Benefiting from dedication and constraint in buyer–seller relationships

Industrial Marketing Management - Tập 39 - Trang 616-624 - 2010
Maciej Mitręga1, Jerome M. Katrichis2
1The Karol Adamiecki University of Economics, Faculty of Management, Ul. Bogucicka 14, Katowice, 40-226, Poland
2Department of Management and Marketing, University of Hartford, Barney School of Business, West Hartford, CT 06117, USA

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