메뉴 건너뛰기




Volumn 37, Issue 2, 2008, Pages 228-244

Towards a better understanding of partnership attributes: An exploratory analysis of relationship type classification

Author keywords

Buyer supplier relationships; Partnership attributes; Relationship type

Indexed keywords


EID: 39749102900     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2007.09.005     Document Type: Article
Times cited : (54)

References (109)
  • 1
    • 33646092525 scopus 로고    scopus 로고
    • Emotions, trust and relationship development in business relationships: a conceptual model for buyer-seller dyads
    • Andersen P.H., and Kumar R. Emotions, trust and relationship development in business relationships: a conceptual model for buyer-seller dyads. Industrial Marketing Management 35 (2006) 522-535
    • (2006) Industrial Marketing Management , vol.35 , pp. 522-535
    • Andersen, P.H.1    Kumar, R.2
  • 2
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • Anderson J., and Narus J. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing 54 (1990, January) 42-58
    • (1990) Journal of Marketing , vol.54 , pp. 42-58
    • Anderson, J.1    Narus, J.2
  • 4
    • 0000906501 scopus 로고
    • The use of pledges to build and sustain commitment in distribution channels
    • Anderson E., and Weitz B. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research 29 1 (1992) 18-54
    • (1992) Journal of Marketing Research , vol.29 , Issue.1 , pp. 18-54
    • Anderson, E.1    Weitz, B.2
  • 5
    • 0002862919 scopus 로고
    • The political economy paradigm: foundation for theory building in marketing
    • Arndt J. The political economy paradigm: foundation for theory building in marketing. Journal of Marketing 47 (1983) 44-54
    • (1983) Journal of Marketing , vol.47 , pp. 44-54
    • Arndt, J.1
  • 7
    • 1342333561 scopus 로고    scopus 로고
    • Managing collaboration within networks and relationships
    • Batt P., and Purchase S. Managing collaboration within networks and relationships. Industrial Marketing Management 33 (2004) 169-174
    • (2004) Industrial Marketing Management , vol.33 , pp. 169-174
    • Batt, P.1    Purchase, S.2
  • 8
    • 84986021822 scopus 로고    scopus 로고
    • Are business to business relationships inherently unstable?
    • Blois K. Are business to business relationships inherently unstable?. Journal of Marketing Management 13 5 (1997) 367-382
    • (1997) Journal of Marketing Management , vol.13 , Issue.5 , pp. 367-382
    • Blois, K.1
  • 9
    • 0010128479 scopus 로고
    • Influence strategies in marketing channels: measures and use in different relationship structures
    • Boyle B., Dwyer R., Robicheaux R., and Simpson J. Influence strategies in marketing channels: measures and use in different relationship structures. Journal of Marketing Research 29 (1992, November) 462-473
    • (1992) Journal of Marketing Research , vol.29 , pp. 462-473
    • Boyle, B.1    Dwyer, R.2    Robicheaux, R.3    Simpson, J.4
  • 10
    • 0041370132 scopus 로고    scopus 로고
    • Customer relationships with service personnel: do we measure closeness, quality or strength
    • Bove L.L., and Johnson L.W. Customer relationships with service personnel: do we measure closeness, quality or strength. Journal of Business Research 54 (2001) 189-197
    • (2001) Journal of Business Research , vol.54 , pp. 189-197
    • Bove, L.L.1    Johnson, L.W.2
  • 11
    • 34248213969 scopus 로고    scopus 로고
    • Dyadic adaptation in business to business markets
    • Brennan R., Turnbull P., and Wilson D. Dyadic adaptation in business to business markets. European Journal of Marketing 37 11/12 (2003) 1636-1665
    • (2003) European Journal of Marketing , vol.37 , Issue.11-12 , pp. 1636-1665
    • Brennan, R.1    Turnbull, P.2    Wilson, D.3
  • 12
    • 0001772182 scopus 로고
    • Vertical trade relationships: The role of dependence and symmetry in attaining organisational goals
    • Buchanan L. Vertical trade relationships: The role of dependence and symmetry in attaining organisational goals. Journal of Marketing Research 29 (1992, February) 65-75
    • (1992) Journal of Marketing Research , vol.29 , pp. 65-75
    • Buchanan, L.1
  • 13
    • 33846652232 scopus 로고    scopus 로고
    • Power and interdependence in buyer-supplier relationships: A purchasing portfolio approach
    • Caniels M.C.J., and Gelderman C.J. Power and interdependence in buyer-supplier relationships: A purchasing portfolio approach. Industrial Marketing Management 36 (2007) 219-229
    • (2007) Industrial Marketing Management , vol.36 , pp. 219-229
    • Caniels, M.C.J.1    Gelderman, C.J.2
  • 14
    • 39749161652 scopus 로고    scopus 로고
    • Cannon, J.P. (1992). A taxonomy of buyer-supplier relationships in business markets, PhD Thesis, University Of North Carolina, Chapel Hill.
    • Cannon, J.P. (1992). A taxonomy of buyer-supplier relationships in business markets, PhD Thesis, University Of North Carolina, Chapel Hill.
  • 15
    • 0033236256 scopus 로고    scopus 로고
    • Buyer-seller relationships in business markets
    • Cannon J.P., and Perrealt J.R. Buyer-seller relationships in business markets. Journal of Marketing Research 36 (1999, November) 439-460
    • (1999) Journal of Marketing Research , vol.36 , pp. 439-460
    • Cannon, J.P.1    Perrealt, J.R.2
  • 16
    • 0001878819 scopus 로고
    • A paradigm for developing better measures of marketing constructs
    • Churchill G. A paradigm for developing better measures of marketing constructs. Journal of Marketing Research 16 (1979, February) 64-73
    • (1979) Journal of Marketing Research , vol.16 , pp. 64-73
    • Churchill, G.1
  • 17
    • 0001641201 scopus 로고
    • Research design effects on the reliability of rating scales: A meta-analysis
    • Churchill G., and Peter P. Research design effects on the reliability of rating scales: A meta-analysis. Journal of Marketing Research 21 (1984, May) 360-375
    • (1984) Journal of Marketing Research , vol.21 , pp. 360-375
    • Churchill, G.1    Peter, P.2
  • 18
    • 39749133745 scopus 로고    scopus 로고
    • Christopher, M. (1998) Logistics and supply chain management: strategies for reducing cost and improving service, Second Edition, London, Financial Times, Pitman Publishing.
    • Christopher, M. (1998) Logistics and supply chain management: strategies for reducing cost and improving service, Second Edition, London, Financial Times, Pitman Publishing.
  • 21
    • 23744440568 scopus 로고    scopus 로고
    • The art of the possible: Relationship management in power regimes and supply chains
    • Cox A. The art of the possible: Relationship management in power regimes and supply chains. Supply Chain Management: An International Journal 9 5 (2004) 346-356
    • (2004) Supply Chain Management: An International Journal , vol.9 , Issue.5 , pp. 346-356
    • Cox, A.1
  • 22
    • 0003056894 scopus 로고
    • Relationship quality in services selling: An interpersonal influence perspective
    • Crosby L.A., Evans K.R., and Cowles D. Relationship quality in services selling: An interpersonal influence perspective. Journal of Marketing 54 (1990, July) 68-81
    • (1990) Journal of Marketing , vol.54 , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Cowles, D.3
  • 23
    • 0001908468 scopus 로고
    • Conflict resolution processes in contractual channels of distribution
    • Dant R.P., and Schul P.L. Conflict resolution processes in contractual channels of distribution. Journal of Marketing 56 (1992) 38-54
    • (1992) Journal of Marketing , vol.56 , pp. 38-54
    • Dant, R.P.1    Schul, P.L.2
  • 24
    • 0442265667 scopus 로고    scopus 로고
    • Classifying relationship structures: relationship strength in industrial markets
    • Donaldson B., and O'Toole T. Classifying relationship structures: relationship strength in industrial markets. Journal of Business and Industrial Marketing 15 7 (2000) 491-506
    • (2000) Journal of Business and Industrial Marketing , vol.15 , Issue.7 , pp. 491-506
    • Donaldson, B.1    O'Toole, T.2
  • 25
    • 0032369532 scopus 로고    scopus 로고
    • The role of relationship quality in the stratification of vendors as perceived by customers
    • Dorsch M.J., Swanson S.R., and Kelley S.W. The role of relationship quality in the stratification of vendors as perceived by customers. Journal of the Academy of Marketing Science 26 2 (1998) 128-142
    • (1998) Journal of the Academy of Marketing Science , vol.26 , Issue.2 , pp. 128-142
    • Dorsch, M.J.1    Swanson, S.R.2    Kelley, S.W.3
  • 26
  • 27
    • 0002461207 scopus 로고
    • Partnering characteristics: A dyadic perspective
    • Ellram L., and Hendrick T. Partnering characteristics: A dyadic perspective. Journal of Business Logistics 16 1 (1995) 41-64
    • (1995) Journal of Business Logistics , vol.16 , Issue.1 , pp. 41-64
    • Ellram, L.1    Hendrick, T.2
  • 29
    • 0000076704 scopus 로고    scopus 로고
    • Success factors in the fresh produce supply chain: Insights from the UK
    • Fearne A., and Hughes D. Success factors in the fresh produce supply chain: Insights from the UK. Supply Chain Management: An International Journal 4 3 (1999) 120-128
    • (1999) Supply Chain Management: An International Journal , vol.4 , Issue.3 , pp. 120-128
    • Fearne, A.1    Hughes, D.2
  • 30
    • 0001672062 scopus 로고
    • On the measurement of inter-firm power in channels of distribution
    • Frazier G. On the measurement of inter-firm power in channels of distribution. Journal of Market Research 20 (1983, May) 158-166
    • (1983) Journal of Market Research , vol.20 , pp. 158-166
    • Frazier, G.1
  • 31
    • 22644450074 scopus 로고    scopus 로고
    • Organizing and managing channels of distribution
    • Frazier G. Organizing and managing channels of distribution. Journal of the Academy of Marketing Science 27 (1999, Spring) 226-240
    • (1999) Journal of the Academy of Marketing Science , vol.27 , pp. 226-240
    • Frazier, G.1
  • 32
    • 21844495554 scopus 로고
    • Exchange relationships and inter-firm power in channels of distribution
    • Frazier G.L., and Antia K.D. Exchange relationships and inter-firm power in channels of distribution. Journal of the Academy of Marketing Science 23 4 (1995) 321-326
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 321-326
    • Frazier, G.L.1    Antia, K.D.2
  • 33
    • 21744448471 scopus 로고
    • Determinants of long-term orientation in buyer-seller relationships
    • Ganesan S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 58 (1994, April) 1-19
    • (1994) Journal of Marketing , vol.58 , pp. 1-19
    • Ganesan, S.1
  • 36
    • 39749102392 scopus 로고    scopus 로고
    • Exploring the drivers of interorganizational relationship magnitude
    • Golicic S.L., and Mentzer J.T. Exploring the drivers of interorganizational relationship magnitude. Journal of Business Logistics 26 2 (2005) 47-71
    • (2005) Journal of Business Logistics , vol.26 , Issue.2 , pp. 47-71
    • Golicic, S.L.1    Mentzer, J.T.2
  • 37
    • 33846702611 scopus 로고    scopus 로고
    • An empirical examination of relationship magnitude
    • Golicic S.L., and Mentzer J.T. An empirical examination of relationship magnitude. Journal of Business Logistics 27 1 (2006) 81-108
    • (2006) Journal of Business Logistics , vol.27 , Issue.1 , pp. 81-108
    • Golicic, S.L.1    Mentzer, J.T.2
  • 38
    • 39749158014 scopus 로고    scopus 로고
    • Gujarati, D. (1992) Essentials of econometrics, International Edition Ed. Economics Series, Mcgraw-Hill.
    • Gujarati, D. (1992) Essentials of econometrics, International Edition Ed. Economics Series, Mcgraw-Hill.
  • 40
    • 21844517232 scopus 로고
    • Exchange interdependence and inter-firm interaction: research in a simulated channel setting
    • Gundlach G., and Cadotte E.R. Exchange interdependence and inter-firm interaction: research in a simulated channel setting. Journal of Marketing Research 31 (1994, November) 516-532
    • (1994) Journal of Marketing Research , vol.31 , pp. 516-532
    • Gundlach, G.1    Cadotte, E.R.2
  • 42
    • 0442281645 scopus 로고    scopus 로고
    • Variations in relationships strength and its impact on performance and satisfaction in business relationships
    • Hausman A. Variations in relationships strength and its impact on performance and satisfaction in business relationships. Journal of Business and Industrial Marketing 16 7 (2001) 600-616
    • (2001) Journal of Business and Industrial Marketing , vol.16 , Issue.7 , pp. 600-616
    • Hausman, A.1
  • 43
    • 0002508836 scopus 로고
    • The role of dependence balancing in safeguarding transaction-specific assets in conventional channels
    • Heide J., and John G. The role of dependence balancing in safeguarding transaction-specific assets in conventional channels. Journal of Marketing 52 (1988, January) 20-35
    • (1988) Journal of Marketing , vol.52 , pp. 20-35
    • Heide, J.1    John, G.2
  • 44
    • 0001780550 scopus 로고
    • Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships
    • Heide J., and John G. Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships. Journal of Marketing Research 27 (1990) 24-36
    • (1990) Journal of Marketing Research , vol.27 , pp. 24-36
    • Heide, J.1    John, G.2
  • 45
    • 0002178137 scopus 로고
    • Do norms matter in marketing relationships?
    • Heide J.B., and John G. Do norms matter in marketing relationships?. Journal of Marketing 56 (1992, April) 32-44
    • (1992) Journal of Marketing , vol.56 , pp. 32-44
    • Heide, J.B.1    John, G.2
  • 46
    • 27744555356 scopus 로고    scopus 로고
    • Power to all our friends? Living with imbalance in supplier-retailer relationships
    • Hingley M. Power to all our friends? Living with imbalance in supplier-retailer relationships. Industrial Marketing Management 34 (2005) 848-858
    • (2005) Industrial Marketing Management , vol.34 , pp. 848-858
    • Hingley, M.1
  • 47
    • 4243059434 scopus 로고    scopus 로고
    • Quantitative exploration of communications role in determining the governance of manufacturer-retailer relationships
    • Holden M., and O'Toole T.A. Quantitative exploration of communications role in determining the governance of manufacturer-retailer relationships. Industrial Marketing Management 33 (2004) 539-548
    • (2004) Industrial Marketing Management , vol.33 , pp. 539-548
    • Holden, M.1    O'Toole, T.A.2
  • 48
    • 1842606460 scopus 로고    scopus 로고
    • Analysing business relationships and distinguishing different interaction levels
    • Holmlund M. Analysing business relationships and distinguishing different interaction levels. Industrial Marketing Management 33 (2004) 279-287
    • (2004) Industrial Marketing Management , vol.33 , pp. 279-287
    • Holmlund, M.1
  • 49
    • 20344379658 scopus 로고    scopus 로고
    • Relationships of channel power, non-coercive influence strategies, climate, and solidarity: a real case study of the Taiwanese PDA industry
    • Hu T.L., and Sheu J.B. Relationships of channel power, non-coercive influence strategies, climate, and solidarity: a real case study of the Taiwanese PDA industry. Industrial Marketing Management 34 (2005) 447-461
    • (2005) Industrial Marketing Management , vol.34 , pp. 447-461
    • Hu, T.L.1    Sheu, J.B.2
  • 50
    • 26844492444 scopus 로고    scopus 로고
    • The interaction of dependence and trust in long term industrial relationships
    • Izquierdo C.C., and Cillan J.G. The interaction of dependence and trust in long term industrial relationships. European Journal of Marketing 38 8 (2004) 974-994
    • (2004) European Journal of Marketing , vol.38 , Issue.8 , pp. 974-994
    • Izquierdo, C.C.1    Cillan, J.G.2
  • 51
    • 33746671350 scopus 로고    scopus 로고
    • The organizational form of vertical relationships: dimensions of integration
    • Jaspers F., and Van den Ende J. The organizational form of vertical relationships: dimensions of integration. Industrial Marketing Management 35 (2006) 819-828
    • (2006) Industrial Marketing Management , vol.35 , pp. 819-828
    • Jaspers, F.1    Van den Ende, J.2
  • 52
    • 22444452646 scopus 로고    scopus 로고
    • Strategic integration in industrial distribution channels: Managing the inter-firm relationship as a strategic asset
    • Johnson J.L. Strategic integration in industrial distribution channels: Managing the inter-firm relationship as a strategic asset. Journal of the Academy of Marketing Science 27 1 (1999) 4-18
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.1 , pp. 4-18
    • Johnson, J.L.1
  • 53
    • 0001852619 scopus 로고
    • How industrial distributors view distributor-supplier partnership arrangements
    • Joseph W., Gardner J., Thach S., and Vernon F. How industrial distributors view distributor-supplier partnership arrangements. Industrial Marketing Management 24 (1995) 27-36
    • (1995) Industrial Marketing Management , vol.24 , pp. 27-36
    • Joseph, W.1    Gardner, J.2    Thach, S.3    Vernon, F.4
  • 54
    • 84973222171 scopus 로고
    • Relational exchange norms, perceptions of unfairness and retained hostility in commercial litigation
    • Kaufmann P.J., and Stern L.W. Relational exchange norms, perceptions of unfairness and retained hostility in commercial litigation. Journal of Conflict Resolution 32 3 (1988) 534-552
    • (1988) Journal of Conflict Resolution , vol.32 , Issue.3 , pp. 534-552
    • Kaufmann, P.J.1    Stern, L.W.2
  • 55
    • 0001850648 scopus 로고
    • A strategic approach to managing buyer-seller relationships
    • Krapfel R., Salmond D., and Spekman R. A strategic approach to managing buyer-seller relationships. European Journal of Marketing 25 9 (1991) 22-37
    • (1991) European Journal of Marketing , vol.25 , Issue.9 , pp. 22-37
    • Krapfel, R.1    Salmond, D.2    Spekman, R.3
  • 56
    • 0002405359 scopus 로고    scopus 로고
    • The power of trust in manufacturer-retailer relationships
    • Kumar N. The power of trust in manufacturer-retailer relationships. Harvard Business Review 74 6 (1996) 92-106
    • (1996) Harvard Business Review , vol.74 , Issue.6 , pp. 92-106
    • Kumar, N.1
  • 57
    • 85107738918 scopus 로고
    • The effects of perceived interdependence on dealer attitudes
    • Kumar N., Scheer L.K., and Steenkamp E.M. The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research 32 (1995, August) 348-356
    • (1995) Journal of Marketing Research , vol.32 , pp. 348-356
    • Kumar, N.1    Scheer, L.K.2    Steenkamp, E.M.3
  • 58
    • 19644381344 scopus 로고    scopus 로고
    • Inter-organizational relationships in professional services: Towards a typology of service relationships
    • Laing A., and Lian P. Inter-organizational relationships in professional services: Towards a typology of service relationships. Journal of Services Marketing 19 2 (2005) 114-127
    • (2005) Journal of Services Marketing , vol.19 , Issue.2 , pp. 114-127
    • Laing, A.1    Lian, P.2
  • 59
    • 39749155932 scopus 로고
    • Towards an understanding of health-care purchasing: the purchasing behavior of GP fund-holders
    • Laing A.W., and Cotton S. Towards an understanding of health-care purchasing: the purchasing behavior of GP fund-holders. Journal of Marketing Management 12 (1995) 783-802
    • (1995) Journal of Marketing Management , vol.12 , pp. 783-802
    • Laing, A.W.1    Cotton, S.2
  • 64
    • 0031142046 scopus 로고    scopus 로고
    • Supplier relational behavior: an empirical assessment
    • Leuthesser L. Supplier relational behavior: an empirical assessment. Industrial Marketing Management 26 (1997) 245-254
    • (1997) Industrial Marketing Management , vol.26 , pp. 245-254
    • Leuthesser, L.1
  • 65
    • 0031138960 scopus 로고    scopus 로고
    • Relationship marketing theory in practice: A case study
    • Lewin J., and Johnston W. Relationship marketing theory in practice: A case study. Journal of Business Research 39 (1997, May) 23-31
    • (1997) Journal of Business Research , vol.39 , pp. 23-31
    • Lewin, J.1    Johnston, W.2
  • 68
    • 0002970421 scopus 로고
    • Getting closer and nicer: partnerships in the supply chain
    • Matthyssens P., and Van den Bulte C. Getting closer and nicer: partnerships in the supply chain. Long Range Planning 27 1 (1994) 72-83
    • (1994) Long Range Planning , vol.27 , Issue.1 , pp. 72-83
    • Matthyssens, P.1    Van den Bulte, C.2
  • 70
    • 0008460589 scopus 로고
    • Channel conflict, competition, and co-operation: theory and management
    • Lusch R., and Zinszer P. (Eds), University Printing Services, The University Of Oklahoma
    • Michie D., and Sibley S. Channel conflict, competition, and co-operation: theory and management. In: Lusch R., and Zinszer P. (Eds). Contemporary Issues in Marketing Channels. (1979), University Printing Services, The University Of Oklahoma
    • (1979) Contemporary Issues in Marketing Channels.
    • Michie, D.1    Sibley, S.2
  • 71
    • 15844409898 scopus 로고    scopus 로고
    • Evaluating the relationship between questionable business practices and the strength of supply chain relationships
    • Moberg C., and Speh T. Evaluating the relationship between questionable business practices and the strength of supply chain relationships. Journal of Business Logistics 24 2 (2003) 1-19
    • (2003) Journal of Business Logistics , vol.24 , Issue.2 , pp. 1-19
    • Moberg, C.1    Speh, T.2
  • 72
    • 0001902365 scopus 로고
    • Communication strategies in marketing channels: A theoretical perspective
    • Mohr J., and Nevin J.R. Communication strategies in marketing channels: A theoretical perspective. Journal of Marketing 54 (1990, October) 36-51
    • (1990) Journal of Marketing , vol.54 , pp. 36-51
    • Mohr, J.1    Nevin, J.R.2
  • 73
    • 84989085629 scopus 로고
    • Characteristics of partnership success: partnership attributes, communication behavior and conflict resolution techniques
    • Mohr J., and Spekman R. Characteristics of partnership success: partnership attributes, communication behavior and conflict resolution techniques. Strategic Management Journal 15 (1994) 135-152
    • (1994) Strategic Management Journal , vol.15 , pp. 135-152
    • Mohr, J.1    Spekman, R.2
  • 74
    • 0001154055 scopus 로고
    • Relationships between providers and users of market research: the dynamics of trust within and between organizations
    • Moorman C., Zaltman G., and Desphande 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
    • (1992) Journal of Marketing Research , vol.29 , pp. 314-328
    • Moorman, C.1    Zaltman, G.2    Desphande, R.3
  • 75
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan R., and Hunt S. The commitment-trust theory of relationship marketing. Journal of Marketing 58 (1994, July) 20-38
    • (1994) Journal of Marketing , vol.58 , pp. 20-38
    • Morgan, R.1    Hunt, S.2
  • 77
    • 70350246083 scopus 로고
    • Relationship marketing and distribution channels: exploring fundamental issues
    • Nevin J. Relationship marketing and distribution channels: exploring fundamental issues. Academy of Marketing Science 23 4 (1995) 327-334
    • (1995) Academy of Marketing Science , vol.23 , Issue.4 , pp. 327-334
    • Nevin, J.1
  • 78
    • 0003091328 scopus 로고
    • Interorganizational information systems and the structure and climate of seller-buyer relationships
    • Nidumolu S. Interorganizational information systems and the structure and climate of seller-buyer relationships. Information and Management 28 (1995) 89-105
    • (1995) Information and Management , vol.28 , pp. 89-105
    • Nidumolu, S.1
  • 79
    • 0003116555 scopus 로고
    • Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships
    • Noordewier T.G., John G., and Nevin J.R. Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing 54 (1990, October) 80-93
    • (1990) Journal of Marketing , vol.54 , pp. 80-93
    • Noordewier, T.G.1    John, G.2    Nevin, J.R.3
  • 82
    • 3242740508 scopus 로고    scopus 로고
    • Myths and realities of e-commerce in the perishable foods industries: Unleashing the power and reputation of relationship assets
    • O'Keeffe M. Myths and realities of e-commerce in the perishable foods industries: Unleashing the power and reputation of relationship assets. Supply Chain Management: An International Journal 6 1 (2001) 12-15
    • (2001) Supply Chain Management: An International Journal , vol.6 , Issue.1 , pp. 12-15
    • O'Keeffe, M.1
  • 84
  • 86
    • 30344451113 scopus 로고    scopus 로고
    • From relationships to partnerships - New forms of cooperation between buyers and sellers
    • Ploetner O., and Ehret M. From relationships to partnerships - New forms of cooperation between buyers and sellers. Industrial Marketing Management 35 (2006) 4-9
    • (2006) Industrial Marketing Management , vol.35 , pp. 4-9
    • Ploetner, O.1    Ehret, M.2
  • 87
    • 0003164406 scopus 로고
    • The relationship between inter-organizational form, transaction climate, and economic performance in vertical inter-firm dyads
    • Pellegrini L., and Reddy S.K. (Eds), Lexington Books
    • Reve T., and Stern L. The relationship between inter-organizational form, transaction climate, and economic performance in vertical inter-firm dyads. In: Pellegrini L., and Reddy S.K. (Eds). Marketing Channels: Relationships and Performance (1986), Lexington Books
    • (1986) Marketing Channels: Relationships and Performance
    • Reve, T.1    Stern, L.2
  • 90
    • 0002538209 scopus 로고
    • A general model for understanding channel member behavior
    • Robicheaux R., and El-Ansary A. A general model for understanding channel member behavior. Journal of Retailing 52 4 (1976) 13-30
    • (1976) Journal of Retailing , vol.52 , Issue.4 , pp. 13-30
    • Robicheaux, R.1    El-Ansary, A.2
  • 91
    • 39749104813 scopus 로고    scopus 로고
    • Salmond, D. (1987) When and why buyers and sellers collaborate: A resource dependence and efficiency view, PhD Thesis, Department Of Marketing, Maryland.
    • Salmond, D. (1987) When and why buyers and sellers collaborate: A resource dependence and efficiency view, PhD Thesis, Department Of Marketing, Maryland.
  • 92
    • 33846654487 scopus 로고    scopus 로고
    • Measuring interorganizational trust: A critical review of the empirical research in 1990-2003
    • Seppainen R., Blomqvist K., and Sudqvist S. Measuring interorganizational trust: A critical review of the empirical research in 1990-2003. Industrial Marketing Management 36 (2007) 249-265
    • (2007) Industrial Marketing Management , vol.36 , pp. 249-265
    • Seppainen, R.1    Blomqvist, K.2    Sudqvist, S.3
  • 93
    • 0037398219 scopus 로고    scopus 로고
    • Preliminary evidence on the composition of relational exchange and its outcomes: The distributor perspective
    • Siguaw J., Baker T., and Simpson P. Preliminary evidence on the composition of relational exchange and its outcomes: The distributor perspective. Journal of Business Research 56 (2003) 311-322
    • (2003) Journal of Business Research , vol.56 , pp. 311-322
    • Siguaw, J.1    Baker, T.2    Simpson, P.3
  • 94
    • 0032394068 scopus 로고    scopus 로고
    • Effects of supplier market orientation on distributor market orientation and the channel relationship: The distributor perspective
    • Siguaw J.A., Simpson P.M., and Baker T.L. Effects of supplier market orientation on distributor market orientation and the channel relationship: The distributor perspective. Journal of Marketing 62 (1998) 99-111
    • (1998) Journal of Marketing , vol.62 , pp. 99-111
    • Siguaw, J.A.1    Simpson, P.M.2    Baker, T.L.3
  • 95
    • 30344440411 scopus 로고    scopus 로고
    • Making the transition to collaborative buyer-seller relationships: An emerging framework
    • Spekman R., and Carraway R. Making the transition to collaborative buyer-seller relationships: An emerging framework. Industrial Marketing Management 35 (2006) 10-19
    • (2006) Industrial Marketing Management , vol.35 , pp. 10-19
    • Spekman, R.1    Carraway, R.2
  • 98
    • 0003151848 scopus 로고
    • Distribution channels as political economies: A framework for comparative analysis
    • Stern L.W., and Reve T. Distribution channels as political economies: A framework for comparative analysis. Journal of Marketing 44 (1980) 52-64
    • (1980) Journal of Marketing , vol.44 , pp. 52-64
    • Stern, L.W.1    Reve, T.2
  • 101
    • 0002654566 scopus 로고
    • Winners and losers: The tiering of component suppliers in the UK automotive industry
    • Turnbull P., Delbridge R., Oliver N., and Wilkinson B. Winners and losers: The tiering of component suppliers in the UK automotive industry. Journal of General Management 19 1 (1993) 48-63
    • (1993) Journal of General Management , vol.19 , Issue.1 , pp. 48-63
    • Turnbull, P.1    Delbridge, R.2    Oliver, N.3    Wilkinson, B.4
  • 102
    • 32044464794 scopus 로고    scopus 로고
    • Value based differentiation in business relationships: Gaining and sustaining key supplier status
    • Ulaga W., and Eggert A. Value based differentiation in business relationships: Gaining and sustaining key supplier status. Journal of Marketing 70 (2006, January) 119-136
    • (2006) Journal of Marketing , vol.70 , pp. 119-136
    • Ulaga, W.1    Eggert, A.2
  • 103
    • 77954266313 scopus 로고    scopus 로고
    • Functions of industrial supplier relationships and their impact on relationship quality
    • Walter A., Muller T.T., Helfert G., and Ritter T. Functions of industrial supplier relationships and their impact on relationship quality. Industrial Marketing Management 32 (2003) 159-169
    • (2003) Industrial Marketing Management , vol.32 , pp. 159-169
    • Walter, A.1    Muller, T.T.2    Helfert, G.3    Ritter, T.4
  • 104
    • 0041385347 scopus 로고
    • The changing role of marketing in the corporation
    • Webster F.R. The changing role of marketing in the corporation. Journal of Marketing 56 (1992, October) 1-17
    • (1992) Journal of Marketing , vol.56 , pp. 1-17
    • Webster, F.R.1
  • 105
    • 0011035139 scopus 로고    scopus 로고
    • Inter-organizational information system technology and buyer-seller relationships
    • Wilson E., and Vlosky R. Inter-organizational information system technology and buyer-seller relationships. Journal of Business and Industrial Marketing 13 3 (1998) 215-234
    • (1998) Journal of Business and Industrial Marketing , vol.13 , Issue.3 , pp. 215-234
    • Wilson, E.1    Vlosky, R.2
  • 106
    • 85135284385 scopus 로고    scopus 로고
    • Business to business relationship quality: An IMP interaction based conceptualization and measurement
    • Woo K., and Ennew C.T. Business to business relationship quality: An IMP interaction based conceptualization and measurement. European Journal of Marketing 38 9/10 (2004) 1252-1271
    • (2004) European Journal of Marketing , vol.38 , Issue.9-10 , pp. 1252-1271
    • Woo, K.1    Ennew, C.T.2
  • 107
    • 17144391142 scopus 로고    scopus 로고
    • Joint and interactive effects of trust and (inter) dependence on relational behaviors in long-term channel dyads
    • Yilmaz C., Sezen B., and Ozdemir O. Joint and interactive effects of trust and (inter) dependence on relational behaviors in long-term channel dyads. Industrial Marketing Management 34 (2005) 235-248
    • (2005) Industrial Marketing Management , vol.34 , pp. 235-248
    • Yilmaz, C.1    Sezen, B.2    Ozdemir, O.3
  • 108
    • 0030075397 scopus 로고    scopus 로고
    • An investigation of relationalism across a range of marketing relationships and alliances
    • Young J., Gilbert F., and McIntyre F. An investigation of relationalism across a range of marketing relationships and alliances. Journal of Business Research 35 (1996) 139-151
    • (1996) Journal of Business Research , vol.35 , pp. 139-151
    • Young, J.1    Gilbert, F.2    McIntyre, F.3
  • 109
    • 27744508736 scopus 로고    scopus 로고
    • Relationships are not ubiquitous in marketing
    • Zolkiewski J. Relationships are not ubiquitous in marketing. European Journal of Marketing 38 1/2 (2004) 24-29
    • (2004) European Journal of Marketing , vol.38 , Issue.1-2 , pp. 24-29
    • Zolkiewski, J.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.