Managing interdependency: A taxonomy for business-to-business relationships

Journal of Business and Industrial Marketing

Volumn 13, Issue 6, 1998, Pages 439-460

  Dabholkar, Pratibha A ^a   Neeley, Sabrina M ^a  

^a UNIVERSITY OF TENNESSEE   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0010106229     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858629810246797     Document Type: Article

References (61)

1. Anderson, E., Chu, W, and Weitz, B. (1987), "Industrial purchasing: an empirical exploration of the buyclass framework". Journal of Marketing. Vol. 51, July. pp. 71-86.
2. Anderson, J.C. and Narus, J. A. (1990), "A model of distributor firm and manufacturer firm working partnerships". Journal of Marketing. Vol. 34. January, pp. 42-58.
3. Armstrong, L., Naughton, K. and Thornton, E. (1997), "The struggle for Mazda's soul", Business Week, July 21. p. 98.
4. Blinder, A.S. (1991), "A Japanese buddy system that could benefit US business", Business Week, Vol. 3235, October 14, p. 32.
5. Browder, S. (1997), "Boeing at your service", Business Week. July 14, p. 32.
6. Cadotte, E.R. and Stern, L.W. (1979), "A process model of Interorganizational Relations in marketing channels", in Sheth, J. (Ed.), Research in Marketing, JAI. Greenwich, CT, Vol. 2, pp. 127-58.
7. Campbell, N.C.G. (1985), "An interaction approach to organizational buying behavior", Journal of Business Research. Vol. 13, January, pp. 35-48.
8. Clopton, S.W. (1984), "Seller and buying firm factors affecting industrial buyers' negotiation behavior and outcomes". Journal of Marketing Research. Vol. 21, February, pp. 39-53.
9. Corfman, K.P. and Lehmann, D.R. (1993), "The importance of other's welfare in evaluating bargaining outcomes". Journal of Consumer Research, Vol. 20. June, pp. 124-37.
10. Cortese, A. (1994), "IBM rides into Microsoft country", Business Week, Vol. 3375. June 6. pp. 111-12.
11. Dahholkar, P.A., Johnston, W.J. and Cathey, A.S. (1994), "The dynamics of long-term business-lo-business exchange relationships", Journal of the Academy of Marketing Science, Vol. 22, pp. 130-45.
12. Day, G.S. and Klein, S. (1987) "Cooperative behavior in vertical markets: the influence of transaction costs and competitive strategies", in Houston, M.J. (Ed.), Review of Marketing, American Marketing Association, Chicago, IL, pp. 39-66.
13. Depke, D.A. (1991), "IBM and Apple: can two loners learn lo say 'Teamwork'?", Business Week, Vol. 3223, July 22, p. 25.
14. Dugan, I.J. (1997), "Will Triarc make Snapple crackle?", Business Week, April 28, p. 64.
15. Dwyer, F.R. and Oh, S. (1987), "Output sector munificence effects on the internal political economy of marketing channels", Journal of Marketing Research, Vol. 24, November, pp. 347-58.
16. Dwyer, F.R., Schurr, p. and Oh, S. (1987), "Developing buyer-seller relationships". Journal of Marketing, Vol. 51, April, pp. 11-27.
17. Dyer, J.H. and Ouchi, W.G. (1993), "Japanese-style partnerships: giving companies a competitive edge", Sloan Management Review, Fall, pp. 51-63.
18. Elstrom, p. and Symonds, W.C. (1997), "Sprint's wireless high-wire act", Business Week, March 3, p. 60-2.
19. Fortune (1996), "Ghoulies, Goblins, and Market Share", November 11, p. 199.
20. Frazier, G.L. and Antia, K.D. (1995), "Exchange relationships and interfirm power in channels of distribution", Journal of the Academy of Marketing Science. Vol. 23, 4. pp. 321-6.
21. Frazier, G.L. and Summers, J.O. (1984), "Interfirm influence strategies and their application within distribution channels", Journal of Marketing, Vol. 48, Summer, pp. 43-55.
22. Frazier, G.L., Spekman, R.E. and O'Neal, C.R. (1988), "Just-in-time exchange relationships in industrial product channels", Journal of Marketing, Vol. 52. October, pp. 52-67.
23. Ganesan, S. (1994), "Determinants of long-term orientation in buyer-seller relationships", Journal of Marketing, Vol. 58, April, pp. 1-19.
24. Gaski, J.E. (1984), "The theory of power and conflict in channels of distribution", Journal of Marketing, Vol. 48, Summer, pp. 9-29.
25. Gunther, M. (1996), "CNN Envy", fortune, Vol. 134. July 8, pp. 120-6.
26. Hakansson, H. (1984), International Marketing and Purchasing of Industrial Goods, Wiley, New York, NY.
27. Holyoke, L., Spindle, W. and Gross, N. (1994), "Doing the unthinkable: Japan Inc.'s suppliers gasp as it buys abroad", Business Week, Vol. 3353, January 10, pp. 52-3.
28. Hunt, S.D. and Nevin, J.R. (1974), "Power in a channel of distribution: sources and consequences", Journal of Marketing Research, Vol. 11. May, pp. 186-93.
29. Kelly, K., Port, O., Treece, J., DeGeorge, G. and Shiller, Z. (1992), "Learning from Japan", Business Week, Vol. 3249, January 27, pp. 52-60.
30. King, T.R. (1996), "Mickey may be the big winner in Disney-McDonald's alliance", Wall Street Journal, Eastem Edition, Vol. 227, May 24, p. B2.
31. Lusch, R.F. (1976), "Sources of power: their impact on intrachannel conflict", Journal of Marketing Research, Vol. 13, November, pp. 382-90.
32. Lyons, T.E., Krachenberg, A.R. and Henke, J.W. Jr (1990), "Mixed motive marriages: what's next for buyer-supplier relations?", Sloan Management Review, Vol. 31, Spring, pp. 29-36.
33. Margolis, H. (1996), "A whole new set of glitches for digital's Robert Palmer", Fortune, Vol. 134, August 19, pp. 193-4.
34. Maynard, R. (1996), "Striking the right match", Nation's Business, Vol. 84, May, pp. 18-28.
35. McClintock, C. (1977), "Social motivations in sellings of outcome interdependence", in Drukman, D.L. (Ed.), Negotiations: Social Psychological Perspectives, Sage, Beverly Hills, CA. pp. 27-41.
36. Neff, R. (1992), "For bankrupt companies, happiness is a wann keiretsu". Business Week, Vol. 3290, October 26 , pp. 48-9.
37. Newsweek (1997), "A good deal for both sides", November 10, p. 8.
38. Perdue, B.C. and Summers, J.O. (1991), "Purchasing agents' use of negotiation strategies", Journal of Marketing Research, Vol. 28, May, pp. 175-89.
39. Perdue, B.C., Day, R.L. and Michaels, R.E. (1986), "Negotiation styles of industrial buyers", Industrial Marketing Management, Vol. 15, August, pp. 171-6.
40. Powell, B. and Stone, J. (1991), "The deal of the decade", Newsweek, Vol. 118, July 15, p. 40.
41. Pruitt, D.G. (1981), Negotiation Behavior, Academic Press, New York, NY.
42. Sanders, L. (1997), "Consultants need not apply". Business Week, June 9, p. 6.
43. Schiller, Z., Zellner, W., Stodghill II, R. and Maremont, M. (1992), "Clout! more and more, retail giants rule the marketplace". Business Week, Vol. 3298, December 21, pp. 66-73.
44. Schlender, B. (1996), "Paradise lost: Apple's quest for life after death". Fortune, Vol. 133, February 19, pp. 64-74.
45. Schonfeld, E. (1996), "The battle over net hardware is on", Fortune, Vol. 134, July 22. p. 26.
46. Schuman, M. and Blumenstein, R. (1998), "GM, Daewoo sign accord to negotiate deal aiding US firms role in Korea", Wall Street Journal, February 3, p. A6.
47. Schwartz, J. and Barrett, T. (1991), "Taking off to Taiwan", Newsweek, Vol. 118, November 23, p. 32.
48. Spekman, R.E. (1988), "Strategic supplier selection: understanding long-term buyer relationships". Business Horizons, July-August, pp. 75-81.
49. Spekman, R.E. and Johnston, W.J. (1986), "Relationship management: managing the selling and buying interface", Journal of Business Research, Vol. 14, December, pp. 519-33.
50. Slertz, B.A. and White, J.B. (1992), "GM's top buyer shakes up motor city", 'The Wall street Journal, June 17, p. B 1.
51. Tannenbaum, J.A. (1992), "Distributors' links to producers grow more fragile", The Wall Street Journal, October 28, p. B2.
52. Treece, J.B. (1991), "Commentary: why GM and Daewoo wound up on the road to nowhere", Business Week, Vol. 3232, September 23, p. 55.
53. Treece, J.B. and Borrus, A. (1990), "How Ford and Mazda shared the driver's seat", Business Week, Vol. 3151, March 26, pp. 94-5.
54. Treece, J.B., Miller, K.L., and Melcher, R.A. (1992), "The partners: surprise! Ford and Mazda have built a strong team. Here's how". Business Week, Vol. 3251, February 10, pp. 102-7.
55. Varadarajan, P.R. and Cunningham, M.H. (1995), "Strategic alliances: a synthesis of conceptual foundations", Journal of the Academy of Marketing Science, Vol. 23, 4, pp. 282-96.
56. Vlasic, B. and Bernstein, A. (1997), "Why Ford is riding shotgun for the UAW", Business Week, March 17, p. 112.
57. Weitz, B.A. and Jap, S.D. (1995), "Relationship marketing and distribution channels", Journal of the Academy of Marketing Science, Vol. 23, 4, pp. 305-20.
58. Woodruff, D. and Schiller, Z. (1992), "Smart step for a wobbly giant", Business Week, Vol. 3296, December 7, p. 38.
59. Zachary, G.P. (1992), "Getting help: high-tech firms find it's good to line up outside contractors", The Wall Street Journal, July 29, p. A3.
60. Zellner, W. (1997), "EDS is learning the price of freedom", Business Week, May 5, p. 44.
61. Zellner, W. and Mandel-Campbell, A. (1997), "The Battle of Argentina, Brazil, Chile, Venezuela", Business Week, May 19, p. 56.