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The Dynamics of Long-Term Business-to-Business Exchange Relationships
16 references·16 citing·44 second hopsampled
The Dynamics of Long-Term Business-to-Business Exchange Relationships (1994)The Dynamics of Long-Term Business-to-Bus…Do Norms Matter in Marketing Relationships? (1992)Do Norms Matter in Marketing …Interfirm Adaptation in Business Relationships (1991)Interfirm Adaptation in Busin…Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)Communication Strategies in M…Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships (1990)Alliances in Industrial Purch…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Assessing Advantage: A Framework for Diagnosing Competitive Superiority (1988)Assessing Advantage: A Framew…The Economic Institutions of Capitalism (1987)The Economic Institutions of …Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness (1985)Influences on Exchange Proces…A Role Theory Perspective on Dyadic Interactions: The Service Encounter (1985)A Role Theory Perspective on …The Theory of Power and Conflict in Channels of Distribution (1984)The Theory of Power and Confl…International marketing and purchasing of industrial goods (1984)International marketing and p…Groups in Context: A Model of Task Group Effectiveness (1984)Groups in Context: A Model of…Distribution Channels as Political Economies: A Framework for Comparative Analysis (1980)Distribution Channels as Poli…Role conflict and ambiguity as critical variables in a model of organizational behavior (1972)Role conflict and ambiguity a…Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…Power Imbalance and the Dark Side of the Captive Agri-food Supplier–Buyer Relationship (2021)Power Imbalance and the Dark …The use of customer-centric philosophy in hotels to improve customer loyalty (2016)The use of customer-centric p…Does the value manufacturers (brands) create translate into enhanced reputation? A multi-sector examination of the value–satisfaction–loyalty–reputation chain (2015)Does the value manufacturers …International buyer behaviour–commitment relationship: An investigation of the empirical link in importing (2013)International buyer behaviour…The importance of trust vis‐à‐vis reliance in business relationships: some international findings (2011)The importance of trust vis‐à…The Objective Value of Subjective Value: A Multi‐Round Negotiation Study (2010)The Objective Value of Subjec…Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital (2008)Relational accommodation in n…Effects of relationship climate, control mechanism, and communications on conflict resolution behavior and performance outcomes (2007)Effects of relationship clima…As time goes by: Examining the paradox of stability and change in business networks (2007)As time goes by: Examining th…Lighting up the “dark side” of international export/import relationships (2004)Lighting up the “dark side” o…Determining relationship skills of prospective salespeople (2000)Determining relationship skil…Perception configurations in business relationships (1999)Perception configurations in …Managing interdependency: a taxonomy for business‐to‐business relationships (1998)Managing interdependency: a t…Currency Choice in Industrial Pricing: A Cross-National Evaluation (1998)Currency Choice in Industrial…Marketing in the 21st Century Customer Value: The Next Source for Competitive Advantage (1997)Marketing in the 21st Century…Initiating and Maintaining Export Channel Intermediary Relationships (1997)Initiating and Maintaining Ex…The Evolution of Cooperation (1981)Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis (1993)Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance (1998)DEFINING SUPPLY CHAIN MANAGEMENT (2001)External Control of Organizations: Resource Dependence Perspective (2011)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)The Commitment-Trust Theory of Relationship Marketing (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)Significance tests and goodness of fit in the analysis of covariance structures. (1980)The Framing of Decisions and the Psychology of Choice (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Organization and Environment: Managing Differentiation and Integration. (1968)Designing Complex Organizations (1973)The Social Psychology of Organizations. (1979)Demography and Design: Predictors of New Product Team Performance (1992)Task conflict and relationship conflict in top management teams: The pivotal role of intragroup trust. (2000)Is there a “Big Five” in Teamwork? (2005)What Is Meant by Services? (1966)An Investigation into the Determinants of Customer Satisfaction (1982)Customer satisfaction, customer retention, and market share (1993)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration (2001)Mind, Self, and Society (2015)A resource‐based view of the firm (1984)Competitive Advantage: Creating and Sustaining Superior Performance (1985)The Changing Role of Marketing in the Corporation (1992)The Comparative Advantage Theory of Competition (1995)Dynamic capabilities: A review and research agenda (2007)The Nature of the Firm (1937)The Economics of Organization: The Transaction Cost Approach (1981)Economic Action and Social Structure: The Problem of Embeddedness (1985)Evolving to a New Dominant Logic for Marketing (2003)Institutions and axioms: an extension and update of service-dominant logic (2015)A Path Goal Theory of Leader Effectiveness (1971)Development and validation of work-family conflict and family-work conflict scales. (1996)Meta-Analytic review of leader-member exchange theory: Correlates and construct issues. (1997)Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)A Survey of Corporate Governance (1997)Dynamic capabilities and strategic management (1997)
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References

  • 1987The Economic Institutions of Capitalism14,787 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1970Role Conflict and Ambiguity in Complex Organizations5,257 cited
  • 1988Assessing Advantage: A Framework for Diagnosing Competitive Superiority2,651 cited
  • 1992Do Norms Matter in Marketing Relationships?2,412 cited
  • 1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships2,111 cited
  • 1985A Role Theory Perspective on Dyadic Interactions: The Service Encounter2,003 cited
  • 1984Groups in Context: A Model of Task Group Effectiveness1,783 cited
  • 1990Communication Strategies in Marketing Channels: A Theoretical Perspective1,486 cited
  • 1984The Theory of Power and Conflict in Channels of Distribution1,279 cited
  • 1985Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness1,247 cited
  • 1991Interfirm Adaptation in Business Relationships1,092 cited
  • 1972Role conflict and ambiguity as critical variables in a model of organizational behavior1,068 cited
  • 1980Distribution Channels as Political Economies: A Framework for Comparative Analysis

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943 cited
  • 1984International marketing and purchasing of industrial goods800 cited
  • Cited by

    • 2007Effects of relationship climate, control mechanism, and communications on conflict resolution behavior and performance outcomes178 cited
    • 2008Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital148 cited
    • 2010The Objective Value of Subjective Value: A Multi‐Round Negotiation Study140 cited
    • 2021Power Imbalance and the Dark Side of the Captive Agri-food Supplier–Buyer Relationship64 cited
    • 1998Currency Choice in Industrial Pricing: A Cross-National Evaluation58 cited
    • 1997Initiating and Maintaining Export Channel Intermediary Relationships56 cited
    • 2011The importance of trust vis‐à‐vis reliance in business relationships: some international findings54 cited
    • 2013International buyer behaviour–commitment relationship: An investigation of the empirical link in importing45 cited
    • 2000Determining relationship skills of prospective salespeople45 cited
    • 1997Marketing in the 21st Century Customer Value: The Next Source for Competitive Advantage44 cited
    • 1998Managing interdependency: a taxonomy for business‐to‐business relationships44 cited
    • 1999Perception configurations in business relationships43 cited
    • 2007As time goes by: Examining the paradox of stability and change in business networks41 cited
    • 2004Lighting up the “dark side” of international export/import relationships39 cited
    • 2015Does the value manufacturers (brands) create translate into enhanced reputation? A multi-sector examination of the value–satisfaction–loyalty–reputation chain38 cited
    • 2016The use of customer-centric philosophy in hotels to improve customer loyalty37 cited