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Efekty relacyjne w zarządzaniu relacjami z partnerami. Ocena działań na rynku instytucjonalnym

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Kwiatek P.
Studia Ekonomiczne
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2014
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vol. 182
99-108
EN
This article uses the result of research carried out over nearly three years on sales, marketing and procurement managers. Results presented in the paper showed a significant gap between expectations in shaping customer relationships and actions taken by businesses with structuring in the form of loyalty to the institutional market.
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System zarządzania ryzykiem relacyjnym na rynku B2B

100%
Światowiec-Szczepańska J.
Studia Ekonomiczne
|
2014
|
vol. 182
76-85
EN
The paper presents the problem of relational risk, confirmed by a significant failure rate of strategic cooperation, and the concept of relational risk management. The main objective of this paper is to present the elements of the risk management system including the main internal determinants of response to risk and control options including formal mechanism represented by the governance structure and the formal contract and relational mechanisms including aspects of social norms and trust in interorganizational ties. These mechanisms represent two distinct theoretical perspectives of research, whose mutual interdependence requires further study.
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