메뉴 건너뛰기




Volumn 41, Issue 5, 2012, Pages 886-894

Negative consequences of deep relationships with suppliers: An exploratory study in Poland

Author keywords

Dark side; Deep supplier relationships; Exploratory

Indexed keywords


EID: 84865990352     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2011.09.023     Document Type: Article
Times cited : (56)

References (99)
  • 1
    • 38249029861 scopus 로고
    • Transaction costs as determinants of opportunism in integrated and independent sales forces
    • Anderson E. Transaction costs as determinants of opportunism in integrated and independent sales forces. Journal of Economic Behavior and Organization 1988, May, 9:247-264.
    • (1988) Journal of Economic Behavior and Organization , vol.9 , pp. 247-264
    • Anderson, E.1
  • 2
    • 21844489555 scopus 로고
    • Dyadic business relationships within a business network context
    • Anderson J.C., Hakansson H., Johanson J. Dyadic business relationships within a business network context. Journal of Marketing 1994, 58(4):1-15.
    • (1994) Journal of Marketing , vol.58 , Issue.4 , pp. 1-15
    • Anderson, J.C.1    Hakansson, H.2    Johanson, J.3
  • 3
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • Anderson J.C., Narus J.A. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing 1990, 54(1):42-58.
    • (1990) Journal of Marketing , vol.54 , Issue.1 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 4
    • 51749095327 scopus 로고    scopus 로고
    • Strategy in industrial networks: Experiences from IKEA
    • Baraldi E. Strategy in industrial networks: Experiences from IKEA. California Management Review 2008, 50(4):99-126.
    • (2008) California Management Review , vol.50 , Issue.4 , pp. 99-126
    • Baraldi, E.1
  • 7
    • 0001944139 scopus 로고    scopus 로고
    • Customers' motivations for maintaining relationships with service providers
    • Bendapudi N., Berry L.L. Customers' motivations for maintaining relationships with service providers. Journal of Retailing 1997, 73(1):15-37.
    • (1997) Journal of Retailing , vol.73 , Issue.1 , pp. 15-37
    • Bendapudi, N.1    Berry, L.L.2
  • 10
    • 33846652232 scopus 로고    scopus 로고
    • Power and interdependence in buyer supplier relationships: A purchasing portfolio approach
    • Caniëls M.C.J., Gelderman C.J. Power and interdependence in buyer supplier relationships: A purchasing portfolio approach. Industrial Marketing Management 2007, 36(2):219-229.
    • (2007) Industrial Marketing Management , vol.36 , Issue.2 , pp. 219-229
    • Caniëls, M.C.J.1    Gelderman, C.J.2
  • 11
    • 0035587036 scopus 로고    scopus 로고
    • Buyer-supplier relationships and customer firm costs
    • Cannon J., Homburg C. Buyer-supplier relationships and customer firm costs. Journal of Marketing 2001, 65(1):29-43.
    • (2001) Journal of Marketing , vol.65 , Issue.1 , pp. 29-43
    • Cannon, J.1    Homburg, C.2
  • 14
    • 78649317471 scopus 로고    scopus 로고
    • Product and relationship quality influence on customer commitment and loyalty in B2B manufacturing relationships
    • Čater T., Čater B. Product and relationship quality influence on customer commitment and loyalty in B2B manufacturing relationships. Industrial Marketing Management 2010, 39:1321-1333.
    • (2010) Industrial Marketing Management , vol.39 , pp. 1321-1333
    • Čater, T.1    Čater, B.2
  • 15
    • 2942692796 scopus 로고    scopus 로고
    • Commission of the European Communities, Brussels, Commission of the European Communities
    • Commission of the European Communities 2002 Regular report on Poland's progress towards accession 2002, Commission of the European Communities, Brussels.
    • (2002) 2002 Regular report on Poland's progress towards accession
  • 17
    • 76649085207 scopus 로고    scopus 로고
    • Determinants of partner opportunism in strategic alliances: A conceptual framework
    • Das T.K., Rahman N. Determinants of partner opportunism in strategic alliances: A conceptual framework. Journal of Business and Psychology 2010, 25(1):55-74.
    • (2010) Journal of Business and Psychology , vol.25 , Issue.1 , pp. 55-74
    • Das, T.K.1    Rahman, N.2
  • 19
    • 0038463049 scopus 로고    scopus 로고
    • An exploratory study of the internet as an industrial communication tool examining buyers' perceptions
    • Deeter-Schmelz D.R., Kennedy K.N. An exploratory study of the internet as an industrial communication tool examining buyers' perceptions. Industrial Marketing Management 2002, 31:145-154.
    • (2002) Industrial Marketing Management , vol.31 , pp. 145-154
    • Deeter-Schmelz, D.R.1    Kennedy, K.N.2
  • 20
    • 0004072853 scopus 로고    scopus 로고
    • Sage Publications Inc, California, USA, N.K. Denzin, Y.S. Lincoln (Eds.)
    • Strategies of qualitative inquiry 1998, Sage Publications Inc, California, USA. N.K. Denzin, Y.S. Lincoln (Eds.).
    • (1998) Strategies of qualitative inquiry
  • 21
    • 27744529030 scopus 로고    scopus 로고
    • Testing the conflict-performance assumption in business-to-business relationships
    • Duarte M., Davies G. Testing the conflict-performance assumption in business-to-business relationships. Industrial Marketing Management 2003, 32:91-99.
    • (2003) Industrial Marketing Management , vol.32 , pp. 91-99
    • Duarte, M.1    Davies, G.2
  • 23
    • 68349152346 scopus 로고    scopus 로고
    • Critical times in business relationships
    • Edvardsson B., Strandvik T. Critical times in business relationships. European Business Review 2009, 21(4):326-343.
    • (2009) European Business Review , vol.21 , Issue.4 , pp. 326-343
    • Edvardsson, B.1    Strandvik, T.2
  • 24
    • 33750430863 scopus 로고    scopus 로고
    • Factors affecting the termination propensity of inter-firm relationships
    • Ellis P.D. Factors affecting the termination propensity of inter-firm relationships. European Journal of Marketing 2006, 40(11/12):1169-1177.
    • (2006) European Journal of Marketing , vol.40 , Issue.11-12 , pp. 1169-1177
    • Ellis, P.D.1
  • 26
    • 84865997004 scopus 로고    scopus 로고
    • retrieved on 11 04 Eurostat Database
    • Eurostat Database retrieved on 11 04 2010:. http://epp.eurostat.ec.europa.eu/.
    • (2010)
  • 27
    • 84952631596 scopus 로고
    • The development of buyer-seller relationships in industrial markets
    • Ford D. The development of buyer-seller relationships in industrial markets. European Journal of Marketing 1980, 14(5/6):339-354.
    • (1980) European Journal of Marketing , vol.14 , Issue.5-6 , pp. 339-354
    • Ford, D.1
  • 30
    • 0002469577 scopus 로고
    • A national customer satisfaction barometer: The Swedish experience
    • Fornell C. A national customer satisfaction barometer: The Swedish experience. Journal of Marketing 1992, January, 56:6-21.
    • (1992) Journal of Marketing , vol.56 , pp. 6-21
    • Fornell, C.1
  • 31
    • 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 1994, April, 58:1-19.
    • (1994) Journal of Marketing , vol.58 , pp. 1-19
    • Ganesan, S.1
  • 34
    • 58849146206 scopus 로고    scopus 로고
    • Does morality explain opportunism in marketing channel negotiations?: The moderating role of trust
    • Grzeskowiak S., Al-Khatib J.A. Does morality explain opportunism in marketing channel negotiations?: The moderating role of trust. International Journal of Retail & Distribution Management 2009, 37(2):142-160.
    • (2009) International Journal of Retail & Distribution Management , vol.37 , Issue.2 , pp. 142-160
    • Grzeskowiak, S.1    Al-Khatib, J.A.2
  • 37
    • 84992810706 scopus 로고    scopus 로고
    • Are current research approaches in marketing leading us astray?
    • Gummesson E. Are current research approaches in marketing leading us astray?. Marketing Theory 2001, 1(1):27-48.
    • (2001) Marketing Theory , vol.1 , Issue.1 , pp. 27-48
    • Gummesson, E.1
  • 40
    • 0001857848 scopus 로고    scopus 로고
    • The burden of relationships or who's next
    • Elsevier Science, Oxford, P. Naudé, P. Turnbull (Eds.)
    • Håkansson H., Snehota I. The burden of relationships or who's next. Network dynamics in international marketing 1998, Elsevier Science, Oxford. P. Naudé, P. Turnbull (Eds.).
    • (1998) Network dynamics in international marketing
    • Håkansson, H.1    Snehota, I.2
  • 41
    • 2642518083 scopus 로고    scopus 로고
    • The IMP perspective: Assets and liabilities of business relationships
    • Sage Publications Inc, Thousand Oaks, California, USA, J.N. Sheth, A. Parvatiyar (Eds.)
    • Håkansson H., Snehota I.J. The IMP perspective: Assets and liabilities of business relationships. Handbook of relationship marketing 2000, 69-93. Sage Publications Inc, Thousand Oaks, California, USA. J.N. Sheth, A. Parvatiyar (Eds.).
    • (2000) Handbook of relationship marketing , pp. 69-93
    • Håkansson, H.1    Snehota, I.J.2
  • 43
    • 80054895777 scopus 로고    scopus 로고
    • Integrating soft factors into the assessment of cooperative relationships between firms: Accounting for reputation and ethical values
    • Hirsch B., Meyer M. Integrating soft factors into the assessment of cooperative relationships between firms: Accounting for reputation and ethical values. Business Ethics: A European Review 2010, 19(1):81-94.
    • (2010) Business Ethics: A European Review , vol.19 , Issue.1 , pp. 81-94
    • Hirsch, B.1    Meyer, M.2
  • 44
    • 68349139063 scopus 로고    scopus 로고
    • Exploring and managing negative incidents in business relationships
    • Holmlund M., Strandvik T. Exploring and managing negative incidents in business relationships. Journal of Customer Behaviour 2005, 4(2):227-250.
    • (2005) Journal of Customer Behaviour , vol.4 , Issue.2 , pp. 227-250
    • Holmlund, M.1    Strandvik, T.2
  • 45
    • 84986060456 scopus 로고    scopus 로고
    • What are relationships in business networks
    • Holmlund M., Törnroos J.-A. What are relationships in business networks. Management Decision 1997, 35(4):304-309.
    • (1997) Management Decision , vol.35 , Issue.4 , pp. 304-309
    • Holmlund, M.1    Törnroos, J.-A.2
  • 46
    • 0345656026 scopus 로고    scopus 로고
    • GLOBE: The global leadership and organizational behavior effectiveness research program
    • House R.J., Hanges P.I., Ruiz-Quintanilla S.A. GLOBE: The global leadership and organizational behavior effectiveness research program. Polish Psychological Bulletin 1997, 28:215-254.
    • (1997) Polish Psychological Bulletin , vol.28 , pp. 215-254
    • House, R.J.1    Hanges, P.I.2    Ruiz-Quintanilla, S.A.3
  • 48
    • 33646787838 scopus 로고    scopus 로고
    • Asset specificity and the fear of exploitation
    • Hwang P. Asset specificity and the fear of exploitation. Journal of Economic Behavior & Organization 2006, 60(3):423-438.
    • (2006) Journal of Economic Behavior & Organization , vol.60 , Issue.3 , pp. 423-438
    • Hwang, P.1
  • 49
    • 0002304648 scopus 로고    scopus 로고
    • Toward an encompassing theory of business marketing relationships (BMRS) and interpersonal commercial relationships (ICRS): An empirical generalization
    • Iacobucci D., Hibbard J.D. Toward an encompassing theory of business marketing relationships (BMRS) and interpersonal commercial relationships (ICRS): An empirical generalization. Journal of Interactive Marketing 1999, 13(3):18-25.
    • (1999) Journal of Interactive Marketing , vol.13 , Issue.3 , pp. 18-25
    • Iacobucci, D.1    Hibbard, J.D.2
  • 50
    • 0000131893 scopus 로고
    • An empirical investigation of some antecedents of opportunism in a marketing channel
    • John G. An empirical investigation of some antecedents of opportunism in a marketing channel. Journal of Marketing Research 1984, 21:278-289.
    • (1984) Journal of Marketing Research , vol.21 , pp. 278-289
    • John, G.1
  • 51
    • 33749571098 scopus 로고    scopus 로고
    • Expanding the marriage metaphor in understanding long-term business relationships
    • Johnston W.J., Hausman A. Expanding the marriage metaphor in understanding long-term business relationships. The Journal of Business and Industrial Marketing 2006, 21(7):446-452.
    • (2006) The Journal of Business and Industrial Marketing , vol.21 , Issue.7 , pp. 446-452
    • Johnston, W.J.1    Hausman, A.2
  • 52
    • 41149177588 scopus 로고    scopus 로고
    • Trust-opportunism paradox, relationalism, and performance in interfirm relationships: Evidence from the retail industry
    • Lado A.A., Dant R.R., Tekleab A.G. Trust-opportunism paradox, relationalism, and performance in interfirm relationships: Evidence from the retail industry. Strategic Management Journal 2008, 29:401-423.
    • (2008) Strategic Management Journal , vol.29 , pp. 401-423
    • Lado, A.A.1    Dant, R.R.2    Tekleab, A.G.3
  • 53
    • 3042609508 scopus 로고    scopus 로고
    • Customer value, satisfaction, loyalty, and switching costs: An illustration from a business-to-business service context
    • Lam S.Y., Shankar V., Erramilli M.K., Murthy B. Customer value, satisfaction, loyalty, and switching costs: An illustration from a business-to-business service context. Academy of Marketing Science Journal 2004, 32(3):293-311.
    • (2004) Academy of Marketing Science Journal , vol.32 , Issue.3 , pp. 293-311
    • Lam, S.Y.1    Shankar, V.2    Erramilli, M.K.3    Murthy, B.4
  • 54
    • 84911359492 scopus 로고
    • The nature of customer relationships in services
    • JAI Press, London, T.A. Swartz, D.E. Bowen, S.W. Brown (Eds.)
    • Liljander V., Strandvik T. The nature of customer relationships in services. Advances in services marketing and management 1995, 141-167. JAI Press, London. T.A. Swartz, D.E. Bowen, S.W. Brown (Eds.).
    • (1995) Advances in services marketing and management , pp. 141-167
    • Liljander, V.1    Strandvik, T.2
  • 56
    • 0000073664 scopus 로고
    • Economic analysis of contractual relations: Its shortfalls and the need for a rich classificatory apparatus
    • Macneil I.R. Economic analysis of contractual relations: Its shortfalls and the need for a rich classificatory apparatus. Northwestern University Law Review 1981, 75:1018-1063.
    • (1981) Northwestern University Law Review , vol.75 , pp. 1018-1063
    • Macneil, I.R.1
  • 59
    • 77952953847 scopus 로고    scopus 로고
    • Benefiting from dedication and constraint in buyer-seller relationships
    • Mitrega M., Katrichis J.M. Benefiting from dedication and constraint in buyer-seller relationships. Industrial Marketing Management 2010, 39:616-624.
    • (2010) Industrial Marketing Management , vol.39 , pp. 616-624
    • Mitrega, M.1    Katrichis, J.M.2
  • 60
    • 0033196049 scopus 로고    scopus 로고
    • Business relationships and networks: Managerial challenge of network era
    • Möller K.K., Halinen A. Business relationships and networks: Managerial challenge of network era. Industrial Marketing Management 1999, 28:413-427.
    • (1999) Industrial Marketing Management , vol.28 , pp. 413-427
    • Möller, K.K.1    Halinen, A.2
  • 61
    • 21344475322 scopus 로고
    • The commitment - Trust theory of relationship marketing
    • Morgan R.M., Hunt S.D. The commitment - Trust theory of relationship marketing. Journal of Marketing 1994, July, 58:20-38.
    • (1994) Journal of Marketing , vol.58 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 62
    • 0033229179 scopus 로고    scopus 로고
    • Relationship-based competitive advantage: The role of relationship marketing in marketing strategy
    • Morgan R.M., Hunt S. Relationship-based competitive advantage: The role of relationship marketing in marketing strategy. Journal of Business Research 1999, 46:281-290.
    • (1999) Journal of Business Research , vol.46 , pp. 281-290
    • Morgan, R.M.1    Hunt, S.2
  • 63
    • 36048935995 scopus 로고    scopus 로고
    • A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance
    • Palmatier R.W., Dant R.P., Grewal D. A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. Journal of Marketing 2007, October, 71:172-194.
    • (2007) Journal of Marketing , vol.71 , pp. 172-194
    • Palmatier, R.W.1    Dant, R.P.2    Grewal, D.3
  • 64
    • 33750824287 scopus 로고    scopus 로고
    • Factors influencing the effectiveness of relationship marketing: A meta-analysis
    • Palmatier R.W., Dant R.P., Grewal D., Evans K.R. Factors influencing the effectiveness of relationship marketing: A meta-analysis. Journal of Marketing 2006, October, 70:136-153.
    • (2006) Journal of Marketing , vol.70 , pp. 136-153
    • Palmatier, R.W.1    Dant, R.P.2    Grewal, D.3    Evans, K.R.4
  • 65
    • 84986059563 scopus 로고    scopus 로고
    • Relationship marketing: A universal paradigm or management fad?
    • Palmer A.J. Relationship marketing: A universal paradigm or management fad?. The Learning Organization 1996, 3(3):18-25.
    • (1996) The Learning Organization , vol.3 , Issue.3 , pp. 18-25
    • Palmer, A.J.1
  • 66
    • 0001301740 scopus 로고
    • Organizational conflict: Concepts and models
    • Pondy L.R. Organizational conflict: Concepts and models. Administrative Science Quarterly 1967, 12:296-320.
    • (1967) Administrative Science Quarterly , vol.12 , pp. 296-320
    • Pondy, L.R.1
  • 68
    • 13244292360 scopus 로고    scopus 로고
    • Balancing acquisition and retention resources to maximize customer profitability
    • Reinartz W.J., Thomas J.S., Kumar V. Balancing acquisition and retention resources to maximize customer profitability. Journal of Marketing 2005, January, 69:63-79.
    • (2005) Journal of Marketing , vol.69 , pp. 63-79
    • Reinartz, W.J.1    Thomas, J.S.2    Kumar, V.3
  • 69
    • 0001379347 scopus 로고
    • Conflict measurement in the distribution channel
    • Rosenberg L.J., Stern L.W. Conflict measurement in the distribution channel. Journal of Marketing Research 1971, 8(4):437-442.
    • (1971) Journal of Marketing Research , vol.8 , Issue.4 , pp. 437-442
    • Rosenberg, L.J.1    Stern, L.W.2
  • 70
    • 11344257723 scopus 로고    scopus 로고
    • How do we justify knowledge produced with interpretive research?
    • Sandberg J. How do we justify knowledge produced with interpretive research?. Organizational Research Methods 2005, 8(2):41-68.
    • (2005) Organizational Research Methods , vol.8 , Issue.2 , pp. 41-68
    • Sandberg, J.1
  • 79
    • 84992845458 scopus 로고    scopus 로고
    • Research on ending exchange relationships. A categorisation, an assessment, and an outlook
    • Tähtinen J., Halinen A. Research on ending exchange relationships. A categorisation, an assessment, and an outlook. Marketing Theory 2002, 2(2):165-188.
    • (2002) Marketing Theory , vol.2 , Issue.2 , pp. 165-188
    • Tähtinen, J.1    Halinen, A.2
  • 81
    • 40749125270 scopus 로고    scopus 로고
    • Executives' Perspectives of the changing role of the sales profession: Views from France, the United States, and Mexico
    • Tanner J.F., Fournier C., Wise J.A., Hollet S., Poujol J. Executives' Perspectives of the changing role of the sales profession: Views from France, the United States, and Mexico. The Journal of Business and Industrial Marketing 2008, 23(3):193-202.
    • (2008) The Journal of Business and Industrial Marketing , vol.23 , Issue.3 , pp. 193-202
    • Tanner, J.F.1    Fournier, C.2    Wise, J.A.3    Hollet, S.4    Poujol, J.5
  • 84
    • 0642376931 scopus 로고
    • Developing and protecting profitable customer relationships
    • Turnbull P.W., Wilson D.T. Developing and protecting profitable customer relationships. Industrial Marketing Management 1989, 18:233-238.
    • (1989) Industrial Marketing Management , vol.18 , pp. 233-238
    • Turnbull, P.W.1    Wilson, D.T.2
  • 85
    • 32044464794 scopus 로고    scopus 로고
    • Value-based differentiation in business relationships: Gaining and sustaining key supplier status
    • Ulaga W., Eggert A. Value-based differentiation in business relationships: Gaining and sustaining key supplier status. Journal of Marketing 2006, January, 70:119-136.
    • (2006) Journal of Marketing , vol.70 , pp. 119-136
    • Ulaga, W.1    Eggert, A.2
  • 86
    • 2442590099 scopus 로고    scopus 로고
    • Exploring interorganizational conflict in complex projects
    • Vaaland T.I., Hakansson H. Exploring interorganizational conflict in complex projects. Industrial Marketing Management 2003, 32:127-138.
    • (2003) Industrial Marketing Management , vol.32 , pp. 127-138
    • Vaaland, T.I.1    Hakansson, H.2
  • 87
    • 84865963874 scopus 로고    scopus 로고
    • The 'burden' of key customer relationships
    • Vilgon M., Hertz S. The 'burden' of key customer relationships. Journal of Customer Behaviour 2003, 2:269-287.
    • (2003) Journal of Customer Behaviour , vol.2 , pp. 269-287
    • Vilgon, M.1    Hertz, S.2
  • 88
    • 33646427758 scopus 로고    scopus 로고
    • The impact of network capabilities and entrepreneurial orientation on university spin-off performance
    • Walter A., Auer M., Ritter T. The impact of network capabilities and entrepreneurial orientation on university spin-off performance. Journal of Business Venturing 2006, 21(4):541-567.
    • (2006) Journal of Business Venturing , vol.21 , Issue.4 , pp. 541-567
    • Walter, A.1    Auer, M.2    Ritter, T.3
  • 89
    • 0034365509 scopus 로고    scopus 로고
    • Opportunism in interfirm relationships: Forms, outcomes, and solutions
    • Wathne K.H., Heide J.B. Opportunism in interfirm relationships: Forms, outcomes, and solutions. Journal of Marketing 2000, October, 64:36-51.
    • (2000) Journal of Marketing , vol.64 , pp. 36-51
    • Wathne, K.H.1    Heide, J.B.2
  • 90
    • 0001921419 scopus 로고
    • A general model for understanding organizational buying behavior
    • Webster F.E., Wind Y. A general model for understanding organizational buying behavior. Journal of Marketing 1972, April, 36:12-19.
    • (1972) Journal of Marketing , vol.36 , pp. 12-19
    • Webster, F.E.1    Wind, Y.2
  • 94
    • 85009628474 scopus 로고    scopus 로고
    • Deep relationships: The case of the vanishing salesperson
    • Wilson D.T. Deep relationships: The case of the vanishing salesperson. Journal of Personal Selling & Sales Management 2000, 20(1):53-61.
    • (2000) Journal of Personal Selling & Sales Management , vol.20 , Issue.1 , pp. 53-61
    • Wilson, D.T.1
  • 95
    • 0002626642 scopus 로고
    • Bonding and commitment in supplier relationships: A preliminary conceptualization
    • Wilson D.T., Mummalaneni V. Bonding and commitment in supplier relationships: A preliminary conceptualization. Industrial Marketing and Purchasing 1986, 1(3):58-66.
    • (1986) Industrial Marketing and Purchasing , vol.1 , Issue.3 , pp. 58-66
    • Wilson, D.T.1    Mummalaneni, V.2
  • 96
    • 27144437937 scopus 로고    scopus 로고
    • The formation of buyer-supplier relationships: Detailed contract drafting and close partner selection
    • Wuyts S., Geyskens I. The formation of buyer-supplier relationships: Detailed contract drafting and close partner selection. Journal of Marketing 2005, October, 69:103-117.
    • (2005) Journal of Marketing , vol.69 , pp. 103-117
    • Wuyts, S.1    Geyskens, I.2
  • 97
    • 14344277375 scopus 로고    scopus 로고
    • The role of contractual governance flexibility in realizing the outcomes of key customer relationships
    • Yli-Renko H., Sapienza H.J., Hay M. The role of contractual governance flexibility in realizing the outcomes of key customer relationships. Journal of Business Venturing 2001, 16(6):529-555.
    • (2001) Journal of Business Venturing , vol.16 , Issue.6 , pp. 529-555
    • Yli-Renko, H.1    Sapienza, H.J.2    Hay, M.3
  • 98
    • 5444250830 scopus 로고
    • Super-glued relationships: The nature of bonds between professional service suppliers and buyers
    • Groningen
    • Young L., Denize S. Super-glued relationships: The nature of bonds between professional service suppliers and buyers. Proceedings of The 10th IMP conference 1994, Groningen.
    • (1994) Proceedings of The 10th IMP conference
    • Young, L.1    Denize, S.2
  • 99
    • 0442266458 scopus 로고    scopus 로고
    • Do relationship portfolios and networks provide the key to successful relationship management?
    • Zolkiewski J.M., Turnbull P.W. Do relationship portfolios and networks provide the key to successful relationship management?. The Journal of Business and Industrial Marketing 2002, 17(7):575-597.
    • (2002) The Journal of Business and Industrial Marketing , vol.17 , Issue.7 , pp. 575-597
    • Zolkiewski, J.M.1    Turnbull, P.W.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.