Manage your offering or manage your relationship?

Journal of Business and Industrial Marketing

Volumn 11, Issue 6, 1996, Pages 20-37

  MacKenzie, Herbert F ^a   Hardy, Kenneth G ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0039811794     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858629610151280     Document Type: Article

References (46)

1. Achrol, R. (1991), "Evolution of the marketing organization: new forms for turbulent environments", Journal of Marketing, Vol. 55, pp. 77-93.
2. Anderson, E. and Weitz, B. A. (1989), "Determinants of continuity in conventional industrial channel dyads", Marketing Science, Vol. 8, pp. 310-23.
3. Anderson, E., Lodish, L.M. and Weitz, B.A. (1987), "Resource allocation behavior in conventional channels", Journal of Marketing Research, Vol. 24, pp. 254-62.
4. Anderson, J.C. and Narus, J.A. (1984), "A model of the distributor's perspective of distributor-manufacturer working relationships", Journal of Marketing, Vol. 48, pp. 62-74.
5. Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working partnerships", Journal of Marketing. Vol. 54, pp. 42-58.
6. Arndt, J. (1979), "Toward a concept of domesticated markets", Journal of Marketing. Vol. 43, pp. 69-75.
7. Barnes, J.G. and Glynn, W.J. (1993), "The customer wants service: why technology is no longer enough", Journal of Marketing Management, Vol. 9, pp. 43-54.
8. DeRose, L.J. (1988), "What the buyer-seller partnership requires." Purchasing World, May, pp. 74-5.
9. Dowst, S. (1989), "Two views of the quality question", Purchasing, Vol. 106, 19 January, pp. 92B20-96B31.
10. Dwyer, F.R. (1980), "Channel-member satisfaction: laboratory insights", Journal of Retailing, Vol. 56, pp. 46-65.
11. Dwyer, F.R., Schurr, P.H. and Oh, S. (1985), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51, pp. 11-27.
12. Ernshwiller, J.R. (1991), "Suppliers struggle to improve quality as big firms slash their vendor rolls", Wall Street Journal, 16 August, pp. B1-B2.
13. Fornell, C. (1984), "A second generation of multivariate analysis: classification of methods and implications for marketing research", Working Paper, University of Michigan, Ann Arbor, MI.
14. Fornell, C. and Bookstein, EL. (1982), "Two structural equation models: LISREL and PLS applied to consumer exit-voice theory", Journal of Marketing Research, Vol. 19, pp. 440-52.
15. Fornell, C., Tellis, G.J. and Zinkhan, G.M. (1982), "Validity assessment: a structural equations approach using partial least squares", in Walker, B.J. et al. (Eds), AMA Educators' Proceedings, American Marketing Association, Chicago, IL.
16. Ganesan, S. (1994), "Determinants of long-term orientation in buyer-seller relationships", Journal of Marketing, Vol. 58, pp. 1-19.
17. Gladstein, D.L. (1984), "Groups in context: a model of task group effectiveness", Administrative Science Quarterly, Vol. 29, pp. 499-517.
18. Grönroos, O. (1983), "Strategic management and marketing in the service sector", Report 83-104, Marketing Science Institute, Cambridge, MA.
19. Grönroos, C. (1994), "From marketing mix to relationship marketing: towards a paradigm shift in marketing", Asia-Australia Marketing Journal, Vol. 2, pp. 9-29.
20. Gummesson, E. (1994), "Broadening and specifying relationship marketing." Asia-Australia Marketing Journal, Vol. 2, pp. 31-43.
21. Heide, J.B. and John, G. (1990), "Alliances in industrial purchasing: the determinants of joint action in buyer-supplier relationships", Journal of Marketing Research Vol. 27, pp. 24-36.
22. Homans, G.G. (1958), "Social behavior as exchange", American Journal of Sociology, Vol. 63, pp. 597-606.
23. Jackson, B.B. (1985), Winning and Keeping Industrial Customers: the Dynamics of Customer Relationships, Lexington Books, Lexington, MA.
24. Industrial Distribution (1988), "A new age of opportunity in the industrial marketplace", Vol.78, p. P3.
25. Kalwani, M.U. and Narayandas, N. (1995), "Long-term manufacturer-supplier relationships: do they pay off for supplier firms?", Journal of Marketing, Vol. 59, pp. 1-16.
26. Kogut, B. (1988), "Joint ventures: theoretical and empirical perspectives", Strategic Management Journal, Vol. 9, pp. 319-32.
27. Magrath, A.J. and Hardy, K.G. (1989), "A conceptual framework for assessing the level of mutual trust between manufacturers and their resellers", unpublished working paper, University of Western Ontario, London, Ontario.
28. Moller, K.E. and Wilson, D.T. (1988), "Interaction perspective in business marketing: an exploratory contingency framework", unpublished working paper. Institute for the Study of Business Markets, Pennsylvania State University, University Park, PA.
29. Morgan, J.P. (1986), "JIT casts its shadow across MRO," Purchasing, May 22, pp. 53-55.
30. Morgan, R.M. and Hunt. S.D. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58, pp. 20-38.
31. Mummulaneni, V. and Wilson. D. T. (1991), "The influence of a close personal relationship between a buyer and a seller on the continued stability of their role relationship", ISBM Report 4-1991. Pennsylvania State University, University Park, PA.
32. O'Neal, C.R. and Bertrand, K. (1991), "Developing a winning JIT marketing strategy", Small Business Reports, Vol. 16, pp. 68-71.
33. Pfeffer, J. and Salancik, G.R. (1978), The External Control of Organizations: a Resource Dependence Perspective, Harper & Row, New York, NY.
34. Phillips, L.W. (1982), "Explaining control losses in corporate marketing channels: an organization analysis", Journal of Marketing Research, Vol. 19, pp. 525-49.
35. Purchasing (1988), "Partnering with suppliers: it works", Vol. 105, pp. 23-24.
36. Purchasing (1989), "Buyers keep trimming their supplier base despite tight supplies", Vol. 106, p. 18.
37. Stern, L.W. and El-Ansary, A.I. (1982), Marketing Channels, 2nd ed., Prentice-Hall, Englewood Cliffs, NJ.
38. Swan, J.E. and Combs, L.J. (1976), "Product performance and consumer satisfaction: a new concept", Journal of Marketing, Vol. 40, pp. 25-33.
39. Trevelen, M. (1987), "Single sourcing: a management tool for the quality supplier", Journal of Purchasing and Materials Management, Vol. 23, pp. 19-24.
40. Weitz, B.A., Castleberry, S.B. and Tanner, J.F., Jr (1995), Selling-Building Partnerships, 2nd ed., Irwin, Chicago, IL.
41. Wilkinson, I.F. (1981), "Power, conflict, and satisfaction in distribution channels - an empirical study", International Journal of Physical Distribution and Materials Management, Vol. 11, pp. 20-30.
42. Williamson, O.E. (1979), "Transaction cost economics: the governance of contractual relations", Journal of Law and Economics, Vol. 22,pp. 233-261.
43. Wilson,D.T. and Jantrania,S. (1994),"Understanding the value of a relationship", Asia-Australia Marketing Journal, Vol. 2, pp. 55-66.
44. Wilson, D.T. and Mummulaneni, V. (1988), "Modeling and measuring buyer-seller relationships", unpublished working paper, Institute for the Study of Business Markets, Pennsylvania State University.
45. Wilson, E.J. (1994), "The relative importance of supplier selection criteria: a review and update", International Journal of Purchasing and Materials Management, Vol. 30, pp. 35-41.
46. Wold, H. (1982), "Soft modeling the basic design and some extensions", in Joreskog. K.G. and Wold, H. (Eds), Systems Under Indirect Observation - II, North-Holland, Amsterdam.