Supplier and customer exchange in international industrial markets: An integrative perspective

Industrial Marketing Management

Volumn 35, Issue 5, 2006, Pages 589-599

  Samiee, Saeed ^a   Walters, Peter G P ^b  

^a UNIVERSITY OF TULSA   (United States)

^b HONG KONG POLYTECHNIC UNIVERSITY   (Hong Kong)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33744519622     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2005.07.005     Document Type: Article

References (83)

1. Abramson N., and Ai J.X. Practicing relationship management in Southeast Asia: Reducing uncertainty and improving performance. Management International Review 38 (1998) 113-143
2. Anderson P., and Anderson E. The new e-commerce intermediaries. MIT Sloan Management Review 43 4 (2002, Summer) 53-62
3. Anderson E., and Weitz B. Determinants of continuity in conventional industrial channel dyads. Marketing Science 8 4 (1989) 310-323
4. Anderson E., and Weitz B. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research (1992, January) 18-34
5. Anderson J., and Narus J.A. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing 54 (1990, January) 42-58
6. Anderson J.C., Hakanson H., and Johanson J. Dyadic business relationships within a business network context. Journal of Marketing (1994, October) 1-15
7. Antia K., and Frazier G.L. The severity of contract enforcement in inter-firm channel relationships. Journal of Marketing 65 (2001, October) 67-81
8. Barnes J.G. Close to the customer: But is it really a relationship?. Journal of Marketing Management 10 7 (1994, October) 561-570
9. Bello C.D., and Gilliland D.I. The effect of output controls, process controls, and flexibility on export channel performance. Journal of Marketing 61 1 (1997) 22-38
10. Benjamin R., and Wigand R. Electronic markets and virtual value chains on the information superhighway. Sloan Management Review 36 (1995, winter) 62-72
11. Berthon P., Pitt L., Katsikeas C., and Berthon J.P. Virtual services go international: International services in the marketplace. Journal of International Marketing 7 3 (1999) 84-105
12. Billington C., Lee H.L., and Tang C. Successful strategies for product rollovers. Sloan Management Review (1998, spring) 23-30
13. Bitner M.J. Building service relationships: It is all about promises. Journal of the Academy of Marketing Science 23 (1995) 246-251
14. Bloom B.S., Engelhart M.D., Furst E.J., Hill W.H., and Krathwohl D.R. Taxonomy of educational objectives: The classification of educational goals. Handbook I: Cognitive domain (1956), David McKay, NY
15. Buzzell R.D., and Ortmeyer G. Channel partnerships streamline distribution. Sloan Management Review (1995, Spring) 85-96
16. Cannon J.P., and Perreault W.D. Buyer-seller relationships in business markets. Journal of Marketing Research 36 (1999, November) 439-460
17. Cavusgil S.T. International partnering: A systematic framework for collaboration with foreign business partners. Journal of International Marketing 6 1 (1998) 91-107
18. Chadee D.D., and Zhang B.Y. The impact of guanzi on export performance: A study of New Zealand firms exporting to China. Journal of Global Marketing 14 1/2 (2000) 129-149
19. Chien C.S., and Moutinho L. The external contingency and internal characteristic of relationship marketing. Journal of Marketing Management 16 6 (2000, July) 583-595
20. Coughlan A., Anderson E., Stern L.W., and El-Ansary A. Marketing channels. 7th edition. (2006), Prentice-Hall, Englewood Cliffs, NJ
21. Dawar N., and Vandenbosch M. The seller's hidden advantage. Sloan Management Review (2004, Winter) 83-88
22. deRuyter K., Wetzels M., and Lemmink J. The power of perceived service quality in international marketing channels. European Journal of Marketing 30 12 (1995) 23-38
23. Doney P.M., and Cannon J.P. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing 61 (1997, April) 35-51
24. Dwyer F.R., Schurr P.H., and Oh S. Developing buyer-seller relationships. Journal of Marketing 51 (1987, April) 11-27
25. Dyer J.H., and Singh H. The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review 28 4 (1998) 660-679
26. Elg U., and Johansson U. Networking when national boundaries dissolve. European Journal of Marketing 30 2 (1996) 61-74
27. Ford D. Buyer/seller relationships in international industrial markets. Industrial Marketing Management 13 2 (1984, May) 101-112
28. Frazier G.L. Organizing and managing channels of distribution. Journal of the Academy of Marketing Science 27 2 (1999, Spring) 226-240
29. Gabarino E., and Johnson M.S. The different roles of satisfaction, trust and commitment in customer relationships. Journal of Marketing 63 2 (1999) 70-88
30. Ganesan S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 58 (1994, April) 1-19
31. Geyskens I., Steenkamp J.B., and Kumar N. Generalizations about trust in marketing channel relationships using meta-analysis. International Journal of Research in Marketing 15 (1998) 223-248
32. Geyskens I., Steenkamp J.B., and Kumar N. A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research 36 (1999, May) 223-238
33. Granoveter M. Economic action and social structure: The problem of embeddedness. American Journal of Sociology (1985, November) 450-481
34. Grayson K., and Ambler T. The dark side of long term relationships in marketing services. Journal of Marketing Research 36 1 (1999) 132-141
35. Hallen L., Johanson J., and Seyed-Mohamed N. Interfirm adaptation in business relationships. Journal of Marketing (1999) 29-37
36. Haugland S. Factors influencing the duration of international buyer-seller relationships. Journal of Business Research 46 (1999) 273-280
37. Heide J. Inter-organizational governance in marketing channels. Journal of Marketing 58 (1994, January) 71-85
38. Jap S.D. Pie-expansion efforts: Collaboration processes in buyer-seller relationships. Journal of Marketing Research 36 (1999, November) 461-475
39. Johnston W.J., Lewin J.E., and Shekman R.E. International industrial marketing interactions: Dyadic and network perspectives. Journal of Business Research 46 3 (1999) 259-272
40. Kim K. on the effects of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution. Journal of Business Research 51 (2001) 87-99
41. Kumar N., Sheer L.K., and Steenkamp J.B. The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research 32 (1995, February) 54-65
42. Lancioni R.A., Smith M.F., and Schau H.J. Strategic internet application trends in supply chain management. Industrial Marketing Management 32 (2003) 211-217
43. Leek S., Turnbull P.W., and Naudé P. How is information technology affecting business relationships? Results from a UK survey. Industrial Marketing Management 32 (2003) 119-126
44. Levy D.L. Lean production in an international supply chain. Sloan Management Review 38 2 (1997, Winter) 94-102
45. Levy M., and Grewal D. Supply chain management in a networked economy. Journal of Retailing 76 4 (2000) 415-429
46. Mattsson L.G. Relationship marketing and the markets as networks approach: A comparative analysis. Journal of Marketing Management 13 (1997) 447-461
47. McNeil I. The new social contract: An inquiry into modern contractual relations (1980), Yale University Press, New Haven, CT
48. Mohr J., and Nevin J.R. Communication strategies in marketing channels: A theoretical perspective. Journal of Marketing (1990, October) 36-51
49. Montgomery J.D. Toward a role theoretic conception of embeddedness. American Journal of Sociology 104 1 (1998) 92-125
50. Moorman C., Deshpande R., and Zaltman G. Factors affecting trust in market research relationships. Journal of Marketing Research 57 (1993, January) 81-101
51. Moorman C., Zaltman G., and Deshpande R. Relationships between providers and users of market research: The dynamics of trust within and between organizations. Journal of Marketing Research 29 (1992, August) 314-328
52. Morgan R.E., and Katsikeas C.S. Exporting problems of industrial manufacturers. Industrial Marketing Management 27 2 (1998) 161-176
53. Morgan R.M., and Hunt S.D. The commitment-trust theory of relationship marketing. Journal of Marketing 58 3 (1994, July) 20-38
54. Nevin J.R. Relationship marketing and distribution channels: Exploring fundamental issues. Journal of the Academy of Marketing Science 23 4 (1995, Fall) 327-334
55. Ouchi W.G. A conceptual framework for the design of organizational control mechanism. Management Science 25 9 (1979) 833-848
56. O'Malley L., Patterson M., and Evans M. Intimacy or intrusion? The privacy dilemma for relationship marketing in consumer markets. Journal of Marketing Management 13 (1997) 541-559
57. Peterson R.A., Balasubramanian S., and Bronnenberg B.J. Exploring the implications of the internet for consumer marketing. Journal of the Academy of Marketing Science 25 (1997, Fall) 329-346
58. Phillips J.M., Liu B.S., and Costello T.G. A balance theory perspective of triadic supply chain relationships. Journal of Marketing Theory and Practice 6 4 (1998) 78-91
59. Piercy N.F., Katsikeas C.S., and Cravens D.W. Examinig the role of buyer-seller relationships in export performance. Journal of World Business 32 1 (1997) 73-86
60. Piszczalski M. Homeland security vs. global supply chains. Automotive design and production. (2002, December). http://www.autofieldguide.com http://www.autofieldguide.com
61. Polyani D.M. The tacit dimension (1966), Keegan Paul, London
62. Porter M.E. Consumer behavior, retailer power and market performance in consumer goods industries. Review of Economics and Statistics 56 (1974, November) 419-436
63. Porter M.E. Strategy and the internet. Harvard Business Review 79 3 (2001, March) 62-78
64. Pressey A.D., and Matthews B.P. Barriers to relationship marketing in consumer retailing. Journal of Services Marketing 14 3 (2000) 272-286
65. Reinartz W.J., and Kumar V. On the profitability of long-life customers in a noncontractual setting: An empirical investigation and implications for marketing. Journal of Marketing 64 (2000, October) 17-35
66. Roberts B., and Mackay M. IT supporting supplier relationships: The role of electronic commerce. European Journal of Purchasing management 4 (1998) 175-184
67. Root F.R. Entry strategies for international markets (1994), Lexington Books, New York
68. Rosenbloom B., and Larsen T. Communication in international business-to-business marketing channels: Does culture matter?. Industrial Marketing Management 32 (2003) 309-315
69. Rosson P.J., and Ford D. Manufacturer-overseas distributor relations and export performance. Journal of International Business Studies 13 2 (1982) 57-72
70. Sachdev H.J., Bello D., and Verhage B.J. Export involvement and channel conflict in a manufacturing-intermediary relationship. Journal of Marketing Channels 4 4 (1995)
71. Saloner G., and Spence A.M. Creating and capturing value: Perspectives and cases on electronic commerce (2002), Wiley & Sons, NY
72. Samiee S. The Internet and international marketing: Is there a fit?. Journal of Interactive Marketing 12 4 (1998, Autumn) 5-21
73. Samiee S., and Walters P.G.P. Relationship marketing in an international context: A literature review. International Business Review 12 (2003) 193-214
74. Sheth J.N., and Parvatiyar A. The evolution of relationship marketing. International Business Review 4 (1995) 397-418
75. Skarmeas D., Katsikeas C.S., and Schlegelmilch B.B. Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: The importer's perspective. Journal of International Business Studies 33 4 (2002) 757-783
76. Smith J.B., and Barclay D.W. The effects of organizational differences and trust on the effectiveness of selling partner relationships. Journal of Marketing 61 (1997, January) 3-21
77. Söllner A. Asymmetric commitment in business relationships. Journal of Business Research 46 3 (1999) 219-231
78. Styles C., and Ambler T. The coexistence of transaction and relational marketing: Insights from the Chinese business context. Industrial Marketing Management 32 (2003) 633-642
79. Szulanski G. Exploring internal stickiness: Impediments to the transfer of best practice within the firm. Strategic Management Journal 17 (1996) 27-43
80. The 21st century supply chain. Harvard Business Review 82 10 (2004, October) 100
81. Wathne K.H., Biong H., and Heide J.B. Choice of supplier in embedded markets: Relationship and marketing program effects. Journal of Marketing (2001, April) 54-65
82. Williamson O.E. Markets and hierarchies: Analysis and antitrust implications (1975), The Free Press, NY
83. Williamson O. The economic institution of capitalism: Firms, markets, and rational contracting (1985), The Free Press, NY