Buyers' perspectives of buyer-seller relationship development

Industrial Marketing Management

Volumn 39, Issue 2, 2010, Pages 252-263

  Claycomb, Cindy ^a   Frankwick, Gary L ^b  

^a WICHITA STATE UNIVERSITY   (United States)

^b OKLAHOMA STATE UNIVERSITY   (United States)

Author keywords

Buyer seller relationships; Interaction theory; Network theory; Relationship development

Indexed keywords

EID: 75749148862     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2008.08.004     Document Type: Article

References (73)

1. Anderson J.C., and Narus J.A. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing 54 (1990, January) 42-58
2. Anderson E., and Weitz B. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research 29 (1992, February) 18-34
3. Armstrong J.S., and Overton T.S. Estimating nonresponse bias in mail surveys. Journal of Marketing Research 14 (1977, August) 396-402
4. Arndt J. Toward a concept of domesticated markets. Journal of Marketing 43 (1979, Fall) 69-75
5. Bagozzi R.P., and Yi Y. On the evaluation of structural equation models. Journal of Academy of Marketing Science 16 1 (1988) 74-94
6. Bello D.C., Lohtia R., and Dant S.P. Collaborative relationships for component development: the role of strategic issues, production costs, and transaction costs. Journal of Business Research 46 3 (1999) 15-31
7. Bentler P., and Chou C. Practical issues in structural modeling. Sociological Methods and Research 16 (1987, August) 78-117
8. Bonoma T.V., and Johnston W.J. The social psychology of industrial buying and selling. Industrial Marketing Management 17 (1978, November) 213-224
9. Campbell D.T. The informant in quantitative research. American Journal of Sociology 60 4 (1955) 339-342
10. Campbell N.C.G. An interaction approach to organizational buying behavior. Journal of Business Research 13 (1985, January) 35-48
11. Croom S.R. The dyadic capabilities concept: examining the processes of key supplier involvement in collaborative product development. European Journal of Purchasing and Supply Management 7 1 (2001) 29-37
12. Duncan R.B. Characteristics of organizational environments and perceived environmental uncertainty. Administrative Science Quarterly 17 (1972, September) 313-327
13. Duncan R.B. Multiple decision-making structures in adapting to environmental uncertainty. Human Relations 26 3 (1973) 273-291
14. Dwyer F.R., Schurr P.H., and Oh S. Developing buyer-seller relationships. Journal of Marketing 51 2 (1987) 11-27
15. Dyer J., and Singh H. The relational view: cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review 23 4 (1998) 660-679
16. Eggert A., Ulaga W., and Schultz F. Value creation in the relationship life cycle: a quasi-longitudinal analysis. Industrial Marketing Management 35 1 (2006) 20-27
17. Ellram L. Total cost of ownership: elements and implementation. International Journal of Purchasing and Materials Management 29 (1993, Fall) 3-11
18. Fombrun C.J. Reputation: Realizing Value from the Corporate Image (1996), Harvard Business School Press, Boston
19. Ford D. The development of buyer-seller relations in industrial markets. European Journal of Marketing 14 5-6 (1980) 339-353
20. 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
21. Frazier G.L. Interorganizational exchange behavior in marketing channels: a broadened perspective. Journal of Marketing 47 4 (1983) 68-78
22. Frazier G.L., and Rody R.C. The use of influence strategies in interfirm relationships in industrial product channels. Journal of Marketing 55 1 (1991) 52-69
23. Galbraith J. Designing Complex Organizations (1973), Addison-Wesley Publishing Company, Reading, MA
24. Ganesan S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 58 April (1994) 1-19
25. Gerbing D.W., and Anderson J.C. An updated paradigm for scale development incorporating unidimensionality and its assessment. Journal of Marketing Research 25 May (1988) 186-192
26. Grönroos C. The relationship marketing process: communication, interaction, dialogue, value. The Journal of Business & Industrial Marketing 19 2 (2004) 99-113
27. Gross A.C., Banting P.M., Meredith L.N., and Ford I.D. Business Marketing (1993), Houghton-Mifflin Company, Dallas, TX
28. Gundlach G.T., and Cadotte E.R. Exchange interdependence and interfirm interaction: research in a simulated channel setting. Journal of Marketing Research 31 4 (1994) 516-532
29. Häkansson H. International Marketing and Purchasing of Industrial Goods: An Interaction Approach (1982), John Wiley and Sons, New York, NY
30. Heide J.B. Interorganizational governance in marketing channels. Journal of Marketing 58 1 (1994) 71-85
31. Heide J.B., and John G. The role of dependence balancing in safeguarding transaction-specific assets in conventional channels. Journal of Marketing 52 1 (1988) 20-35
32. Heide J.B., and John G. Alliances in industrial purchasing: the determinants of joint action in buyer-supplier relationships. Journal of Marketing Research 27 1 (1990) 24-36
33. Heide J.B., and Stump R.L. Performance implications of buyer-supplier relationships in industrial markets: a transaction cost explanation. Journal of Business Research 32 1 (1995) 57-66
34. Jackson B.B. Build customer relationships that last. Harvard Business Review 63 (1985, November-December) 120-128
35. Janda S., Murray J.B., and Burton S. Manufacturer-supplier relationships: an empirical test of a model of buyer outcomes. Industrial Marketing Management 31 2 (2002) 411-420
36. 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 2 (2000) 227-245
37. Johanson J., and Mattsson L. Interorganizational relations in industrial systems: a network approach compared with the transaction-cost approach. International Studies of Management and Organization 17 1 (1987) 34-48
38. Jöreskog K.G., and Sörbom D. LISREL 8.8: User's Reference Guide (2006), Scientific Software International, Chicago, IL
39. Kennington C., and Sekhon H. Buyer seller relationships in the UK insurance market: does performance match market share. Journal of Financial Services Marketing 5 1 (2000) 40-48
40. Lam P., and Chin K. Identifying and prioritizing critical success factors for conflict management in collaborative new product development. Industrial Marketing Management 34 8 (2005) 761-772
41. Lambe C.J., Spekman R.E., and Hunt S.D. Alliance competence, resources, and alliance success: conceptualization, measurement, and initial test. Journal of Academy of Marketing Science 30 2 (2002) 141-158
42. Lambe C.J., Wittman C.M., and Spekman R.E. Social exchange theory and research on business-to-business relational exchange. Journal of Business-to-Business Marketing 8 3 (2001) 1-36
43. Larson A. Network dyads in entrepreneurial settings: a study of the governance of exchange relationships. Administrative Science Quarterly 37 1 (1992) 76-104
44. McCabe D.L. Buying group structure: constriction at the top. Journal of Marketing 51 (1987,October) 89-98
45. McLoughlin D., and Horan C. Markets-as-networks: notes on a unique understanding. Journal of Business Research 55 7 (2002) 535-543
46. Metcalf L.E., Frear C., and Krishnan R. Buyer-seller relationships: an application of the imp interaction model. European Journal of Marketing 26 2 (1992) 27-46
47. Mohr J.J., Fisher R.J., and Nevin J.R. Collaborative communication in interfirm relationships: moderating effects of integration and control. Journal of Marketing 60 (1996, July) 103-115
48. Mohr J., and Spekman R. Characteristics of partnership success: partnership attributes, communication behavior, and conflict resolution. Strategic Management Journal 15 2 (1994) 135-152
49. Möller K., and Halinen A. Relationship marketing theory: its roots and direction. Journal of Marketing Management 16 1-3 (2000) 29-54
50. Moorman C., and Miner A.S. The impact of organizational memory on new product performance and creativity. Journal of Marketing Research 34 February (1997) 91-106
51. Nesheim T. Externalization of the core: antecedents of collaborative relationships with suppliers. European Journal of Purchasing and Supply Management 7 4 (2001) 217-225
52. Noordewier T.G., John G., and Nevin J.R. Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing 54 4 (1990) 80-94
53. Nunlee M.P. The control of intra-channel opportunism through the use of inter-channel communication. Industrial Marketing Management 34 5 (2005) 515-525
54. Nunnally J.C. Psychometric Theory. second ed. (1978), McGraw-Hill Publishing Co., New York
55. Powell W.W. Hybrid organizational arrangements: new form or transitional development?. California Management Review 30 1 (1987) 67-87
56. Rosson P.J., and Ford I.D. Manufacturer-overseas distributor relations and export performance. Journal of International Business Studies 13 2 (1982) 57-72
57. Scanzoni J. Social exchange and behavioral interdependence in social exchange in developing relationships. In: Burgess R.L., and Houston T.L. (Eds) (1979), Academic Press, New York 61-98
58. Selnes F. Antecedents and consequences of trust and satisfaction in buyer-seller relationships. European Journal of Marketing 32 3/4 (1998) 306-322
59. Simpson J.T., and Wren B.M. Buyer-seller relationships in the wood products industry. Journal of Business Research 39 1 (1997) 45-51
60. Sriram V., Krapfel R., and Spekman R. Antecedents to buyer-supplier collaboration: an analysis from the buyer's perspective. Journal of Business Research 25 (1992, December) 303-320
61. Sriram V., and Mummalaneni V. Determinants of source loyalty in buyer-seller relationships. Journal of Purchasing and Materials Management 26 4 (1990) 21-26
62. Turnbull P.W., and Cunningham M.T. International Marketing and Purchasing: A Survey among Marketing and Purchasing Executives in Five European Countries (1981), MacMillan, London
63. Wathne K.H., Biong H., and Heide J.B. Choice of supplier in embedded markets: relationship and marketing program effects. Journal of Marketing 65 2 (2001) 54-66
64. Webster Jr. F.E. The changing role of marketing in the corporation. Journal of Marketing 56 4 (1992) 1-17
65. Weiss A.M., and Heide J.B. The nature of organizational search in high technology markets. Journal of Marketing Research 30 2 (1993) 220-233
66. Weitz B.A., and Jap S.D. Relationship marketing and distribution channels. Journal of Academy of Marketing Science 23 4 (1995) 305-320
67. Williamson O.E. The economics of organization: the transaction cost approach. American Journal of Sociology 87 3 (1981) 548-577
68. Williamson O.E. The Economic Institutions of Capitalism (1985), The Free Press, New York
69. Williamson, O.E. Transaction Cost Economics in Handbook of Industrial Organization. Richard Schmalensee & Robert D. Willig, eds., Elsevier Science Publishers North-Holland, Amsterdam, 1988, pp. 136-182.
70. Williamson O.E. Comparative economic organization: the analysis of discrete structural alternatives. Administrative Science Quarterly 36 (1991, June) 269-296
71. Wilson D.T. An integrated model of buyer-seller relationships. Journal of Academy of Marketing Science 23 4 (1995) 335-345
72. Winkleman M. The right stuff. The Chief Executive 143 (1999, April) 180-181
73. Wong A., Tjosvold D., and Zhang P. Developing relationships in strategic alliances: commitment to quality and cooperative interdependence. Industrial Marketing Management 34 7 (2005) 722-731