Industrial manufacturer - Customer relationships: The discriminating role of the buying situation

Industrial Marketing Management

Volumn 33, Issue 8, 2004, Pages 731-742

  Leonidou, Leonidas C ^a  

^a UNIVERSITY OF CYPRUS   (Cyprus)

Author keywords

Business relationship; Buying situation; Industrial marketing; Relationship atmosphere

Indexed keywords

EID: 7044286446     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2004.01.004     Document Type: Article

References (56)

1. Achrol R.S. Stern L.W. Environmental determinants of decision-making uncertainty in marketing channels Journal of Marketing Research 25 1988, February 26-50
2. Anderson E. Chu W. Weitz B. Industrial purchasing: An empirical exploration of the buyclass framework Journal of Marketing 51 1987 71-86
3. Anderson J.C. Narus J.A. A model of the distributor's perspective of distributor-manufacturer working relationships Journal of Marketing 48 1984, Fall 62-74
4. Anderson J.C. Narus J.A. A model of distributor firm and manufacturer firm working relationships Journal of Marketing 54 1990, January 42-58
5. Anderson J.C. Weitz B. The use of pledges to build and sustain commitment in distribution channels Journal of Marketing Research 29 1992, February 18-34
6. Armstrong J.S. Overton T.S. Estimating nonresponse bias in mail surveys Journal of Marketing Research 14 3 1977 396-402
7. Bejou D. Relationship marketing: Evolution, present state, and future Psychology and Marketing 14 8 1997 727-735
8. Buchanan L. Vertical trade relationships: The role of dependence and symmetry in attaining organizational goals Journal of Marketing Research 26 1992, February 65-75
9. Childers T.L. Ruekert R.W. The meaning and determinants of cooperation within an interorganizational marketing network In: Bush R.F. Hunt S.D. (Eds.) Marketing theory: Philosophy of science perspectives 1982 116-119 American Marketing Association Chicago, IL
10. Cravens D.W. Piercy N.F. Strategic marketing 2003 McGraw-Hill/Irwin USA
11. Cunningham M.T. International marketing and purchasing of industrial goods-Features of European research project European Journal of Marketing 14 5/6 1980 322-339
12. Doney P.M. Cannon J.P. An examination of the nature of trust in buyer-seller relationships Journal of Marketing 61 2 1997 35-51
13. Dwyer F.R. Are two better than one? Bargaining behavior and outcomes in an asymmetrical power relationship Journal of Consumer Research 11 1984, September 680-693
14. Dwyer F.R. Schurr P.H. Oh S. Developing buyer-seller relationships Journal of Marketing 51 2 1987 1-27
15. Etgar M. Sources and types of intrachannel conflict Journal of Retailing 55 1 1979 61-78
16. Ford I.D. The development of buyer-seller relationships in industrial markets European Journal of Marketing 14 5/6 1980 339-353
17. Ford I.D. Buyer/seller relationships in international industrial markets Industrial Marketing Management 13 1984 101-112
18. Ford I.D. Understanding business markets 1997 Dryden Press London
19. Ford I.D. Gadde L.-E. Håkansson H. Lundgren A. Shehota I. Turnbull P. Wilson D. Managing business relationships 1998 Wiley Chichester
20. Frazier G.L. On the measurement of interfirm power in channels of distribution Journal of Marketing Research 20 2 1983 158-166
21. Ganesan S. Determinants of long-term orientation in buyer-seller relationships Journal of Marketing 58 1994, April 1-19
22. Grönroos C. From marketing mix to relationship marketing: Towards a paradigm shift in marketing Management Decision 32 2 1994 4-20
23. Gundlach G.T. Achrol R.V. Mentzer J.T. The structure of commitment in exchange Journal of Marketing 59 1995, January 78-92
24. Håkansson H. (Ed.) International marketing and purchasing of industrial goods 1982 Wiley Chichester
25. Hallén L. Johanson J. Seyed-Mohamed N. Interfirm adaptation in business relationships Journal of Marketing 55 1991, April 29-37
26. Hallén L. Sandström M. Relationship atmosphere in international business In: Paliwoda S.J. (Ed.) New perspectives on international marketing 1991 108-125 Routledge London
27. Han S.-L. Wilson D.T. Dant S.P. Buyer-supplier relationships today Industrial Marketing Management 22 1993 331-338
28. Heide J.B. John G. The role of dependence balancing in safeguarding transaction-specific assets in conventional channels Journal of Marketing 52 1988, January 20-35
29. Heide J.B. Stump R.L. Performance implications of buyer-seller relationships in industrial markets: A transaction cost explanation Journal of Business Research 32 1995, January 57-66
30. Hougaard S. Bjerre M. Strategic relationship marketing 2002 Springer-Verlag Berlin
31. ICAP Greek financial directory-Manufacturing 2001 ICAP Hellas AE Athens
32. Johanson J. Wiedersheim-Paul F. The internationalisation of the firm: Four Swedish cases Journal of Management Studies 1975, October 305-322
33. Kale S.H. Manufacturer's power and influence strategies within distribution channels in a developing country Journal of Marketing Research 23 1986, November 387-393
34. Kidder L.H. Research methods in social relations 1981 Holt-Saunders Japan
35. Kim K. Frazier G.L. On distributor commitment in industrial channels of distribution: A multicomponent approach Psychology and Marketing 14 8 1997 847-877
36. Kotler P. Armstrong G. Principles of marketing 2003 Prentice-Hall New Jersey
37. Lusch R.F. Franchise satisfaction: Causes and consequences International Journal of Physical Distribution 7 3 1976 128-140
38. Metcalf L.E. Frear C.R. Krishnan R. Buyer-seller relationships: An application of the IMP interaction model European Journal of Marketing 26 2 1992 27-46
39. Mohr J. Nevin J.R. Communication strategies in marketing channels: A theoretical perspective Journal of Marketing 54 4 1990 36-51
40. Moorman C. Zaltman G. Deshpande R. Relationships between providers and users: The dynamics of trust within and between organizations Journal of Marketing Research 29 1992, August 314-328
41. Morgan R.M. Hunt S.D. The commitment-trust theory of relationship marketing Journal of Marketing 58 1994, July 20-38
42. Nunally J.C. Bernstein I.H. Psychometric theory 1994 McGraw-Hill New York
43. Raven P. Tansuhaj P. McCullough J. Effects of power in export channels Journal of Global Marketing 7 2 1993 97-116
44. Robincheaux R.A. El-Ansary A.I. A general model of understanding channel member behavior Journal of Retailing 52 1975, Winter 13-30
45. Robinson P.J. Faris C.W. Wind Y. Industrial buying and creative marketing 1967 Allyn & Bacon Boston
46. Rosson P.J. Ford I.D. Manufacturer-overseas distributor relations and export performance Journal of International Business Studies 1982, Fall 57-72
47. Ruekert R.W. Churchill G.A. Jr. Reliability and validity of alternative measures of channel member satisfaction Journal of Marketing Research 21 2 1984 226-233
48. Selnes F. Antecedents and consequences of trust and satisfaction in buyer-seller relationships European Journal of Marketing 32 3/4 1998 305-322
49. Sheth J.N. A model of industrial buyer behavior Journal of Marketing 37 1973, October 50-56
50. Sheth J.N. Parvatiyar A. The evolution of relationship marketing International Business Review 4 4 1995 397-415
51. Sheth J.N. Sharma A. Supplier relationships: Emerging issues and challenges Industrial Marketing Management 26 1997 91-100
52. Stern L.W. Reve T. Distribution channels as political economies: A framework for comparative analysis Journal of Marketing 44 1980, Summer 52-64
53. Webster F.E. The changing role of marketing in the corporation Journal of Marketing 56 1992 1-17
54. Webster F.E. Wind Y. A general model of understanding organizational buying behavior Journal of Marketing 36 1972, April 12-19
55. Wilson D.T. Mummalaneni V. Bonding and commitment in buyer-seller relationships: A preliminary conceptualization Industrial Marketing and Purchasing 1 3 1986 44-58
56. World Bank World tables 2002 John Hopkins University Press Baltimore, MD