文章基本信息

标题：Is a sense of win-win in seller-buyer relationships related to perceived predation?,
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作者：Olivier Mesly
期刊名称：Journal of Management and Marketing Research
印刷版ISSN：1941-3408
电子版ISSN：1941-3408
出版年度：2012
卷号：10
出版社：Academic and Business Research
摘要：In this conceptual article, the notion of interactional equilibrium (win-win) in business relationships is discussed. This construct refers to the efforts made by sellers or buyers to remain logical with themselves and to establish a fair relationship with each other. This article shows that consumers and producers’ behaviors can be mapped on the same graph (an Edgeworth box) while showing their interaction over time. Doing so, an understanding of predatory behavior as it occurs between sellers and buyers is achieved. The paper then proceeds to show that there is a strong link between the sense of equilibrium and perceived predation.
关键词：Equilibrium; interactional levels; predatory behavior; reciprocity; MESLY model