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EnglishWe present a model of B2B relationships aimed at explaining the motivation to upgrade a contract. ► The empirical context is given by the relationships between small non-food retailers and their bank. ► Affective loyalty emerges as a key mediator that helps to increase the intention to upgrade the contract. ► The size of the bank, the seniority of the relationship and the criticality of the service act as moderators.
| Titolo: | Determinants and mediators of the intention to upgrade the contract in buyer–seller relationships |
| Autore/i: | VISENTIN, MARCO; SCARPI, DANIELE |
| Autore/i Unibo: | |
| Anno: | 2012 |
| Rivista: | |
| Digital Object Identifier (DOI): | http://dx.doi.org/10.1016/j.indmarman.2012.05.001 |
| Abstract: | We present a model of B2B relationships aimed at explaining the motivation to upgrade a contract. ► The empirical context is given by the relationships between small non-food retailers and their bank. ► Affective loyalty emerges as a key mediator that helps to increase the intention to upgrade the contract. ► The size of the bank, the seniority of the relationship and the criticality of the service act as moderators. |
| Data prodotto definitivo in UGOV: | 2013-06-03 |
| Data stato definitivo: | 2016-10-25T19:37:56Z |
| Appare nelle tipologie: | 1.01 Articolo in rivista |
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Utilizza questo identificativo per citare o creare un link a questo documento:
http://hdl.handle.net/11585/118235
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