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
Citations
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The Incentive and Selection Roles of Sales Force Compensation Contracts
TL;DR: In this paper, the authors use data on individual salesperson compensation contracts to show that firms design their pay plans to both discriminatingly select (i.e., attract and retain) salespeople and provide them with the right level of incentives.
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Public event networks: an application of marketing theory to sporting events
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Partnerships: The role that power plays in shaping collaborative buyer–supplier exchanges
TL;DR: The role that power plays in collaborative buyer-supplier exchanges or partnerships is explored in this paper, where the authors argue that research into business-to-business relationships, although rich, largely marginalises the impact that power differentials have on the formation and long-term success of partnerships.
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Buyer satisfaction with relational exchange across the relationship lifecycle
TL;DR: In this article, the authors explore how relational constructs (total interdependence, trust, commitment, cooperative norms and conflict) impact the buyer's relationship satisfaction across the relationship lifecycle.
Journal ArticleDOI
Developing a conceptual model for examining the supply chain relationships between behavioural antecedents of collaboration, integration and performance
TL;DR: A conceptual model with theoretical basis on Relational Exchange Theory (RET) and extant supply chain theory is developed as a causal model that can be operationalised using structural equations modelling and a “single key informant” approach.
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.