Interdependence and Cooperation in Industrial Buyer-Supplier Relationships

Gregory B. Turner · Stephen A. LeMay · Mark F. Hartley

38 citations0/0 files storedThe Journal of Marketing Theory and Practice

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Quality and Supply Management Customer Service Quality and Loyalty Business Strategy and Innovation

Abstract

Buyer-supplier levels of cooperation within industrial markets is examined. Degree of interdependence has long been assumed to be a predictor of cooperation in these relationships. Results from this study show mixed results.

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References

1994The Commitment-Trust Theory of Relationship Marketing 2011External Control of Organizations: Resource Dependence Perspective 1962Power-Dependence Relations 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships 1981Sociology and Social Research 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels 1992Do Norms Matter in Marketing Relationships?1995The Structure of Commitment in Exchange

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2014Unfruitful cooperative purchasing 2011The inside story of relationship development: power asymmetry in a buyer supplier relationship 2003The Effects of Supplier Focus, Customer Responsiveness and Strategy Type on Growth in a Transition Economy 2010A Temporal Model of Vertical Relationships

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