Journal ArticleDOI
Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships:
Jan B. Heide,George John +1 more
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TLDR
In industrial markets, buyers and sellers are increasingly replacing conventional "arm's length" arrangements with "alliances" involving closer ties as discussed by the authors, and the authors of this paper have developed a new approach to deal with this trend.Abstract:
Recent trends in industrial markets indicate that buyers and sellers are increasingly supplanting conventional “arm's length” arrangements with “alliances” involving closer ties. The authors develo...read more
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Trading interactions: supplier empathy, consensus and bias
TL;DR: The extent to which buyers display an awareness of, and willingness to respond positively to, supplier needs, wants and preferences, termed supplier empathy, and how this influences their attitude towards buyer-supplier cooperation and support of relational exchange is empirically assessed in this article.
Journal ArticleDOI
Controlling Sourcing Risk in Electronic Marketplaces
TL;DR: This paper identifies transaction risk, security risk and privacy risk as three dimensions of sourcing risk that buyers may face in transacting through Internet-based electronic marketplaces and proposes a risk-control framework that captures the linkage between sourcing risk and control systems.
Journal ArticleDOI
What Makes Logistics Integration More Effective? Governance from Contractual and Relational Perspectives
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Building trust early: the influence of first and second order expectations on trust in international channels of distribution
TL;DR: For example, this paper found that managers who heavily weigh their beliefs of what others expect of them in decision-making tend to make affect-based decisions in the early stages of an interorganizational relationship and Peruvian export managers were more likely than US export managers to focus on a more instrumental, or cognitive, approach to building an initial export-import relationship.
Journal ArticleDOI
The role of program fairness in asymmetrical channel relationships
Flora F. Gu,Danny T. Wang +1 more
TL;DR: In this paper, the role of fairness in compliance and long-term relationships of distributors is investigated. And the authors observe the contingent effect of fairness along various levels of distributor dependence, finding that fairness perceptions have significant impacts on both compliance and relational outcomes.
References
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Book
The Evolution of Cooperation
TL;DR: In this paper, a model based on the concept of an evolutionarily stable strategy in the context of the Prisoner's Dilemma game was developed for cooperation in organisms, and the results of a computer tournament showed how cooperation based on reciprocity can get started in an asocial world, can thrive while interacting with a wide range of other strategies, and can resist invasion once fully established.
Journal ArticleDOI
The Economic Institutions of Capitalism
TL;DR: The Economic Institutions of Capitalism as mentioned in this paper is a seminal work in the field of economic institutions of capitalism. Journal of Economic Issues: Vol. 21, No. 1, pp. 528-530.
Book
The External Control of Organizations: A Resource Dependence Perspective
TL;DR: The External Control of Organizations as discussed by the authors explores how external constraints affect organizations and provides insights for designing and managing organizations to mitigate these constraints, and it is the fact of the organization's dependence on the environment that makes the external constraint and control of organizational behavior both possible and almost inevitable.