Attracting the Right Partner: Signaling in Business-to-Business Relationships
Description:
In the pre-relationship exploration stage of a business-to-business (B2B) relationship, firms find it difficult to evaluate other parties because of the prevalence of information asymmetry. Firms must make informed decisions, otherwise, they end up in a contentious long-term relationship, which adversely affects the performance of both sides. While majority research on B2B relationships is focused in the post-relationship phase, very little has been done to identify strategies that firms can ad…
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Date:
August 2020
Creator:
Panda, Swati