Initiation of buyerseller relationships: The impact of intangibility, trust and mitigation strategies

Aku Valtakoski

Research output: Contribution to journalArticleScientificpeer-review

31 Citations (Scopus)
Original languageEnglish
Pages (from-to)107-118
JournalIndustrial Marketing Management
Issue numberJanuary
Publication statusPublished - 2015
MoE publication typeA1 Journal article-refereed


  • Buyer–seller relationships
  • Industrial buying
  • Intangibility
  • Integrated solutions
  • Interorganizational trust

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