Relationship buying - a new paradigm in business-to-business marketing

Ethical clearance 2007FOBREC208

The data provides an overview of over 400 South African business characteristics, demographic and experience factors, procurement strategies, and policies and procedures. The data also identifies a number of constructs, viz. preference of suppliers’ salespeople, Black Economic Empowerment status; service quality; relationship; environment sustainability; culture, employment equity  and affirmative action; personal relationships, the provision of gifts; access to management and exceeding expectations, which were used to propose a new supplier preference model.