메뉴 건너뛰기




Volumn 3, Issue 1, 2007, Pages 69-85

Coordinate to enhance third party logistics relationships

Author keywords

Buyer seller relationship; Coordination; Key Account Management (KAM); Relationship management; Third Party Logistics (TPL)

Indexed keywords


EID: 33846112625     PISSN: 14775360     EISSN: 17418097     Source Type: Journal    
DOI: 10.1504/IJISM.2007.011450     Document Type: Article
Times cited : (3)

References (48)
  • 1
    • 33846117368 scopus 로고    scopus 로고
    • 'European Deal Survey 2001 Logistics - Mergers & Acquisitions in the Logistics Industry 2001'
    • AACFB (Arthur Andersen Corporate Finance Beratung) Berlin, Germany
    • AACFB (Arthur Andersen Corporate Finance Beratung) (2001) 'European Deal Survey 2001 Logistics - Mergers & Acquisitions in the Logistics Industry 2001', Berlin, Germany.
    • (2001)
  • 2
    • 0002809748 scopus 로고
    • 'Capturing the Value of Supplementary Services'
    • January-February
    • Anderson, J.C. and Narus, J.A. (1995) 'Capturing the Value of Supplementary Services', Harvard Business Review, January-February, Vol. 73, pp.75-84.
    • (1995) Harvard Business Review , vol.73 , pp. 75-84
    • Anderson, J.C.1    Narus, J.A.2
  • 3
    • 33846103254 scopus 로고    scopus 로고
    • 'Logistics Competence Provided and Required in Third-Party Logistics Relationships'
    • Trondheim Norway, June 13-14. In Proceedings, ed. Olav Solem, Norwegian University of Science and Technology
    • Andersson, D. and Jockel, O. (2002) 'Logistics Competence Provided and Required in Third-Party Logistics Relationships', The Fourteenth NOFOMA Conference, Trondheim Norway, June 13-14. In Proceedings, ed. Olav Solem, Norwegian University of Science and Technology, pp.569-587.
    • (2002) The Fourteenth NOFOMA Conference , pp. 569-587
    • Andersson, D.1    Jockel, O.2
  • 4
    • 0036178697 scopus 로고    scopus 로고
    • 'Procurement of logistics services - A minutes work or a multiple year project?'
    • Andersson, D. and Norrman, A. (2002) 'Procurement of logistics services - a minutes work or a multiple year project?', European Journal of Purchasing and Supply Management, Vol. 8, No. 1, pp.3-14.
    • (2002) European Journal of Purchasing and Supply Management , vol.8 , Issue.1 , pp. 3-14
    • Andersson, D.1    Norrman, A.2
  • 6
    • 0008465520 scopus 로고    scopus 로고
    • 'Logistical alliances: Trends and prospects in integrated Europe'
    • Bagchi, P.K. and Virum, H. (1998) 'Logistical alliances: trends and prospects in integrated Europe', Journal of Business Logistics, Vol. 19, No. 1, pp.191-213.
    • (1998) Journal of Business Logistics , vol.19 , Issue.1 , pp. 191-213
    • Bagchi, P.K.1    Virum, H.2
  • 7
    • 38249042408 scopus 로고
    • 'Why major account selling works'
    • February
    • Barrett, J. (1986) 'Why major account selling works', Industrial Marketing Management, February, Vol. 15, pp.63-73.
    • (1986) Industrial Marketing Management , vol.15 , pp. 63-73
    • Barrett, J.1
  • 10
    • 84861384749 scopus 로고    scopus 로고
    • 'Growing pains for logistics outsourcers'
    • Bot, B. and Neumann, C-F. (2003) 'Growing pains for logistics outsourcers', The McKinsey Quarterly, No. 2, pp.68-77.
    • (2003) The McKinsey Quarterly , Issue.2 , pp. 68-77
    • Bot, B.1    Neumann, C.-F.2
  • 13
    • 0003155251 scopus 로고
    • 'A conceptualization of the functions and roles of formalized selling and buying teams'
    • Spring
    • Deeter-Schmelz, D.R. and Ramsey, R. (1995) 'A conceptualization of the functions and roles of formalized selling and buying teams' Journal of Personal Selling & Sales Management, Spring, Vol. 15, pp.47-60.
    • (1995) Journal of Personal Selling & Sales Management , vol.15 , pp. 47-60
    • Deeter-Schmelz, D.R.1    Ramsey, R.2
  • 15
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • April
    • Dwyer, R., Schurr, P. and Oh, S. (1987) Developing buyer-seller relationships, Journal of Marketing, April, Vol. 51, pp.11-27.
    • (1987) Journal of Marketing , vol.51 , pp. 11-27
    • Dwyer, R.1    Schurr, P.2    Oh, S.3
  • 17
    • 0033637905 scopus 로고    scopus 로고
    • Improving marketing/logistics cross-functional collaboration in the supply chain
    • Ellinger, A.E. (2000) Improving marketing/logistics cross-functional collaboration in the supply chain, Industrial Marketing Mangement, Vol. 9, No. 1, pp.86-96.
    • (2000) Industrial Marketing Mangement , vol.9 , Issue.1 , pp. 86-96
    • Ellinger, A.E.1
  • 18
    • 0003900707 scopus 로고
    • 'Strategy Implementation: The Role of Structure and Process'
    • St. Paul, West Publishing
    • Galbraith, J.R. and Daniel A.N. (1978). 'Strategy Implementation: The Role of Structure and Process'. St. Paul, West Publishing.
    • (1978)
    • Galbraith, J.R.1    Daniel, A.N.2
  • 19
    • 33846082173 scopus 로고    scopus 로고
    • 'Seven mega-trends shaping modern logistics'
    • November
    • Gordon, B. (2004) 'Seven mega-trends shaping modern logistics', World Trade Magazine, November.
    • (2004) World Trade Magazine
    • Gordon, B.1
  • 21
    • 33746630705 scopus 로고    scopus 로고
    • 'Trust, power, dependence, and economics: Can SCM research borrow paradigms?'
    • Handfield, R.B. and Bechtel, C. (2004) 'Trust, power, dependence, and economics: can SCM research borrow paradigms?', Int. J. Integrated Supply Management, Vol. 1, No. 1, pp.3-32.
    • (2004) Int. J. Integrated Supply Management , vol.1 , Issue.1 , pp. 3-32
    • Handfield, R.B.1    Bechtel, C.2
  • 22
    • 33846069521 scopus 로고    scopus 로고
    • 'Third-Party Logistics Study: Results and findings of the 2004 ninth annual study'
    • Hertz, S., Alfredsson, M. (2003) 'Third-Party Logistics Study: Results and findings of the 2004 ninth annual study', Cap Gemini.
    • (2003) Cap Gemini
    • Hertz, S.1    Alfredsson, M.2
  • 23
    • 0036684619 scopus 로고    scopus 로고
    • Alliance capability, stock market response, and long term alliance success: The role of the alliance function
    • Kale, P., Dyer, J. H. and Singh, H. (2002) Alliance capability, stock market response, and long term alliance success: the role of the alliance function, Strategic Management Journal, Vol. 23, No. 8, p.747.
    • (2002) Strategic Management Journal , vol.23 , Issue.8 , pp. 747
    • Kale, P.1    Dyer, J.H.2    Singh, H.3
  • 24
    • 33846114090 scopus 로고    scopus 로고
    • 'Third-Party Logistics Study: Results and findings of the 2004 ninth annual study'
    • Langley, J., Allen, G., Dale, T. (2004) 'Third-Party Logistics Study: Results and findings of the 2004 ninth annual study', Cap Gemini.
    • (2004) Cap Gemini
    • Langley, J.1    Allen, G.2    Dale, T.3
  • 25
    • 33846099017 scopus 로고    scopus 로고
    • 'Third-Party Logistics Study: Results and findings of the 2003 eighth ninth annual study'
    • Langley, J., Allen, G., Dale, T. (2003) 'Third-Party Logistics Study: Results and findings of the 2003 eighth ninth annual study', Cap Gemini.
    • (2003) Cap Gemini
    • Langley, J.1    Allen, G.2    Dale, T.3
  • 26
    • 0000458450 scopus 로고    scopus 로고
    • 'A comparison of the use of third-party logistics services by large American manufacturers, 1991, 1994 and 1995'
    • Lieb R. and Randall, H. (1996) 'A comparison of the use of third-party logistics services by large American manufacturers, 1991, 1994 and 1995', Journal of Business Logistics, Vol. 17, No. 1, pp.205-320.
    • (1996) Journal of Business Logistics , vol.17 , Issue.1 , pp. 205-320
    • Lieb, R.1    Randall, H.2
  • 29
    • 33846042927 scopus 로고    scopus 로고
    • 'Dangerous Liasons'
    • February
    • Mottley, R., (1997) Dangerous Liasons', Logistics Management, February, pp. 26-28.
    • (1997) Logistics Management , pp. 26-28
    • Mottley, R.1
  • 30
    • 85009630362 scopus 로고    scopus 로고
    • 'Customer-Supplier partnering: A strategy whose time has come'
    • Fall
    • Napolitano, L. (1997) 'Customer-Supplier partnering: a strategy whose time has come', Journal of Personal Selling & Sales Management, Fall, Vol. 17, pp.1-8.
    • (1997) Journal of Personal Selling & Sales Management , vol.17 , pp. 1-8
    • Napolitano, L.1
  • 31
    • 0032370397 scopus 로고    scopus 로고
    • 'The concept of "Ba"; Building a foundation for knowledge creation'
    • Nonaka, I., Konno, N. (1998) 'The concept of "Ba"; Building a foundation for knowledge creation', California Management Review, Vol. 40:3, pp.40-54.
    • (1998) California Management Review , vol.40 , Issue.3 , pp. 40-54
    • Nonaka, I.1    Konno, N.2
  • 32
    • 85009593131 scopus 로고    scopus 로고
    • 'Key account management in the business to business field: The key account's point of view'
    • Fall
    • Pardo, C. (1997) 'Key account management in the business to business field: the key account's point of view', Journal of Personal Selling & Sales Management, Fall, Vol. 17, pp.17-26.
    • (1997) Journal of Personal Selling & Sales Management , vol.17 , pp. 17-26
    • Pardo, C.1
  • 33
    • 33846098089 scopus 로고    scopus 로고
    • 'Contracts as Management Tools in Third-Party Logistics Alliances: Existing functions and development of new principles'
    • Dissertation, School of Economics and Commercial Law, University of Gothenburg, Sweden (in Swedish)
    • Pruth, M. (2002) 'Contracts as Management Tools in Third-Party Logistics Alliances: Existing functions and development of new principles', Dissertation, School of Economics and Commercial Law, University of Gothenburg, Sweden (in Swedish).
    • (2002)
    • Pruth, M.1
  • 34
    • 33846095726 scopus 로고    scopus 로고
    • 'Efficient coordination of commodity flows'
    • KFB-report 2000:9, Stockholm, Sweden (in Swedish)
    • Pruth, M. and Rosén, P. (2000) 'Efficient coordination of commodity flows', KFB-report 2000:9, Stockholm, Sweden (in Swedish).
    • (2000)
    • Pruth, M.1    Rosén, P.2
  • 35
    • 33746640294 scopus 로고    scopus 로고
    • 'Sales Coordination in Multinational Corporations: Development and Management of Key Account Programmes'
    • Dissertation No.51 (IMIE No 51), 2001, Linköping University, Sweden
    • Rehme, J. (2001) 'Sales Coordination in Multinational Corporations: Development and Management of Key Account Programmes', Dissertation No.51 (IMIE No 51), 2001, Linköping University, Sweden.
    • (2001)
    • Rehme, J.1
  • 36
    • 33846048687 scopus 로고    scopus 로고
    • Department of Management and Economics. Dissertations from IMIE No. 16. Licentiate thesis. Linköping University, Sweden
    • Rehme, J. (1998) Sales Coordination: Development of Customer Teams in ABB Sweden. Department of Management and Economics. Dissertations from IMIE No. 16. Licentiate thesis. Linköping University, Sweden.
    • (1998) Sales Coordination: Development of Customer Teams in ABB Sweden
    • Rehme, J.1
  • 37
    • 33846102367 scopus 로고    scopus 로고
    • 'Tredjepartslogistik i svensk industri, FE-rapport 1999:372'
    • Företagsekonomiska institutionen
    • Rosén, P. (1999) 'Tredjepartslogistik i svensk industri, FE-rapport 1999:372', Företagsekonomiska institutionen, Gothenburg School of Economics and Commercial Law.
    • (1999) Gothenburg School of Economics and Commercial Law
    • Rosén, P.1
  • 38
    • 0038055774 scopus 로고
    • 'National Account Management: Emerging Insights'
    • Working paper. Cambridge, MA. Marketing Science Institute
    • Shapiro, B.P. Moriarty, R.T. (1982) 'National Account Management: Emerging Insights'. Working paper. Cambridge, MA. Marketing Science Institute.
    • (1982)
    • Shapiro, B.P.1    Moriarty, R.T.2
  • 39
    • 0442325833 scopus 로고
    • 'Organizing the National Account Force'
    • Working paper. Boston, Mass, Harvard University
    • Shapiro, B.P. and Moriarty R.T. (1984a) 'Organizing the National Account Force'. Working paper. Boston, Mass, Harvard University.
    • (1984)
    • Shapiro, B.P.1    Moriarty, R.T.2
  • 40
    • 0442325855 scopus 로고
    • 'Support Systems for National Account Management Programs: Promises Made, Promises Unkept'
    • Working paper. Boston, Mass, Harvard University
    • Shapiro, B.P. and Moriarty R.T. (1984b) 'Support Systems for National Account Management Programs: Promises Made, Promises Unkept'. Working paper. Boston, Mass, Harvard University.
    • (1984)
    • Shapiro, B.P.1    Moriarty, R.T.2
  • 41
    • 0009990188 scopus 로고
    • 'Making the major sale'
    • (March/April)
    • Shapiro, B.P. and Posner R.S. (1976) 'Making the major sale', Harvard Business Review, (March/April), Vol. 54, pp.68-78.
    • (1976) Harvard Business Review , vol.54 , pp. 68-78
    • Shapiro, B.P.1    Posner, R.S.2
  • 42
    • 85009583602 scopus 로고    scopus 로고
    • 'Who prefers key account management programs? an investigation of business buying behavior and buying firm characteristics'
    • Fall
    • Sharma, A. (1997) 'Who prefers key account management programs? an investigation of business buying behavior and buying firm characteristics', Journal of Personal Selling & Sales Management, Fall, Vol. 17, pp.27-39.
    • (1997) Journal of Personal Selling & Sales Management , vol.17 , pp. 27-39
    • Sharma, A.1
  • 43
    • 0001024840 scopus 로고    scopus 로고
    • A managerial framework for the acquisition of third-party logistics services
    • Sink, H.L., Langley Jr., C.J. (1997) A managerial framework for the acquisition of third-party logistics services, Journal of Business Logistics Vol. 18, No. 2, pp.163-187.
    • (1997) Journal of Business Logistics , vol.18 , Issue.2 , pp. 163-187
    • Sink, H.L.1    Langley Jr., C.J.2
  • 44
    • 33846045893 scopus 로고
    • 'Tredje-parts logistik - I teori og praksis'
    • Paper presented at Handelshøjskolen BI, Oslo
    • Skjøtt-Larsen, T. (1995) 'Tredje-parts logistik - I teori og praksis', Paper presented at NOFOMA. Handelshøjskolen BI, Oslo.
    • (1995) NOFOMA
    • Skjøtt-Larsen, T.1
  • 45
    • 33846105232 scopus 로고    scopus 로고
    • 'Third Party Logistics a Nordic Approach'
    • in D. Andersson, H. Dreyer, A. Halldorsson, M. Jahre, L. Ojala, T. Skjott-Larsen and H. Virum (Eds.) Publication of the Turku School of Economics and Business Administration, Finland
    • Skjøtt-Larsen, T., Halldorsson, A., Andersson, D., Dreyer, H., Virum, H. and Ojala, L. (2003) 'Third Party Logistics a Nordic Approach', in D. Andersson, H. Dreyer, A. Halldorsson, M. Jahre, L. Ojala, T. Skjott-Larsen and H. Virum (Eds.) Third Party Logistics - A Nordic Research Approach, (pp.7-24). Publication of the Turku School of Economics and Business Administration, Finland.
    • (2003) Third Party Logistics - A Nordic Research Approach , pp. 7-24
    • Skjøtt-Larsen, T.1    Halldorsson, A.2    Andersson, D.3    Dreyer, H.4    Virum, H.5    Ojala, L.6
  • 46
    • 0040881069 scopus 로고    scopus 로고
    • 'Some propositions on third party choice: Domestic vs. international logistics'
    • Stank, T.P., Maltz, A.B. (1996) 'Some propositions on third party choice: Domestic vs. international logistics', Journal of Marketing Theory and Practice, Vol. 4, No. 2, pp.45-54.
    • (1996) Journal of Marketing Theory and Practice , vol.4 , Issue.2 , pp. 45-54
    • Stank, T.P.1    Maltz, A.B.2
  • 47
    • 38249037222 scopus 로고
    • 'Segmenting a National Account'
    • Januanry-Febryary
    • Tutton, M. (1987) 'Segmenting a National Account', Business Horizons, Januanry-Febryary, Vol. 30, pp.61-68.
    • (1987) Business Horizons , vol.30 , pp. 61-68
    • Tutton, M.1
  • 48
    • 22644451283 scopus 로고    scopus 로고
    • "Personal Selling and Sales Management: A Relationship Marketing Perspective'
    • Spring
    • Weitz, B.A. and Bradford, K.D. (1999) "Personal Selling and Sales Management: A Relationship Marketing Perspective', Journal of the Academy of Marketing Science, Spring, Vol. 27, pp.241-254.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , pp. 241-254
    • Weitz, B.A.1    Bradford, K.D.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.