메뉴 건너뛰기




Volumn 17, Issue 1, 2009, Pages 46-57

Exploring organizational culture difference in relationship dyads

Author keywords

Business to business relationships; Dyad; Organizational culture difference; Structural equation modelling

Indexed keywords


EID: 68049132807     PISSN: 14413582     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ausmj.2009.01.001     Document Type: Article
Times cited : (24)

References (111)
  • 1
    • 0036081258 scopus 로고    scopus 로고
    • Customer-supplier partnerships: perceptions of a successful key account management program
    • Abratt R., and Kelly P.M. Customer-supplier partnerships: perceptions of a successful key account management program. Industrial Marketing Management 31 5 (2002) 467-476
    • (2002) Industrial Marketing Management , vol.31 , Issue.5 , pp. 467-476
    • Abratt, R.1    Kelly, P.M.2
  • 2
    • 85135297533 scopus 로고    scopus 로고
    • The theoretical and philosophical underpinnings of relationship marketing: environmental factors behind the changing marketing paradigm
    • Aijo T.S. The theoretical and philosophical underpinnings of relationship marketing: environmental factors behind the changing marketing paradigm. European Journal of Marketing 30 2 (1996) 8-18
    • (1996) European Journal of Marketing , vol.30 , Issue.2 , pp. 8-18
    • Aijo, T.S.1
  • 3
    • 0000846977 scopus 로고
    • Dependence relations and the moderating role of trust: implications for behavioural intentions in marketing channels
    • Andaleeb S.S. Dependence relations and the moderating role of trust: implications for behavioural intentions in marketing channels. International Journal of Research in Marketing 12 2 (1995) 157-172
    • (1995) International Journal of Research in Marketing , vol.12 , Issue.2 , pp. 157-172
    • Andaleeb, S.S.1
  • 4
    • 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 4 (2006) 522-535
    • (2006) Industrial Marketing Management , vol.35 , Issue.4 , pp. 522-535
    • Andersen, P.H.1    Kumar, R.2
  • 5
    • 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 24 1 (1992) 18-34
    • (1992) Journal of Marketing Research , vol.24 , Issue.1 , pp. 18-34
    • Anderson, E.1    Weitz, B.2
  • 6
    • 0000505474 scopus 로고
    • Determinants of continuity in conventional industrial channel dyads
    • Anderson E., and Weitz B. Determinants of continuity in conventional industrial channel dyads. Marketing Science 8 4 (1989) 310-323
    • (1989) Marketing Science , vol.8 , Issue.4 , pp. 310-323
    • Anderson, E.1    Weitz, B.2
  • 8
    • 0030243551 scopus 로고    scopus 로고
    • Seller-buyer interactions during the commercialization of technological process innovations
    • Athaide G.A., Meyers P.W., and Wilemon D.L. Seller-buyer interactions during the commercialization of technological process innovations. Journal of Product Innovation Management 13 5 (1996) 406-421
    • (1996) Journal of Product Innovation Management , vol.13 , Issue.5 , pp. 406-421
    • Athaide, G.A.1    Meyers, P.W.2    Wilemon, D.L.3
  • 12
    • 0031991603 scopus 로고    scopus 로고
    • The nature of satisfaction: an updated examination and analysis
    • Babin B.J., and Griffin M. The nature of satisfaction: an updated examination and analysis. Journal of Business Research 41 2 (1998) 127-136
    • (1998) Journal of Business Research , vol.41 , Issue.2 , pp. 127-136
    • Babin, B.J.1    Griffin, M.2
  • 13
    • 84990359385 scopus 로고    scopus 로고
    • Relationship marketing: looking back, looking forward
    • Ballantyne D., Christopher M., and Payne A. Relationship marketing: looking back, looking forward. Marketing Theory 3 1 (2003) 159-166
    • (2003) Marketing Theory , vol.3 , Issue.1 , pp. 159-166
    • Ballantyne, D.1    Christopher, M.2    Payne, A.3
  • 14
    • 34248167073 scopus 로고    scopus 로고
    • Perceptual gaps and similarities in buyer-seller dyadic relationships
    • Barnes B.R., Naudé P., and Michell P. Perceptual gaps and similarities in buyer-seller dyadic relationships. Industrial Marketing Management 36 5 (2007) 662-675
    • (2007) Industrial Marketing Management , vol.36 , Issue.5 , pp. 662-675
    • Barnes, B.R.1    Naudé, P.2    Michell, P.3
  • 15
    • 0036311388 scopus 로고    scopus 로고
    • Effective university-industry interaction: a multi-case evaluation of collaborative R&D projects
    • Barnes T., Pashby I., and Gibbons A. Effective university-industry interaction: a multi-case evaluation of collaborative R&D projects. European Management Journal 20 3 (2002) 272-285
    • (2002) European Management Journal , vol.20 , Issue.3 , pp. 272-285
    • Barnes, T.1    Pashby, I.2    Gibbons, A.3
  • 16
    • 0002468026 scopus 로고    scopus 로고
    • The effect of market orientation and organizational flexibility on corporate entrepreneurship
    • Barrett H., and Weinstein A. The effect of market orientation and organizational flexibility on corporate entrepreneurship. Entrepreneurship Theory and Practice 23 1 (1998) 57-70
    • (1998) Entrepreneurship Theory and Practice , vol.23 , Issue.1 , pp. 57-70
    • Barrett, H.1    Weinstein, A.2
  • 17
    • 0001944139 scopus 로고    scopus 로고
    • Customers' motivations for maintaining relationships with service providers
    • Bendapudi N., and Berry L.L. Customers' motivations for maintaining relationships with service providers. Journal of Retailing 73 1 (1997) 15-37
    • (1997) Journal of Retailing , vol.73 , Issue.1 , pp. 15-37
    • Bendapudi, N.1    Berry, L.L.2
  • 18
    • 84990398503 scopus 로고    scopus 로고
    • Perceptions of dyadic business relationships: in search of the social psychological basis of interpersonal relationship perceptions in socio-economic exchange relationships
    • Berghäll S. Perceptions of dyadic business relationships: in search of the social psychological basis of interpersonal relationship perceptions in socio-economic exchange relationships. Marketing Theory 3 1 (2003) 59-77
    • (2003) Marketing Theory , vol.3 , Issue.1 , pp. 59-77
    • Berghäll, S.1
  • 20
    • 0010128479 scopus 로고
    • Influence strategies in marketing channels: measure and use in different relationship structures
    • Boyle B., Dwyer R.F., Robicheaux R.A., and Simpson J.T. Influence strategies in marketing channels: measure and use in different relationship structures. Journal of Marketing Research 24 November (1992) 462-473
    • (1992) Journal of Marketing Research , vol.24 , Issue.November , pp. 462-473
    • Boyle, B.1    Dwyer, R.F.2    Robicheaux, R.A.3    Simpson, J.T.4
  • 21
    • 0039005963 scopus 로고
    • Organizing successful co-marketing alliances
    • Bucklin L.P., and Sengupta S. Organizing successful co-marketing alliances. Journal of Marketing 57 2 (1993) 32-46
    • (1993) Journal of Marketing , vol.57 , Issue.2 , pp. 32-46
    • Bucklin, L.P.1    Sengupta, S.2
  • 22
    • 84973746932 scopus 로고
    • When cultures collide: the anatomy of a merger
    • Buono A.F., Bowditch J.L., and Lewis J.W. When cultures collide: the anatomy of a merger. Human Relations 38 5 (1985) 477-500
    • (1985) Human Relations , vol.38 , Issue.5 , pp. 477-500
    • Buono, A.F.1    Bowditch, J.L.2    Lewis, J.W.3
  • 24
    • 0035587036 scopus 로고    scopus 로고
    • Buyer-supplier relationships and customer firm costs
    • Cannon J.P., and Homburg C. Buyer-supplier relationships and customer firm costs. Journal of Marketing 65 January (2001) 29-43
    • (2001) Journal of Marketing , vol.65 , Issue.January , pp. 29-43
    • Cannon, J.P.1    Homburg, C.2
  • 25
    • 84989092805 scopus 로고
    • Cultural differences and shareholder value in related mergers: linking equity and human capital
    • Chatterje S., Lubatkin M., Schweiger D.M., and Weber Y. Cultural differences and shareholder value in related mergers: linking equity and human capital. Strategic Management Journal 13 5 (1992) 319-334
    • (1992) Strategic Management Journal , vol.13 , Issue.5 , pp. 319-334
    • Chatterje, S.1    Lubatkin, M.2    Schweiger, D.M.3    Weber, Y.4
  • 27
    • 85133491473 scopus 로고    scopus 로고
    • International relationship marketing - The importance of psychic distance
    • Conway T., and Swift J.S. International relationship marketing - The importance of psychic distance. European Journal of Marketing 34 11/12 (2000) 1391-1413
    • (2000) European Journal of Marketing , vol.34 , Issue.11-12 , pp. 1391-1413
    • Conway, T.1    Swift, J.S.2
  • 28
    • 0036021512 scopus 로고    scopus 로고
    • How firms relate to their markets: an empirical examination of contemporary marketing practices
    • Coviello N.E., Brodie R.J., Danaher P.J., and Johnston W.J. How firms relate to their markets: an empirical examination of contemporary marketing practices. Journal of Marketing 66 3 (2002) 33-46
    • (2002) Journal of Marketing , vol.66 , Issue.3 , pp. 33-46
    • Coviello, N.E.1    Brodie, R.J.2    Danaher, P.J.3    Johnston, W.J.4
  • 29
    • 0002369444 scopus 로고    scopus 로고
    • Creating effective university-industry alliances: an organizational learning perspective
    • Cyert R.M., and Goodman P.S. Creating effective university-industry alliances: an organizational learning perspective. Organizational Dynamics 26 4 (1997) 45-57
    • (1997) Organizational Dynamics , vol.26 , Issue.4 , pp. 45-57
    • Cyert, R.M.1    Goodman, P.S.2
  • 30
    • 0009092957 scopus 로고
    • Compatibility in corporate marriages
    • Davis R.E. Compatibility in corporate marriages. Harvard Business Review 46 4 (1968) 86-93
    • (1968) Harvard Business Review , vol.46 , Issue.4 , pp. 86-93
    • Davis, R.E.1
  • 32
    • 0040218852 scopus 로고
    • Corporate culture, customer orientation, and innovativeness in Japanese firms: a quadrad analysis
    • Desphandé R., Farley J.U., and Webster F.E.J. Corporate culture, customer orientation, and innovativeness in Japanese firms: a quadrad analysis. Journal of Marketing 57 January (1993) 23-27
    • (1993) Journal of Marketing , vol.57 , Issue.January , pp. 23-27
    • Desphandé, R.1    Farley, J.U.2    Webster, F.E.J.3
  • 33
    • 0001487639 scopus 로고
    • Organizational culture and marketing: defining the research agenda
    • Desphandé R., and Webster F.E.J. Organizational culture and marketing: defining the research agenda. Journal of Marketing 53 January (1989) 3-15
    • (1989) Journal of Marketing , vol.53 , Issue.January , pp. 3-15
    • Desphandé, R.1    Webster, F.E.J.2
  • 35
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • Doney P.M., and Cannon J.P. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing 61 2 (1997) 35-51
    • (1997) Journal of Marketing , vol.61 , Issue.2 , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 36
    • 0032391195 scopus 로고    scopus 로고
    • A communication-based marketing model for managing relationships
    • Duncan T., and Moriarty S.E. A communication-based marketing model for managing relationships. Journal of Marketing 62 April (1998) 1-13
    • (1998) Journal of Marketing , vol.62 , Issue.April , pp. 1-13
    • Duncan, T.1    Moriarty, S.E.2
  • 37
    • 0002777306 scopus 로고
    • A transaction cost perspective on vertical contractual structure and interchannel competitive strategies
    • Dwyer R.F., and Oh S. A transaction cost perspective on vertical contractual structure and interchannel competitive strategies. Journal of Marketing 52 April (1988) 21-34
    • (1988) Journal of Marketing , vol.52 , Issue.April , pp. 21-34
    • Dwyer, R.F.1    Oh, S.2
  • 38
    • 0345423640 scopus 로고    scopus 로고
    • Customer perceived value: a substitute for satisfaction in business markets?
    • Eggert A., and Ulaga W. Customer perceived value: a substitute for satisfaction in business markets?. Journal of Business and Industrial Marketing 17 2/3 (2002) 107-118
    • (2002) Journal of Business and Industrial Marketing , vol.17 , Issue.2-3 , pp. 107-118
    • Eggert, A.1    Ulaga, W.2
  • 39
    • 0002595550 scopus 로고
    • Structural analysis of models with composite dependent variables
    • Farris P.W., Parry M.E., and Ailawadi K.L. Structural analysis of models with composite dependent variables. Marketing Science 11 1 (1992) 76-94
    • (1992) Marketing Science , vol.11 , Issue.1 , pp. 76-94
    • Farris, P.W.1    Parry, M.E.2    Ailawadi, K.L.3
  • 40
    • 0031533927 scopus 로고    scopus 로고
    • Enhancing communication between marketing and engineering: the moderating role of relative functional integration
    • Fisher R.J., Maltz E., and Jaworski B.J. Enhancing communication between marketing and engineering: the moderating role of relative functional integration. Journal of Marketing 61 July (1997) 54-70
    • (1997) Journal of Marketing , vol.61 , Issue.July , pp. 54-70
    • Fisher, R.J.1    Maltz, E.2    Jaworski, B.J.3
  • 41
    • 0000992172 scopus 로고
    • Using LISREL to evaluate measurement models and scale reliability
    • Fleishman J., and Benson J. Using LISREL to evaluate measurement models and scale reliability. Educational and Psychological Measurement 47 4 (1987) 925-939
    • (1987) Educational and Psychological Measurement , vol.47 , Issue.4 , pp. 925-939
    • Fleishman, J.1    Benson, J.2
  • 42
    • 0000009769 scopus 로고
    • Evaluating structural equation models with unobservable variables and measurement error
    • Fornell C., and Larcker D.F. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18 1 (1981) 39-50
    • (1981) Journal of Marketing Research , vol.18 , Issue.1 , pp. 39-50
    • Fornell, C.1    Larcker, D.F.2
  • 44
    • 0036083912 scopus 로고    scopus 로고
    • An analysis of international business-to-business relationships based on the commitment-trust theory
    • Friman M., Gärling T., Millett B., Mattsson J., and Johnston R. An analysis of international business-to-business relationships based on the commitment-trust theory. Industrial Marketing Management 31 5 (2002) 403-409
    • (2002) Industrial Marketing Management , vol.31 , Issue.5 , pp. 403-409
    • Friman, M.1    Gärling, T.2    Millett, B.3    Mattsson, J.4    Johnston, R.5
  • 45
    • 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 April (1994) 1-19
    • (1994) Journal of Marketing , vol.58 , Issue.April , pp. 1-19
    • Ganesan, S.1
  • 47
    • 0037369037 scopus 로고    scopus 로고
    • Is more always better? An exploration of the differential effects of functional integration on performance in new product development
    • Gomes J.F.S., Weerd-Nederhof P.C., Pearson A.W., and Cunha M.P. Is more always better? An exploration of the differential effects of functional integration on performance in new product development. Technovation 23 3 (2003) 185-191
    • (2003) Technovation , vol.23 , Issue.3 , pp. 185-191
    • Gomes, J.F.S.1    Weerd-Nederhof, P.C.2    Pearson, A.W.3    Cunha, M.P.4
  • 48
    • 0033481637 scopus 로고    scopus 로고
    • The dark side of long-term relationships in marketing services
    • Grayson K., and Ambler T. The dark side of long-term relationships in marketing services. Journal of Marketing Research 36 February (1999) 123-141
    • (1999) Journal of Marketing Research , vol.36 , Issue.February , pp. 123-141
    • Grayson, K.1    Ambler, T.2
  • 49
    • 84905082651 scopus 로고
    • From marketing mix to relationship marketing: towards a paradigm shift in marketing
    • Grönroos C. From marketing mix to relationship marketing: towards a paradigm shift in marketing. Management Decision 32 2 (1994) 4-20
    • (1994) Management Decision , vol.32 , Issue.2 , pp. 4-20
    • Grönroos, C.1
  • 50
    • 84986113560 scopus 로고    scopus 로고
    • Relationship marketing and a new economy: it's time for de-programming
    • Gummesson E. Relationship marketing and a new economy: it's time for de-programming. Journal of Services Marketing 16 7 (2002) 585-589
    • (2002) Journal of Services Marketing , vol.16 , Issue.7 , pp. 585-589
    • Gummesson, E.1
  • 53
    • 0002511933 scopus 로고
    • A model for studying R&D-marketing interface in the production innovation process
    • Gupta A.K., Raj S.P., and Wilemon D. A model for studying R&D-marketing interface in the production innovation process. Journal of Marketing 50 April (1986) 7-17
    • (1986) Journal of Marketing , vol.50 , Issue.April , pp. 7-17
    • Gupta, A.K.1    Raj, S.P.2    Wilemon, D.3
  • 55
    • 84986165915 scopus 로고    scopus 로고
    • Relationship marketing defined? An examination of current relationship marketing definitions
    • Harker M.J. Relationship marketing defined? An examination of current relationship marketing definitions. Marketing Intelligence and Planning 17 1 (1999) 13-20
    • (1999) Marketing Intelligence and Planning , vol.17 , Issue.1 , pp. 13-20
    • Harker, M.J.1
  • 56
    • 34249723346 scopus 로고    scopus 로고
    • Preliminary findings of an investigation into interactions between commercial and scientific occupational cultures in hybrid research organisations
    • Brighton, United Kingdom
    • Hayes, K., Fitzgerald, A., 2005. Preliminary findings of an investigation into interactions between commercial and scientific occupational cultures in hybrid research organisations. In: Sixth CINet Conference, Brighton, United Kingdom.
    • (2005) Sixth CINet Conference
    • Hayes, K.1    Fitzgerald, A.2
  • 57
    • 84992769402 scopus 로고    scopus 로고
    • Understanding relationship marketing outcomes: an integration of relational benefits and relationship quality
    • Hennig-Thurau T., Gwinner K.P., and Gremler D.D. Understanding relationship marketing outcomes: an integration of relational benefits and relationship quality. Journal of Service Research 4 3 (2002) 230-247
    • (2002) Journal of Service Research , vol.4 , Issue.3 , pp. 230-247
    • Hennig-Thurau, T.1    Gwinner, K.P.2    Gremler, D.D.3
  • 58
    • 0037495090 scopus 로고    scopus 로고
    • An exploration of the moderating role of buyer corporate culture in industrial buyer-seller relationships
    • Hewett K., Money R.B., and Sharma S. An exploration of the moderating role of buyer corporate culture in industrial buyer-seller relationships. Journal of the Academy of Marketing Science 30 3 (2002) 229-239
    • (2002) Journal of the Academy of Marketing Science , vol.30 , Issue.3 , pp. 229-239
    • Hewett, K.1    Money, R.B.2    Sharma, S.3
  • 59
    • 0034341457 scopus 로고    scopus 로고
    • Control mechanisms and the relationship life cycle: implications for safeguarding specific investments and developing commitment
    • Jap S.D., and Ganesan S. Control mechanisms and the relationship life cycle: implications for safeguarding specific investments and developing commitment. Journal of Marketing Research 37 May (2000) 227-245
    • (2000) Journal of Marketing Research , vol.37 , Issue.May , pp. 227-245
    • Jap, S.D.1    Ganesan, S.2
  • 60
    • 21144463066 scopus 로고
    • Market orientation: antecedents and consequences
    • Jaworski B.J., and Kohli A.K. Market orientation: antecedents and consequences. Journal of Marketing 57 July (1993) 53-70
    • (1993) Journal of Marketing , vol.57 , Issue.July , pp. 53-70
    • Jaworski, B.J.1    Kohli, A.K.2
  • 61
    • 0000835563 scopus 로고
    • The reliability and validity of key informant data from dyadic relationships in marketing channels
    • John G., and Reve T. The reliability and validity of key informant data from dyadic relationships in marketing channels. Journal of Marketing Research 19 November (1982) 517-524
    • (1982) Journal of Marketing Research , vol.19 , Issue.November , pp. 517-524
    • John, G.1    Reve, T.2
  • 62
    • 22444452646 scopus 로고    scopus 로고
    • Strategic integration in industrial distribution channels: managing the interfirm relationship as a strategic asset
    • Johnson J.L. Strategic integration in industrial distribution channels: managing the interfirm 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
  • 63
    • 0033229032 scopus 로고    scopus 로고
    • International industrial marketing interactions: dyadic and network perspectives
    • Johnston W.J., Lewin J.E., and Spekman R.E. International industrial marketing interactions: dyadic and network perspectives. Journal of Business Research 46 3 (1999) 259-271
    • (1999) Journal of Business Research , vol.46 , Issue.3 , pp. 259-271
    • Johnston, W.J.1    Lewin, J.E.2    Spekman, R.E.3
  • 64
    • 68049115997 scopus 로고    scopus 로고
    • Controlling knowledge flows in international alliances
    • Jordan J. Controlling knowledge flows in international alliances. European Business Journal 16 2 (2004) 70-71
    • (2004) European Business Journal , vol.16 , Issue.2 , pp. 70-71
    • Jordan, J.1
  • 66
    • 0642284973 scopus 로고
    • A rejoinder on evaluating and modifying covariance structure models
    • Kaplan D. A rejoinder on evaluating and modifying covariance structure models. Multivariate Behavioural Research 25 2 (1990) 197-204
    • (1990) Multivariate Behavioural Research , vol.25 , Issue.2 , pp. 197-204
    • Kaplan, D.1
  • 67
    • 23044518593 scopus 로고    scopus 로고
    • On interfirm power, channel climate, and solidarity in industrial distributor-supplier dyads
    • Kim K. On interfirm power, channel climate, and solidarity in industrial distributor-supplier dyads. Journal of the Academy of Marketing Science 28 3 (2000) 388-405
    • (2000) Journal of the Academy of Marketing Science , vol.28 , Issue.3 , pp. 388-405
    • Kim, K.1
  • 68
    • 33745424190 scopus 로고    scopus 로고
    • The impact of psychological contracts upon trust and commitment within supplier-buyer relationships: a social exchange view
    • Kingshott R.P.J. The impact of psychological contracts upon trust and commitment within supplier-buyer relationships: a social exchange view. Industrial Marketing Management 35 6 (2006) 724-739
    • (2006) Industrial Marketing Management , vol.35 , Issue.6 , pp. 724-739
    • Kingshott, R.P.J.1
  • 69
    • 21844498628 scopus 로고
    • Corporate culture, environmental adaptation, and innovation adoption: a qualitative/quantitative approach
    • Kitchell S. Corporate culture, environmental adaptation, and innovation adoption: a qualitative/quantitative approach. Journal of the Academy of Marketing Science 23 3 (1995) 195-205
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.3 , pp. 195-205
    • Kitchell, S.1
  • 70
    • 0007784023 scopus 로고
    • Levels issues in theory development, data collection, and analysis
    • Klein K.J., Dansereau F., and Hall R.J. Levels issues in theory development, data collection, and analysis. Academy of Management Review 19 2 (1994) 195-229
    • (1994) Academy of Management Review , vol.19 , Issue.2 , pp. 195-229
    • Klein, K.J.1    Dansereau, F.2    Hall, R.J.3
  • 72
    • 0003048219 scopus 로고
    • Market orientation: the construct, research propositions, and managerial implications
    • Kohli A.K., and Jaworski B.J. Market orientation: the construct, research propositions, and managerial implications. Journal of Marketing 54 April (1990) 1-18
    • (1990) Journal of Marketing , vol.54 , Issue.April , pp. 1-18
    • Kohli, A.K.1    Jaworski, B.J.2
  • 73
    • 0042851856 scopus 로고    scopus 로고
    • The effects of market orientation on the behaviours of salespersons and purchasers, channel relationships, and performance of manufacturers
    • Langerak F. The effects of market orientation on the behaviours of salespersons and purchasers, channel relationships, and performance of manufacturers. International Journal of Research in Marketing 18 3 (2001) 221-234
    • (2001) International Journal of Research in Marketing , vol.18 , Issue.3 , pp. 221-234
    • Langerak, F.1
  • 74
    • 52449102926 scopus 로고    scopus 로고
    • The sustainability of university-industry research collaboration: an empirical assessment
    • Lee Y.S. The sustainability of university-industry research collaboration: an empirical assessment. Journal of Technology Transfer 25 2 (2000) 111-133
    • (2000) Journal of Technology Transfer , vol.25 , Issue.2 , pp. 111-133
    • Lee, Y.S.1
  • 75
    • 12844269870 scopus 로고    scopus 로고
    • The effect of varying degrees of nonnormality in structural equation modelling
    • Lei M., and Lomax R.D. The effect of varying degrees of nonnormality in structural equation modelling. Structural Equation Modelling 12 1 (2005) 1-27
    • (2005) Structural Equation Modelling , vol.12 , Issue.1 , pp. 1-27
    • Lei, M.1    Lomax, R.D.2
  • 76
    • 84986132599 scopus 로고    scopus 로고
    • The effects of organizational culture and market orientation on the effectiveness of strategic marketing alliances
    • Leisen B., Lilly B., and Winsor R.D. The effects of organizational culture and market orientation on the effectiveness of strategic marketing alliances. Journal of Services Marketing 16 3 (2002) 201-222
    • (2002) Journal of Services Marketing , vol.16 , Issue.3 , pp. 201-222
    • Leisen, B.1    Lilly, B.2    Winsor, R.D.3
  • 77
    • 33846316632 scopus 로고    scopus 로고
    • An exploratory study of exclusive dealing in channel relationships
    • Li Z.G., and Dant R.P. An exploratory study of exclusive dealing in channel relationships. Journal of the Academy of Marketing Science 25 3 (1997) 201-213
    • (1997) Journal of the Academy of Marketing Science , vol.25 , Issue.3 , pp. 201-213
    • Li, Z.G.1    Dant, R.P.2
  • 79
    • 68049141214 scopus 로고    scopus 로고
    • A collaborative interest model of relational coordination and empirical results
    • Oslo
    • Medlin, C.J., Aurifeille, J.-M., Quester, P.G., 2001. A collaborative interest model of relational coordination and empirical results, 2001 IMP Conference: Oslo.
    • (2001) IMP Conference , pp. 2001
    • Medlin, C.J.1    Aurifeille, J.-M.2    Quester, P.G.3
  • 80
    • 0001154055 scopus 로고
    • Relationships between providers and users of market research: the dynamics of trust within and between organizations
    • 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 24 3 (1992) 314-328
    • (1992) Journal of Marketing Research , vol.24 , Issue.3 , pp. 314-328
    • Moorman, C.1    Zaltman, G.2    Deshpande, R.3
  • 81
    • 0346008099 scopus 로고    scopus 로고
    • Determining factors in the success of R&D cooperative agreements between firms and research organisations
    • Mora-Valentín E.M., Montoro-Sánchez A., and Guerras-Martín L.A. Determining factors in the success of R&D cooperative agreements between firms and research organisations. Research Policy 33 1 (2004) 17-40
    • (2004) Research Policy , vol.33 , Issue.1 , pp. 17-40
    • Mora-Valentín, E.M.1    Montoro-Sánchez, A.2    Guerras-Martín, L.A.3
  • 82
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan R.M., and Hunt S.D. The commitment-trust theory of relationship marketing. Journal of Marketing 58 3 (1994) 20-38
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 83
    • 0000396442 scopus 로고
    • A cognitive model of the antecedents and consequences of satisfaction decisions
    • Oliver R.L. A cognitive model of the antecedents and consequences of satisfaction decisions. Journal of Marketing Research 17 November (1980) 460-469
    • (1980) Journal of Marketing Research , vol.17 , Issue.November , pp. 460-469
    • Oliver, R.L.1
  • 84
    • 84989012912 scopus 로고
    • Interfirm diversity, organizational learning and longevity in global strategic alliances
    • Parkhe A. Interfirm diversity, organizational learning and longevity in global strategic alliances. Journal of International Business Studies 22 4 (1991) 579-601
    • (1991) Journal of International Business Studies , vol.22 , Issue.4 , pp. 579-601
    • Parkhe, A.1
  • 85
    • 0031314022 scopus 로고    scopus 로고
    • Modelling the relationship between perceived value, satisfaction and repurchase intentions in a business-to-business, services context: an empirical examination
    • Patterson P.G., and Spreng R.A. Modelling the relationship between perceived value, satisfaction and repurchase intentions in a business-to-business, services context: an empirical examination. International Journal of Service Industry Management 8 5 (1997) 414-434
    • (1997) International Journal of Service Industry Management , vol.8 , Issue.5 , pp. 414-434
    • Patterson, P.G.1    Spreng, R.A.2
  • 86
    • 84990330515 scopus 로고    scopus 로고
    • Relationship marketing and university-industry linkages: a conceptual framework
    • Plewa C., Quester P.G., and Baaken T. Relationship marketing and university-industry linkages: a conceptual framework. Marketing Theory 5 4 (2005) 431-454
    • (2005) Marketing Theory , vol.5 , Issue.4 , pp. 431-454
    • Plewa, C.1    Quester, P.G.2    Baaken, T.3
  • 87
    • 33751538353 scopus 로고    scopus 로고
    • Relationship quality as a predictor of B2B customer loyalty
    • Rauyruen P., and Miller K.E. Relationship quality as a predictor of B2B customer loyalty. Journal of Business Research 60 1 (2007) 21-31
    • (2007) Journal of Business Research , vol.60 , Issue.1 , pp. 21-31
    • Rauyruen, P.1    Miller, K.E.2
  • 88
    • 84980302007 scopus 로고
    • Organizational culture as related to industry, position and performance: a preliminary report
    • Reynolds P.D. Organizational culture as related to industry, position and performance: a preliminary report. Journal of Management Studies 23 3 (1986) 333-345
    • (1986) Journal of Management Studies , vol.23 , Issue.3 , pp. 333-345
    • Reynolds, P.D.1
  • 91
    • 68049134816 scopus 로고    scopus 로고
    • The measurement of latent and composite variables from multiple items or indicators: Applications in performance indicator systems
    • Melbourne
    • Rowe, K., 2002. The measurement of latent and composite variables from multiple items or indicators: applications in performance indicator systems, Royal Melbourne Institute of Technology Seminar Series, Melbourne.
    • (2002) Royal Melbourne Institute of Technology Seminar Series
    • Rowe, K.1
  • 92
    • 31244437596 scopus 로고    scopus 로고
    • Firm size and technology centrality in industry-university interactions
    • Santoro M., and Chakrabarti A.K. Firm size and technology centrality in industry-university interactions. Research Policy 31 7 (2002) 1163-1180
    • (2002) Research Policy , vol.31 , Issue.7 , pp. 1163-1180
    • Santoro, M.1    Chakrabarti, A.K.2
  • 94
    • 33846654487 scopus 로고    scopus 로고
    • Measuring inter-organizational trust - a critical review of the empirical research in 1990-2003
    • Seppänen R., Blomqvist K., and Sundqvist S. Measuring inter-organizational trust - a critical review of the empirical research in 1990-2003. Industrial Marketing Management 36 2 (2007) 249-265
    • (2007) Industrial Marketing Management , vol.36 , Issue.2 , pp. 249-265
    • Seppänen, R.1    Blomqvist, K.2    Sundqvist, S.3
  • 95
    • 0039043606 scopus 로고
    • Predicting purchase quantities: further investigation of the Juster scale
    • Seymor P., and Brennan M. Predicting purchase quantities: further investigation of the Juster scale. Marketing Bulletin 5 May (1994) 21-36
    • (1994) Marketing Bulletin , vol.5 , Issue.May , pp. 21-36
    • Seymor, P.1    Brennan, M.2
  • 96
    • 84986058156 scopus 로고    scopus 로고
    • The impact of communication effectiveness and service quality on relationship commitment in consumer, professional services
    • Sharma N., and Patterson P.G. The impact of communication effectiveness and service quality on relationship commitment in consumer, professional services. Journal of Services Marketing 13 2 (1999) 151-170
    • (1999) Journal of Services Marketing , vol.13 , Issue.2 , pp. 151-170
    • Sharma, N.1    Patterson, P.G.2
  • 98
    • 84867972841 scopus 로고    scopus 로고
    • Assessing the impact of organizational practices on the relative productivity of university technology transfer offices: an exploratory study
    • Siegel D.S., Waldmann D., and Link A. Assessing the impact of organizational practices on the relative productivity of university technology transfer offices: an exploratory study. Research Policy 32 1 (2003) 27-48
    • (2003) Research Policy , vol.32 , Issue.1 , pp. 27-48
    • Siegel, D.S.1    Waldmann, D.2    Link, A.3
  • 99
    • 0031539651 scopus 로고    scopus 로고
    • The effects of organizational differences and trust on the effectiveness of selling partner relationships
    • 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 January (1997) 3-21
    • (1997) Journal of Marketing , vol.61 , Issue.January , pp. 3-21
    • Smith, J.B.1    Barclay, D.W.2
  • 100
    • 0031488068 scopus 로고    scopus 로고
    • A cross-national comparative study of new product development processes: Japan and the United States
    • Song X.M., and Parry M.R. A cross-national comparative study of new product development processes: Japan and the United States. Journal of Marketing 61 April (1997) 1-18
    • (1997) Journal of Marketing , vol.61 , Issue.April , pp. 1-18
    • Song, X.M.1    Parry, M.R.2
  • 102
    • 34547772406 scopus 로고    scopus 로고
    • Studying change and dynamics in business relationships - the processual case study approach
    • Bath, United Kingdom
    • Tikkanen, H., Tuominen, P., 2000. Studying change and dynamics in business relationships - the processual case study approach. In: 16th Annual IMP Conference, Bath, United Kingdom.
    • (2000) 16th Annual IMP Conference
    • Tikkanen, H.1    Tuominen, P.2
  • 103
    • 20344395325 scopus 로고    scopus 로고
    • The impact of channel function performance on buyer-seller relationships in marketing channels
    • Van Bruggen G.H., Kacker M., and Nieuwlaat C. The impact of channel function performance on buyer-seller relationships in marketing channels. International Journal of Research in Marketing 22 2 (2005) 141-158
    • (2005) International Journal of Research in Marketing , vol.22 , Issue.2 , pp. 141-158
    • Van Bruggen, G.H.1    Kacker, M.2    Nieuwlaat, C.3
  • 104
    • 33746532494 scopus 로고    scopus 로고
    • Relationship marketing and the challenge of dialogical interaction
    • Varey R.J., and Ballantyne D. Relationship marketing and the challenge of dialogical interaction. Journal of Relationship Marketing 4 3-4 (2005) 11-28
    • (2005) Journal of Relationship Marketing , vol.4 , Issue.3-4 , pp. 11-28
    • Varey, R.J.1    Ballantyne, D.2
  • 105
    • 33745425695 scopus 로고    scopus 로고
    • The impact of satisfaction, trust, and relationship value on commitment: Theoretical considerations and empirical results
    • Bath, United Kingdom
    • Walter, A., Mueller, T.A., Helfert, G., 2000. The impact of satisfaction, trust, and relationship value on commitment: theoretical considerations and empirical results. In: 16th Annual IMP Conference, Bath, United Kingdom.
    • (2000) 16th Annual IMP Conference
    • Walter, A.1    Mueller, T.A.2    Helfert, G.3
  • 106
    • 0040455156 scopus 로고    scopus 로고
    • Corporate cultural fit and performance in mergers and acquisitions
    • Weber Y. Corporate cultural fit and performance in mergers and acquisitions. Human Relations 49 9 (1996) 1181-1202
    • (1996) Human Relations , vol.49 , Issue.9 , pp. 1181-1202
    • Weber, Y.1
  • 108
    • 0008637425 scopus 로고
    • Sampling by referral in dispersed population
    • Welch S. Sampling by referral in dispersed population. Public Opinion Quarterly 39 2 (1975) 237-245
    • (1975) Public Opinion Quarterly , vol.39 , Issue.2 , pp. 237-245
    • Welch, S.1
  • 109
    • 57849110256 scopus 로고    scopus 로고
    • Evaluating a model of industrial relationship performance: A comparison of European and Chinese results using the IMP data base
    • Wiley J., Wilkinson I., and Young L. Evaluating a model of industrial relationship performance: A comparison of European and Chinese results using the IMP data base. Australasian Marketing Journal 13 2 (2005) 49-60
    • (2005) Australasian Marketing Journal , vol.13 , Issue.2 , pp. 49-60
    • Wiley, J.1    Wilkinson, I.2    Young, L.3
  • 110
    • 0010481542 scopus 로고    scopus 로고
    • Understanding organisational culture and the implications for corporate marketing
    • Wilson A.M. Understanding organisational culture and the implications for corporate marketing. European Journal of Marketing 35 3/4 (2001) 353-367
    • (2001) European Journal of Marketing , vol.35 , Issue.3-4 , pp. 353-367
    • Wilson, A.M.1
  • 111
    • 0001603414 scopus 로고
    • The role of trust and co-operation in marketing channels: a preliminary study
    • Young C.L., and Wilkinson I.F. The role of trust and co-operation in marketing channels: a preliminary study. European Journal of Marketing 23 2 (1989) 109-122
    • (1989) European Journal of Marketing , vol.23 , Issue.2 , pp. 109-122
    • Young, C.L.1    Wilkinson, I.F.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.