Use of the written contract in long-lasting business relationships

Industrial Marketing Management

Volumn 33, Issue 3, 2004, Pages 261-268

  Roxenhall, Tommy ^a   Ghauri, Pervez ^b  

^a MID SWEDEN UNIVERSITY   (Sweden)

^b UNIVERSITY OF MANCHESTER   (United Kingdom)

Author keywords

Relational contract; Transactional contract; Trust based relationship

Indexed keywords

EID: 1342333157     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2003.10.015     Document Type: Article

References (50)

1. Anderson E. Weitz B. Determinants of continuity in conventional industrial channel dyads Marketing Science 8 1989 310-323
2. Andersson P. Concurrence, transition and evolution 1996 The Stockholm School of Economics Stockholm
3. Anners E. Den Europeiska Rättens Historia I 1974 Norstedts Förlag Stockholm
4. Assarsson B. Prissättning i den Svenska Tillverkningsindustrin: En Emperisk Undersökning In Bjuggren P.-O. & Skogh G. (Eds.), Företaget-en kontraktsekonomisk analys 1989 159-175 SNS Förlag Stockholm
5. Barber B. The logic and limits of trust 1983 Rutgers University Press New Brunswick
6. Bower D.J. Wittaker E. Client communication and innovative efficiency in U.S. and U.K. biotechnology companies Heriot-Watt Business School Working Paper Series Vol. 28 1993 Heriot-Watt Edinburgh
7. Brennan R. Turnbull P.W. Adaptive behaviour in buyer-supplier relationships Industrial Marketing Management 1999 481-495
8. Chetty S.K. Wilson H.I.M. Collaborating with competitors to acquire resources International Business Review 2003 61-82
9. Chien C. Moutinko L. The external contingency and internal characteristics of relationship marketing Journal of Marketing Management 2000 583-595
10. Contractor F. Lorange P. Cooperative strategies and alliances in international business 2003 Pergamon Oxford
11. Cova B. Holstius K. How to create competitive advantage in project business Journal of Marketing Management 1993 105-121
12. Cross J.G. The economics of bargaining 1969 Basic Books New York
13. De Mattos C. Sandrser S. Ghauri P.N. Negotiating alliances in emerging markets: Do partners contribution matter? Thunderbird International Business Review 6 2002 701-728
14. Demsetz H. Toward a theory of property rights American Economic Review 57 1967 347-359
15. Eisenhardt K.M. Building theories from case study research Academy of Management Review 1989 532-550
16. Ford D. Gadde L.-E. Håkansson H. Lundgren A. Snehota I. Turnbull P. Wilson D. Managing business relationships 1998 Wiley Chicester
17. Ghauri P.N. Negotiating International Package Deals: Swedish Firms and Developing Countries, Acta Universitatis Upsaliensis Studia Oeconomiae Negotiorum 1983 Almgvist & Wiksell Stockholm
18. Ghauri P.N. Guidelines for International Business Negotiations International Marketing Review 3 3 1986 72-82
19. Ghauri P.N. Negotiating with firms in developing countries: Two case studies Industrial Marketing Management 17 1988 49-53
20. Ghauri P.N. Fang T. Negotiating with Chinese: A socio-cultural analysis Journal of World Business 3 2001 303-325
21. Ghauri P.N. Grønhaug K. Research methods in business studies: A practical guide 2002 Financial Times and Prentice Hall Harlow, UK
22. Glaister K.W. Buckley P.J. Task-related and partner related selection criteria in UK international joint ventures British Journal of Management 8 1997 199-222
23. Gulbro R. Herbig P. Negotiating successfully in cross-cultural situations Industrial Marketing Management 24 1996 1-12
24. Håkansson H. (Ed.), International marketing and purchasing of industrial goods. An interaction approach 1982 Wiley Chichester
25. Håkansson H. Wootz B. Risk reduction and the industrial purchaser European Journal of Marketing 9 1975 35-51
26. Hallén L. Johanson J. Mohamed N.S. Interfirm adaptations in business relationships Journal of Marketing 55 1991 29-37
27. Hauglund S.A. Factors influencing the duration of international buyer-seller relationships Journal of Business Research 46 1999 273
28. Heide J.B. Stump R.L. Performance implications of buyer-supplier relationship in industrial markets: A transaction cost explanation Journal of Business Research 32 1995 57-66
29. Ikle F.C. How nations negotiate 1982 Harper & Row New York
30. Jones G.R. Organizational theory 1995 Addison-Wesley Publishing New Jersey
31. Kalafatis S.P. Buyer-seller relationships along channels of distribution Industrial Marketing Management 31 2002 215-228
32. Macaulay S. The use and nonuse of contracts in the manufacturing industry Practical Lawyer 9 1963 13-40
33. Macaulay S. Non-contractual relation in business: A preliminary study American Sociological Review 28 1963 55-67
34. Macaulay S. Affärsförbindelser utan avtal In Aubert V. (Ed.), Lag, samhälle, individ. En antologi i rättsociologi 1972 176-179 Rabén & Sjögren Stockholm
35. Macneil I.R. The many future of contracts Southern California Law Review 47 1974 691-816
36. Macneil I.R. Contracts: Adjustments of long-term economic relations under classical, neoclassical, and relational contract law Northwestern University Law Review 72 1978 854-906
37. Macneil I.R. The new social contract, an inquiry into modern contract relation 1980 Yale University Press New Haven, CT
38. Macneil I.R. Economic analysis of contractual relations: Its shortfalls and the need for a "rich" classificatory apparatus Northwestern University Law Review 75 1981 1025-1039
39. Morgan R.M. Hunt S.D. The commitment-trust theory of relationship marketing Journal of Marketing 58 1994 20-38
40. Poppo L. Zenger T. Do formal contracts and relational governance function as substitutes or complements? Strategic Management Journal 23 2002 707-725
41. Raiffa H. The art and science of negotiation 1982 Harvard University Press Cambridge, MA
42. Roxenhall, T. (1996). Kontraktets funktion i varaktiga affärsförbindelser. En analys av några stora svenska företag, Företagsekonomiska institutionen vid Uppsala Universitet (licentiate thesis No. 28), Uppsala.
43. Samee S. Walters P.G.P. Relationship marketing in an international context: A literature review International Business Review 12 2003 193-214
44. Skogh G. Kontrakt och konventioner In Bjuggren P.-O. & Skogh G. (Eds.), Företaget-en kontraktsekonomisk analys 1989 35-52 SNS Förlag Stockholm
45. Tung R.L. Handshakes across the sea Organizational Dynamics 23 1984 30-40
46. Williamson O.E. Contract analysis: The transaction cost approach In Burrows P. & Veljanovski C.G. (Eds.), The economic approach to law 1975 Butterworths London 1981
47. Williamson O.E. The economic institutions of capitalism 1985 The Free Press New York
48. Williamson O.E. Calculativeness, trust, and economic organization Journal of Law and Economie 36 1993 453-486
49. Woodward J. Industrial organization. Theory and practice 1980 Oxford University Press New York
50. Yin R.K. Case study research. Design and methods 1994 Sage Publications Thousand Oaks