메뉴 건너뛰기




Volumn 3, Issue 4, 1997, Pages 221-231

Buyer-supplier relationships: Alternative research approaches

Author keywords

Buyer supplier relationship literature; Buyer supplier research perspectives

Indexed keywords


EID: 0031498089     PISSN: 09697012     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0969-7012(97)00022-1     Document Type: Article
Times cited : (56)

References (71)
  • 2
    • 21844489555 scopus 로고
    • Dyadic business relationships within a business network context
    • October
    • Anderson, J. C., Håkansson, H. and Johanson, J. (1994) Dyadic business relationships within a business network context.. Journal of Marketing (57)(October), 1-15.
    • (1994) Journal of Marketing , Issue.57 , pp. 1-15
    • Anderson, J.C.1    Håkansson, H.2    Johanson, J.3
  • 3
    • 0002862919 scopus 로고
    • The political economy paradigm: Foundation for theory building in marketing
    • Fall
    • Arndt, J. (1983) The political economy paradigm: foundation for theory building in marketing.. Journal of Marketing (47)(Fall), 44-54.
    • (1983) Journal of Marketing , Issue.47 , pp. 44-54
    • Arndt, J.1
  • 5
    • 46549103443 scopus 로고
    • An interaction approach to organizational buying behavior
    • Campbell, N. C. G. (1985) An interaction approach to organizational buying behavior.. Journal of Business Research 13, 35-48.
    • (1985) Journal of Business Research , vol.13 , pp. 35-48
    • Campbell, N.C.G.1
  • 8
    • 0010778491 scopus 로고
    • Pro-activity, value engineering and strategic procurement management: An entre-preneurial and contractual model of the firm
    • March 23-25, Arizona State University: Tempe, AZ
    • Cox, A. (1995) 'Pro-activity, value engineering and strategic procurement management: an entre-preneurial and contractual model of the firm.' Proceedings for the First Worldwide Research Symposium on Purchasing and Supply Chain Management, March 23-25, pp. 72-88. Arizona State University: Tempe, AZ.
    • (1995) Proceedings for the First Worldwide Research Symposium on Purchasing and Supply Chain Management , pp. 72-88
    • Cox, A.1
  • 9
    • 84954992763 scopus 로고
    • International marketing and purchasing of industrial goods features of a European research project
    • ed. D. Ford, pp. MCB Publications, Bradford
    • Cunningham, M. T. (1980) 'International marketing and purchasing of industrial goods features of a European research project.' In Developments in Industrial Marketing, ed. D. Ford, pp. 322-338. MCB Publications, Bradford.
    • (1980) Developments in Industrial Marketing , pp. 322-338
    • Cunningham, M.T.1
  • 10
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • April
    • Dwyer, F. R., Schurr, P. H. and Oh, S. (1987) Developing buyer-seller relationships.. Journal of Marketing (51)(April), 11-27.
    • (1987) Journal of Marketing , Issue.51 , pp. 11-27
    • Dwyer, F.R.1    Schurr, P.H.2    Oh, S.3
  • 12
    • 0010852043 scopus 로고
    • Key success factors and barriers in international purchasing partnerships
    • Ellram, L. M. (1991a) Key success factors and barriers in international purchasing partnerships.. Management Decision 29(7), 38-44.
    • (1991) Management Decision , vol.29 , Issue.7 , pp. 38-44
    • Ellram, L.M.1
  • 14
    • 0001896737 scopus 로고
    • A managerial guideline for the development and implementation of purchasing partnership.. ????
    • Summer
    • Ellram, L. M. (1991c) A managerial guideline for the development and implementation of purchasing partnership.. ????International Journal of Purchasing and Materials Management 28(1)(Summer), 2-8.
    • (1991) International Journal of Purchasing and Materials Management , vol.28 , Issue.1 , pp. 2-8
    • Ellram, L.M.1
  • 16
    • 0002461207 scopus 로고
    • Partnering characteristics: A dyadic perspective
    • Ellram, L. M. and Hendrick, T. E. (1995) Partnering characteristics: a dyadic perspective.. Journal of Business Logistics 16(1), 41-64.
    • (1995) Journal of Business Logistics , vol.16 , Issue.1 , pp. 41-64
    • Ellram, L.M.1    Hendrick, T.E.2
  • 17
    • 0000450129 scopus 로고
    • Buyer/seller relationships in international industrial markets
    • Ford, D. (1984) Buyer/seller relationships in international industrial markets.. Industrial Marketing Management 13(2), 101-112.
    • (1984) Industrial Marketing Management , vol.13 , Issue.2 , pp. 101-112
    • Ford, D.1
  • 18
    • 84952631596 scopus 로고
    • The development of buyer-seller relationships in industrial markets
    • ed. D. Ford, pp. MCB Publications, Bradford
    • Ford, D. (1980) 'The development of buyer-seller relationships in industrial markets.' In Developments in Industrial Marketing, ed. D. Ford, pp. 339-353. MCB Publications, Bradford.
    • (1980) Developments in Industrial Marketing , pp. 339-353
    • Ford, D.1
  • 21
    • 21744448471 scopus 로고
    • Determinants of long-term orientation in buyer-seller relationships
    • April
    • Ganesan, S. (1994) Determinants of long-term orientation in buyer-seller relationships.. Journal of Marketing (58)(April), 1-19.
    • (1994) Journal of Marketing , Issue.58 , pp. 1-19
    • Ganesan, S.1
  • 26
  • 27
    • 0010845178 scopus 로고
    • Industrial buyer resources and responsibilities and the buyer-seller relationship
    • Hardwick, B. and Ford, D. (1986) Industrial buyer resources and responsibilities and the buyer-seller relationship.. Industrial Marketing and Purchasing 1(3), 3-25.
    • (1986) Industrial Marketing and Purchasing , vol.1 , Issue.3 , pp. 3-25
    • Hardwick, B.1    Ford, D.2
  • 28
    • 0001780550 scopus 로고
    • Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships
    • February
    • Heide, J. B. and John, G. (1990) Alliances in industrial purchasing: the determinants of joint action in buyer-supplier relationships.. Journal of Marketing Research (27)(February), 24-36.
    • (1990) Journal of Marketing Research , Issue.27 , pp. 24-36
    • Heide, J.B.1    John, G.2
  • 29
    • 0002178137 scopus 로고
    • Do norms matter in marketing relationships?
    • April
    • Heide, J. B. and John, G. (1992) Do norms matter in marketing relationships?. Journal of Marketing (56)(April), 32-44.
    • (1992) Journal of Marketing , Issue.56 , pp. 32-44
    • Heide, J.B.1    John, G.2
  • 30
    • 0000927765 scopus 로고
    • The shadow of the future: Effects of anticipated interaction and frequency of contact on buyer-seller cooperation
    • June
    • Heide, J. B. and Miner, A. S. (1992) The shadow of the future: effects of anticipated interaction and frequency of contact on buyer-seller cooperation.. Academy of Management Journal (56)(June), 265-291.
    • (1992) Academy of Management Journal , Issue.56 , pp. 265-291
    • Heide, J.B.1    Miner, A.S.2
  • 34
    • 84925901515 scopus 로고
    • The nature and scope of marketing
    • July
    • Hunt, S. D. (1976) The nature and scope of marketing.. Journal of Marketing (40)(July), 17-28.
    • (1976) Journal of Marketing , Issue.40 , pp. 17-28
    • Hunt, S.D.1
  • 36
    • 0010776215 scopus 로고
    • Transforming supplier relationships from transactional to partnerships
    • National Association of Purchasing Management, Tempe, AZ
    • Joag, S., Scheuing, E. and Hagstrand, A. (1992) 'Transforming supplier relationships from transactional to partnerships.' NAPM Conference Proceedings, pp. 297-312. National Association of Purchasing Management, Tempe, AZ.
    • (1992) NAPM Conference Proceedings , pp. 297-312
    • Joag, S.1    Scheuing, E.2    Hagstrand, A.3
  • 37
    • 0001069091 scopus 로고
    • Purchasing must become supply management
    • September-October
    • Kraljic, P. (1983) Purchasing must become supply management.. Harvard Business Review 61(5)(September-October), 109-117.
    • (1983) Harvard Business Review , vol.61 , Issue.5 , pp. 109-117
    • Kraljic, P.1
  • 38
    • 0001850648 scopus 로고
    • A strategic approach to managing buyer-seller relationships
    • Krapfel, R. E., Salmond, D. and Spekman, R. E. (1991) A strategic approach to managing buyer-seller relationships.. European Journal of Marketing 25(9), 22-37.
    • (1991) European Journal of Marketing , vol.25 , Issue.9 , pp. 22-37
    • Krapfel, R.E.1    Salmond, D.2    Spekman, R.E.3
  • 42
    • 0002368155 scopus 로고
    • Cooperative buyer-seller relationships and a firm's competitive posture
    • Fall
    • Landeros, R. and Monczka, R. M. (1989) Cooperative buyer-seller relationships and a firm's competitive posture.. Journal of Purchasing and Material Management 25(3)(Fall), 9-18.
    • (1989) Journal of Purchasing and Material Management , vol.25 , Issue.3 , pp. 9-18
    • Landeros, R.1    Monczka, R.M.2
  • 43
  • 45
    • 0002257240 scopus 로고
    • Mixed motive marriages: What's next for buyer-supplier relations?
    • Spring
    • Lyons, T. F., Krachenberg, A. R. and Henke Jr., J. W. (1990) Mixed motive marriages: what's next for buyer-supplier relations?. Sloan Management Review 00(Spring), 29-36.
    • (1990) Sloan Management Review , vol.0 , pp. 29-36
    • Lyons, T.F.1    Krachenberg, A.R.2    Henke J.W., Jr.3
  • 46
    • 0002241823 scopus 로고
    • What is empirical research?
    • March
    • Meredith, J. R. (1995) What is empirical research?. Decision Line 00(March), 10-11.
    • (1995) Decision Line , vol.0 , pp. 10-11
    • Meredith, J.R.1
  • 47
    • 85165415424 scopus 로고
    • Buyer-seller relationships: An application of the IMP interaction model
    • Metcalf, L. E., Frear, C. R. and Krishnan, R. (1992) Buyer-seller relationships: an application of the IMP interaction model.. European Journal of Marketing 26(2), 27-46.
    • (1992) European Journal of Marketing , vol.26 , Issue.2 , pp. 27-46
    • Metcalf, L.E.1    Frear, C.R.2    Krishnan, R.3
  • 48
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • July
    • Morgan, M. M. and Hunt, S. D. (1994) The commitment-trust theory of relationship marketing.. Journal of Marketing (58)(July), 20-38.
    • (1994) Journal of Marketing , Issue.58 , pp. 20-38
    • Morgan, M.M.1    Hunt, S.D.2
  • 49
    • 0003116555 scopus 로고
    • Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships
    • October
    • Noordeweir, T. G., John, G. and Nevin, J. R. (1990) Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships.. Journal of Marketing (54)(October), 80-93.
    • (1990) Journal of Marketing , Issue.54 , pp. 80-93
    • Noordeweir, T.G.1    John, G.2    Nevin, J.R.3
  • 53
    • 0010778034 scopus 로고
    • Collaboration as a mode of managing long-term buyer-seller relationships
    • eds. T. Shimp, et al
    • Salmond, D. and Spekman, R. E. (1986) 'Collaboration as a mode of managing long-term buyer-seller relationships.' In AMA Educators Conference Proceedings 1986, eds. T. Shimp, et al, pp. 162-167.
    • (1986) AMA Educators Conference Proceedings 1986 , pp. 162-167
    • Salmond, D.1    Spekman, R.E.2
  • 55
    • 0010775075 scopus 로고
    • An exploratory investigation of a buyers concern for factors affecting more co-operative buyer-seller relationships
    • Spekman, R. E. and Strauss, D. (1986 An exploratory investigation of a buyers concern for factors affecting more co-operative buyer-seller relationships.. Industrial Marketing and Purchasing 1(3), 26-43.
    • (1986) Industrial Marketing and Purchasing , vol.1 , Issue.3 , pp. 26-43
    • Spekman, R.E.1    Strauss, D.2
  • 56
    • 84989085629 scopus 로고
    • Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques
    • Spekman, R. E. and Mohr, J. (1994) Characteristics of partnership success: partnership attributes, communication behavior, and conflict resolution techniques.. Strategic Management Journal 15, 135-152.
    • (1994) Strategic Management Journal , vol.15 , pp. 135-152
    • Spekman, R.E.1    Mohr, J.2
  • 57
    • 0000777930 scopus 로고
    • Relationship management: Managing the selling and the buying interface
    • Spekman, R. E. and Johnston, W. J. (1986) Relationship management: managing the selling and the buying interface.. Journal of Business Research 14, 519-531.
    • (1986) Journal of Business Research , vol.14 , pp. 519-531
    • Spekman, R.E.1    Johnston, W.J.2
  • 60
    • 0001936676 scopus 로고
    • Antecedents to buyer-seller collaboration: An analysis from the buyer's perspective
    • Sriram, V., Krapfel, R. and Spekman, R. E. (1992) Antecedents to buyer-seller collaboration: an analysis from the buyer's perspective.. Journal of Business Research 25, 303-320.
    • (1992) Journal of Business Research , vol.25 , pp. 303-320
    • Sriram, V.1    Krapfel, R.2    Spekman, R.E.3
  • 65
    • 84989051635 scopus 로고
    • Networks: Between markets and hierarchies
    • Torelli, H. B. (1986) Networks: between markets and hierarchies.. Strategic Management Journal 7, 37-51.
    • (1986) Strategic Management Journal , vol.7 , pp. 37-51
    • Torelli, H.B.1
  • 66
    • 0642376931 scopus 로고
    • Developing and protecting profitable customer relationships
    • Turnbull, P. W. and Wilson, D. T. (1989) Developing and protecting profitable customer relationships.. Industrial Marketing Management 18, 233-238.
    • (1989) Industrial Marketing Management , vol.18 , pp. 233-238
    • Turnbull, P.W.1    Wilson, D.T.2
  • 69
    • 0003493917 scopus 로고
    • Buyer seller relationships: Alternative conceptualizations
    • Penn State University
    • Wilson, D. T. and Möller, K. E. K. (1988) Buyer Seller Relationships: Alternative Conceptualizations. ISBM Report 10-1988, Penn State University.
    • (1988) ISBM Report 10-1988
    • Wilson, D.T.1    Möller, K.E.K.2
  • 70
    • 0002626642 scopus 로고
    • Bonding and commitment in buyer-seller relationships: A preliminary conceptualisation
    • Wilson, D. T. and Mummalaneni, V. (1986) Bonding and commitment in buyer-seller relationships: a preliminary conceptualisation.. Industrial Marketing and Purchasing 1(3), 44-58.
    • (1986) Industrial Marketing and Purchasing , vol.1 , Issue.3 , pp. 44-58
    • Wilson, D.T.1    Mummalaneni, V.2
  • 71
    • 0010780092 scopus 로고
    • The formation and continuation of strategic alliances between manufacturer and suppliers
    • National Association of Purchasing Management, Tempe, AZ
    • Young, J. A., Gilbert, F. W. and McIntyre, F. S. (1993) 'The formation and continuation of strategic alliances between manufacturer and suppliers.' NAPM Conference Proceedings, pp. 13-20. National Association of Purchasing Management, Tempe, AZ.
    • (1993) NAPM Conference Proceedings , pp. 13-20
    • Young, J.A.1    Gilbert, F.W.2    McIntyre, F.S.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.