Relationships in the purchasing of business to business professional services : The role of personal relationships

Lian, P.C.S. and Laing, A.W. (2007) Relationships in the purchasing of business to business professional services : The role of personal relationships. Industrial Marketing Management, 36 (6). pp. 709-718. ISSN 0019-8501

Abstract

There has been a shift from transactional to relational exchange and relationship marketing both in the business to business and professional services contexts. This paper seeks to explore the manner in which personal relationships affect the process and outcomes of purchasing of professional business services. Specifically, it focuses on the role of the professional service providers as boundary spanners in the formation of personal relationships. These personal relationships constitute the underlying basis of long-term relationships between the purchasing and provider organizations in such complex service settings. The findings of this study demonstrate that the manner in which the boundary spanners cultivate relationships support the concept of relationship specific tasks. It extends this conception by use of the data to outline the chronological process over time Understanding the roles, function, and ultimately importance, of these relationships facilitates the identification and development of appropriate strategies to manage these relationships. © 2006 Elsevier Inc. All rights reserved.