Substance in Business-to-Business Relationships

Research output: Contribution to journalArticle

7 Citations (Scopus)


The research explores the substance of business relationships within a technical consultancy industry–engineering. Relationships in the engineering industry are project based resulting in close and intense relationships during the project life but with low involvement relationships (if at all) between projects. A model of relationship substance was developed using SEM techniques. The results highlight the actor dimension of the relationships as being essential to overall project performance. Resources, such as knowledge, also played an important role in the relationship model.
Original languageEnglish
Pages (from-to)23-50
JournalJournal of Business-to-Business Marketing
Issue number3
Publication statusPublished - 2004

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