메뉴 건너뛰기




Volumn 41, Issue 4, 2000, Pages 10-20

Managing marketing relationships: Making sure everyone plays on the team

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0034239290     PISSN: 00108804     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0010-8804(00)80030-0     Document Type: Article
Times cited : (11)

References (67)
  • 1
    • 0030138549 scopus 로고    scopus 로고
    • Cooperative Arrangements among Entrepreneurs: An Analysis of Opportunism and Communication in Franchise Structures
    • Gassenheimer Jule B., Baucus David B., Baucus Melissa S. Cooperative Arrangements among Entrepreneurs: An Analysis of Opportunism and Communication in Franchise Structures. Journal of Business Research. 36:May 1996;67-79.
    • (1996) Journal of Business Research , vol.36 , pp. 67-79
    • Gassenheimer Jule, B.1    Baucus David, B.2    Baucus Melissa, S.3
  • 2
    • 0030486494 scopus 로고    scopus 로고
    • Controlling Supplier Opportunism in Industrial Relationships
    • Stump Rodney L., Heide Jan B. Controlling Supplier Opportunism in Industrial Relationships. Journal of Marketing Research. 33:November 1996;431-441.
    • (1996) Journal of Marketing Research , vol.33 , pp. 431-441
    • Stump Rodney, L.1    Heide Jan, B.2
  • 3
    • 0002178137 scopus 로고
    • Do Norms Matter in Marketing Relationships?
    • Heide Jan B., John George. Do Norms Matter in Marketing Relationships? Journal of Marketing. 56:April 1992;32-44.
    • (1992) Journal of Marketing , vol.56 , pp. 32-44
    • Heide Jan, B.1    John George2
  • 8
    • 0002148378 scopus 로고
    • Franchising and Other Operating Arrangements in the Lodging Industry: A Strategic Comparison
    • For a fuller discussion of these and other mechanisms used to govern vertical relationships in the hotel industry, see
    • For a fuller discussion of these and other mechanisms used to govern vertical relationships in the hotel industry, see Dev Chekitan S., Brown James R. Franchising and Other Operating Arrangements in the Lodging Industry: A Strategic Comparison. Hospitality Research Journal. 15:1991;25.
    • (1991) Hospitality Research Journal , vol.15 , pp. 25
    • Dev Chekitan, S.1    Brown James, R.2
  • 10
    • 0003351098 scopus 로고    scopus 로고
    • Getting the Most Value Out of Franchising
    • May 5, (supplement)
    • Malley Mike. Getting the Most Value Out of Franchising. Hotel and Motel Management. May 5, 1997;31ff. (supplement).
    • (1997) Hotel and Motel Management , pp. 31ff
    • Malley Mike1
  • 11
    • 0031287585 scopus 로고    scopus 로고
    • Using the Plural Form in the Management of Restaurant Chains
    • Bradach Jeffrey. Using the Plural Form in the Management of Restaurant Chains. Administrative Science Quarterly. 42:June 1997;276-303.
    • (1997) Administrative Science Quarterly , vol.42 , pp. 276-303
    • Bradach Jeffrey1
  • 15
    • 85013280012 scopus 로고    scopus 로고
    • Heide, p. 72.
    • Heide1
  • 17
    • 85013268582 scopus 로고    scopus 로고
    • See: Anderson, pp. 247-264.
    • Anderson1
  • 18
    • 0345947721 scopus 로고
    • Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis
    • John George, Weitz Barton A. Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis. Journal of Law, Economics, and Organization. 4:Fall 1988;337-355.
    • (1988) Journal of Law, Economics, and Organization , vol.4 , pp. 337-355
    • John George1    Weitz Barton, A.2
  • 21
    • 0002007676 scopus 로고
    • Make-or-Buy Decisions: Vertical Integration and Marketing Productivity
    • Anderson Erin, Weitz Barton A. Make-or-Buy Decisions: Vertical Integration and Marketing Productivity. Sloan Management Review. 27:Spring 1986;3-19.
    • (1986) Sloan Management Review , vol.27 , pp. 3-19
    • Anderson Erin1    Weitz Barton, A.2
  • 22
    • 85013291345 scopus 로고
    • Williamson (1985), p. 45.
    • (1985) , pp. 45
    • Williamson1
  • 23
    • 85013280004 scopus 로고
    • Williamson (1985), p. 55.
    • (1985) , pp. 55
    • Williamson1
  • 24
    • 43949147991 scopus 로고
    • What Constitutes a Transaction-specific Asset? An Examination of the Dimensions and Types
    • Lohita Ritu, Brooks Charles M., Krapfel Robert E. What Constitutes a Transaction-specific Asset? An Examination of the Dimensions and Types. Journal of Business Research. 30:July 1994;265.
    • (1994) Journal of Business Research , vol.30 , pp. 265
    • Lohita Ritu1    Brooks Charles, M.2    Krapfel Robert, E.3
  • 28
    • 85013320869 scopus 로고    scopus 로고
    • Among them: Stump and Heide, pp. 431-441.
    • Stump Heide1
  • 29
    • 84973222171 scopus 로고
    • Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation
    • Kaufmann Patrick J., Stern Louis W. Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation. Journal of Conflict Resolution. 32:1988;534-552.
    • (1988) Journal of Conflict Resolution , vol.32 , pp. 534-552
    • Kaufmann Patrick, J.1    Stern Louis, W.2
  • 31
    • 21744448471 scopus 로고
    • Determinants of Long-term Orientation in Buyer-Seller Relationships
    • Ganesan Shankar. Determinants of Long-term Orientation in Buyer-Seller Relationships. Journal of Marketing. 58:April 1994;1-19.
    • (1994) Journal of Marketing , vol.58 , pp. 1-19
    • Ganesan Shankar1
  • 32
    • 85013330359 scopus 로고    scopus 로고
    • See: op. cit.; and
    • See: Macneil, op. cit.; and Kaufmann and Stern, pp. 534-552.
    • Macneil1    Kaufmann Stern2
  • 34
    • 0001908468 scopus 로고
    • Conflict Resolution Processes in Contractual Channels of Distribution
    • Dant Rajiv P., Schul Patrick L. Conflict Resolution Processes in Contractual Channels of Distribution. Journal of Marketing. 56:January 1992;43.
    • (1992) Journal of Marketing , vol.56 , pp. 43
    • Dant Rajiv, P.1    Schul Patrick, L.2
  • 36
    • 85013241317 scopus 로고    scopus 로고
    • op. cit
    • Macneil, op. cit.
    • Macneil1
  • 37
    • 0003116555 scopus 로고
    • Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships
    • Noordwier Thomas G., John George, Nevin John R. Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships. Journal of Marketing. 54:October 1990;80-93.
    • (1990) Journal of Marketing , vol.54 , pp. 80-93
    • Noordwier Thomas, G.1    John George2    Nevin John, R.3
  • 40
    • 0000729381 scopus 로고
    • Contract Duration and Relationship-specific Investments: Empirical Evidence from Coal Markets
    • Joskow Paul L. Contract Duration and Relationship-specific Investments: Empirical Evidence from Coal Markets. American Economic Review. 77:(1):1987;168-185.
    • (1987) American Economic Review , vol.77 , Issue.1 , pp. 168-185
    • Joskow Paul, L.1
  • 41
    • 0001780550 scopus 로고
    • Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships
    • Heide Jan B., John George. Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships. Journal of Marketing Research. 27:February 1990;24-36.
    • (1990) Journal of Marketing Research , vol.27 , pp. 24-36
    • Heide Jan, B.1    John George2
  • 42
  • 43
    • 85013268230 scopus 로고    scopus 로고
    • For example, see: John, pp. 278-288.
    • John1
  • 44
    • 0001107022 scopus 로고
    • Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels
    • Robert Dwyer F., Oh Sejo. Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels. Journal of Marketing Research. 24:November 1987;347-358.
    • (1987) Journal of Marketing Research , vol.24 , pp. 347-358
    • Robert Dwyer, F.1    Oh Sejo2
  • 45
  • 46
    • 0001537371 scopus 로고
    • Interorganizational Dependence and Control as Predictors of Opportunism in Dealer-Seller Relations
    • Provan Keith G., Skinner Steven J. Interorganizational Dependence and Control as Predictors of Opportunism in Dealer-Seller Relations. Academy of Management Journal. 32:March 1989;202-212.
    • (1989) Academy of Management Journal , vol.32 , pp. 202-212
    • Provan Keith, G.1    Skinner Steven, J.2
  • 47
    • 0002508836 scopus 로고
    • The Role of Dependence Balancing in Safeguarding Transaction-specific Assets in Conventional Channels
    • Based on
    • Based on Heide Jan B., John George. The Role of Dependence Balancing in Safeguarding Transaction-specific Assets in Conventional Channels. Journal of Marketing. 52:January 1988;20-35.
    • (1988) Journal of Marketing , vol.52 , pp. 20-35
    • Heide Jan, B.1    John George2
  • 49
    • 0002406554 scopus 로고
    • A Transaction-cost-analysis Model of Channel Integration in International Markets
    • Klein Saul, Frazier Gary L., Roth Victor J. A Transaction-cost-analysis Model of Channel Integration in International Markets. Journal of Marketing Research. 27:May 1990;196-208.
    • (1990) Journal of Marketing Research , vol.27 , pp. 196-208
    • Klein Saul1    Frazier Gary, L.2    Roth Victor, J.3
  • 53
    • 0001062548 scopus 로고
    • Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing
    • Phillips Lynn W. Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing. Journal of Marketing Research. 18:November 1981;395-415.
    • (1981) Journal of Marketing Research , vol.18 , pp. 395-415
    • Phillips Lynn, W.1
  • 54
    • 85013320890 scopus 로고    scopus 로고
    • 9 (OWNS × HTSA × HRELATE) + e
    • 9 (OWNS × HTSA × HRELATE) + e.
  • 55
    • 0003622514 scopus 로고
    • Detailed by James Jaccard, Robert Turrisi, and Choi K. Wan, Interaction Effects in Multiple Regression (Newbury Park, CA: Sage Publishing, 1990). Newbury Park, CA: Sage Publishing
    • Detailed by James Jaccard, Robert Turrisi, and Choi K. Wan, Interaction Effects in Multiple Regression (Newbury Park, CA: Sage Publishing, 1990) Aiken Leona S., West Stephen G. Multiple Regression: Testing and Interpreting Interactions. 1991;Sage Publishing, Newbury Park, CA.
    • (1991) Multiple Regression: Testing and Interpreting Interactions
    • Aiken Leona, S.1    West Stephen, G.2
  • 57
    • 85013294934 scopus 로고
    • See: op. cit.;
    • See: Williamson (1975), op. cit.; and Rindfleisch and Heide, pp. 30-54.
    • (1975)
    • Williamson1
  • 58
    • 85013245060 scopus 로고    scopus 로고
    • and
    • See: Williamson (1975), op. cit.; and Rindfleisch and Heide, pp. 30-54.
    • Rindfleisch Heide1
  • 59
    • 0031535506 scopus 로고    scopus 로고
    • The Role of Opportunism in Transaction Cost Analysis
    • Moschandreas Maria. The Role of Opportunism in Transaction Cost Analysis. Journal of Economic Issues. 31:March 1997;47.
    • (1997) Journal of Economic Issues , vol.31 , pp. 47
    • Moschandreas Maria1
  • 60
    • 0030526890 scopus 로고    scopus 로고
    • Bad For Practice: A Critique of the Transaction Cost Theory
    • Ghoshal Sumantra, Moran Peter. Bad For Practice: A Critique of the Transaction Cost Theory. Academy of Management Review. 21:1996;3-47.
    • (1996) Academy of Management Review , vol.21 , pp. 3-47
    • Ghoshal Sumantra1    Moran Peter2
  • 61
    • 0030550834 scopus 로고    scopus 로고
    • Marketing Controls and Dysfunctional Employee Behaviors: A Test of Traditional and Contingency Theory Postulates
    • Ramaswami Sridhar N. Marketing Controls and Dysfunctional Employee Behaviors: A Test of Traditional and Contingency Theory Postulates. Journal of Marketing. 60:April 1996;105-120.
    • (1996) Journal of Marketing , vol.60 , pp. 105-120
    • Ramaswami Sridhar, N.1
  • 62
    • 84977378511 scopus 로고
    • Does Monitoring Increase Work Effort? The Rivalry with Trust and Loyalty
    • Compare to
    • Compare to Frey Bruno S. Does Monitoring Increase Work Effort? The Rivalry with Trust and Loyalty. Economic Inquiry. 31:October 1993;666.
    • (1993) Economic Inquiry , vol.31 , pp. 666
    • Frey Bruno, S.1
  • 64
  • 65
    • 43949166534 scopus 로고
    • The Effects of Satisfaction and Structural Constraints on Retailer Exiting, Voice, Loyalty, Opportunism, and Neglect
    • Ping Robert A. Jr. The Effects of Satisfaction and Structural Constraints on Retailer Exiting, Voice, Loyalty, Opportunism, and Neglect. Journal of Retailing. 69:Fall 1993;320-352.
    • (1993) Journal of Retailing , vol.69 , pp. 320-352
    • Ping Robert, A.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.