Toward an Enhanced Definition and Measurement of Purchasing's Strategic Role in Buyer–Supplier Relationships

REFERENCES

• Achrol , R. S. 1991 . Evolution of the marketing organization: New forms for turbulent environments . Journal of Marketing , 55 October : 77 – 93 .
   Web of Science ®Google Scholar
• Anderson , J. C. and Gerbing , D. W. 1988 . Structural equation modeling in practice: A review and recommended two-step approach . Psychological Bulletin , 103 ( 3 ) : 411 – 423 .
   Web of Science ®Google Scholar
• Anderson , J. C. and Narus , J. A. 1990 . A model of distributor firm and manufacturer firm working partnerships . Journal of Marketing , 54 ( 1 ) : 42 – 58 .
   Web of Science ®Google Scholar
• Anderson , M. G. and Katz , P. B. 1998 . Strategic sourcing . International Journal of Logistics Management , 9 ( 1 ) : 1 – 13 .
   Google Scholar
• Barnes , R. B. , Naude , P. and Michell , P. 2005 . Exploring commitment and dependency in dyadic relationships . Journal of Business-to-Business Marketing , 12 ( 3 ) : 1 – 26 .
   Web of Science ®Google Scholar
• Bentler , P. M. and Bonett , D. G. 1980 . Significance tests and goodness of fit in the analysis of covariance structures . Psychological Bulletin , 88 ( 3 ) : 588 – 606 .
   Web of Science ®Google Scholar
• Bendoly , E. and Schoenherr , T. 2005 . ERP system and implementation-process benefits: Implications for B2B e-procurement . International Journal of Operations and Production Management , 25 ( 3/4 ) : 304 – 319 .
   Web of Science ®Google Scholar
• Biemans , W. G. and Brand , M. J. 1995 . Reverse marketing: A synergy of purchasing and relationship marketing . International Journal of Purchasing and Materials Management , 31 Summer : 29 – 37 .
   Google Scholar
• Boulding , W. , Staelin , R. , Ehert , M. and Johnston , W. J. 2005 . A customer relationship management roadmap: What is known, potential pitfalls, and where to go . Journal of Marketing , 69 ( 4 ) : 155 – 166 .
   Web of Science ®Google Scholar
• Browne , M. W. and Cudeck , R. 1993 . “ Alternative ways of assessing model fit ” . In Testing structural equation models , Edited by: Bollen , K. A. and Long , J. S. Newbury Park, CA : Sage Publications .
   Google Scholar
• Cannon , J. P. and Perreault , W. D. Jr. 1999 . Buyer–supplier relationships in business markets . Journal of Marketing Research , 36 November : 439 – 460 .
   Web of Science ®Google Scholar
• Churchill , G. A. Jr. 1979 . A paradigm for developing better measures of marketing constructs . Journal of Marketing Research , 16 February : 64 – 73 .
   Web of Science ®Google Scholar
• Cronbach , L. J. 1951 . Coefficient alpha and the internal structure of tests . Psychometrika , 16 : 297 – 335 .
   Web of Science ®Google Scholar
• Crosby , L. A. , Evans , K. R. and Cowles , D. 1990 . Relationship quality in services selling: An interpersonal influence perspective . Journal of Marketing , 54 ( 3 ) : 68 – 81 .
   Web of Science ®Google Scholar
• Das , A. and Narasimhan , R. 2000 . Purchasing competence and its relationship with manufacturing performance . Journal of Supply Chain Management , 36 Spring : 17 – 28 .
   Google Scholar
• Day , G. S. 1995 . Advantageous alliances . Journal of the Academy of Marketing Science , 23 Fall : 297 – 300 .
   Google Scholar
• DeVellis , R. F. 1991 . Scale development: Theory and applications. Applied social research methods , Vol. 26 , Newbury Park, CA : Sage Publications .
   Google Scholar
• Dubinsky , A. J. and Ingram , T. N. 1982 . Salespeople view buyer behavior . International Journal of Purchasing and Materials Management , 18 ( 3 ) : 6 – 12 .
   Google Scholar
• Dwyer , F. R. , Schurr , P. H. and Oh , S. 1987 . Developing buyer-seller relationships . Journal of Marketing , 51 April : 11 – 27 .
   Web of Science ®Google Scholar
• Enis , B. M. and Smith , S. V. 1977 . Is purchasing management to buying as marketing is to selling? . Journal of the Academy of Marketing Science , 5 ( 1 ) : 27 – 36 .
   Google Scholar
• Fearon , H. E. and Bales , W. A. 1997 . Measures of purchasing effectiveness , Tempe, AZ : Center for Advanced Purchasing Studies .
   Google Scholar
• Fontenot , R. J. and Wilson , E. J. 1997 . Relational exchange: A review of selected models for a prediction matrix of relationship activities . Journal of Business Research , 39 May : 5 – 12 .
   Web of Science ®Google Scholar
• Frazier , G. L. , Spekman , R. E. and O'Neal , C. R. 1988 . Just-in-time exchange relationships in industrial markets . Journal of Marketing , 52 October : 68 – 78 .
   Google Scholar
• Gerbing , D. W. and Anderson , J. C. 1988 . An updated paradigm for scale development incorporating unidimensionality and its assessment . Journal of Marketing Research , 25 May : 186 – 192 .
   Web of Science ®Google Scholar
• Goldman , S. L. , Nagel , R. N. and Preiss , K. 1995 . Agile competitors and virtual organizations , New York : Van Nostrand Reinhold .
   Google Scholar
• Guenzi , P. , Pardo , C. and Georges , L. 2007 . Relationship selling strategy and key account managers' relational behaviors: an exploratory study . Industrial Marketing Management , 36 : 121 – 133 .
   Web of Science ®Google Scholar
• Heide , J. B. and John , G. 1990 . Alliances in industrial purchasing: The determinants of joint action in buyer–supplier relationships . Journal of Marketing Research , 27 ( 1 ) : 24 – 36 .
   Web of Science ®Google Scholar
• Homburg , C. and Kuester , S. 2001 . Towards an improved understanding of industrial buying behavior: Determinants of the number of suppliers . Journal of Business-to-Business Marketing , 8 ( 2 ) : 5 – 33 .
   Google Scholar
• Hu , L. and Bentler , P. M. 1999 . Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives . Structural Equation Modeling , 6 ( 1 ) : 1 – 55 .
   Web of Science ®Google Scholar
• Johnston , W. J. and Lewin , J. E. 1996 . Organizational buying behavior: Toward an integrative framework . Journal of Business Research , 35 : 1 – 15 .
   Web of Science ®Google Scholar
• Jöreskog , K. G. and Sörbom , D. 2004 . LISREL 8.7 for Windows , Lincolnwood, IL : Scientific Software International . [Computer Software].
   Google Scholar
• Kalton , G. 1983 . Introduction to survey sampling , Newbury Park, CA : Sage Publications .
   Google Scholar
• Kamath , R. R. and Liker , J. K. 1994 . A second look at Japanese product development . Harvard Business Review , 72 November–December : 154 – 170 .
   Web of Science ®Google Scholar
• Kannan , V. R. and Tan , K. C. 2006 . Buyer–supplier relationships: The impact of supplier selection and buyer-supplier engagement on relationship and firm performance . International Journal of Physical Distribution & Logistics Management , 36 ( 10 ) : 755 – 775 .
   Google Scholar
• Kocabasoglu , C. and Suresh , N. C. 2006 . Strategic sourcing: An empirical investigation of the concept and its practices in U.S. manufacturing firms . Journal of Supply Chain Management , 42 ( 2 ) : 4 – 16 .
   Google Scholar
• Kraljic , P. 1983 . Purchasing must become supply management . Harvard Business Review , 61 ( 5 ) : 109 – 117 .
   Web of Science ®Google Scholar
• Kwon , I. and Suh , T. 2004 . Factors affecting the level of trust and commitment in supply chain relationships . Journal of Supply Chain Management , 40 Spring : 4 – 14 .
   Google Scholar
• Lassk , F. G. , Marshall , G. W. , Cravens , D. W. and Moncrief , W. C. 2001 . Salesperson job involvement: A modern perspective and a new scale . Journal of Personal Selling and Sales Management , 21 ( 4 ) : 291 – 302 .
   Google Scholar
• Leenders , M. R. and Blenkhorn , D. L. 1988 . Reverse marketing , New York : The Free Press .
   Google Scholar
• Leenders , M. R. and Flynn , A. E. 1995 . Value-driven purchasing: Managing the key steps in the acquisition process , Burr Ridge, IL : Irwin Professional Publishing .
   Google Scholar
• Levin , D. Z. and Cross , R. 2004 . The strength of weak ties you can trust: The mediating role of trust in effective knowledge transfer . Management Science , 50 ( 11 ) : 1477 – 1490 .
   Web of Science ®Google Scholar
• Lewin , J. E. and Donthu , N. 2005 . The influence of purchase situation on buying center structure and involvement: A select meta-analysis of organizational buying behavior research . Journal of Business Research , 58 : 1381 – 1390 .
   Web of Science ®Google Scholar
• Lovelock , C. , Stiff , R. , Cullwick , D. and Kaufman , I. M. 1976 . An evaluation of the effectiveness of drop-off questionnaire delivery . Journal of Marketing Research , 13 November : 358 – 364 .
   Web of Science ®Google Scholar
• McCabe , D. L. 1987 . Buying group structure: Constriction at the top . Journal of Marketing , 51 ( 4 ) : 89 – 98 .
   Web of Science ®Google Scholar
• McHugh , M. , Humphreys , P. and McIvor , R. 2003 . Buyer–supplier relationships and organizational health . Journal of Supply Chain Management , 39 Spring : 15 – 25 .
   Google Scholar
• Meier , R. L. , Humphreys , M. A. and Williams , M. R. 1998 . The role of purchasing in the agile enterprise . International Journal of Purchasing and Materials Management , 34 Fall : 39 – 45 .
   Google Scholar
• Moeller , S. , Fassnacht , M. and Klose , S. 2006 . A framework for supplier relationship management (SRM) . Journal of Business-to-Business Marketing , 13 ( 4 ) : 69 – 94 .
   Web of Science ®Google Scholar
• Morgan , R. M. and Hunt , S. D. 1994 . The commitment-trust theory of relationship marketing . Journal of Marketing , 58 July : 20 – 38 .
   Web of Science ®Google Scholar
• Morris , M. and Carter , C. R. 2005 . Relationship marketing and supplier logistics performance: An extension of the key mediating variables model . Journal of Supply Chain Management , 41 Fall : 32 – 43 .
   Google Scholar
• Napolitano , L. 1997 . Customer–supplier partnering: A strategy whose time has come . Journal of Personal Selling and Sales Management , 17 ( 4 ) : 1 – 8 .
   Google Scholar
• Nunnally , J. C. and Bernstein , I. H. 1994 . Psychometric theory , New York : McGraw-Hill .
   Google Scholar
• Palmatier , R. W. , Dant , R. P. , Grewal , D. and Evans , K. R. 2006 . Factors influencing the effectiveness of relationship marketing: A meta-analysis . Journal of Marketing , 70 ( 4 ) : 136 – 153 .
   Web of Science ®Google Scholar
• Pardo , C. 1997 . Key account management in the business-to-business field: The key account's point of view . Journal of Personal Selling and Sales Management , 17 ( 4 ) : 17 – 26 .
   Google Scholar
• Parker , G. G. and Anderson , E. G. Jr. 2002 . From buyer to integrator: The transformation of the chain manager in the vertically disintegrating firm . Production and Operations Management , 11 ( 1 ) : 75 – 91 .
   Web of Science ®Google Scholar
• Parsons , A. L. 2002 . What determines buyer–seller relationship quality? An investigation from the buyer's perspective . Journal of Supply Chain Management , 38 Spring : 4 – 12 .
   Google Scholar
• Paulraj , A. and Chen , I. J. 2005 . Strategic supply management and dyadic quality performance: A path analytical model . Journal of Supply Chain Management , 41 Summer : 4 – 18 .
   Google Scholar
• Paulraj , A. and Chen , I. J. 2007 . Environmental uncertainty and strategic supply management: A resource dependence perspective and performance implications . Journal of Supply Chain Management , 43 ( 3 ) : 29 – 42 .
   Google Scholar
• Paun , D. A. 1997 . A study of “best” versus “average” buyer–seller relationships . Journal of Business Research , 39 : 13 – 21 .
   Web of Science ®Google Scholar
• Payne , A. and Frow , P. 2006 . Customer relationship management: From strategy to implementation . Journal of Marketing Management , 22 : 135 – 168 .
   Google Scholar
• Plank , R. E. and Francis , D. 2001 . Does reverse marketing reduce conflict in buyer–seller relationships? . American Business Review , 19 ( 1 ) : 76 – 83 .
   Google Scholar
• Reid , D. A. and Plank , R. E. 2000 . Business marketing comes of age: A comprehensive review of literature . Journal of Business-to-Business Marketing , 7 ( 2/3 ) : 9 – 185 .
   Google Scholar
• Sharma , A. 1997 . Who prefers key account management programs? An investigation of business buying behavior and buying firm characteristics . Journal of Personal Selling and Sales Management , 17 ( 4 ) : 27 – 39 .
   Google Scholar
• Sheth , J. 1996 . Organizational buying behavior: Past performance and future expectations . Journal of Business and Industrial Marketing , 11 ( 3/4 ) : 7 – 24 .
   Google Scholar
• Sin , Y. M. , Tse , A. C. B. , Yau , O. H. M. , Chow , R. P. M. , Lee , J. S. Y. and Lau , L. B. Y . 2005 . Relationship marketing orientation: Scale development and cross-cultural validation . Journal of Business Research , 58 : 185 – 194 .
   Web of Science ®Google Scholar
• Thorelli , H. B. 1986 . Networks: Between markets and hierarchies . Strategic Management Journal , 7 January : 37 – 51 .
   Web of Science ®Google Scholar
• Tummala , V. M. , Phillips , C. and Johnson , M. 2006 . Assessing supply chain management success factors: A case study . Supply Chain Management: An International Journal , 11 ( 2 ) : 179 – 192 .
   Web of Science ®Google Scholar
• Vargo , S. L. and Lusch , R. F. 2004 . Evolving to a new dominant logic for marketing . Journal of Marketing , 68 January : 1 – 17 .
   Web of Science ®Google Scholar
• Vlosky , R. P. and Wilson , E. J. 1997 . Partnering and traditional relationships in business marketing: An introduction to the special issue . Journal of Business Research , 39 : 1 – 4 .
   Web of Science ®Google Scholar
• Webster , F. E. 1992 . The changing role of marketing in the corporation . Journal of Marketing , 56 October : 1 – 17 .
   Web of Science ®Google Scholar
• Weitz , B. A. and Jap , S. D. 1995 . Relationship marketing and distribution channels . Journal of the Academy of Marketing Science , 23 ( 4 ) : 305 – 320 .
   Google Scholar
• Wheatley , M. 2001 . Forward in reverse . Supply Management , 6 ( 15 ) : 22 – 26 .
   Google Scholar
• Whipple , J. M. and Frankel , R. 2000 . Strategic alliance success factors . Journal of Supply Chain Management , 36 Summer : 21 – 28 .
   Google Scholar
• Williams , M. R. and Attaway , J. S. 1996 . Exploring salesperson's customer orientation as a mediator of organizational culture's influence on buyer–seller relationships . Journal of Personal Selling and Sales Management , 16 Fall : 33 – 52 .
   Google Scholar
• Wilson , E. J. and Vlosky , R. P. 1997 . Partnering relationship activities: Building theory from case study research . Journal of Business Research , 39 May : 59 – 70 .
   Web of Science ®Google Scholar
• Wilson , E. J. , McMurrian , R. C. and Woodside , A. G. 2001 . How buyers frame problems: Revisited . Psychology and Marketing , 18 ( 6 ) : 617 – 655 .
   Web of Science ®Google Scholar