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Relational roles and triangle dramas: Effects on power play and sentiments in industrial channels
16 references·3 citing·34 second hop
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References

  • 1987The Economic Institutions of Capitalism14,787 cited
  • 1986The Economic Institutions of Capitalism10,729 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1962Power-Dependence Relations6,258 cited
  • 1959The Social Psychology of Groups5,898 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 2007The concept of power3,868 cited
  • 1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships2,111 cited
  • 1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships1,644 cited
  • 1960The Social Psychology of Groups.1,531 cited
  • 1988The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels1,503 cited
  • 1990Communication Strategies in Marketing Channels: A Theoretical Perspective1,486 cited
  • 1981The New Social Contract: An Inquiry into Modern Contractual Relations1,436 cited
  • 1984The Theory of Power and Conflict in Channels of Distribution1,279 cited
  • 1982Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement973 cited

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  • 1983The Distribution of Power in Exchange Networks: Theory and Experimental Results931 cited
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    • 2018A sustainable franchisor-franchisee relationship model: Toward the franchise win-win theory56 cited
    • 2007Method issues in the measurement of relational norms40 cited
    • 2016What Happens Beneath the Surface? Evidence and Insights into Changes in Urban Travel Behaviour in Germany9 cited