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The Negotiation Process as a Predictor of Relationship Outcomes in International Buyer–Supplier Arrangements
15 references·2 citing·49 second hop
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this work references cited by second hop

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
  • 1996Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control960 cited
  • 1996Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships350 cited
  • 1995Exchange Relationships and Interfirm Power in Channels of Distribution232 cited
  • 1997Supplier relational behavior: An empirical assessment215 cited
  • 1995Advantageous Alliances212 cited
  • 1995An analysis of strategic alliances: forms, functions and framework142 cited
  • 1997Relationship marketing: An agenda for inquiry92 cited
  • 1996The Case Against Purchasing Partnerships67 cited
  • 1997Interfirm Relationships in the Supply Chain: The Small Supplier’s View39 cited
  • 1988Industrial supplier-buyer negotiations34 cited
  • 1992Ten Aggressive Bargaining Tactics of Industrial Buyers28 cited

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Cited by

  • 2017Towards evidence-based management of external resources: Developing design propositions and future research avenues through research synthesis45 cited
  • 2008Long-term Orientation of the Supply Function in the SME Context27 cited