메뉴 건너뛰기




Volumn 40, Issue 1-2, 2006, Pages 145-173

An integrated model of the behavioural dimensions of industrial buyer-seller relationships

Author keywords

Buyer seller relationships; Industrial marketing

Indexed keywords


EID: 31644444956     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560610637365     Document Type: Review
Times cited : (61)

References (99)
  • 1
    • 0002128929 scopus 로고    scopus 로고
    • An experimental investigation of satisfaction and commitment in marketing channels: The role of trust and dependence
    • Andaleeb, S.S. (1996), "An experimental investigation of satisfaction and commitment in marketing channels: the role of trust and dependence", Journal of Retailing, Vol. 72 No. 1, pp. 77-93.
    • (1996) Journal of Retailing , vol.72 , Issue.1 , pp. 77-93
    • Andaleeb, S.S.1
  • 2
    • 0000505474 scopus 로고
    • Determinants of continuity in conventional industrial channel dyads
    • Anderson, E. and Weitz, B. (1989), "Determinants of continuity in conventional industrial channel dyads", Marketing Science, Vol. 8 No. 4, pp. 310-23.
    • (1989) Marketing Science , vol.8 , Issue.4 , pp. 310-23
    • Anderson, E.1    Weitz, B.2
  • 3
    • 0002518973 scopus 로고
    • Resource allocation behavior in conventional channels
    • Anderson, E., Lodish, L.M. and Weitz, B.A. (1987), "Resource allocation behavior in conventional channels", Journal of Marketing Research, Vol. 24 No. 1, pp. 85-97.
    • (1987) Journal of Marketing Research , vol.24 , Issue.1 , pp. 85-97
    • Anderson, E.1    Lodish, L.M.2    Weitz, B.A.3
  • 4
    • 41649112685 scopus 로고
    • Structural equation modeling in practice: A review and recommended two-step approach
    • Anderson, J.C. and Gerbing, D.W. (1988), "Structural equation modeling in practice: a review and recommended two-step approach", Psychological Bulletin, Vol. 103, May, pp. 411-23.
    • (1988) Psychological Bulletin , vol.103 , pp. 411-23
    • Anderson, J.C.1    Gerbing, D.W.2
  • 5
    • 0001780926 scopus 로고
    • A model of the distributor's perspective of distributor-manufacturer working relationships
    • 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 No. 4, pp. 62-74.
    • (1984) Journal of Marketing , vol.48 , Issue.4 , pp. 62-74
    • Anderson, J.C.1    Narus, J.A.2
  • 6
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working relationships
    • Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working relationships", Journal of Marketing, Vol. 54 No. 1, pp. 42-58.
    • (1990) Journal of Marketing , vol.54 , Issue.1 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 7
    • 0000906501 scopus 로고
    • The use of pledges to build and sustain commitment in distribution channels
    • Anderson, J.C. and Weitz, B. (1992), "The use of pledges to build and sustain commitment in distribution channels", Journal of Marketing Research, Vol. 29 No. 1, pp. 18-34.
    • (1992) Journal of Marketing Research , vol.29 , Issue.1 , pp. 18-34
    • Anderson, J.C.1    Weitz, B.2
  • 8
    • 21844489555 scopus 로고
    • Dyadic business relationships within a business network context
    • Anderson, J.C., Hkansson, H. and Johanson, J. (1994), "Dyadic business relationships within a business network context", Journal of Marketing, Vol. 58 No. 4, pp. 1-15.
    • (1994) Journal of Marketing , vol.58 , Issue.4 , pp. 1-15
    • Anderson, J.C.1    Hkansson, H.2    Johanson, J.3
  • 9
    • 0000357545 scopus 로고
    • Estimating nonresponse bias in mail surveys
    • Armstrong, J.S. and Overton, T.S. (1977), "Estimating nonresponse bias in mail surveys", Journal of Marketing Research, Vol. 14 No. 3, pp. 396-402.
    • (1977) Journal of Marketing Research , vol.14 , Issue.3 , pp. 396-402
    • Armstrong, J.S.1    Overton, T.S.2
  • 10
    • 0002862919 scopus 로고
    • The political economy paradigm: Foundation for theory building in marketing
    • Arndt, J. (1983), "The political economy paradigm: foundation for theory building in marketing", Journal of Marketing, Vol. 47 No. 4, pp. 44-54.
    • (1983) Journal of Marketing , vol.47 , Issue.4 , pp. 44-54
    • Arndt, J.1
  • 11
    • 51249177591 scopus 로고
    • On the evaluation of structural equation models
    • Bagozzi, R.P. and Yi, Y. (1988), "On the evaluation of structural equation models", Journal of the Academy of Marketing Science, Vol. 16 No. 1, pp. 271-84.
    • (1988) Journal of the Academy of Marketing Science , vol.16 , Issue.1 , pp. 271-84
    • Bagozzi, R.P.1    Yi, Y.2
  • 13
    • 51249171081 scopus 로고
    • Perceived communications skills and resultant trust perceptions within the channel of distribution
    • Bialaszewski, D. and Giallourakis, M. (1985), "Perceived communications skills and resultant trust perceptions within the channel of distribution", Journal of the Academy of Marketing Science, Vol. 13 No. 2, pp. 206-17.
    • (1985) Journal of the Academy of Marketing Science , vol.13 , Issue.2 , pp. 206-17
    • Bialaszewski, D.1    Giallourakis, M.2
  • 14
    • 0002582013 scopus 로고
    • Power, bureaucracy, influence, and performance
    • Boyle, B.A. and Dwyer, F.R. (1995), "Power, bureaucracy, influence, and performance", Journal of Business Research, Vol. 32 No. 3, pp. 189-99.
    • (1995) Journal of Business Research , vol.32 , Issue.3 , pp. 189-99
    • Boyle, B.A.1    Dwyer, F.R.2
  • 15
    • 0000681441 scopus 로고
    • Measures of manifest conflict in distribution channels
    • Brown, J.R. and Day, R.L. (1981), "Measures of manifest conflict in distribution channels", Journal of Marketing Research, Vol. 18 No. 3, pp. 263-74.
    • (1981) Journal of Marketing Research , vol.18 , Issue.3 , pp. 263-74
    • Brown, J.R.1    Day, R.L.2
  • 16
    • 0000666859 scopus 로고
    • Measuring the sources of marketing channel power: A comparison of alternative approaches
    • Brown, J.R., Johnson, J.L. and Koenig, H.F. (1995), "Measuring the sources of marketing channel power: a comparison of alternative approaches", International Journal of Research in Marketing, Vol. 12 No. 4, pp. 333-54.
    • (1995) International Journal of Research in Marketing , vol.12 , Issue.4 , pp. 333-54
    • Brown, J.R.1    Johnson, J.L.2    Koenig, H.F.3
  • 18
    • 0033236256 scopus 로고    scopus 로고
    • Buyer-supplier relationships in business markets
    • Cannon, J.P. and Perreault, W.D. (1999), "Buyer-supplier relationships in business markets", Journal of Marketing Research, Vol. 31 No. 4, pp. 439-60.
    • (1999) Journal of Marketing Research , vol.31 , Issue.4 , pp. 439-60
    • Cannon, J.P.1    Perreault, W.D.2
  • 19
    • 0011363434 scopus 로고
    • The meaning and determinants of cooperation within an interorganizational marketing network
    • Bush, R.F. Hunt, S.D. American Marketing Association Chicago, IL
    • Childers, T.L. and Ruekert, R.W. (1982), "The meaning and determinants of cooperation within an interorganizational marketing network", in Bush, R.F. and Hunt, S.D. (Eds), Marketing Theory: Philosophy of Science Perspectives, American Marketing Association, Chicago, IL, pp. 116-19.
    • (1982) Marketing Theory: Philosophy of Science Perspectives , pp. 116-19
    • Childers, T.L.1    Ruekert, R.W.2
  • 20
    • 0001878819 scopus 로고
    • A paradigm of developing better measures of marketing constructs
    • Churchill, G.A. (1979), "A paradigm of developing better measures of marketing constructs", Journal of Marketing Research, Vol. 16 No. 1, pp. 64-73.
    • (1979) Journal of Marketing Research , vol.16 , Issue.1 , pp. 64-73
    • Churchill, G.A.1
  • 21
    • 0043013343 scopus 로고    scopus 로고
    • An investigation into commitment in non-Western industrial marketing relationships
    • Coote, L.V., Forrest, E.J. and Tam, T.W. (2003), "An investigation into commitment in non-Western industrial marketing relationships", Industrial Marketing Management, Vol. 32 No. 7, pp. 595-604.
    • (2003) Industrial Marketing Management , vol.32 , Issue.7 , pp. 595-604
    • Coote, L.V.1    Forrest, E.J.2    Tam, T.W.3
  • 22
    • 0002991975 scopus 로고
    • Reforming the traditional organization: The mandate for developing networks
    • Cravens, D.W., Shipp, S.H. and Cravens, K.S. (1994), "Reforming the traditional organization: the mandate for developing networks", Business Horizons, Vol. 37 No. 4, pp. 19-28.
    • (1994) Business Horizons , vol.37 , Issue.4 , pp. 19-28
    • Cravens, D.W.1    Shipp, S.H.2    Cravens, K.S.3
  • 25
    • 0002722646 scopus 로고
    • Paradigms lost: On theory and method in research in marketing
    • Deshpandé, R. (1983), "Paradigms lost: on theory and method in research in marketing", Journal of Marketing, Vol. 47 No. 4, pp. 101-10.
    • (1983) Journal of Marketing , vol.47 , Issue.4 , pp. 101-10
    • Deshpandé, R.1
  • 26
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • Doney, P.M. and Cannon, J.P. (1997), "An examination of the nature of trust in buyer-seller relationships", Journal of Marketing, Vol. 61 No. 2, pp. 35-51.
    • (1997) Journal of Marketing , vol.61 , Issue.2 , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 27
    • 0003064310 scopus 로고
    • Trust and participation in organizational decision-making as predictors of satisfaction
    • Driscoll, J.W. (1978), "Trust and participation in organizational decision-making as predictors of satisfaction", Academy of Management Journal, Vol. 21 No. 1, pp. 44-56.
    • (1978) Academy of Management Journal , vol.21 , Issue.1 , pp. 44-56
    • Driscoll, J.W.1
  • 28
    • 0002991990 scopus 로고
    • Channel-member satisfaction: Laboratory insights
    • Dwyer, F.R. (1980), "Channel-member satisfaction: laboratory insights", Journal of Retailing, Vol. 56 No. 2, pp. 45-65.
    • (1980) Journal of Retailing , vol.56 , Issue.2 , pp. 45-65
    • Dwyer, F.R.1
  • 29
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51 No. 2, pp. 11-27.
    • (1987) Journal of Marketing , vol.51 , Issue.2 , pp. 11-27
    • Dwyer, F.R.1    Schurr, P.H.2    Oh, S.3
  • 30
    • 0002823483 scopus 로고
    • Power measurement in the distribution channel
    • El-Ansary, A.I. and Stern, L.W. (1972), "Power measurement in the distribution channel", Journal of Marketing Research, Vol. 9 No. 1, pp. 47-52.
    • (1972) Journal of Marketing Research , vol.9 , Issue.1 , pp. 47-52
    • El-Ansary, A.I.1    Stern, L.W.2
  • 31
    • 0001947479 scopus 로고
    • Power dependence relations
    • Emerson, R.M. (1962), "Power dependence relations", American Sociological Review, Vol. 27, February, pp. 31-41.
    • (1962) American Sociological Review , vol.27 , pp. 31-41
    • Emerson, R.M.1
  • 32
    • 0002136873 scopus 로고
    • Sources and types of intrachannel conflict
    • Etgar, M. (1979), "Sources and types of intrachannel conflict", Journal of Retailing, Vol. 55 No. 1, pp. 61-78.
    • (1979) Journal of Retailing , vol.55 , Issue.1 , pp. 61-78
    • Etgar, M.1
  • 33
    • 84952631596 scopus 로고
    • The development of buyer-seller relationships in industrial markets
    • Ford, I.D. (1980), "The development of buyer-seller relationships in industrial markets", European Journal of Marketing, Vol. 14 Nos 5/6, pp. 339-53.
    • (1980) European Journal of Marketing , vol.14 , Issue.56 , pp. 339-53
    • Ford, I.D.1
  • 35
    • 0002554407 scopus 로고
    • Interorganizational exchange behavior in marketing channels: A broadened perspective
    • Frazier, G.L. (1983), "Interorganizational exchange behavior in marketing channels: a broadened perspective", Journal of Marketing, Vol. 47 No. 4, pp. 68-78.
    • (1983) Journal of Marketing , vol.47 , Issue.4 , pp. 68-78
    • Frazier, G.L.1
  • 36
    • 22644450074 scopus 로고    scopus 로고
    • Organizing and managing channels of distribution
    • Frazier, G.L. (1999), "Organizing and managing channels of distribution", Journal of the Academy of Marketing Science, Vol. 27 No. 2, pp. 226-40.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.2 , pp. 226-40
    • Frazier, G.L.1
  • 37
    • 0001919990 scopus 로고
    • Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country
    • Frazier, G., Gill, J.D. and Kale, S.H. (1989), "Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country", Journal of Marketing, Vol. 53 No. 1, pp. 50-69.
    • (1989) Journal of Marketing , vol.53 , Issue.1 , pp. 50-69
    • Frazier, G.1    Gill, J.D.2    Kale, S.H.3
  • 38
    • 21744448471 scopus 로고
    • Determinants of long-term orientation in buyer-seller relationships
    • Ganesan, S. (1994), "Determinants of long-term orientation in buyer-seller relationships", Journal of Marketing, Vol. 58 No. 2, pp. 1-19.
    • (1994) Journal of Marketing , vol.58 , Issue.2 , pp. 1-19
    • Ganesan, S.1
  • 39
    • 0033423162 scopus 로고    scopus 로고
    • The different roles of satisfaction, trust, and commitment in customer relationships
    • Garbarino, E. and Johnson, M.S. (1999), "The different roles of satisfaction, trust, and commitment in customer relationships", Journal of Marketing, Vol. 63 No. 2, pp. 70-87.
    • (1999) Journal of Marketing , vol.63 , Issue.2 , pp. 70-87
    • Garbarino, E.1    Johnson, M.S.2
  • 40
    • 0001887461 scopus 로고
    • Interrelations among a channel entity's power sources: Impact on the exercise of reward and coercion on expert, referent, and legitimate sources
    • Gaski, J. (1986), "Interrelations among a channel entity's power sources: impact on the exercise of reward and coercion on expert, referent, and legitimate sources", Journal of Marketing Research, Vol. 23 No. 1, pp. 62-77.
    • (1986) Journal of Marketing Research , vol.23 , Issue.1 , pp. 62-77
    • Gaski, J.1
  • 41
    • 0001629580 scopus 로고
    • The differential effects of exercised and unexercised power sources in a marketing channel
    • Gaski, J. and Nevin, J. (1985), "The differential effects of exercised and unexercised power sources in a marketing channel", Journal of Marketing Research, Vol. 22 No. 2, pp. 130-42.
    • (1985) Journal of Marketing Research , vol.22 , Issue.2 , pp. 130-42
    • Gaski, J.1    Nevin, J.2
  • 42
    • 0033468720 scopus 로고    scopus 로고
    • A meta-analysis of satisfaction in marketing channel relationships
    • Geyskens, I., Steenkamp, J-B.E.M. and Kumar, N. (1999), "A meta-analysis of satisfaction in marketing channel relationships", Journal of Marketing Research, Vol. 36 No. 2, pp. 223-38.
    • (1999) Journal of Marketing Research , vol.36 , Issue.2 , pp. 223-38
    • Geyskens, I.1    Steenkamp, J.-B.E.M.2    Kumar, N.3
  • 43
    • 0010656618 scopus 로고    scopus 로고
    • The determinants of commitment in the distributor-manufacturer relationship
    • Goodman, L.E. and Dion, P.A. (2001), "The determinants of commitment in the distributor-manufacturer relationship", Industrial Marketing Management, Vol. 30 No. 3, pp. 287-300.
    • (2001) Industrial Marketing Management , vol.30 , Issue.3 , pp. 287-300
    • Goodman, L.E.1    Dion, P.A.2
  • 45
    • 0040149095 scopus 로고    scopus 로고
    • Relationship marketing: The route to marketing efficiency and effectiveness
    • Gruen, T.W. (1997), "Relationship marketing: the route to marketing efficiency and effectiveness", Business Horizons, Vol. 40 No. 6, pp. 32-8.
    • (1997) Business Horizons , vol.40 , Issue.6 , pp. 32-8
    • Gruen, T.W.1
  • 46
    • 0002128586 scopus 로고
    • Factors influencing coordination in a franchise channel
    • Guiltinan, J., Rejab, I. and Rodgers, W. (1980), "Factors influencing coordination in a franchise channel", Journal of Retailing, Vol. 56, Fall, pp. 41-58.
    • (1980) Journal of Retailing , vol.56 , pp. 41-58
    • Guiltinan, J.1    Rejab, I.2    Rodgers, W.3
  • 47
  • 50
    • 85086959680 scopus 로고
    • Relationship atmosphere in international business
    • Paliwoda, S.J. Routledge London
    • Hallén, L. and Sandström, M. (1991), "Relationship atmosphere in international business", in Paliwoda, S.J. (Ed.), New Perspectives on International Marketing, Routledge, London, pp. 108-25.
    • (1991) New Perspectives on International Marketing , pp. 108-25
    • Hallén, L.1    Sandström, M.2
  • 52
    • 0002338090 scopus 로고
    • Interfirm adaptations in business relationships
    • Hallén, L., Johanson, J. and Seyed-Mohamed, N. (1991), "Interfirm adaptations in business relationships", Journal of Marketing, Vol. 55 No. 2, pp. 29-37.
    • (1991) Journal of Marketing , vol.55 , Issue.2 , pp. 29-37
    • Hallén, L.1    Johanson, J.2    Seyed-Mohamed, N.3
  • 54
    • 11344262144 scopus 로고
    • Interorganizational governance in marketing channels
    • Heide, J.B. (1994), "Interorganizational governance in marketing channels", Journal of Marketing, Vol. 58 No. 1, pp. 71-85.
    • (1994) Journal of Marketing , vol.58 , Issue.1 , pp. 71-85
    • Heide, J.B.1
  • 55
    • 0002508836 scopus 로고
    • The role of dependence balancing in safeguarding transaction-specific assets in conventional channels
    • Heide, J.B. and John, G. (1988), "The role of dependence balancing in safeguarding transaction-specific assets in conventional channels", Journal of Marketing, Vol. 52 No. 1, pp. 20-35.
    • (1988) Journal of Marketing , vol.52 , Issue.1 , pp. 20-35
    • Heide, J.B.1    John, G.2
  • 57
    • 0000667866 scopus 로고
    • Power in a channel of distribution: Sources and consequences
    • Hunt, S.D. and Nevin, J.R. (1974), "Power in a channel of distribution: sources and consequences", Journal of Marketing Research, Vol. 11 No. 2, pp. 186-93.
    • (1974) Journal of Marketing Research , vol.11 , Issue.2 , pp. 186-93
    • Hunt, S.D.1    Nevin, J.R.2
  • 58
    • 51249171056 scopus 로고
    • Behavioral dimensions of channels of distribution: Review and synthesis
    • Hunt, S.D., Ray, N.M. and Wood, V.R. (1985), "Behavioral dimensions of channels of distribution: review and synthesis", Journal of the Academy of Marketing Science, Vol. 13 No. 3, pp. 1-24.
    • (1985) Journal of the Academy of Marketing Science , vol.13 , Issue.3 , pp. 1-24
    • Hunt, S.D.1    Ray, N.M.2    Wood, V.R.3
  • 60
    • 0000893001 scopus 로고
    • Interorganizational relations in industrial systems: A network approach compared with the transaction-cost approach
    • Johanson, J. and Mattson, L.-G. (1987), "Interorganizational relations in industrial systems: a network approach compared with the transaction-cost approach", International Studies of Management and Organization, Vol. 17 No. 1, pp. 34-48.
    • (1987) International Studies of Management and Organization , vol.17 , Issue.1 , pp. 34-48
    • Johanson, J.1    Mattson, L.-G.2
  • 61
    • 0000300619 scopus 로고
    • Manufacturers' power and influence strategies within distribution channels in a developing country
    • Kale, S.H. (1986), "Manufacturers' power and influence strategies within distribution channels in a developing country", Journal of Marketing Research, Vol. 23 No. 4, pp. 387-93.
    • (1986) Journal of Marketing Research , vol.23 , Issue.4 , pp. 387-93
    • Kale, S.H.1
  • 62
    • 0031285856 scopus 로고    scopus 로고
    • On distributor commitment in industrial channels of distribution: A multicomponent approach
    • Kim, K. and Frazier, G.L. (1997), "On distributor commitment in industrial channels of distribution: a multicomponent approach", Psychology and Marketing, Vol. 14 No. 8, pp. 847-77.
    • (1997) Psychology and Marketing , vol.14 , Issue.8 , pp. 847-77
    • Kim, K.1    Frazier, G.L.2
  • 63
    • 0011458663 scopus 로고
    • Retail buyers and their fresh produce suppliers: A power or dependency scenario in the UK?
    • Knox, S.D. and White, H.F.M. (1991), "Retail buyers and their fresh produce suppliers: a power or dependency scenario in the UK?", European Journal of Marketing, Vol. 25 No. 1, pp. 40-52.
    • (1991) European Journal of Marketing , vol.25 , Issue.1 , pp. 40-52
    • Knox, S.D.1    White, H.F.M.2
  • 64
    • 85107738918 scopus 로고
    • The effect of perceived interdependence on dealer attitudes
    • Kumar, N., Scheer, L.K. and Steenkamp, J-B.E.M. (1995), "The effect of perceived interdependence on dealer attitudes", Journal of Marketing Research, Vol. 32 No. 3, pp. 348-56.
    • (1995) Journal of Marketing Research , vol.32 , Issue.3 , pp. 348-56
    • Kumar, N.1    Scheer, L.K.2    Steenkamp, J.-B.E.M.3
  • 65
    • 0000720297 scopus 로고
    • A model of channel member performance, dependence, and satisfaction
    • Lewis, C.M. and Lambert, D.M. (1985), "A model of channel member performance, dependence, and satisfaction", Journal of Retailing, Vol. 67 No. 2, pp. 205-25.
    • (1985) Journal of Retailing , vol.67 , Issue.2 , pp. 205-25
    • Lewis, C.M.1    Lambert, D.M.2
  • 66
    • 0000683082 scopus 로고
    • Franchise satisfaction: Causes and consequences
    • Lusch, R.F. (1976), "Franchise satisfaction: causes and consequences", International Journal of Physical Distribution, Vol. 7 No. 3, pp. 128-40.
    • (1976) International Journal of Physical Distribution , vol.7 , Issue.3 , pp. 128-40
    • Lusch, R.F.1
  • 67
    • 3142717451 scopus 로고
    • Goodness-of-fit indices in confirmatory factor analysis: The effect of sample size
    • Marsh, H.W., Balla, J.R. and McDonald, R.P. (1988), "Goodness-of-fit indices in confirmatory factor analysis: the effect of sample size", Psychological Bulletin, Vol. 103, pp. 391-410.
    • (1988) Psychological Bulletin , vol.103 , pp. 391-410
    • Marsh, H.W.1    Balla, J.R.2    McDonald, R.P.3
  • 68
    • 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, Vol. 26 No. 2, pp. 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
  • 70
    • 0001902365 scopus 로고
    • Communication strategies in marketing channels: A theoretical perspective
    • Mohr, J. and Nevin, J.R. (1990), "Communication strategies in marketing channels: a theoretical perspective", Journal of Marketing, Vol. 54 No. 4, pp. 36-51.
    • (1990) Journal of Marketing , vol.54 , Issue.4 , pp. 36-51
    • Mohr, J.1    Nevin, J.R.2
  • 71
    • 0001154055 scopus 로고
    • Relationships between providers and users of marketing research: The dynamics of trust within and between organizations
    • Moorman, C., Zaltman, G. and Deshpandé, R. (1992), "Relationships between providers and users of marketing research: the dynamics of trust within and between organizations", Journal of Marketing Research, Vol. 29 No. 3, pp. 314-28.
    • (1992) Journal of Marketing Research , vol.29 , Issue.3 , pp. 314-28
    • Moorman, C.1    Zaltman, G.2    Deshpandé, R.3
  • 72
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R.M. and Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58 No. 3, pp. 20-38.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 73
    • 0000200987 scopus 로고
    • From transaction cost economics to relationship marketing: A model of buyer-seller relations
    • Mudambi, R. and Mudambi, S.M. (1995), "From transaction cost economics to relationship marketing: a model of buyer-seller relations", International Business Review, Vol. 4 No. 4, pp. 419-33.
    • (1995) International Business Review , vol.4 , Issue.4 , pp. 419-33
    • Mudambi, R.1    Mudambi, S.M.2
  • 75
    • 0031093548 scopus 로고    scopus 로고
    • A portfolio approach to supplier relationships
    • Olsen, R.F. and Ellram, L.M. (1997), "A portfolio approach to supplier relationships", Industrial Marketing Management, Vol. 26 No. 2, pp. 101-13.
    • (1997) Industrial Marketing Management , vol.26 , Issue.2 , pp. 101-13
    • Olsen, R.F.1    Ellram, L.M.2
  • 76
    • 0010146424 scopus 로고
    • Relationship marketing: Local implementation of a universal concept
    • Palmer, A.J. (1995), "Relationship marketing: local implementation of a universal concept", International Business Review, Vol. 4 No. 4, pp. 471-81.
    • (1995) International Business Review , vol.4 , Issue.4 , pp. 471-81
    • Palmer, A.J.1
  • 77
    • 0038906107 scopus 로고    scopus 로고
    • Relationship marketing: The Emperor in used clothes
    • Petrof, J.V. (1998), "Relationship marketing: the Emperor in used clothes", Business Horizons, Vol. 41 No. 2, pp. 79-82.
    • (1998) Business Horizons , vol.41 , Issue.2 , pp. 79-82
    • Petrof, J.V.1
  • 80
    • 0000115796 scopus 로고
    • Interorganizational relations in marketing channels
    • Reve, T. and Stern, L.W. (1979), "Interorganizational relations in marketing channels", Academy of Management Review, Vol. 4 No. 3, pp. 405-16.
    • (1979) Academy of Management Review , vol.4 , Issue.3 , pp. 405-16
    • Reve, T.1    Stern, L.W.2
  • 82
    • 0002538209 scopus 로고
    • A general model of understanding channel member behavior
    • Robicheaux, R.A. and El-Ansary, A.I. (1975), "A general model of understanding channel member behavior", Journal of Retailing, Vol. 52, Winter, pp. 13-30.
    • (1975) Journal of Retailing , vol.52 , pp. 13-30
    • Robicheaux, R.A.1    El-Ansary, A.I.2
  • 83
    • 0000137402 scopus 로고
    • Reliability and validity of alternative measures of channel member satisfaction
    • Ruekert, R. and Churchill, G.A. (1984), "Reliability and validity of alternative measures of channel member satisfaction", Journal of Marketing Research, Vol. 21 No. 2, pp. 226-33.
    • (1984) Journal of Marketing Research , vol.21 , Issue.2 , pp. 226-33
    • Ruekert, R.1    Churchill, G.A.2
  • 84
    • 0001182587 scopus 로고
    • Influences on exchange process: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness
    • Schurr, P.H. and Ozanne, J.L. (1985), "Influences on exchange process: buyers' preconceptions of a seller's trustworthiness and bargaining toughness", Journal of Consumer Research, Vol. 11 No. 4, pp. 939-53.
    • (1985) Journal of Consumer Research , vol.11 , Issue.4 , pp. 939-53
    • Schurr, P.H.1    Ozanne, J.L.2
  • 86
    • 84992955237 scopus 로고    scopus 로고
    • Antecedents and consequences of trust and satisfaction in buyer-seller relationships
    • Selnes, F. (1998), "Antecedents and consequences of trust and satisfaction in buyer-seller relationships", European Journal of Marketing, Vol. 32 Nos 3/4, pp. 305-22.
    • (1998) European Journal of Marketing , vol.32 , Issue.34 , pp. 305-22
    • Selnes, F.1
  • 87
    • 0031093614 scopus 로고    scopus 로고
    • Supplier relationships: Emerging issues and challenges
    • Sheth, J.N. and Sharma, A. (1997), "Supplier relationships: emerging issues and challenges", Industrial Marketing Management, Vol. 26 No. 2, pp. 91-100.
    • (1997) Industrial Marketing Management , vol.26 , Issue.2 , pp. 91-100
    • Sheth, J.N.1    Sharma, A.2
  • 89
    • 0003151848 scopus 로고
    • Distribution channels as political economies: A framework for comparative analysis
    • Stern, L.W. and Reve, T. (1980), "Distribution channels as political economies: a framework for comparative analysis", Journal of Marketing, Vol. 44 No. 3, pp. 52-64.
    • (1980) Journal of Marketing , vol.44 , Issue.3 , pp. 52-64
    • Stern, L.W.1    Reve, T.2
  • 90
    • 0030486494 scopus 로고    scopus 로고
    • Controlling supplier opportunism in industrial relationships
    • Stump, R.L. and Heide, J.B. (1996), "Controlling supplier opportunism in industrial relationships", Journal of Marketing Research, Vol. 33 No. 4, pp. 431-41.
    • (1996) Journal of Marketing Research , vol.33 , Issue.4 , pp. 431-41
    • Stump, R.L.1    Heide, J.B.2
  • 91
    • 21844507233 scopus 로고
    • Relationship marketing in distribution channels
    • Weitz, B.A. and Jap, S.D. (1995), "Relationship marketing in distribution channels", Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 305-20.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 305-20
    • Weitz, B.A.1    Jap, S.D.2
  • 94
    • 0001470630 scopus 로고
    • Transaction-cost economics: The governance of contractual relations
    • Williamson, O.E. (1979), "Transaction-cost economics: the governance of contractual relations", Journal of Law and Economics, Vol. 22, October, pp. 3-61.
    • (1979) Journal of Law and Economics , vol.22 , pp. 3-61
    • Williamson, O.E.1
  • 96
    • 77951511906 scopus 로고
    • An integrated model of buyer-seller relationships
    • Wilson, D.T. (1995), "An integrated model of buyer-seller relationships", Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 335-45.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 335-45
    • Wilson, D.T.1
  • 97
    • 0002626642 scopus 로고
    • Bonding and commitment in buyer-seller relationships: A preliminary conceptualization
    • Wilson, D.T. and Mummalaneni, V. (1986), "Bonding and commitment in buyer-seller relationships: a preliminary conceptualization", Industrial Marketing and Purchasing, Vol. 1 No. 3, pp. 44-58.
    • (1986) Industrial Marketing and Purchasing , vol.1 , Issue.3 , pp. 44-58
    • Wilson, D.T.1    Mummalaneni, V.2
  • 98
    • 0000946306 scopus 로고
    • Offending estimates in covariance structure analysis - Comments on the causes and solutions to Heywood cases
    • Dillon, W., Kumar, A. and Mulani, N. (1987), "Offending estimates in covariance structure analysis - comments on the causes and solutions to Heywood cases", Psychological Bulletin, Vol. 101, pp. 126-35.
    • (1987) Psychological Bulletin , vol.101 , pp. 126-35
    • Dillon, W.1    Kumar, A.2    Mulani, N.3
  • 99
    • 0002083116 scopus 로고
    • Performance implications of buyer-seller relationships in industrial markets: A transaction cost explanation
    • Heide, J.B. and Stump, R.L. (1995), "Performance implications of buyer-seller relationships in industrial markets: a transaction cost explanation", Journal of Business Research, Vol. 32 No. 1, pp. 57-66.
    • (1995) Journal of Business Research , vol.32 , Issue.1 , pp. 57-66
    • Heide, J.B.1    Stump, R.L.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.