The Development of Business Relationships with Institutional Purchasers in Foreign Markets and Company Performance
DOI:
https://doi.org/10.18559/4rrvra98Keywords:
Business to Business (B2B), Relationships with customers, International cooperation, Foreign marketsAbstract
Today, the increasing importance of cooperation between companies and other entities in the business environment can be observed. This is evident both in research and business practice. This paper presents an attempt to classify the various ties of a company on the basis of a relationship strength index. As part of the empirical analysis, the results of companies which develop relationships of different strengths with institutional buyers in foreign markets were compared.
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