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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How reverse marketing changes buyer—seller roles
TL;DR: In this paper, the authors describe a new concept called reverse marketing, which is changing the conventional buyer-seller relationship and has important implications for the traditional role of the industrial marketer.
Journal ArticleDOI
Matter over mind: When specific asset investment affects calculative trust in supply chain partnership
TL;DR: In this paper, the authors examined the relationship between bilateral specific asset investments and after-investing trust, using the concept of trust defined as calculative, risk-related, and relationship-based.
Journal ArticleDOI
Relative effects of dependence and trust on flexibility, information exchange, and solidarity in marketing channels
Bülent Sezen,Cengiz Yilmaz +1 more
TL;DR: In this article, the authors focus on the two key antecedents of relational behaviors in channel dyads, dependence on and trust in the exchange partner, and explore the relative effects of dependence and trust on each of the three major relational behavior forms of flexibility, information exchange, and solidarity.
Journal ArticleDOI
Deep, Sticky, Transient, and Gracious: An Expanded Buyer–Supplier Relationship Typology
Yusoon Kim,Thomas Y. Choi +1 more
TL;DR: In this paper, the authors proposed an expanded typology of buyer-supplier relationships, in which there can be a closely tied yet adversarial relationship and an arms-length yet cooperative relationship.
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Predictors of relationships among buying and supplying firms
TL;DR: In this paper, the authors analyzed responses from over 700 suppliers about their relationships with one of five different manufacturing firms and found that co-operation, years as supplier, and perceived dependence were the strongest predictors of the suppliers' assessments of their business relationships with the manufacturing firms.
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.