La dichotomie transactionnel-relationnel de la première relation commerciale (notice n° 843196)
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|---|---|
| fixed length control field | 02979cam a2200241 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250123142910.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Bompar, Laurent |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | La dichotomie transactionnel-relationnel de la première relation commerciale |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2013.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 66 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Le futur d’une entreprise est garanti par sa capacité à créer de nouvelles relations commerciales efficaces. Dans les relations d’affaires, ce processus est produit par la dyade client-vendeur. Notre article a pour objet de comprendre la première relation commerciale. Une première relation efficace répond à des motivations économiques et sociales. Notre étude porte sur l’influence positive d’antécédents transactionnels et relationnels. Nos contributions éclairent la pratique de la première relation et le rôle de ses acteurs. Pour le manager, notre travail offre des applications permettant d’accroître l’efficacité de la prise de décision tant chez l’acheteur que chez le vendeur. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | The future of a company depends on its ability to develop new efficient trading relationships. In business relationships, the initial decision-making process is realized through by the buyer-seller dyad. Our research aims to understand the process of the first time relationship. A successful initial sale meets both economic and social expectations. Our research focuses on the positive impact of transactional and relationship factors. Our contribution enlightens the practice of the first-time trading relationship and the role of its actors. From a manager’s point of view, our study provides multiple solutions for buyer and seller to better their decision-making efficiency. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | El futuro de una empresa depende de su capacidad para desarrolar nuevas relaciones comerciales eficaces. En las relaciones comerciales, dicho proceso se realiza a travès de la diada comprador-vendedor. Nuestro artículo se propone investigar el proceso de relación comercial inicial. Una nueva relación comerciale eficaz satisface motivaciones tan económicas como sociales. Nuestro estudio se centra en la influencia positiva de los antecedentes transaccionales y relacionales. Nuestra contribución ilumina la práctica de la primera relación comercial y el papel de sus protagonistas. Para el directivo, nuestro estudio proporciona unas aplicaciones que permiten mejorar la eficacia de toma de decisiones tanto por parte del comprador y como del vendedor. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | déterminants transactionnels et facteurs relationnels |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | vente initiale |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | transactional and relational factors |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | first-time trading relationship |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Yanat, Zahir |
| Relator term | author |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Recherches en Sciences de Gestion | 95 | 2 | 2013-04-01 | p. 45-63 | 2259-6372 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/revue-recherches-en-sciences-de-gestion-2013-2-page-45?lang=fr&redirect-ssocas=7080">https://shs.cairn.info/revue-recherches-en-sciences-de-gestion-2013-2-page-45?lang=fr&redirect-ssocas=7080</a> |
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