Abstract
Previous research has identified factors that influence buyer–seller relationships. Despite the importance of understanding how these factors influence buyer–seller relationships, the relative importance of these factors are has not been empirically determined. The purpose of this research is to identify what factors are of the greatest overall importance to buyer–seller relationships and to identify what factors are of the greatest importance in each stage of buyer–seller relationships. The results of this research have important implications for managers of both buying and selling firms. By understanding the factors that are most important at each stage, managers can focus their efforts on these elements in order to foster successful buyer–seller relationships.
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