The Impact of Long-Term Client Relationships on the Performance of Business Service Firms
基于Compustat和Compact Disclosure数据库，研究发现注重关系的商业服务企业长期投资回报高于交易导向企业，但长期客户关系并未提升其生产率，而是帮助抵御价格压力并增加服务价值。
In this article, the author empirically examines the impact of long-term client relationships on the performance of business service firms. On the basis of the information contained in the Compustat and Compact Disclosure sets of databases, he finds that, over the long run, relationship-oriented business service firms achieve higher returns on their investments than do transaction-oriented firms. Importantly, the findings suggest that, unlike relationship-oriented suppliers of business goods such as component parts, long-term client relationships do not improve the productivity of relationship-oriented service firms. However, such relationships help business service firms to resist price pressures from their customers and add more value to their services over time.