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Aligning purchasing portfolio management with sourcing negotiation styles
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Aligning purchasing portfolio management with sourcing negotiation styles (2018)Aligning purchasing portfolio management …THINKING DIFFERENTLY ABOUT PURCHASING PORTFOLIOS: AN ASSESSMENT OF SUSTAINABLE SOURCING (2009)THINKING DIFFERENTLY ABOUT PU…Relational Capital: Strategic Advantage for Small and Medium-Size Enterprises (SMEs) Through Negotiation and Collaboration (2008)Relational Capital: Strategic…Purchasing strategies in the Kraljic matrix—A power and dependence perspective (2005)Purchasing strategies in the …Purchasing Portfolio Models: A Critique and Update (2005)Purchasing Portfolio Models: …Power and interdependence in buyer supplier relationships: A purchasing portfolio approach (2005)Power and interdependence in …Why relationships do not fit into purchasing portfolio models—a comparison between the portfolio and industrial network approaches (2002)Why relationships do not fit …Swift Neighbors and Persistent Strangers: A Cross‐Cultural Investigation of Trust and Reciprocity in Social Exchange (2002)Swift Neighbors and Persisten…Strategic Direction through Purchasing Portfolio Management: A Case Study (2002)Strategic Direction through P…New Product Portfolio Management: Practices and Performance (1999)New Product Portfolio Managem…Preferences for styles of negotiation: A comparison of Brazil and the U.S. (1998)Preferences for styles of neg…Negotiation Strategies and the Nature of Channel Relationships (1993)Negotiation Strategies and th…Conflict and conflict management: Reflections and update (1992)Conflict and conflict managem…EFFECTS OF ETHNIC GROUP CULTURAL DIFFERENCES ON COOPERATIVE AND COMPETITIVE BEHAVIOR ON A GROUP TASK. 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References

  • 1984Case Study Research: Design and Methods81,948 cited
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  • 2002Swift Neighbors and Persistent Strangers: A Cross‐Cultural Investigation of Trust and Reciprocity in Social Exchange442 cited
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  • 2009THINKING DIFFERENTLY ABOUT PURCHASING PORTFOLIOS: AN ASSESSMENT OF SUSTAINABLE SOURCING410 cited
  • 2005Power and interdependence in buyer supplier relationships: A purchasing portfolio approach363 cited
  • 2005Purchasing strategies in the Kraljic matrix—A power and dependence perspective273 cited
  • 1993Negotiation Strategies and the Nature of Channel Relationships250 cited
  • 2005Purchasing Portfolio Models: A Critique and Update215 cited
  • 2002Why relationships do not fit into purchasing portfolio models—a comparison between the portfolio and industrial network approaches198 cited
  • 2008Relational Capital: Strategic Advantage for Small and Medium-Size Enterprises (SMEs) Through Negotiation and Collaboration

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182 cited
  • 1998Preferences for styles of negotiation: A comparison of Brazil and the U.S.157 cited
  • 2002Strategic Direction through Purchasing Portfolio Management: A Case Study145 cited
  • Cited by

    • 2021A Kraljic and competitive rivalry perspective on hospital procurement during a pandemic (COVID-19): a Dutch case study15 cited