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The Internet in industrial channels: its use in (and effects on) exchange relationships
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References

  • 2011External Control of Organizations: Resource Dependence Perspective14,181 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1996Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations5,628 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1994Dyadic Business Relationships within a Business Network Context2,371 cited
  • 1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships2,111 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
  • 1972Power Measurement in the Distribution Channel797 cited
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  • 1988Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation457 cited
  • 1992Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures439 cited
  • 1976Effects of Administrative Control on Efficiency of Vertical Marketing Systems

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108 cited

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  • 2010Critical factors underpinning the e-CRM activities of SMEs134 cited
  • 2013Customer relationship management in electronic environment29 cited
  • 2010The TQM extension: Total customer relationship management23 cited
  • 2005An Exploratory Investigation into the Question of Direct Selling via the Internet in Industrial Equipment Markets11 cited