Journal ArticleDOI
Industrial Purchasing: An Empirical Exploration of the Buyclass Framework:
TLDR
The Robinson, Faris, and Wind buyclass framework has been called one of the most useful concepts in organizational buyer behavior, yet the entire buyclass model has received little empirical attention.Abstract:
The Robinson, Faris, and Wind buyclass framework has been called one of the most useful concepts in organizational buyer behavior, yet the entire model has received little empirical attention. Part...read more
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Do Norms Matter in Marketing Relationships
Jan B. Heide,George John +1 more
TL;DR: In this article, transaction cost analysis is rapidly becoming an important theoretical paradigm in marketing, and the accumulation of transaction cost studies has been accompanied by a growing body of critici c...
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The C-OAR-SE procedure for scale development in marketing
TL;DR: Construct definition, Object classification, Attribute classification, Rater identification, Scale formation, and Enumeration and reporting (C-OAR-SE) is proposed as a new procedure for the development of scales to measure marketing constructs.
Journal ArticleDOI
Ambiguity and the process of knowledge transfer in strategic alliances
TL;DR: In this paper, the authors examined the role played by the "causally ambiguous" nature of knowledge in the process of knowledge transfer between strategic alliance partners and found that knowledge ambiguity is a mediator of tacitness, prior experience, complexity, cultural distance, and organizational distance.
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Buyer-seller relationships in business markets
TL;DR: In this paper, the authors contribute to the emerging body of knowledge on buyer-seller relationships in business markets, focusing on the relationship between buyers and sellers in the context of marketing managers and scholars.
Journal ArticleDOI
The Shadow Of The Future: Effects Of Anticipated Interaction And Frequency Of Contact On Buyer-Seller Cooperation
Jan B. Heide,Anne S. Miner +1 more
TL;DR: In this article, the authors examined cooperation between 136 industrial buyers and suppliers and identified four domains of potential cooperation: flexibility, information exchange, shared problem solving, and shared problem-solving.
References
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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.
Journal ArticleDOI
Convergent and discriminant validation by the multitrait-multimethod matrix.
TL;DR: This transmutability of the validation matrix argues for the comparisons within the heteromethod block as the most generally relevant validation data, and illustrates the potential interchangeability of trait and method components.
Journal ArticleDOI
A Paradigm for Developing Better Measures of Marketing Constructs
TL;DR: A critical element in the evolution of a fundamental body of knowledge in marketing, as well as for improved marketing practice, is the development of better measures of the variables with which marketers deal with marketing as discussed by the authors.
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