Supplier–customer relationships: A case study of power dynamics

[1]  Frans Prenkert,et al.  The dynamics of networked power in a concentrated business network , 2014 .

[2]  C. Medlin,et al.  Self- and collective-interests: Using formal network activities for developing firms' business , 2014 .

[3]  Michael Essig,et al.  A providers’ perspective on supplier relationships in performance-based contracting , 2013 .

[4]  C. Rebolledo,et al.  Improving operational performance through knowledge exchange with customers , 2013 .

[5]  H. Håkansson,et al.  A never ending story: Interaction patterns and economic development , 2013 .

[6]  C. Grönroos.  From Marketing Mix to Relationship Marketing , 2012 .

[7]  Joanne Meehan,et al.  The origins of power in buyer–seller relationships , 2012 .

[8]  Sylvie Lacoste.  ‘Vertical Coopetition’: The Key Account Perspective , 2012 .

[9]  Rhona E. Johnsen,et al.  Asymmetric customer–supplier relationship development in Taiwanese electronics firms , 2012 .

[10]  W. Reinartz,et al.  Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully , 2011 .

[11]  G. Wright,et al.  Power priorities: A buyer–seller comparison of areas of influence , 2011 .

[12]  David Ford,et al.  IMP and service-dominant logic: Divergence, convergence and development , 2011 .

[13]  C. Grönroos.  A service perspective on business relationships: The value creation, interaction and marketing interface , 2011 .

[14]  Christian Grönroos,et al.  Adopting a service logic in manufacturing: Conceptual foundation and metrics for mutual value creation , 2010 .

[15]  Sung Kook Park,et al.  Inter-organizational cooperation in buyer–supplier relationships: Both perspectives , 2010 .

[16]  Stephan M. Wagner,et al.  Creating and appropriating value in collaborative relationships , 2010 .

[17]  Holger Schiele,et al.  SUPPLIER INNOVATIVENESS AND SUPPLIER PRICING: THE ROLE OF PREFERRED CUSTOMER STATUS , 2010 .

[18]  Wesley J. Johnston,et al.  The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains , 2010 .

[19]  Kim Sundtoft Hald,et al.  Towards an understanding of attraction in buyer–supplier relationships , 2009 .

[20]  C. Grönroos,et al.  Marketing and the Logic of Service: Value Facilitation, Value Creation and Co-creation, and Their Marketing Implications , 2009 .

[21]  J. Fransoo,et al.  Drivers of close supply chain collaboration: one size fits all? , 2009 .

[22]  T. Baines,et al.  The servitization of manufacturing: A review of literature and reflection on future challenges , 2009 .

[23]  M. Westerlund,et al.  Purchasing strategies in supply relationships , 2009 .

[24]  M. Gibbert,et al.  What passes as a rigorous case study , 2008 .

[25]  R. Handfield,et al.  BUYER DEPENDENCY AND RELATIONAL CAPITAL FORMATION: THE MEDIATING EFFECTS OF SOCIALIZATION PROCESSES AND SUPPLIER INTEGRATION , 2008 .

[26]  David A. Johnston,et al.  The climate for co‐operation: buyer‐supplier beliefs and behavior , 2008 .

[27]  Rhona E. Johnsen,et al.  Exploring the concept of asymmetry: A typology for analysing customer–supplier relationships , 2008 .

[28]  G. Paché,et al.  La dynamique des canaux de distribution , 2008 .

[29]  W. Reinartz,et al.  How to sell services more profitably. , 2008, Harvard business review.

[30]  Daniel R. Krause,et al.  BUYER–SUPPLIER RELATIONSHIPS: DERIVED VALUE OVER TWO DECADES , 2008 .

[31]  Frances Jørgensen,et al.  Commodity team motivation and performance , 2008 .

[32]  R. Palmer.  The transaction‐relational continuum: conceptually elegant but empirically denied , 2007 .

[33]  Ajay K. Kohli,et al.  Rethinking Customer Solutions: From Product Bundles to Relational Processes , 2007 .

[34]  David R. Schaefer,et al.  The Value of Reciprocity , 2007, Social Psychology Quarterly.

[35]  P. Cousins,et al.  Sourcing Strategy, Supplier Relationships and Firm Performance: An Empirical Investigation of UK Organizations , 2007 .

[36]  Marjolein C. J. Caniëls,et al.  Power and interdependence in buyer supplier relationships: A purchasing portfolio approach , 2007 .

[37]  Kathleen M. Eisenhardt,et al.  Theory Building From Cases: Opportunities And Challenges , 2007 .

[38]  R. Dahl.  The concept of power , 2007 .

[39]  A. Davies,et al.  Charting a path toward integrated solutions , 2006 .

[40]  Andreas Eggert,et al.  Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status , 2006 .

[41]  M. Hingley.  Power to all our friends? Living with imbalance in supplier-retailer relationships , 2005 .

[42]  Aino Halinen,et al.  Using case methods in the study of contemporary business networks , 2005 .

[43]  Cees J. Gelderman,et al.  Purchasing portfolio models: a critique and update , 2005 .

[44]  Andrew Davies,et al.  Creating value by delivering integrated solutions , 2005 .

[45]  Marjolein C. J. Caniëls,et al.  Purchasing strategies in the Kraljic matrix—A power and dependence perspective , 2005 .

[46]  Joe Sanderson,et al.  Managing appropriately in power regimes: relationship and performance management in 12 supply chain cases , 2004 .

[47]  D. Harrison.  Is a Long-term Business Relationship an Implied Contract? Two Views of Relationship Disengagement , 2004 .

[48]  Stephen L. Vargo,et al.  Evolving to a New Dominant Logic for Marketing , 2004 .

[49]  Arch G. Woodside,et al.  Case study research methods for theory building , 2003 .

[50]  Wolfgang Ulaga.  Capturing value creation in business relationships: A customer perspective , 2003 .

[51]  Anna Dubois,et al.  Strategic cost management across boundaries of firms , 2003 .

[52]  Rogelio Oliva,et al.  Managing the transition from products to services , 2003, International Journal of Service Industry Management.

[53]  Thomas Ritter,et al.  Functions of industrial supplier relationships and their impact on relationship quality , 2003 .

[54]  Terje I. Vaaland,et al.  Exploring interorganizational conflict in complex projects , 2003 .

[55]  R. Trent.  Why relationships matter , 2003 .

[56]  Lars-Erik Gadde,et al.  Systematic combining: an abductive approach to case research , 2002 .

[57]  Cees J. Gelderman,et al.  Strategic Direction through Purchasing Portfolio Management: A Case Study , 2002 .

[58]  Geoff Easton,et al.  Marketing: a Critical Realist approach , 2002 .

[59]  J. Ratnatunga,et al.  Buyer-Supplier Relationships: A Case Study of a Japanese and Western Alliance , 2001 .

[60]  Lars-Erik Gadde,et al.  The Business Marketing Course: Managing in Complex Networks (2nd edition) , 2001 .

[61]  Lars-Erik Gadde,et al.  Supply Network Strategies , 2001 .

[62]  Jay R. Galbraith,et al.  Making Solutions the Answer , 2001 .

[63]  Andrew Cox,et al.  Managing with Power: Strategies for Improving Value Appropriation from Supply Relationships , 2001 .

[64]  Andrew Cox,et al.  The Power Perspective in Procurement and Supply Management , 2001 .

[65]  Bernard Cova,et al.  Portfolio of supplier-customer relationships , 2001 .

[66]  Lars-Erik Gadde,et al.  Supply strategy and network effects — purchasing behaviour in the construction industry , 2000 .

[67]  Joseph P. Cannon,et al.  Buyer–Seller Relationships in Business Markets , 1999 .

[68]  R. Brennan,et al.  Adaptive Behavior in Buyer–Supplier Relationships , 1999 .

[69]  Lars-Erik Gadde,et al.  Managing Interfaces with Suppliers , 1999 .

[70]  Carlos Cordón,et al.  Building Successful Customer—Supplier Alliances , 1998 .

[71]  Jeffrey H. Dyer,et al.  The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage , 1998 .

[72]  M. Hobday.  Product complexity, innovation and industrial organisation , 1998 .

[73]  Jeffrey H. Dyer,et al.  Strategic Supplier Segmentation: The Next “Best Practice” in Supply Chain Management , 1998 .

[74]  E. Wilson.  Theory transitions in organizational buying behavior research , 1996 .

[75]  Gary L. Frazier,et al.  Exchange relationships and interfirm power in channels of distribution , 1995 .

[76]  David T. Wilson.  An integrated model of buyer-seller relationships , 1995 .

[77]  H. Håkansson,et al.  Dyadic Business Relationships within a Business Network Context , 1994 .

[78]  S. Hunt,et al.  The Commitment-Trust Theory of Relationship Marketing , 1994 .

[79]  Geoff Easton,et al.  Industrial Networks: A New View of Reality , 1992 .

[80]  L. Buchanan.  Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational Goals , 1992 .

[81]  L. Ellram.  A Managerial Guideline for the Development and Implementation of Purchasing Partnerships , 1991 .

[82]  James A. Narus,et al.  Partnering as a Focused Market Strategy , 1991 .

[83]  Linda D. Molm,et al.  STRUCTURE, ACTION, AND OUTCOMES: THE DYNAMICS OF POWER IN SOCIAL EXCHANGE* , 1990 .

[84]  K. Eisenhardt.  Building theories from case study research , 1989, STUDI ORGANIZZATIVI.

[85]  S. Vandermerwe,et al.  Servitization of business : Adding value by adding services , 1988 .

[86]  F. Dwyer,et al.  Developing Buyer-Seller Relationships: , 1987 .

[87]  J. F. Gaski.  Interrelations among a Channel Entity's Power Sources: Impact of the Exercise of Reward and Coercion on Expert, Referent, and Legitimate Power Sources , 1986 .

[88]  John R. Nevin,et al.  The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel , 1985 .

[89]  R. Yin.  Case Study Research: Design and Methods , 1984 .

[90]  J. F. Gaski.  The Theory of Power and Conflict in Channels of Distribution , 1984 .

[91]  H. Håkansson.  International Marketing and Purchasing of Industrial Goods: An Interaction Approach , 1982 .

[92]  I. Wilkinson.  Power, Conflict, and Satisfaction in Distribution Channels—An Empirical Study , 1981 .

[93]  F. Robert Dwyer,et al.  Bargaining in an Asymmetrical Power Structure , 1981 .

[94]  D. Ford.  The Development of Buyer‐Seller Relationships in Industrial Markets , 1980 .

[95]  Henry Mintzberg.  An Emerging Strategy of "Direct" Research , 1979 .

[96]  John R. Nevin,et al.  Power in a Channel of Distribution: Sources and Consequences , 1974 .

[97]  Louis W. Stern,et al.  Power Measurement in the Distribution Channel , 1972 .

[98]  Frederick E. Webster,et al.  The “Deal-Prone” Consumer , 1965 .

[99]  H. Kelley,et al.  The social psychology of groups , 1960 .

[100]  D. Wright,et al.  American Capitalism: The Concept of Countervailing Power , 1957 .

[101]  E. Chamberlin.  The Theory of Monopolistic Competition , 1933 .

[102]  Martin Christopher,et al.  Relationship Marketing: Strategy And Implementation , 2015 .

[103]  Madeleine Järsjö,et al.  Purchasing Must Become Supply Management , 2013 .

[104]  Stefanos Mouzas,et al.  Service and value in the interactive business landscape , 2013 .

[105]  P. Olsen.  Knowledge, Transparency and Power in Business Networks , 2011 .

[106]  Rebecca Piekkari,et al.  ‘Good’ case research in industrial marketing: Insights from research practice , 2010 .

[107]  Michael Ehret,et al.  From relationships to partnerships—new forms of cooperation between buyer and seller , 2006 .

[108]  K. Goffin,et al.  An exploratory study of ‘close’ supplier–manufacturer relationships , 2006 .

[109]  W. C. Benton,et al.  The influence of power driven buyer/seller relationships on supply chain satisfaction , 2005 .

[110]  Erin Anderson,et al.  The Dark Side of Close Relationships , 2005 .

[111]  G. Easton.  Market forms and market models , 2004 .

[112]  J.Y.F. Wynstra,et al.  Buying Business Services , 2002 .

[113]  M. Bensaou.  Portfolios of Buyer-Supplier Relationships , 1999 .

[114]  David T. Wilson,et al.  Managing Business Relationships , 1998 .

[115]  Virpi Havila.  When does an International Business Relationship Become Non-Existent? , 1996 .

[116]  Håkan Håkansson,et al.  Network Dynamics: Forces and Processes Underlying Evolution and Revolution in Business Networks , 1995 .

[117]  Geoffrey Easton,et al.  Methodology and Industrial Networks , 1995 .

[118]  M. Hobday,et al.  Innovation in Complex Systems Industries: the Case of Flight Simulation , 1995 .

[119]  H. Håkansson,et al.  No business is an island: The network concept of business strategy , 1989 .

[120]  David Ford,et al.  How Do Companies Interact , 1986 .

[121]  Robert E. Spekman.  International marketing and purchasing of industrial goods: IMP Group, ed. Håkon Håkansson Wiley, Chichester (England), 1982 , 1984 .

[122]  P. Blau.  Exchange and Power in Social Life , 1964 .

[123]  C. Argyris.  Personality and organization , 1957 .