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National Account Management: Large Account Selling or Buyer-Supplier Alliance?
16 references·12 citing·34 second hop
National Account Management: Large Account Selling or Buyer-Supplier Alliance? (1997)National Account Management: Large Accoun…Changes in the theory of interorganizational relations in marketing: Toward a network paradigm (1997)Changes in the theory of inte…The power of trust in manufacturer-retailer relationships (1996)The power of trust in manufac…An Integrated Model of Buyer-Seller Relationships (1995)An Integrated Model of Buyer-…Interorganizational Governance in Marketing Channels (1994)Interorganizational Governanc…Dyadic Business Relationships within a Business Network Context (1994)Dyadic Business Relationships…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…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…Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Relationships between Provide…Do Norms Matter in Marketing Relationships? (1992)Do Norms Matter in Marketing …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…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…The New Social Contract: An Inquiry into Modern Contractual Relations. (1981)The New Social Contract: An I…The New Social Contract: An Inquiry into Modern Contractual Relations (1981)The New Social Contract: An I…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Markets and Hierarchies: Anal…Key account management in B2B marketing: A systematic literature review and research agenda (2022)Key account management in B2B…Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate (2019)Salesperson time perspectives…Allocation of Salespeople's resources for generating new sales opportunities across four types of customers (2017)Allocation of Salespeople's r…Managerial implications of research on inter-organizational interfaces (2016)Managerial implications of re…Key Account Management Orientation and Its Implications: A Conceptual and Empirical Examination (2013)Key Account Management Orient…Approaching Key Account Management from a long-term perspective (2013)Approaching Key Account Manag…Strategic Account Management: Conceptualizing, Integrating, and extending the Domain From Fluid to Dedicated accounts (2012)Strategic Account Management:…Strategic account management in an emerging economy (2009)Strategic account management …Proactive and reactive: drivers for key account management programmes (2009)Proactive and reactive: drive…What Marketing Students Need to Know about Enterprise Resource Planning (ERP) Systems (2003)What Marketing Students Need …Deep Relationships: The Case of the Vanishing Salesperson (2000)Deep Relationships: The Case …Switching Costs in Key Account Relationships (1997)Switching Costs in Key Accoun…The Evolution of Cooperation (1981)Economic Action and Social Structure: The Problem of Embeddedness (1985)The Economic Institutions of Capitalism (1987)The Structure of Commitment in Exchange (1995)An organizational theoretic review of green supply chain management literature (2010)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)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)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)Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness (1997)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)The Presentation of Self in Everyday Life. (1956)Customer satisfaction with services: putting perceived value into the equation (2000)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)External Control of Organizations: Resource Dependence Perspective (2011)The Economics of Organization: The Transaction Cost Approach (1981)Evolving to a New Dominant Logic for Marketing (2003)Institutions and axioms: an extension and update of service-dominant logic (2015)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Separation of Ownership and Control (1983)The Commitment-Trust Theory of Relationship Marketing (1994)
this work references cited by second hop

References

  • 1976Markets and Hierarchies: Analysis and Antitrust Implications.13,381 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1992Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations3,813 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
  • 1992Do Norms Matter in Marketing Relationships?2,412 cited
  • 1994Dyadic Business Relationships within a Business Network Context2,371 cited
  • 1994Interorganizational Governance in Marketing Channels2,210 cited
  • 1995An Integrated Model of Buyer-Seller Relationships2,083 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
  • 1996The power of trust in manufacturer-retailer relationships993 cited
  • 1997Changes in the theory of interorganizational relations in marketing: Toward a network paradigm

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747 cited
  • 1981The New Social Contract: An Inquiry into Modern Contractual Relations.726 cited
  • Cited by

    • 2009Proactive and reactive: drivers for key account management programmes51 cited
    • 2000Deep Relationships: The Case of the Vanishing Salesperson50 cited
    • 2022Key account management in B2B marketing: A systematic literature review and research agenda42 cited
    • 2019Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate41 cited
    • 2012Strategic Account Management: Conceptualizing, Integrating, and extending the Domain From Fluid to Dedicated accounts38 cited
    • 2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
    • 1997Switching Costs in Key Account Relationships30 cited
    • 2013Approaching Key Account Management from a long-term perspective30 cited
    • 2009Strategic account management in an emerging economy29 cited
    • 2013Key Account Management Orientation and Its Implications: A Conceptual and Empirical Examination27 cited
    • 2016Managerial implications of research on inter-organizational interfaces13 cited
    • 2003What Marketing Students Need to Know about Enterprise Resource Planning (ERP) Systems9 cited