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Relationship management: A call for fewer influence attempts?

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References

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1960The Social Psychology of Groups

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2,200 cited

1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships1,644 cited

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2004Trust formation in cross‐cultural business‐to‐business relationships86 cited
2005An analysis of quality management in franchise systems75 cited
2007La confiance dans les relations interentreprises. Une revue des recherches quantitatives58 cited
2017Determinants of services co-creation with business customers53 cited
2008Using influence strategies to reduce marketing channel opportunism: The moderating effect of relational norms51 cited
2006Exploring the barriers to the adoption of e‐auctions for sourcing50 cited
2010Relational Norms in Interfirm Exchanges: From Transactional Cost Economics to the Service-Dominant Logic49 cited
2004Trust as a Mediator of Channel Power49 cited
2015Cultivating strategic foresight in practise: A relational perspective47 cited
2005Identification of factors affecting continuity of cooperative electronic supply chain relationships: empirical case of the Taiwanese motor industry45 cited
2002Relational Exchange Theory and IS Outsourcing: Developing a Scale to Measure Relationship Factors43 cited
2006Market Information Sharing in Channel Relationships. Its Nature, Antecedents, and Consequences43 cited