Interpersonal attraction in buyer-supplier relationships: A cyclical model rooted in social psychology

Industrial Marketing Management

Volumn 41, Issue 8, 2012, Pages 1219-1227

  Ellegaard, Chris ^a  

^a AARHUS UNIVERSITY   (Denmark)

Author keywords

Attractiveness; Business exchange; Buyer supplier relationship; Interpersonal attraction; Social interaction

Indexed keywords

EID: 84870382553     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2012.10.006     Document Type: Article

References (79)

1. Ajzen I. Nature and operation of attitudes. Annual Review of Psychology 2001, 52:27-58.
2. Bagozzi R.P. Marketing as an organized behavioral system of exchange. Journal of Marketing 1974, 38:77-81.
3. Bagozzi R.P. Marketing as exchange. Journal of Marketing 1975, 39:32-39.
4. Berscheid E., Walster E. Interpersonal attraction 1978, Random House, New York. 2nd ed.
5. Blau P.M. Exchange and power in social life 1964, John Wiley, New York.
6. Blau P.M. Structural contexts of opportunities 1994, University of Chicago Press, Chicago.
7. Blenkhorn D.L., Banting P.M. How reverse marketing changes buyer-seller roles. Industrial Marketing Management 1991, 20:185-191.
8. Bonoma T.V., Johnston W.J. The social psychology of buying and selling. Industrial Marketing Management 1978, 17:213-224.
9. Brandon-Jones A., Ramsay J., Wagner B. Trading interactions: Supplier empathy, consensus and bias. International Journal of Operations and Production Management 2010, 30(5):453-487.
10. Byrne D. The attraction paradigm 1971, Academic Press, New York.
11. Byrne D., Clore G.L. A reinforcement model of evaluative responses. Personality: An International Journal 1970, 1:103-128.
12. Caballero M., Resnik A.J. The attraction paradigm in dyadic exchange. Psychology and Marketing 1986, 3:17-34.
13. Campbell N.C.G., Graham J.L., Jolibert A., Meissner H.G. Marketing negotiations in France, Germany, the United Kingdom, and the United States. Journal of Marketing 1988, 52:49-62.
14. Chadwick-Jones J.K. Social exchange theory: Its structure and influence in social psychology 1976, Academic Press, London.
15. Christiansen P.E., Maltz A. Becoming an "interesting" customer: Procurement strategies for buyers without leverage. International Journal of Logistics: Research and Applications 2002, 5(2):177-195.
16. Cialdini R.B. Principles and techniques of social influence. Advanced social psychology 1995, McGraw-Hill, New York. A. Tesser (Ed.).
17. Clark M.S., Pataki S.P. Interpersonal processes influencing attraction and relationships. Advanced social psychology 1995, McGraw-Hill, New York. A. Tesser (Ed.).
18. Clore G.L. Interpersonal attraction: An overview. Contemporary topics in social psychology 1976, General Learning Press, Morristown. J.W. Thibaut, J.T. Spence, R.C. Carson (Eds.).
19. Doney P.M., Cannon J.P. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing 1997, 61:35-51.
20. Duck S. Tell me where fancy is bred: Some thoughts on the study of interpersonal attraction. Theory and practice in interpersonal attraction 1977, Academic Press, London. S. Duck (Ed.).
21. Dwyer F.R., Schurr P.H., Oh S. Developing buyer-seller relationships. Journal of Marketing 1987, 51:11-27.
22. Ellegaard C., Johansen J., Drejer A. Managing industrial buyer-supplier relations - The case for attractiveness. Integrated Manufacturing Systems 2003, 14:346-356.
23. Essig M., Amann M. Supplier satisfaction: Conceptual basics and explorative findings. Journal of Purchasing and Supply Management 2009, 15:103-113.
24. Evans F.B. Selling as a dyadic relationship - A new approach. American Behavioral Scientist 1963, 6:76-79.
25. Festinger L. An analysis of compliant behaviour. Group relations at the crossroads 1953, Harper, New York. M. Sherif, M.O. Wilson (Eds.).
26. Fiocca R. Account portfolio analysis for strategy development. Industrial Marketing Management 1982, 11:53-62.
27. Foa U.G., Foa E.B. Resource theory of social exchange 1975, General Learning Press, Morristown.
28. Frazier G.L. Interorganizational exchange behaviour in marketing channels: A broadened perspective. Journal of Marketing 1983, 47:68-78.
29. Galt J.D.A., Dale B.G. Supplier development: A British case study. Journal of Supply Chain Management 1991, 27(1):16-22.
30. Ghijsen P.W.T., Semeijn J., Ernstson S. Supplier satisfaction and commitment: The role of influence strategies and supplier development. Journal of Purchasing and Supply Management 2010, 16:17-26.
31. Golfetto F., Gibbert M. Marketing competencies and the sources of customer value in business markets. Industrial Marketing Management 2006, 35:904-912.
32. Grönroos C. Service management and marketing 2000, John Wiley & Sons, Chichester. 2nd edition.
33. Håkansson H. International marketing and purchasing of industrial goods: An interaction approach 1982, Wiley, Chichester.
34. Hald K.S., Cordón C., Vollmann T.E. Towards an understanding of attraction in buyer-supplier relationships. Industrial Marketing Management 2009, 38:960-970.
35. Halinen A. Relationship marketing in professional services: A study of agency-client dynamics in the advertising sector 1996, Routledge, Florence.
36. Handfield R.B., Ragatz G.L., Petersen K.J., Monczka R.M. Involving suppliers in new product development. California Management Review 1999, 42(1):59-82.
37. Harris L.C., O'Malley L., Patterson M. Professional interaction: Exploring the concept of attraction. Marketing Theory 2003, 3(1):9-36.
38. Hawes J.M., Mast K.E., Swan J.E. Trust earning perceptions of sellers and buyers. Journal of Personal Selling and Sales Management 1989, 6:1-8.
39. Heider F. The psychology of interpersonal relations 1958, Wiley, New York.
40. Homans G.C. Social behaviour. Its elementary forms 1961, Routledge & Kegan Paul, London.
41. Homburg C., Schneider J., Fassnacht M. Opposites attract, but similarity works: A study of interorganizational similarity in marketing channels. Journal of Business-to-Business Marketing 2003, 10(1):31-54.
42. Huston T.L., Burgess R.L. Social exchange in developing relationships: An overview. Social exchange in developing relationships 1979, Academic Press, New York. R.L. Burgess, T.L. Huston (Eds.).
43. Huston T.L., Levinger G. Interpersonal attraction and relationships. Annual Review of Psychology 1978, 29:115-156.
44. Katz D. The motivational basis of organizational behavior. Behavioral Science 1964, 9(2):131-146.
45. Katz D., Kahn R.L. The social psychology of organizations 1978, John Wiley & Sons, New York. 2nd edition.
46. Kelley H.H. Personal relationships: Their structures and processes 1979, Lawrence Earlbaum Associates, Publishers, Hillsdale.
47. Kelman H.C. Processes of opinion change. Public Opinion Quarterly 1961, 25(1):57-78.
48. Krause D.R., Scannell T.V. Supplier development practices: Product- and service-based comparisons. Journal of Supply Chain Management 2002, Spring, 13-21.
49. La Gaipa J.J. Interpersonal attraction and social exchange. Theory and practice in interpersonal attraction 1977, Academic Press, London. S. Duck (Ed.).
50. Lambe C.J., Wittmann C.M., Spekman R.E. Social exchange theory and research on business-to-business relational exchange. Journal of Business-to-Business Marketing 2001, 8(3):1-36.
51. Leenders M.R., Blenkhorn D.L. Reverse marketing. The new buyer-supplier relationship 1988, The Free Press, New York.
52. Levinger G., Snoek J.D. Attraction in relationship: A new look at interpersonal attraction 1972, General Learning Press, Morristown.
53. Ling-yee L. Encouraging extra-role behavior in a channel context: The role of economic-, social-, and justice-based sharedness mechanisms. Industrial Marketing Management 2010, 39(2):195-201.
54. Lott A.J., Lott B.E. The role of reward in the formation of positive interpersonal attitudes. Foundations of interpersonal attraction 1974, Academic Press, New York. T.L. Huston (Ed.).
55. Manstead A.S.R. Attitudes and behaviour. Applied social psychology 1996, Sage, London. G.R. Semin, K. Fiedler (Eds.).
56. Michela J.L. Social psychology and organizations. Applied social psychology 1996, Sage, London. G.R. Semin, K. Fiedler (Eds.).
57. Murstein B.I. The stimulus-value-role (SVR) theory of dyadic relationships. Theory and practice in interpersonal attraction 1977, Academic Press, London. S. Duck (Ed.).
58. Newcomb T.M. Stabilities underlying changes in interpersonal attraction. Group dynamics. Research and theory 1953, Tavistock Publications, London. D. Cartwright, A. Zander (Eds.).
59. Nicholson C.Y., Compeau L.D., Sethi R. The role of interpersonal liking in building trust in long-term channel relationships. Journal of the Academy of Marketing Science 2001, 29(1):3-15.
60. Palmer A., Bejou D. Buyer-seller relationships: A conceptual model and empirical investigation. Journal of Marketing Management 1994, 10:495-512.
61. Pardo C., Missirilian O., Portier P., Salle R. Barriers to the "key supplierization" of the firm. Industrial Marketing Management 2011, 40:853-861.
62. Ramsay J., Wagner B. Organisational supplying behaviour: Understanding supplier needs, wants and preferences. Journal of Purchasing and Supply Management 2009, 15:127-138.
63. Ritter T., Walter A. More is not always better: The impact of relationship functions on customer-perceived relationship value. Industrial Marketing Management 2012, 31:136-144.
64. Scanzoni J. Social exchange and behavioral interdependence. Social exchange in developing relationships 1979, Academic Press, New York. R.L. Burgess, T.L. Huston (Eds.).
65. Schiele H. Early supplier integration: The dual role of purchasing in new product development. R&D Management 2010, 40(2):138-153.
66. Schiele H. Accessing supplier innovation by being their preferred customer. Research-Technology Management 2012, January/February, 44-50.
67. Schiele H., Veldman J., Hüttinger L. Supplier innovativeness and supplier pricing: The role of preferred customer status. International Journal of Innovation Management 2011, 15(1):1-27.
68. Schiele H., Veldman J., Hüttinger L. Customer attractiveness, supplier satisfaction and preferred customer status: Concept, review and research agenda. 20th IPSERA Conference, Maastricht 2011.
69. Smith J.B. Buyer-seller relationships: Similarity, relationship management, and quality. Psychology and Marketing 1998, 15(1):3-21.
70. Spekman R.E., Carraway R. Making the transition to collaborative buyer-seller relationships: An emerging framework. Industrial Marketing Management 2006, 35:10-19.
71. Staw B.M. Dressing up like an organization: When psychological theories can explain organizational action. The social psychology of organizational behavior 2002, Psychology Press, London. L. Thompson (Ed.).
72. Swan J.E., Trawick I.F., Silva D.W. How industrial sales people gain customer trust. Industrial Marketing Management 1985, 14(3):203-211.
73. Tedeschi J.T. Attributions, liking, and power. Foundations of interpersonal attraction 1974, Academic Press, New York. T.L. Huston (Ed.).
74. Tedeschi J.T., Bonoma T.V. Power and influence: An introduction. The social influence processes 1972, Aldine Atherton, Chicago. J.T. Tedeschi (Ed.).
75. Tedeschi J.T., Lindskold S. Social psychology - Interdependence, interaction and influence 1976, John Wiley & Sons, New York.
76. Thibaut J.W., Kelley H.H. The social psychology of groups 1959, John Wiley & Sons, New York.
77. Walster E., Abrahams D. Interpersonal attraction and social influence. The social influence processes 1972, Aldine Atherton, Chicago. J.T. Tedeschi (Ed.).
78. Wilkinson I., Young L., Freytag P.V. Business mating: Who chooses and who gets chosen?. Industrial Marketing Management 2005, 34:669-680.
79. Wilson D. An integrated model of buyer-seller relationships. Journal of the Academy of Marketing Science 1995, 23(4):335-345.