2019
DOI: 10.1108/rausp-04-2019-0057
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Determinants of contract renewals in business-to-business relationships

Abstract: Purpose -This paper aims to analyze the underlying factors of contract renewals in business-to-business (B2B) contracts.Design/methodology/approach -The authors build a unique data set with 296 contracts signed between a major firm supplying petrochemical goods and its 128 customers between 2013 and 2016. They use Insider Econometrics as their methodological approach.Findings -The econometric results suggest that contracts involving higher volume of trade, higher levels of dedicated assets representing seller'… Show more

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Cited by 2 publications
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