A conceptual framework of the impact of technology on customer-supplier relationships

Journal of Business and Industrial Marketing

Volumn 12, Issue 1, 1997, Pages 22-32

  Han, Sang Lin ^a  

^a UNIVERSITY OF MICHIGAN DEARBORN   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0642306891     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858629710157913     Document Type: Article

References (21)

1. Anderson, J.C. and Narus, J. (1990), "A model of distributor firm and manufacturer firm working partnerships," Journal of Marketing, No. 54, January, pp. 42-58.
2. Anderson, J., Hakansson, H. and Johanson, J. (1994), "Dyadic business relationships within a business network context," Journal of Marketing, No. 58, pp. 1-15.
3. Blois, K.J. (1985), "Matching new manufacturing technologies to industrial markets and strategies," Industrial Marketing Management, Vol. 14, pp. 43-7.
4. Day, R., Michaels, R. and Perdue, B. (1988), "How buyers handle conflicts," Industrial Marketing Management, No. 17, pp. 153-60.
5. Dowst, S. and Raia, E. (1987), "The winning edge," Journal of Purchasing, March, pp. 52-71.
6. Dussauge, P. and Garrette, B. (1991), "Patterns of strategic alliances between rival firms," HEC Working Paper.
7. Dussauge, P., Hart, S. and Ramanantsoa, B. (1992), Strategic Technology Management, John Wiley & Sons, New York, NY.
8. Dwyer, F.R., Schurr, P. and Oh, S. (1987), "Developing buyer-seller relationships," Journal of Marketing, No. 51, April, pp. 11-27.
9. Frazier, G., Spekman, R. and O'Neal, C. (1988), "Just-in-time exchange relationships in industrial markets," Journal of Marketing, Vol. 52, October, pp. 52-67.
10. Hakansson, H. (Ed.), (1987), Industrial Technological Development: A Network Approach, Croom Helm Ltd.
11. Hallen, L., Johanson, J. and Mohamed, N. (1987), "Production technologies and exchange relationships in international industrial markets," paper presented at the 3rd. International IMP Research Seminar on Industrial Marketing, Lyon, France.
12. IMP Group (1982), in Hakansson, H. (Ed.), International Marketing and Purchasing of Industrial Goods: An Interaction Approach, Wiley, New York, NY.
13. Johanson, J. (1982), "Production technology and user-supplier interaction," in Hakansson, H. (Ed.), International Marketing and Purchasing of Industrial Goods, Wiley, New York, NY, pp. 316-23.
14. Johanson, J., Hallen, L. and Mohamed, N. (1991), "Interfirm adaptation in business relationships," Journal of Marketing, No. 55, April, pp. 29-37.
15. Parkinson, S. T. (1985), "Factors influencing buyer-seller relationships in the market for high-technology products," Journal of Business Research, No. 13, pp. 49-60.
16. Rousseau, D.M. (1979), "Assessment of technology in organizatons: closed versus open systems approaches," Academy of Management Review, No. 4, pp. 531-42.
17. Thompson, J.D. (1967), Organizations in Actions, McGraw-Hill, New York, NY.
18. Williamson, O.E. (1975), Markets and Hierarchies: Analysis and Antitrust Implications, Free Press, New York, NY.
19. Wilson, D.T. and Moller, K. (1988), "Interaction perspective in business marketing: an exploratory contingency framework," Report 11-1988, Institute for the Study of Business Markets, The Pennsylvania State University, University Park, PA.
20. Wilson, D.T. and Mummalaneni, V. (1987), "Modeling and measuring buyer-seller relationships," Research Paper, The Pennsylvania State University, University Park, PA.
21. Woodward, J. (1965), Industrial Organization: Theory and Practice, Oxford University Press, Oxford.