływa na stosunek nabywcy do sprzedawcy
Mismatches in business-to-business relationships: Does communication affect the buyer's relationship to the seller?

Summary/Abstract: Communication in the business-to-business relations remains the area, which is devoted of a relatively low attention in publications. An exception is research on the level and scope of information exchange. A friar remains knowledge of the interdependence of communication and relation. In their article, the authors rely on the assumption that lack to meet by the seller purchaser’s communication expectations may have a negative impact on the level of their confidence, satisfaction, commitment and recommendation by them of the seller, and, thus, may lead to aggravation of relations between them. The theoretical considerations are supported by the results of surveys of 266 professional buyers.

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