articleTop 1% cited

Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships

Journal of Marketing Research · 1990 · Vol. 27(1) · pp. 24–24

Jan B. Heide✉(Case Western Reserve University)George John(University of Minnesota)

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...

Outsourcing and Supply Chain Management Customer Service Quality and Loyalty Global and Cross-Cultural ManagementPurchasingBusinessJoint (building)Industrial organizationAction (physics)MarketingCommerce

Citations

1,923

FWCI

19.57

field-weighted impact

References

Percentile

100%

vs. same field & year

Citations per year

Cited by

Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance

Organization Science · 1998 · 3,995 citations

Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis

Journal of Marketing · 1993 · 3,857 citations

The Interorganizational Learning Dilemma: Collective Knowledge Development in Strategic Alliances

Organization Science · 1998 · 1,088 citations

Buyer–Seller Relationships in Business Markets

Journal of Marketing Research · 1999 · 1,543 citations

Alliance Management as a Source of Competitive Advantage

Journal of Management · 2002 · 1,353 citations

CONDUCTING INTERORGANIZATIONAL RESEARCH USING KEY INFORMANTS.

Academy of Management Journal · 1993 · 2,243 citations

Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment

Journal of Marketing Research · 2000 · 1,354 citations

Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques

Strategic Management Journal · 1994 · 3,455 citations

References

Developing Buyer-Seller Relationships

Journal of Marketing · 1987 · 7,761 citations

The Evolution of Cooperation

Science · 1981 · 20,127 citations

Organizations and Environments

Academy of Management Review · 1980 · 2,917 citations

Markets, Bureaucracies, and Clans

Administrative Science Quarterly · 1980 · 4,660 citations

Interpersonal Relations: A Theory of Interdependence

Journal of Marriage and the Family · 1982 · 2,817 citations

Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing

Journal of Marketing Research · 1981 · 1,211 citations

Citation Network

How this paper connects to the literature. Drag to explore, click any node to open that paper.