메뉴 건너뛰기




Volumn 27, Issue 3, 2011, Pages 117-136

Partnerships, suppliers and coercive influence

Author keywords

Influence; Partnerships; Suppliers

Indexed keywords


EID: 79954547685     PISSN: 08927626     EISSN: None     Source Type: Journal    
DOI: 10.19030/jabr.v27i3.4218     Document Type: Article
Times cited : (3)

References (39)
  • 1
    • 0001780926 scopus 로고
    • A model of the distributor perspective of distributor manufacturer working relationships
    • Fall
    • Anderson, J.C. and Narus, J.A. (1984), "A model of the distributor perspective of distributor manufacturer working relationships", Journal of Marketing, Vol. 48 Fall, pp. 62-74.
    • (1984) Journal of Marketing , vol.48 , pp. 62-74
    • Anderson, J.C.1    Narus, J.A.2
  • 2
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • January
    • Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working partnerships", Journal of Marketing, Vol. 54 January, pp. 42-58.
    • (1990) Journal of Marketing , vol.54 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 3
    • 84968146837 scopus 로고
    • Partnering as a focused market strategy
    • Anderson, J.C. and Narus, J.A. (1991), "Partnering as a focused market strategy", California Management Review, Vol. 33 No. 3, pp. 95-113.
    • (1991) California Management Review , vol.33 , Issue.3 , pp. 95-113
    • Anderson, J.C.1    Narus, J.A.2
  • 5
    • 0002582013 scopus 로고
    • Power, bureaucracy, influence, and performance
    • Boyle, B.F. and Dwyer, F.R. (1995), "Power, bureaucracy, influence, and performance", Journal of Business Research, Vol. 32 No. 3, pp. 189-201.
    • (1995) Journal of Business Research , vol.32 , Issue.3 , pp. 189-201
    • Boyle, B.F.1    Dwyer, F.R.2
  • 6
    • 0010128479 scopus 로고
    • Influence strategies in marketing channels: Measures and use in different relationship structures
    • Boyle, B.F., Dwyer, F.R., Robicheaux, R.A. and Simpson, J.T. (1992), "Influence strategies in marketing channels: Measures and use in different relationship structures", Journal of Marketing Research, Vol. 29 No. 4, pp. 462-473.
    • (1992) Journal of Marketing Research , vol.29 , Issue.4 , pp. 462-473
    • Boyle, B.F.1    Dwyer, F.R.2    Robicheaux, R.A.3    Simpson, J.T.4
  • 8
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • April
    • Dwyer, F.R., Paul, H., Schur, T. and Sejo, O. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51 April, pp. 11-27.
    • (1987) Journal of Marketing , vol.51 , pp. 11-27
    • Dwyer, F.R.1    Paul, H.2    Schur, T.3    Sejo, O.4
  • 9
    • 0010857284 scopus 로고
    • The two sides of the tactics of influence: Agent v/s target
    • Erez, M., Rim, Y. and Keider, I. (1986), "The two sides of the tactics of influence: Agent v/s target", Journal of Occupational Psychology, Vol. 59, pp. 25-39.
    • (1986) Journal of Occupational Psychology , vol.59 , pp. 25-39
    • Erez, M.1    Rim, Y.2    Keider, I.3
  • 10
    • 0001552440 scopus 로고
    • Consequences for managers of using single influence tactics and combinations of tactics
    • Falbe, C.M. and Yukl, G. (1992), "Consequences for managers of using single influence tactics and combinations of tactics", Academy of Management Journal, Vol. 35 No. 3, pp. 638-652.
    • (1992) Academy of Management Journal , vol.35 , Issue.3 , pp. 638-652
    • Falbe, C.M.1    Yukl, G.2
  • 11
    • 0030194281 scopus 로고    scopus 로고
    • Influence strategies in organisational buying decisions
    • Farrell, M.A. and Schroder, W. (1996), "Influence strategies in organisational buying decisions", Industrial Marketing Management, Vol. 25 No. 4, pp. 293-303.
    • (1996) Industrial Marketing Management , vol.25 , Issue.4 , pp. 293-303
    • Farrell, M.A.1    Schroder, W.2
  • 12
    • 0002982962 scopus 로고
    • The use of influence strategies in inter-firm relationships in industrial product channels
    • Frazier, G. and Rody, R. (1991), "The use of influence strategies in inter-firm relationships in industrial product channels", Journal of Marketing, Vol. 55 No. 1, pp. 52-69.
    • (1991) Journal of Marketing , vol.55 , Issue.1 , pp. 52-69
    • Frazier, G.1    Rody, R.2
  • 13
    • 0002982960 scopus 로고
    • Inter-firm influence strategies and their application within distribution channels
    • Frazier, G. and Summers, J. (1984), "Inter-firm influence strategies and their application within distribution channels", Journal of Marketing, Vol. 48 No. 3, pp. 43-55.
    • (1984) Journal of Marketing , vol.48 , Issue.3 , pp. 43-55
    • Frazier, G.1    Summers, J.2
  • 14
    • 0001417215 scopus 로고
    • Perceptions of inter-firm power and its use within a franchise channel of distribution
    • Frazier, G.L. and Summers, J.D. (1986), "Perceptions of inter-firm power and its use within a franchise channel of distribution", Journal of Marketing Research, Vol. 23, pp. 169-176.
    • (1986) Journal of Marketing Research , vol.23 , pp. 169-176
    • Frazier, G.L.1    Summers, J.D.2
  • 16
    • 76749169741 scopus 로고    scopus 로고
    • Supplier satisfaction and commitment: The role of influence strategies and supplier development
    • Ghijsen, P.W., Semeijn, J., and Ernstson, S. (2010), "Supplier satisfaction and commitment: The role of influence strategies and supplier development", Journal of Purchasing & Supply Management, Vol. 16, pp. 17-26.
    • (2010) Journal of Purchasing & Supply Management , vol.16 , pp. 17-26
    • Ghijsen, P.W.1    Semeijn, J.2    Ernstson, S.3
  • 17
    • 0005475013 scopus 로고
    • Does familiarity breed trust? The implications of repeated ties for contractual choice in alliances
    • Gulati, R. (1995), "Does familiarity breed trust? The implications of repeated ties for contractual choice in alliances", Academy of Management Journal, Vol. 38 No. 1, pp. 85-112.
    • (1995) Academy of Management Journal , vol.38 , Issue.1 , pp. 85-112
    • Gulati, R.1
  • 18
    • 33644609031 scopus 로고    scopus 로고
    • Temporary agency work and HRM in Australia: Cooperation, specialization and satisfaction for the good of all?
    • Hall, R. (2006), "Temporary agency work and HRM in Australia: Cooperation, specialization and satisfaction for the good of all?", Personnel Review, Vol. 35 No. 2, pp. 158-174.
    • (2006) Personnel Review , vol.35 , Issue.2 , pp. 158-174
    • Hall, R.1
  • 19
    • 0000835563 scopus 로고
    • The reliability and validity of key informant data from dyadic relationships in marketing channels
    • John, G. and Reve, T. (1982), "The reliability and validity of key informant data from dyadic relationships in marketing channels", Journal of Marketing Research, Vol. 19 No. 4, pp. 517-524.
    • (1982) Journal of Marketing Research , vol.19 , Issue.4 , pp. 517-524
    • John, G.1    Reve, T.2
  • 20
    • 84976167508 scopus 로고
    • Reciprocity in international relations
    • Keohane, R. (1986), "Reciprocity in international relations", International Organization, Vol. 40 No. 1, pp. 1-27.
    • (1986) International Organization , vol.40 , Issue.1 , pp. 1-27
    • Keohane, R.1
  • 21
    • 0002524290 scopus 로고
    • The language of persuasion
    • April
    • Kipnis, D. and Schmidt, S.M. (1985), "The language of persuasion", Psychology Today, April, pp. 40-46.
    • (1985) Psychology Today , pp. 40-46
    • Kipnis, D.1    Schmidt, S.M.2
  • 22
    • 33947388234 scopus 로고
    • Intra-organizational influence tactics: Explorations in getting one's way
    • Kipnis, D., Schmidt, S. and Wilkinson, I. (1980), "Intra-organizational influence tactics: Explorations in getting one's way", Journal of Applied Psychology, Vol. 65 No. 4, pp. 440-452.
    • (1980) Journal of Applied Psychology , vol.65 , Issue.4 , pp. 440-452
    • Kipnis, D.1    Schmidt, S.2    Wilkinson, I.3
  • 23
    • 33749403539 scopus 로고    scopus 로고
    • Outsourcing vs insourcing in the human resource supply chain: A comparison of five generic models
    • Kosnik, T., Wong-Mingji, D. and Hoover, K. (2006), "Outsourcing vs insourcing in the human resource supply chain: A comparison of five generic models", Personnel Review, Vol. 35 No. 6, pp. 671-683.
    • (2006) Personnel Review , vol.35 , Issue.6 , pp. 671-683
    • Kosnik, T.1    Wong-Mingji, D.2    Hoover, K.3
  • 25
    • 0031167148 scopus 로고    scopus 로고
    • Influence strategies of project managers in the information technology industry
    • Lee, D. and Bohlen, G. (1997), "Influence strategies of project managers in the information technology industry", Engineering Management Journal, Vol. 9 No. 2, pp. 7-14.
    • (1997) Engineering Management Journal , vol.9 , Issue.2 , pp. 7-14
    • Lee, D.1    Bohlen, G.2
  • 26
    • 0030516173 scopus 로고    scopus 로고
    • Interdependency, contracting, and relational behavior in marketing channels
    • October
    • Lusch, R.F. and Brown, J.R. (1996), "Interdependency, contracting, and relational behavior in marketing channels", Journal of Marketing, Vol. 60 October, pp. 19-38.
    • (1996) Journal of Marketing , vol.60 , pp. 19-38
    • Lusch, R.F.1    Brown, J.R.2
  • 27
    • 33750823049 scopus 로고    scopus 로고
    • Influence tactics for effective adaptative selling
    • October
    • McFarland, R., Challagalla, G. and Shervani, T. (2006), "Influence tactics for effective adaptative selling", Journal of Marketing, Vol. 70 October, pp. 103-117.
    • (2006) Journal of Marketing , vol.70 , pp. 103-117
    • McFarland, R.1    Challagalla, G.2    Shervani, T.3
  • 28
    • 84989085629 scopus 로고
    • Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques
    • Mohr, J. and Spekman, R. (1994), "Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques", Strategic Management Journal, Vol. 15 No. 2, pp. 135-152.
    • (1994) Strategic Management Journal , vol.15 , Issue.2 , pp. 135-152
    • Mohr, J.1    Spekman, R.2
  • 29
    • 0003116555 scopus 로고
    • Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships
    • October
    • Noordewier, T., John, G. and Nevin, J. (1990), "Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships", Journal of Marketing, Vol. 54 October, pp. 80-93.
    • (1990) Journal of Marketing , vol.54 , pp. 80-93
    • Noordewier, T.1    John, G.2    Nevin, J.3
  • 30
    • 21144478795 scopus 로고
    • Strategic alliance structuring. A game theory and transaction cost examination of inter-firm cooperation
    • Parkhe, A. (1993), "Strategic alliance structuring. A game theory and transaction cost examination of inter-firm cooperation", Academy of Management Journal, Vol. 36 No. 4, pp. 794-829.
    • (1993) Academy of Management Journal , vol.36 , Issue.4 , pp. 794-829
    • Parkhe, A.1
  • 31
    • 22544434357 scopus 로고    scopus 로고
    • Decomposing influence strategies: Argument structure and dependence as determinants of the effectiveness of influence strategies in gaining channel member compliance
    • Payan, J.M. and McFarland, R.G. (2006), "Decomposing influence strategies: argument structure and dependence as determinants of the effectiveness of influence strategies in gaining channel member compliance", Journal of Marketing, Vol. 69 No. 3, pp. 66-79.
    • (2006) Journal of Marketing , vol.69 , Issue.3 , pp. 66-79
    • Payan, J.M.1    McFarland, R.G.2
  • 32
    • 33344474037 scopus 로고    scopus 로고
    • Influence strategy efficacy in supplier-distributor relationships
    • Payan, J. and Nevin, J.R. (2006), "Influence strategy efficacy in supplier-distributor relationships", Journal of Business Research, Vol. 59, pp. 457-465.
    • (2006) Journal of Business Research , vol.59 , pp. 457-465
    • Payan, J.1    Nevin, J.R.2
  • 33
    • 0002007427 scopus 로고    scopus 로고
    • In-Sourcing, outsourcing and the growth of contingent labour as evidence of flexible employment strategies
    • Purcell, K. and Purcell, J. (1998), "In-Sourcing, outsourcing and the growth of contingent labour as evidence of flexible employment strategies", European Journal of Work and Organizational Psychology, Vol. 7 No. 1, pp. 39-59
    • (1998) European Journal of Work and Organizational Psychology , vol.7 , Issue.1 , pp. 39-59
    • Purcell, K.1    Purcell, J.2
  • 34
    • 19744375007 scopus 로고    scopus 로고
    • Strategic alliances and models of collaboration
    • Todeva, E. and Knoke, D. (2005), "Strategic alliances and models of collaboration", Management Decision, Vol. 43 No. 1, pp. 123-148.
    • (2005) Management Decision , vol.43 , Issue.1 , pp. 123-148
    • Todeva, E.1    Knoke, D.2
  • 35
    • 85107987336 scopus 로고
    • Influence strategies in buying centers
    • October
    • Venkatesh, R., Kohli, A.K. and Zaltman, G. (1995), "Influence strategies in buying centers", Journal of Marketing, Vol. 58 October, pp. 71-82.
    • (1995) Journal of Marketing , vol.58 , pp. 71-82
    • Venkatesh, R.1    Kohli, A.K.2    Zaltman, G.3
  • 36
    • 0041385347 scopus 로고
    • The changing role of marketing in the corporation
    • October
    • Webster, F.E. (1992), "The changing role of marketing in the corporation", Journal of Marketing, Vol. 56 October, pp. 1-17.
    • (1992) Journal of Marketing , vol.56 , pp. 1-17
    • Webster, F.E.1
  • 37
    • 0002382206 scopus 로고
    • Business dancing: The nature and role of inter-firm relations in business strategy
    • Wilkinson, I.F. and Young, L.C. (1994), "Business dancing: The nature and role of inter-firm relations in business strategy", Asia-Australia Marketing Journal, Vol. 2 No. 1, pp. 67-79.
    • (1994) Asia-Australia Marketing Journal , vol.2 , Issue.1 , pp. 67-79
    • Wilkinson, I.F.1    Young, L.C.2
  • 38
    • 29044443325 scopus 로고    scopus 로고
    • Trust, contract and relationship Development
    • Woolthuis, R., Hillebrand, B. and Nooteboom, B. (2005), "Trust, contract and relationship Development", Organization Studies, Vol. 26 No. 6, pp. 813-840.
    • (2005) Organization Studies , vol.26 , Issue.6 , pp. 813-840
    • Woolthuis, R.1    Hillebrand, B.2    Nooteboom, B.3
  • 39
    • 0001686205 scopus 로고
    • Influence tactics and objectives in upward, downward and lateral attempts
    • Yukl, G. and Falbe, C. (1990), "Influence tactics and objectives in upward, downward and lateral attempts", Journal of Applied Psychology, Vol. 75 No. 2, pp. 132-140.
    • (1990) Journal of Applied Psychology , vol.75 , Issue.2 , pp. 132-140
    • Yukl, G.1    Falbe, C.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.