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Negotiation Strategies and the Nature of Channel Relationships
16 references·16 citing·34 second hopsampled
Negotiation Strategies and the Nature of Channel Relationships (1993)Negotiation Strategies and the Nature of …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…Determinants of Continuity in Conventional Industrial Channel Dyads (1989)Determinants of Continuity in…Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach (1989)Consumer Perceptions of Inter…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…The Theory of Power and Conflict in Channels of Distribution (1984)The Theory of Power and Confl…The Art and Science of Negotiation. (1984)The Art and Science of Negoti…Interpersonal Relations: A Theory of Interdependence (1982)Interpersonal Relations: A Th…An Investigation into the Determinants of Customer Satisfaction (1982)An Investigation into the Det…An Investigation into the Determinants of Customer Satisfaction (1982)An Investigation into the Det…The New Social Contract: An Inquiry into Modern Contractual Relations (1981)The New Social Contract: An I…Transaction-Cost Economics: The Governance of Contractual Relations (1979)Transaction-Cost Economics: T…Handbook of Industrial and Organizational Psychology. (1977)Handbook of Industrial and Or…Organizational Conflict: Concepts and Models (1967)Organizational Conflict: Conc…Power-Dependence Relations (1962)Power-Dependence RelationsThe Strategy of Conflict (1960)The Strategy of ConflictDynamic Relationship Marketing (2016)Dynamic Relationship MarketingA Capability Perspective on Relationship Ending and Its Impact on Product Innovation Success and Firm Performance (2016)A Capability Perspective on R…The Effect of Red Background Color on Willingness-to-Pay: The Moderating Role of Selling Mechanism (2012)The Effect of Red Background …The Objective Value of Subjective Value: A Multi‐Round Negotiation Study (2010)The Objective Value of Subjec…The interaction effect of relational norms and agent cooperativeness on opportunism in buyer–supplier relationships (2009)The interaction effect of rel…The chilling effects of network externalities (2009)The chilling effects of netwo…Distributor Sharing of Strategic Information with Suppliers (2009)Distributor Sharing of Strate…Effects of relationship climate, control mechanism, and communications on conflict resolution behavior and performance outcomes (2007)Effects of relationship clima…Determinants of economic and social satisfaction in manufacturer–distributor relationships (2005)Determinants of economic and …The Role of Relational Knowledge Stores in Interfirm Partnering (2004)The Role of Relational Knowle…On Interfirm Power, Channel Climate, and Solidarity in Industrial Distributor-Supplier Dyads (2000)On Interfirm Power, Channel C…Marketing Research: A State-of-the-Art Review and Directions for the Twenty-First Century (1999)Marketing Research: A State-o…Determinants of Commitment and Opportunism: Integrating and Extending Insights from Transaction Cost Analysis and Relational Exchange Theory (1999)Determinants of Commitment an…Sustaining Satisfactory Joint Venture Relationships: The Role of Conflict Resolution Strategy (1998)Sustaining Satisfactory Joint…Managing Promotion Program Participation within Manufacturer-Retailer Relationships (1998)Managing Promotion Program Pa…The Dynamics of Long-Term Business-to-Business Exchange Relationships (1994)The Dynamics of Long-Term Bus…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)The Economic Institutions of Capitalism (1987)STRATEGIC ALLIANCE STRUCTURING: A GAME THEORETIC AND TRANSACTION COST EXAMINATION OF INTERFIRM COOPERATION. (1993)Developing relationships in business networks (1995)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Evaluating the use of exploratory factor analysis in psychological research. (1999)The job demands-resources model of burnout. (2001)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)The Role of Market Forces in Assuring Contractual Performance (1981)Comparative Economic Organization: The Analysis of Discrete Structural Alternatives (1991)Economic Action and Social Structure: The Problem of Embeddedness (2002)Strategic Information Transmission (1982)Diplomacy and domestic politics: the logic of two-level games (1988)Beyond Markets and States: Polycentric Governance of Complex Economic Systems (2010)Taking Preferences Seriously: A Liberal Theory of International Politics (1997)An Integrative Framework for Collaborative Governance (2011)Social Theory of International Politics (1999)Behavioral Intention Formation in Knowledge Sharing: Examining the Roles of Extrinsic Motivators, Social-Psychological Forces, and Organizational Climate1 (2005)Understanding knowledge sharing in virtual communities: An integration of social capital and social cognitive theories (2006)POWER IN TOP MANAGEMENT TEAMS: DIMENSIONS, MEASUREMENT, AND VALIDATION. (1992)Power, approach, and inhibition. (2003)Social Exchange Theory (2006)Cognitive, Affective, and Attribute Bases of the Satisfaction Response (1993)Reassessment of Expectations as a Comparison Standard in Measuring Service Quality: Implications for Further Research (1994)Some New Thoughts on Conceptualizing Perceived Service Quality: A Hierarchical Approach (2001)
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References

  • 1977Handbook of Industrial and Organizational Psychology.11,945 cited
  • 1979Transaction-Cost Economics: The Governance of Contractual Relations10,182 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1960The Strategy of Conflict7,683 cited
  • 1962Power-Dependence Relations6,258 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1982An Investigation into the Determinants of Customer Satisfaction2,914 cited
  • 1982Interpersonal Relations: A Theory of Interdependence2,782 cited
  • 1984The Art and Science of Negotiation.2,453 cited
  • 1989Determinants of Continuity in Conventional Industrial Channel Dyads2,369 cited
  • 1989Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach2,084 cited
  • 1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships1,644 cited
  • 1981The New Social Contract: An Inquiry into Modern Contractual Relations1,436 cited
  • 1967Organizational Conflict: Concepts and Models1,380 cited
  • 1982An Investigation into the Determinants of Customer Satisfaction1,292 cited

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  • 1984The Theory of Power and Conflict in Channels of Distribution1,279 cited
  • Cited by

    • 2004The Role of Relational Knowledge Stores in Interfirm Partnering327 cited
    • 1998Sustaining Satisfactory Joint Venture Relationships: The Role of Conflict Resolution Strategy283 cited
    • 2016Dynamic Relationship Marketing273 cited
    • 2009The chilling effects of network externalities232 cited
    • 2009The interaction effect of relational norms and agent cooperativeness on opportunism in buyer–supplier relationships230 cited
    • 2012The Effect of Red Background Color on Willingness-to-Pay: The Moderating Role of Selling Mechanism215 cited
    • 1998Managing Promotion Program Participation within Manufacturer-Retailer Relationships206 cited
    • 2000On Interfirm Power, Channel Climate, and Solidarity in Industrial Distributor-Supplier Dyads206 cited
    • 1994The Dynamics of Long-Term Business-to-Business Exchange Relationships205 cited
    • 1999Determinants of Commitment and Opportunism: Integrating and Extending Insights from Transaction Cost Analysis and Relational Exchange Theory199 cited
    • 2009Distributor Sharing of Strategic Information with Suppliers186 cited
    • 2007Effects of relationship climate, control mechanism, and communications on conflict resolution behavior and performance outcomes178 cited
    • 1999Marketing Research: A State-of-the-Art Review and Directions for the Twenty-First Century171 cited
    • 2005Determinants of economic and social satisfaction in manufacturer–distributor relationships151 cited
    • 2010The Objective Value of Subjective Value: A Multi‐Round Negotiation Study140 cited
    • 2016A Capability Perspective on Relationship Ending and Its Impact on Product Innovation Success and Firm Performance139 cited