Determinants of contract renewals in business-to-business relationships

Determinants of contract renewals in business-to-business relationships

Purpose – This paper aims to analyze the underlying factors of contract renewals in business-to-business (B2B) contracts. Design/methodology/approach – The authors build a unique data set with 296 contracts signed between a major firm supplying petrochemical goods and its 128 customers between 2013...

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Bibliographic Details
Main Authors: Sandro Cabral, Priscila Fernandes Ribeiro, Sanders Zurdo Romão
Format: Article
Language:English
Published: Emerald Publishing 2020-12-01
Series:RAUSP Management Journal
Subjects:
transaction costs
buyer–supplier relationships
b2b contracts
contracts renewal
Online Access:https://www.emerald.com/insight/content/doi/10.1108/RAUSP-04-2019-0057/full/pdf?title=determinants-of-contract-renewals-in-business-to-business-relationships

Internet

https://www.emerald.com/insight/content/doi/10.1108/RAUSP-04-2019-0057/full/pdf?title=determinants-of-contract-renewals-in-business-to-business-relationships

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