Value Added Elements According to Buyer Companies in a B2B Context

Value Added Elements According to Buyer Companies in a B2B Context

This paper analyses how buyer companies perceive the value added to products and services offered by their suppliers and identifies the predominant elements that affect purchasing decisions and establishment of relationships between companies in a B2B context. A multiple case study was developed i...

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Bibliographic Details
Main Authors: Daniel Battaglia, Cristiano D. Schimith, Marcelo A. Marciano, Sandro A. M. Bittencourt, Letícia Diesel, Miriam Borchardt, Giancarlo M. Pereira
Format: Article
Language:English
Published: Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD) 2015-07-01
Series:BAR: Brazilian Administration Review
Subjects:
value added; relationships; B2B; competitiveness.
Online Access:http://www.anpad.org.br/periodicos/arq_pdf/a_1639.pdf

Internet

http://www.anpad.org.br/periodicos/arq_pdf/a_1639.pdf

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