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Industrial distributors

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References

1937The Nature of the Firm23,826 cited
1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
1987Developing Buyer-Seller Relationships9,139 cited
1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,819 cited
1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
1994Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques3,477 cited
1982Interpersonal Relations: A Theory of Interdependence2,782 cited
1992The Changing Role of Marketing in the Corporation2,773 cited
1992Do Norms Matter in Marketing Relationships?2,412 cited
1994Dyadic Business Relationships within a Business Network Context2,371 cited
1997Transaction Cost Analysis: Past, Present, and Future Applications1,937 cited
1979Interpersonal relations — a theory of interdependence1,763 cited
1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships1,644 cited
1984A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships

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1,128 cited

1992Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories1,105 cited

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2005A Compendium of Sales-Related Literature in Customer Relationship Management: Processes and Technologies with Managerial Implications42 cited
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2020Comparative study of customer relationship management research from East Asia, North America and Europe: A bibliometric overview30 cited
2014Distribution network dynamics and the consequences for intermediaries28 cited
2018Impact of service quality on satisfaction and loyalty at manufacturer-distributor dyad26 cited
2007Understanding the `new' distribution reality through `old' concepts: a renaissance for transvection and sorting24 cited
2020Dancing with Giants: How Small Women- and Minority-Owned Firms Use Soft Power to Manage Asymmetric Relationships with Larger Partners24 cited
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