-
1
-
-
85135286459
-
Beautiful Exit: How to Leave Your Business Partner
-
Alajoutsijärvi, Kimmo, Kristian Möller, and Jaana Tähtinen (2000), "Beautiful Exit: How to Leave Your Business Partner," European Journal of Marketing, 34, 11/12, 1270-89.
-
(2000)
European Journal of Marketing
, vol.34
, Issue.11-12
, pp. 1270-1289
-
-
Alajoutsijärvi, K.1
Möller, K.2
Tähtinen, J.3
-
2
-
-
0002647761
-
Conflict: An Important Dimension in Successful Management Teams
-
Amason, Allen C., Kenneth R. Thompson, Wayne A. Hochwarter, and Allison W. Harrison (1995), "Conflict: An Important Dimension in Successful Management Teams," Organizational Dynamics, 24, 2, 20-35.
-
(1995)
Organizational Dynamics
, vol.24
, Issue.2
, pp. 20-35
-
-
Amason, A.C.1
Thompson, K.R.2
Hochwarter, W.A.3
Harrison, A.W.4
-
3
-
-
84968146837
-
Partnering as a Focused Market Strategy
-
Anderson, James C. and James A. Narus (1991), "Partnering as a Focused Market Strategy," California Management Review, 33, 3, 95-113.
-
(1991)
California Management Review
, vol.33
, Issue.3
, pp. 95-113
-
-
Anderson, J.C.1
Narus, J.A.2
-
4
-
-
33845785805
-
Suppliers are global partners at Boeing
-
Avery, Susan (2006), "Suppliers are global partners at Boeing," Purchasing, 135, 1, 59-60.
-
(2006)
Purchasing
, vol.135
, Issue.1
, pp. 59-60
-
-
Avery, S.1
-
5
-
-
84986772921
-
Reverse Marketing: A Synergy of Purchasing and Relationship Marketing
-
Biemans, Wim G. and Maryse J. Brand (1995), "Reverse Marketing: A Synergy of Purchasing and Relationship Marketing," International Journal of Purchasing and Materials Management, 31, 3, 29-37.
-
(1995)
International Journal of Purchasing and Materials Management
, vol.31
, Issue.3
, pp. 29-37
-
-
Biemans, W.G.1
Brand, M.J.2
-
6
-
-
0030194591
-
Manage Marketing by the Customer Equity Test
-
Blattberg, Robert C. and John Deighton (1996), "Manage Marketing by the Customer Equity Test," Harvard Business Review, 74, 4, 136-44.
-
(1996)
Harvard Business Review
, vol.74
, Issue.4
, pp. 136-144
-
-
Blattberg, R.C.1
Deighton, J.2
-
7
-
-
10844235546
-
Linking Customer Management Effort to Customer Profitability in Business Markets
-
Bowman, Douglas and Das Narayandas (2004), "Linking Customer Management Effort to Customer Profitability in Business Markets," Journal of Marketing Research, 41, 4, 433-47.
-
(2004)
Journal of Marketing Research
, vol.41
, Issue.4
, pp. 433-447
-
-
Bowman, D.1
Narayandas, D.2
-
8
-
-
33845727823
-
Building strategic partnerships between companies and suppliers, the right relationship is everything
-
Bragg, Richard and Sameer Kumar (2003), "Building strategic partnerships between companies and suppliers, the right relationship is everything," Industrial Engineer, 35, 6, 39-44.
-
(2003)
Industrial Engineer
, vol.35
, Issue.6
, pp. 39-44
-
-
Bragg, R.1
Kumar, S.2
-
9
-
-
12744267457
-
-
Harlow, England: Prentice Hall
-
Bruhn, Manfred (2003), Relationship Marketing, Harlow, England: Prentice Hall.
-
(2003)
Relationship Marketing
-
-
Bruhn, M.1
-
11
-
-
0035587036
-
Buyer-Supplier Relationships and Customer Firm Cost
-
Cannon, Joseph P. and Christian Homburg (2001), "Buyer-Supplier Relationships and Customer Firm Cost," Journal of Marketing, 65, 1, 29-43.
-
(2001)
Journal of Marketing
, vol.65
, Issue.1
, pp. 29-43
-
-
Cannon, J.P.1
Homburg, C.2
-
12
-
-
0001920284
-
Is Purchasing Really Strategic?
-
Carter, Joseph R. and Ram Narasimhan (1996), "Is Purchasing Really Strategic?" International Journal of Purchasing and Materials Management, 32, 1, 20-28.
-
(1996)
International Journal of Purchasing and Materials Management
, vol.32
, Issue.1
, pp. 20-28
-
-
Carter, J.R.1
Narasimhan, R.2
-
13
-
-
4243076294
-
Strategic Purchasing, Supply Management, and Firm Performance
-
Chen, Injazz J., Antony Paulraj, and Augustine A. Lado (2004), "Strategic Purchasing, Supply Management, and Firm Performance," Journal of Operations Management, 22, 505-23.
-
(2004)
Journal of Operations Management
, vol.22
, pp. 505-523
-
-
Chen, I.J.1
Paulraj, A.2
Lado, A.A.3
-
14
-
-
0042432055
-
An intelligent supplier relationship management system for selecting and benchmarking suppliers
-
Choy, K.L., W.B. Lee, and Victor Lo (2003), "An intelligent supplier relationship management system for selecting and benchmarking suppliers," International Journal of Technology Management, 26, 7, 717-41.
-
(2003)
International Journal of Technology Management
, vol.26
, Issue.7
, pp. 717-741
-
-
Choy, K.L.1
Lee, W.B.2
Lo, V.3
-
15
-
-
22544452728
-
Do Suppliers Benefit from Collaborative Relationships with Large Retailers? An Empirical Investigation of Efficient Consumer Response Adoption
-
Corsten, Daniel and Nirmalya Kumar (2005), "Do Suppliers Benefit from Collaborative Relationships with Large Retailers? An Empirical Investigation of Efficient Consumer Response Adoption," Journal of Marketing, 69, 3, 80-94.
-
(2005)
Journal of Marketing
, vol.69
, Issue.3
, pp. 80-94
-
-
Corsten, D.1
Kumar, N.2
-
16
-
-
84952958470
-
Organizational Buying Behaviour
-
Keith Blois, Ed., Oxford: Oxford University Press
-
Cova, Bernhard and Robert Salle (2000), "Organizational Buying Behaviour," in The Oxford Textbook of Marketing, Keith Blois, Ed., Oxford: Oxford University Press.
-
(2000)
The Oxford Textbook of Marketing
-
-
Cova, B.1
Salle, R.2
-
17
-
-
23744495361
-
Supplier Relationship Management: A Framework for Understanding Managerial Capacity and Constraints
-
Cox, Andrew, Chris Lonsdale, Glyn Watson, and Hong Qiao (2003), "Supplier Relationship Management: A Framework for Understanding Managerial Capacity and Constraints," European Business Journal, 15, 3, 135-45.
-
(2003)
European Business Journal
, vol.15
, Issue.3
, pp. 135-145
-
-
Cox, A.1
Lonsdale, C.2
Watson, G.3
Qiao, H.4
-
18
-
-
0001932429
-
Developing Buyer-Seller Relationships
-
Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), "Developing Buyer-Seller Relationships," Journal of Marketing, 51, 2, 11-27.
-
(1987)
Journal of Marketing
, vol.51
, Issue.2
, pp. 11-27
-
-
Dwyer, F.R.1
Schurr, P.H.2
Oh, S.3
-
19
-
-
0040944321
-
Strategic Supplier Segmentation. the next 'Best Practice' in Supply Chain Management
-
Dyer, Jeffrey H., Dong Sung Cho, and Wujin Chu (1998), "Strategic Supplier Segmentation. The next 'Best Practice' in Supply Chain Management," California Management Review, 40, 2, 57-77.
-
(1998)
California Management Review
, vol.40
, Issue.2
, pp. 57-77
-
-
Dyer, J.H.1
Dong, S.C.2
Chu, W.3
-
20
-
-
30344439548
-
Value Creation in the Relationship Life Cycle: A Quasi-Longitudinal Analysis
-
Eggert, Andreas, Wolfgang Ulaga, and Franziska Schultz (2006), "Value Creation in the Relationship Life Cycle: A Quasi-Longitudinal Analysis," Industrial Marketing Management, 25, 1, 20-27.
-
(2006)
Industrial Marketing Management
, vol.25
, Issue.1
, pp. 20-27
-
-
Eggert, A.1
Ulaga, W.2
Schultz, F.3
-
21
-
-
0002982962
-
The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels
-
Frazier, Gary. L. and Raymond C. Rody (1991), "The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels," Journal of Marketing, 55, 1, 52-69.
-
(1991)
Journal of Marketing
, vol.55
, Issue.1
, pp. 52-69
-
-
Frazier, G.L.1
Rody, R.C.2
-
23
-
-
0442313183
-
The Termination of Inter-Firm Relationships
-
Giller, Caroline and Sheelagh Matear (2001), "The Termination of Inter-Firm Relationships," Journal of Business & Industrial Marketing, 16, 2, 94-112.
-
(2001)
Journal of Business & Industrial Marketing
, vol.16
, Issue.2
, pp. 94-112
-
-
Giller, C.1
Matear, S.2
-
24
-
-
0000039816
-
The Norm of Reciprocity: A Preliminary Statement
-
Goulder, A. (1960), "The Norm of Reciprocity: A Preliminary Statement," American Sociological Review, 25, 2, 161-79.
-
(1960)
American Sociological Review
, vol.25
, Issue.2
, pp. 161-179
-
-
Goulder, A.1
-
25
-
-
1442283713
-
Valuing Customers
-
Gupta, Sunil, Donald R. Lehmann, and Jennifer Ames Stuart (2004), "Valuing Customers," Journal of Marketing Research, 41, 1, 7-18.
-
(2004)
Journal of Marketing Research
, vol.41
, Issue.1
, pp. 7-18
-
-
Gupta, S.1
Lehmann, D.R.2
Stuart, J.A.3
-
26
-
-
0035998711
-
A Process Theory of Relationship Ending
-
Halinen, Aino and Jaana Thtinen (2002), "A Process Theory of Relationship Ending," International Journal of Service Industry Management, 13, 2, 163-80.
-
(2002)
International Journal of Service Industry Management
, vol.13
, Issue.2
, pp. 163-180
-
-
Halinen, A.1
Thtinen, J.2
-
27
-
-
11344262144
-
Interorganizational Governance in Marketing Channels
-
Heide, Jan B. (1994), "Interorganizational Governance in Marketing Channels," Journal of Marketing, 58, 1, 71-85.
-
(1994)
Journal of Marketing
, vol.58
, Issue.1
, pp. 71-85
-
-
Heide, J.B.1
-
28
-
-
0005146127
-
Toward a Resource-Based Theory of Business Exchange Relationships: The Role of Relational Asset Value
-
Hogan, John E. and Gary Armstrong (2001), "Toward a Resource-Based Theory of Business Exchange Relationships: The Role of Relational Asset Value," Journal of Business-to-Business Marketing, 8, 4, 3-28.
-
(2001)
Journal of Business-to-Business Marketing
, vol.8
, Issue.4
, pp. 3-28
-
-
Hogan, J.E.1
Armstrong, G.2
-
29
-
-
84973246477
-
Towards and Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers
-
Homburg, Christian and Sabine Kuester (2001), "Towards and Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers," Journal of Business-to-Business Marketing, 8, 2, 5-29.
-
(2001)
Journal of Business-to-Business Marketing
, vol.8
, Issue.2
, pp. 5-29
-
-
Homburg, C.1
Kuester, S.2
-
30
-
-
33845722021
-
14 Examples of How Reducing the Supplier Base Does Pay off
-
Institute of Management and Administration, Editor
-
Institute of Management and Administration, Editor (2002), "14 Examples of How Reducing The Supplier Base Does Pay Off," Supplier Selection & Management Report, April, 2-4.
-
(2002)
Supplier Selection & Management Report
, vol.APRIL
, pp. 2-4
-
-
-
31
-
-
0033236257
-
Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships
-
Jap, Sandy D. (1999), "Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships," Journal of Marketing Research, 36, 4, 461-75.
-
(1999)
Journal of Marketing Research
, vol.36
, Issue.4
, pp. 461-475
-
-
Jap, S.D.1
-
32
-
-
0034341457
-
Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment
-
Jap, Sandy D. and Shankar Ganesan (2000), "Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment," Journal of Marketing Research, 37, 2, 227-45.
-
(2000)
Journal of Marketing Research
, vol.37
, Issue.2
, pp. 227-245
-
-
Jap, S.D.1
Ganesan, S.2
-
34
-
-
33845736718
-
Source Smart: The Need for Supplier Management
-
Jones, Katherine (2002), "Source Smart: the Need for Supplier Management," Manufacturingsystems, August, 56-57.
-
(2002)
Manufacturingsystems
, vol.AUGUST
, pp. 56-57
-
-
Jones, K.1
-
35
-
-
85107930007
-
Long-Term Manufacturer-Supplier Relationships: Do They Pay off for Supplier Firms?
-
Kalwani, Manohar U. and Narakesari Narayandas (1995), "Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms?" Journal of Marketing, 59, 1, 1-16.
-
(1995)
Journal of Marketing
, vol.59
, Issue.1
, pp. 1-16
-
-
Kalwani, M.U.1
Narayandas, N.2
-
36
-
-
84987998031
-
Supplier Selection and Assessment: Their impact on Business Performance
-
Kannan, Vijay R. and Keah Choon Tan (2002), "Supplier Selection and Assessment: Their impact on Business Performance," Journal of Supply Chain Management, 38, 4, 11-22.
-
(2002)
Journal of Supply Chain Management
, vol.38
, Issue.4
, pp. 11-22
-
-
Kannan, V.R.1
Keah, C.T.2
-
37
-
-
0004583327
-
Purchasing and Supply Management - A Conceptual Framework
-
Dietger Hahn and Lutz Kaufmann, Eds., Wiesbaden: Gabler
-
Kaufmann, Lutz (2002), "Purchasing and Supply Management - A Conceptual Framework," in Handbuch industrielles Beschaffungsmanagement, Dietger Hahn and Lutz Kaufmann, Eds., Wiesbaden: Gabler.
-
(2002)
Handbuch Industrielles Beschaffungsmanagement
-
-
Kaufmann, L.1
-
38
-
-
4444375860
-
-
Berlin u.a.: Springer
-
Loch, Christoph H., Ludo van der Heyden, Luk N. van Wassenhove, Arnd Huchzermeier, and Cedric Escalle (2003), Industrial Excellence. Management Quality in Manufacturing, Berlin u.a.: Springer.
-
(2003)
Industrial Excellence. Management Quality in Manufacturing
-
-
Loch, C.H.1
Van Heyden, L.D.2
Van Wassenhove, L.N.3
Huchzermeier, A.4
Escalle, C.5
-
39
-
-
33845775059
-
Supplier Relationship Management
-
Martin, Nick (2004), "Supplier Relationship Management," Interactive Marketing, 6, 1, 34-43.
-
(2004)
Interactive Marketing
, vol.6
, Issue.1
, pp. 34-43
-
-
Martin, N.1
-
40
-
-
0002970421
-
Getting Closer and Nicer: Partnerships in the Supply Chain
-
Matthyssens, Paul and Christophe Van de Bulte (1994), "Getting Closer and Nicer: Partnerships in the Supply Chain," Long Range Planning, 27, 1, 72-83.
-
(1994)
Long Range Planning
, vol.27
, Issue.1
, pp. 72-83
-
-
Matthyssens, P.1
Van De Bulte, C.2
-
41
-
-
84949403878
-
International Supplier Selection: A Multi-Attribute Utility Approach
-
Min, Hokey (1993), "International Supplier Selection: A Multi-Attribute Utility Approach," The Journal of Supply Chain Management, 24, 5, 24-33.
-
(1993)
The Journal of Supply Chain Management
, vol.24
, Issue.5
, pp. 24-33
-
-
Min, H.1
-
42
-
-
21344475322
-
The Commitment-Trust Theory of Relationship Marketing
-
Morgan, Robert M. and Shelby D. Hunt (1994), "The Commitment-Trust Theory of Relationship Marketing," Journal of Marketing, 58, 3, 20-38.
-
(1994)
Journal of Marketing
, vol.58
, Issue.3
, pp. 20-38
-
-
Morgan, R.M.1
Hunt, S.D.2
-
43
-
-
12244260009
-
Business Marketing Comes of Age: A Comprehensive Review of Literature
-
Reid, David A. and Richard E. Plank (2000), "Business Marketing Comes of Age: A Comprehensive Review of Literature," Journal of Business-to-Business Marketing, 7, 2/3, 9-185.
-
(2000)
Journal of Business-to-Business Marketing
, vol.7
, Issue.2-3
, pp. 9-185
-
-
Reid, D.A.1
Plank, R.E.2
-
44
-
-
4344657010
-
The Customer Relationsip Management Process: Its Measurement and Impact on Performance
-
Reinartz, Werner, Manfred Krafft, and Wayne D. Hoyer (2004), "The Customer Relationsip Management Process: Its Measurement and Impact on Performance," Journal of Marketing Research, 41, 3, 293-305.
-
(2004)
Journal of Marketing Research
, vol.41
, Issue.3
, pp. 293-305
-
-
Reinartz, W.1
Krafft, M.2
Hoyer, W.D.3
-
45
-
-
39149097400
-
Customer Satisfaction, Customer Retention, and Market Share
-
Rust, Roland T. and Anthony J. Zahorik (1993), "Customer Satisfaction, Customer Retention, and Market Share," Journal of Retailing, 69, 2, 193-215.
-
(1993)
Journal of Retailing
, vol.69
, Issue.2
, pp. 193-215
-
-
Rust, R.T.1
Zahorik, A.J.2
-
46
-
-
33845745614
-
VW sees suppliers as partners
-
Sanz, Francisco Javier Garcia (2005), "VW sees suppliers as partners," Automotive Industries, 185, 5, 36.
-
(2005)
Automotive Industries
, vol.185
, Issue.5
, pp. 36
-
-
Sanz, F.J.G.1
-
47
-
-
0002162913
-
Organizational Buying Behavior: Past Performance and Future Expectations
-
Sheth, Jagdish N. (1996), "Organizational Buying Behavior: Past Performance and Future Expectations," Journal of Business & Industrial Marketing, 11, 3/4, 7-24.
-
(1996)
Journal of Business & Industrial Marketing
, vol.11
, Issue.3-4
, pp. 7-24
-
-
Sheth, J.N.1
-
49
-
-
77954087124
-
Relationship Value in Business Markets: The Construct and Its Dimensions
-
Ulaga, Wolfgang and Andreas Eggert (2005), "Relationship Value in Business Markets: The Construct and Its Dimensions," Journal of Business-to-Business Marketing, 12, 1, 73-99.
-
(2005)
Journal of Business-to-Business Marketing
, vol.12
, Issue.1
, pp. 73-99
-
-
Ulaga, W.1
Eggert, A.2
-
51
-
-
4644312789
-
A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy
-
Venkatesan, Rajkumar and V. Kumar (2004), "A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy," Journal of Marketing, 68, 4, 106-25.
-
(2004)
Journal of Marketing
, vol.68
, Issue.4
, pp. 106-125
-
-
Venkatesan, R.1
Kumar, V.2
-
52
-
-
0035633656
-
Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects
-
Wathne, Kenneth H., Harald Biong, and Jan B. Heide (2001), "Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects," Journal of Marketing, 65, 2, 54-66.
-
(2001)
Journal of Marketing
, vol.65
, Issue.2
, pp. 54-66
-
-
Wathne, K.H.1
Biong, H.2
Heide, J.B.3
-
53
-
-
84986754924
-
Linking Purchasing to Corporate Competitive Strategy
-
Watts, Charles A., Kee Young Kim, and Chang K. Hahn (1992), "Linking Purchasing to Corporate Competitive Strategy," International Journal of Purchasing and Materials Management, 28, 4, 2-8.
-
(1992)
International Journal of Purchasing and Materials Management
, vol.28
, Issue.4
, pp. 2-8
-
-
Watts, C.A.1
Kee, Y.K.2
Hahn, C.K.3
-
55
-
-
33845782270
-
Relationship Marketing in Organizational Markets: From Competition to Cooperation
-
Keith Blois, Ed., Oxford: Oxford University Press
-
Wilson, Dave (2000), "Relationship Marketing in Organizational Markets: From Competition to Cooperation," in The Oxford Textbook of Marketing, Keith Blois, Ed., Oxford: Oxford University Press.
-
(2000)
The Oxford Textbook of Marketing
-
-
Wilson, D.1
-
56
-
-
84993075767
-
Cooperation and Continuity in Strategic Business Relationships
-
Wilson, Elisabeth J. and Charles C. Nielson (2000), "Cooperation and Continuity in Strategic Business Relationships," Journal of Business-to-Business Marketing, 8, 1, 1-24.
-
(2000)
Journal of Business-to-Business Marketing
, vol.8
, Issue.1
, pp. 1-24
-
-
Wilson, E.J.1
Nielson, C.C.2
-
57
-
-
27144437937
-
The Formation of Buyer-Supplier Relationships: Detailed Contract Drafting and Close Partner Selection
-
Wuyts, Stefan and Inge Geyskens (2005), "The Formation of Buyer-Supplier Relationships: Detailed Contract Drafting and Close Partner Selection," Journal of Marketing, 69, 4, 103-17.
-
(2005)
Journal of Marketing
, vol.69
, Issue.4
, pp. 103-117
-
-
Wuyts, S.1
Geyskens, I.2
-
58
-
-
85025214884
-
From Transaction Cost to Transactional Value Analysis: Implications fro the Study of Interorganisational Strategies
-
Zajac, Edward J. and Cyrus Olsen, P. (1993), "From Transaction Cost To Transactional Value Analysis: Implications fro the Study of Interorganisational Strategies," Journal of Management Studies, 30, 1, 131-45.
-
(1993)
Journal of Management Studies
, vol.30
, Issue.1
, pp. 131-145
-
-
Zajac, E.J.1
Cyrus Olsen, P.2
|