The Business-to-Business Relationships Dimensions in Financial Services Markets

• Type: Article in International Scientific Journal
• Date: 2007

Authors

João Proença (Author) FEP; L. de Castro (Author) Other

Journal

Title: Service Business

Vol. 1 No. 1

Pages: 63-78

ISSN: 1862-8516

Publisher: Springer Nature

Indexing

Scopus

Scientific classification

FOS: Social sciences

CORDIS: Social sciences

Other information

DOI: 10.1007/s11628-006-0004-9

Resumo (PT): This paper discusses the nature of financial business relationships by drawing on the IMP Group¿s theory of industrial relationships. It discusses, among other aspects, the interaction process between banks and their corporate clients, the longevity of relationships, the interdependence between both sides, and the atmosphere of financial services relationships. The conclusions are thought to be interesting and useful for the managers of firms and financial services when setting relationship marketing policies and for academic research on business-to-business services relationships. The field research was done in Portugal and the case method was used.

Language: English

Type (Professor's evaluation): Scientific