Benefiting from dedication and constraint in buyer–seller relationships
Tài liệu tham khảo
Ahmed, 1995, The role of internal marketing in the implementation of marketing strategies, Journal of Marketing Practice, 1, 32, 10.1108/EUM0000000003891
Akrout, 2007, Interpersonal trust in BTB buyer/supplier relationship: An empirical study of French industrial sector
Anderson, 1990, A model of distributor firm and manufacturer firm working partnerships, Journal of Marketing, 42, 10.2307/1252172
Anderson, 1989, Determinants of continuity in conventional industrial channel dyads, Marketing Science, 8, 310, 10.1287/mksc.8.4.310
Baraldi, 2008, Strategy in industrial networks: Experiences from IKEA, California Management Review, 50, 99, 10.2307/41166458
Bendapudi, 1997, Customers' motivations for maintaining relationships with service providers, Journal of Retailing, 73, 15, 10.1016/S0022-4359(97)90013-0
Brennan, 2002, Sophistry, relevance and technology transfer in management research: An IMP perspective, Journal of Marketing Management, 13, 383
Browne, 1996, Path analysis: RAMONA
Cannon, 1999, Buyer–seller relationships in business markets, Journal of Marketing Research, XXXVI, 439, 10.2307/3151999
Crosby, 1987, Effects of relationship marketing on relationship satisfaction, retention and prices in the life insurance industry, Journal of Marketing Research, 24, 404, 10.2307/3151388
Crosby, 1990, Relationship quality in services selling: An interpersonal influence perspective, Journal of Marketing, 54, 68, 10.2307/1251817
De Wulf, 2001, Investments in consumer relationships: A cross-country and cross-industry exploration, Journal of Marketing, 65, 33, 10.1509/jmkg.65.4.33.18386
Doney, 1997, An examination of nature trust in buyer-seller relationships, Journal of Marketing, 61, 35, 10.2307/1251829
Dwyer, 1987, Developing buyer–seller relationships, Journal of Marketing, 51, 11, 10.2307/1251126
Ford, 2003
Ganesan, 1994, Determinants of long term orientation in buyer–seller relationships, Journal of Marketing, 58, 1, 10.2307/1252265
Geykens, 1998, Generalizations about a trust in marketing channel relationships using meta-analysis, International Journal of Research in Marketing, 15, 223, 10.1016/S0167-8116(98)00002-0
Golfetto, 2007, Opening the network — Bridging the IMP tradition and other research perspectives, Industrial Marketing Management, 36, 844, 10.1016/j.indmarman.2007.06.001
Górniak, 2000
Griffin, 1997
Griffith, 2000, An examination of the influence of procedural justice on long-term orientation in wholesaler–supplier relationships, Journal of Marketing Channels, 7, 1, 10.1300/J049v07n03_01
Groonroos, 1994, From marketing mix to relationship marketing: Towards a paradigm shift in marketing, Management Decision, 32, 4, 10.1108/00251749410054774
Gummesson, 1997, Relationship marketing as a paradigm shift: Some conclusions from the 30R approach, Management Decision, 35, 267, 10.1108/00251749710169648
Heide, 1988, The role of dependence balancing in safeguarding transaction-specific assets in conventional channels, Journal of Marketing, 52, 20, 10.2307/1251683
Heide, 1990, Alliances in industrial purchasing: The determinants of joint action in buyer–supplier relationships, Journal of Marketing Research, XXVII, 24, 10.2307/3172548
Hibbard, 2001, Does relationship marketing age well?, Business Strategy Review, 12, 29, 10.1111/1467-8616.00189
Holmlund, 1997, What are relationships in business networks?, Management Decision, 35, 304, 10.1108/00251749710169693
Iacobucci, 1999, Toward an encompassing theory of business marketing relationships [BMRS] and interpersonal commercial relationships [ICRS]: An empirical generalization, Journal of Interactive Marketing, 13, 13, 10.1002/(SICI)1520-6653(199922)13:3<13::AID-DIR2>3.0.CO;2-Z
Iacobucci, 1996, Multiple Levels of Relational Marketing Phenomena
Jap, 2000, Control mechanisms and relationship life cycle: Implications for safeguarding specific investments and developing commitment, Journal of Marketing Research, XXXVII, 227, 10.1509/jmkr.37.2.227.18735
Koopman, 1999, National culture and leadership profiles in Europe: Some results from the GLOBE Study, European Journal of Work and Organizational Psychology, 8, 503, 10.1080/135943299398131
Kuhn, 1996
Le, 2003, Commitment and its theorized determinants: A meta-analysis of the investment model, Personal Relationships, 10, 37, 10.1111/1475-6811.00035
MacCallum, 1995, Model specification: Procedures, strategies, and related issues
Malhotra, 2004
Mitręga, 2007, Measurement of customer loyalty as an element of building B2B relationships — Perspective of field research realized in Poland
Mitręga, 2008, Restrictions of the loyalty of business customers — Customer and sales representatives perspectives
Mitręga, 2008, Getting closer to business customers in the eye of sales staff, 768
Moon, 1994, Selling teams: A conceptual framework and research agenda, Journal of Personal Selling & Sales Management, 14, ss. 17
Morgan, 1994, The commitment–trust theory of relationship marketing, Journal of Marketing, 58, 1, 10.2307/1252308
Newman, 2005, What's in a handshake? Exploring business-to-business relational exchange, The Marketing Review, 129, 10.1362/1469347054426168
O' Malley, 2000, Relationship marketing in consumer markets. Rhetoric or reality?, Journal of Marketing, 7, 797
Palmatier, 2007, A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance, Journal of Marketing, 71, 172, 10.1509/jmkg.71.4.172
Palmatier, 2006, Factors influencing the effectiveness of relationship marketing: A meta-analysis, Journal of Marketing, 70, 142, 10.1509/jmkg.70.4.136
Palmer, 1996, Relationship marketing: A universal paradigm or management fad?, The Learning Organization, 3/3, 18, 10.1108/09696479610119642
Pels, 1999, Exchange relationships in consumer markets?, European Journal of Marketing, 33, 19, 10.1108/03090569910249157
Ritter, 2004, Managing in complex business networks, Industrial Marketing Management, 33, 175, 10.1016/j.indmarman.2003.10.016
Rusbult, 1980, Commitment and satisfaction in romantic associations: A test of the investment model, Journal of Experimental Social Psychology, 16, 172, 10.1016/0022-1031(80)90007-4
Saren, 1998, Some dangerous axioms of relationship marketing, Journal of Strategic Marketing, 6, 187, 10.1080/096525498346612
Siguaw, 1998, Effects of supplier market orientation on distributor market orientation and the channel relationship, Journal of Marketing, 62, 99, 10.2307/1251746
Stachowicz-Stanusch
Światowiec, 2003, Modelowanie strukturalne długookresowej orientacji nabywcy w relacji z dostawcą, Badania marketingowe - metody, tendencje, zasstosowania, pr. zb. pod red, Mazurek-Łopacińska K., Akademia Ekonomiczna, Wrocław, 278
Światowiec, 2006, Więzi partnerskie na rynku przedsiębiorstw, PWE, Warszawa, 166
Wathne, 2001, Choice of supplier in embedded markets: Relationship and marketing program effects, Journal of Marketing, 65, 54, 10.1509/jmkg.65.2.54.18254
Wilson, 1995, An integrated model of buyer–seller relationships, Journal of Academy of Marketing Science, 23, 335, 10.1177/009207039502300414
Wilson, 1986, Bonding and commitment in buyer–seller relationships: A preliminary conceptualisation, Industrial Marketing and Purchasing, 1, 44
Zdziarski, 2003, Nowy strategiczny priorytet: zarządzanie klientami, Harvard Business Review Polska, 11, 20