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Switching Costs in Key Account Relationships
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Switching Costs in Key Account Relationships (1997)Switching Costs in Key Account Relationsh…The Strategic Role of the Salesperson in Established Buyer-Seller Relationships (1997)The Strategic Role of the Sal…The Evolution of National Account Management: A Literature Perspective (1997)The Evolution of National Acc…The Effects of Perceived Interdependence on Dealer Attitudes (1995)The Effects of Perceived Inte…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Exchange Interdependence and Interfirm Interaction: Research in a Simulated Channel Setting (1994)Exchange Interdependence and …Organizing Successful Co-Marketing Alliances (1993)Organizing Successful Co-Mark…The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)The Use of Pledges to Build a…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…Converting from Independent to Employee Salesforces: The Role of Perceived Switching Costs (1992)Converting from Independent t…Adoption Correlates and Share Effects of Electronic Data Interchange Systems in Marketing Channels (1992)Adoption Correlates and Share…Partnering as a Focused Market Strategy (1991)Partnering as a Focused Marke…Interfirm Adaptation in Business Relationships (1991)Interfirm Adaptation in Busin…The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels (1988)The Role of Dependence Balanc…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Winning and Keeping Industrial Customers : The Dynamics of Customer Relationships (1985)Winning and Keeping Industria…The Theory of Power and Conflict in Channels of Distribution (1984)The Theory of Power and Confl…The Evolution of Cooperation (1981)Perceived organizational support. (1986)Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques (1994)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)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)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)A Paradigm for Developing Better Measures of Marketing Constructs (1979)An Examination of Organizational Factors Influencing New Product Success in Internal and Alliance-Based Processes (2000)INTRAGROUP CONFLICT IN ORGANIZATIONS: A CONTINGENCY PERSPECTIVE ON THE CONFLICT-OUTCOME RELATIONSHIP (2003)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)External Control of Organizations: Resource Dependence Perspective (2011)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural Equations with Latent Variables (1989)Structural Equations with Latent Variables. (1991)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Consumer trust in B2C e-Commerce and the importance of social presence: experiments in e-Products and e-Services (2004)Partial least squares structural equation modeling (PLS-SEM): A useful tool for family business researchers (2014)The Nature of the Firm (1937)Research in Organizational Behavior (1984)The Resource-Based Theory of Competitive Advantage: Implications for Strategy Formulation (1991)Developing relationships in business networks (1995)The Comparative Advantage Theory of Competition (1995)Market-Based Assets and Shareholder Value: A Framework for Analysis (1998)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Comparative fit indexes in structural models. (1990)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Agency Theory: An Assessment and Review (1989)Between Trust and Control: Developing Confidence in Partner Cooperation in Alliances (1998)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: Antecedents and Consequences (1993)The effects of trust and interdependence on relationship commitment: A trans-Atlantic study (1996)Strategic decision speed and firm performance (2003)Managerial social capital, strategic orientation, and organizational performance in an emerging economy (2007)
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References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited
  • 1995The Effects of Perceived Interdependence on Dealer Attitudes1,843 cited
  • 1988The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels1,503 cited
  • 1984The Theory of Power and Conflict in Channels of Distribution1,279 cited
  • 1991Interfirm Adaptation in Business Relationships1,092 cited
  • 1993Organizing Successful Co-Marketing Alliances993 cited
  • 1994Exchange Interdependence and Interfirm Interaction: Research in a Simulated Channel Setting550 cited
  • 1991Partnering as a Focused Market Strategy436 cited
  • 1985Winning and Keeping Industrial Customers : The Dynamics of Customer Relationships363 cited
  • 1992Adoption Correlates and Share Effects of Electronic Data Interchange Systems in Marketing Channels349 cited
  • 1992Converting from Independent to Employee Salesforces: The Role of Perceived Switching Costs257 cited
  • 1997The Strategic Role of the Salesperson in Established Buyer-Seller Relationships

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71 cited
  • 1997The Evolution of National Account Management: A Literature Perspective65 cited
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