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Factors influencing successful buyer–seller relationships
16 references·16 citing·30 second hopsampled
Factors influencing successful buyer–seller relationships (2007)Factors influencing successful buyer–sell…Relationship Marketing Activities, Commitment, and Membership Behaviors in Professional Associations (2000)Relationship Marketing Activi…Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment (2000)Control Mechanisms and the Re…The Grammars of Trust: A Model and General Implications (1998)The Grammars of Trust: A Mode…Interdependency, Contracting, and Relational Behavior in Marketing Channels (1996)Interdependency, Contracting,…Relationship Marketing and Distribution Channels (1995)Relationship Marketing and Di…An Integrated Model of Buyer-Seller Relationships (1995)An Integrated Model of Buyer-…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Relationships between Provide…Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships (1990)Performance Outcomes of Purch…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Hybrid Arrangements as Strategic Alliances: Theoretical Issues in Organizational Combinations (1989)Hybrid Arrangements as Strate…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Strategic Management and Marketing in the Service Sector (1984)Strategic Management and Mark…The Social Psychology of Groups (1960)The Social Psychology of Grou…The Social Psychology of Groups (1959)The Social Psychology of Grou…Sustaining commitment in preferred buyer-supplier relationships: How to retain the ‘customer of choice’ status? (2024)Sustaining commitment in pref…Development of business-to-business relationships in turbulent environments (2023)Development of business-to-bu…How to select a Supply Chain Finance solution? (2021)How to select a Supply Chain …Mindful management of relationships during periods of crises: A model of trust, doubt and relational adjustments (2020)Mindful management of relatio…Developing and validating a multi-dimensional scale for operationalizing industrial service offering (2017)Developing and validating a m…Provider and relational determinants of customer solution performance (2016)Provider and relational deter…Leveraging boundary spanning capabilities to encourage supplier investment: A comparative study (2015)Leveraging boundary spanning …Service provision for co-creation of value (2014)Service provision for co-crea…Networking Capability, Network Structure, and New Product Development Performance (2014)Networking Capability, Networ…A framework for key account management and revenue management integration (2014)A framework for key account m…Distribution Channel Relational Cohesion Exchange Model: A Small-to-Medium Enterprise Manufacturer's Perspective (2013)Distribution Channel Relation…Major dealers' expert power in distribution channels (2011)Major dealers' expert power i…Effect of relationship building and constraint‐based factors on business buyers' relationship continuity intention (2011)Effect of relationship buildi…Drivers and outcomes of importer adaptation in international buyer–seller relationships (2010)Drivers and outcomes of impor…The effect of selling strategies on sales performance (2009)The effect of selling strateg…Relationship-specific investments, social capital, and performance: The case of Korean exporter/foreign buyer relations (2009)Relationship-specific investm…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)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)Economic Action and Social Structure: The Problem of Embeddedness (1985)Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness (1997)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)The Economic Institutions of Capitalism (1987)Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance (1998)The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships (1997)The impact of customer satisfaction and relationship quality on customer retention: A critical reassessment and model development (1997)External Control of Organizations: Resource Dependence Perspective (2011)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Comparative fit indexes in structural models. (1990)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)E-S-QUAL (2004)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)Why should i share? examining social capital and knowledge contribution in electronic networks of practice (2005)Social Exchange Theory (2006)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Residents' perceptions on tourism impacts (1992)The Group Engagement Model: Procedural Justice, Social Identity, and Cooperative Behavior (2003)Understanding knowledge sharing in virtual communities: An integration of social capital and social cognitive theories (2006)
this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1959The Social Psychology of Groups5,898 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1992Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations3,813 cited
  • 1960The Social Psychology of Groups2,173 cited
  • 1995An Integrated Model of Buyer-Seller Relationships2,083 cited
  • 1984Strategic Management and Marketing in the Service Sector1,667 cited
  • 1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships1,644 cited
  • 1996Interdependency, Contracting, and Relational Behavior in Marketing Channels1,537 cited
  • 2000Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment1,371 cited
  • 1989Hybrid Arrangements as Strategic Alliances: Theoretical Issues in Organizational Combinations1,129 cited
  • 2000Relationship Marketing Activities, Commitment, and Membership Behaviors in Professional Associations1,089 cited

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1998
The Grammars of Trust: A Model and General Implications
754 cited
  • 1995Relationship Marketing and Distribution Channels741 cited
  • Cited by

    • 2020Mindful management of relationships during periods of crises: A model of trust, doubt and relational adjustments90 cited
    • 2010Drivers and outcomes of importer adaptation in international buyer–seller relationships87 cited
    • 2014Networking Capability, Network Structure, and New Product Development Performance47 cited
    • 2015Leveraging boundary spanning capabilities to encourage supplier investment: A comparative study46 cited
    • 2023Development of business-to-business relationships in turbulent environments46 cited
    • 2017Developing and validating a multi-dimensional scale for operationalizing industrial service offering44 cited
    • 2011Major dealers' expert power in distribution channels40 cited
    • 2009The effect of selling strategies on sales performance38 cited
    • 2009Relationship-specific investments, social capital, and performance: The case of Korean exporter/foreign buyer relations34 cited
    • 2016Provider and relational determinants of customer solution performance33 cited
    • 2014A framework for key account management and revenue management integration33 cited
    • 2014Service provision for co-creation of value29 cited
    • 2021How to select a Supply Chain Finance solution?28 cited
    • 2013Distribution Channel Relational Cohesion Exchange Model: A Small-to-Medium Enterprise Manufacturer's Perspective28 cited
    • 2024Sustaining commitment in preferred buyer-supplier relationships: How to retain the ‘customer of choice’ status?24 cited
    • 2011Effect of relationship building and constraint‐based factors on business buyers' relationship continuity intention22 cited