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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Promoting Relationship Learning
Fred Selnes,James Sallis +1 more
TL;DR: In this paper, the authors develop a theory of how management can develop and promote the learning capabilities of targeted customer-supplier relationships, which suggests that a supplier and a customer can improve their joint learning activities by facilitating information exchange, developing common learning arenas, and updating their behavior accordingly.
Journal ArticleDOI
Asymmetrical deployment of specific assets and contractual safeguarding in industrial purchasing relationships
Arnt Buvik,Torger Reve +1 more
TL;DR: In this article, an investigation of 161 industrial purchasing relationships demonstrated that the level of formalized purchase contracting was significantly greater when the supplier unilaterally deployed specific assets in a relationship as opposed to situations where mainly the buyer employed assets at risk.
Journal ArticleDOI
Is a Long-term Business Relationship an Implied Contract? Two Views of Relationship Disengagement*
TL;DR: In this paper, the authors present an empirical case example of a terminated business relationship in the aftermath stage of the dissolution process, and discuss the possibility for legal redress using the transaction cost economics, relational contracting, and industrial networks literatures.
Journal ArticleDOI
Key Account Management in Business Markets: An Empirical Test of Common Assumptions
Björn Sven Ivens,Catherine Pardo +1 more
TL;DR: In this article, a study conducted among 297 purchasing managers in two industries (packaging goods, market research data) found that parts of the foundations of KAM are not as solid as they may appear at first sight.
Journal ArticleDOI
Cooperating for service excellence in multi-channel service systems: an empirical assessment
TL;DR: In this paper, the authors address the issue of ensuring multiple service channel cooperation by identifying the determinants of channel intermediaries' willingness to cooperate with a CIC and show that three groups of antecedents (service quality, partnership quality and image quality) lead to performance satisfaction and/or trust.
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.