53
Views
2
CrossRef citations to date
0
Altmetric
Original Articles

The Long-Term Orientation of Firm-Suppliers Relationships

Analysis of Moderating Effect of Belonging to an Agro-Food Protection System

&
Pages 79-108 | Published online: 08 Sep 2008

References

  • Achrol , R. and Stern , L. 1988 . “Environmental determinants of decisions-making uncertainty in marketing channels” . Journal of Marketing Research , Vol. 25 : 36 – 50 . February
  • Andaleeb , S. 1996 . “An Experimental Investigation of Satisfaction and Commitment in Marketing Channels: The Role of Trust and Dependence” . Journal of Retailing , Vol. 72 ( No. 1 ) : 77 – 93 .
  • Anderson , J. C. and Gerbing , D. 1988 . “Structural Modelling in Practice: A Review and Recommended Two-Steps Approach” . Psychological Bulletin , Vol. 103 ( No. 3 ) : 411 – 423 .
  • Anderson , J. and Narus , J. 1990 . “A model of distributor firm and manufacturer firm working partnerships” . Journal of Marketing , Vol. 54 : 42 – 58 . January
  • Anderson , E. and Weitz , B. 1992 . “The use of pledges to build and sustain commitment in distribution channels” . Journal of Marketing Research , Vol. 14 : 18 – 34 .
  • Anderson , J. , Hakansson , H. and Johanson , J. 1994 . “Dyadic business relationships within a business network context” . Journal of Marketing , Vol. 58 : 1 – 15 . October
  • Atuathene-Gima , K. and Li , H. 2002 . “When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United States” . Journal of Marketing , Vol. 66 : 61 – 81 . July
  • Bagozzi , R. 1981 . “Evaluating structural equations models with unobservable variables and measurement error: A comment” . Journal of Marketing Research , Vol. 18 : 375 – 381 .
  • Baker , M. and Michie , J. “Product country images: Perception of Asian cars” . Marketing Today and for the 21st Century, Proceedings of the 24th EMAC Conference . Vol. 1 , pp. 67 – 80 .
  • Bentler , P. 1995 . EQS: Structural Equations Program Manual , California : Multivariate Software Inc. .
  • Bentler , P. and Wu , E. 1995 . EQS for Windows. User's Guide , California : Multivariate Software Inc. .
  • Bigné , E. , Moliner , M. and Callarisa , L. 2000 . “El valor y la fidelización de clientes: una propuesta de modelo dinámico de comportamiento” . Revista Europea de Dirección y Economía de la Empresa , Vol. 9 ( No. 3 ) : 65 – 77 .
  • Brennan , R. and Turnbull , P. 1999 . “Adaptative Behaviour in Buyer-Supplier Relationships” . Industrial Marketing Management , Vol. 28 : 481 – 495 .
  • Cannon , J. and Perrault , W. 1999 . “Buyer-Seller Relationships in Business Markets” . Journal of Marketing Research , Vol. 36 : 439 – 460 . November
  • Cannon , J. and Homburg , C. 2001 . “Buyer-supplier relationships and customer firm costs” . Journal of Marketing , Vol. 65 : 29 – 43 . January
  • Churchill , G. A. 1979 . “A Paradigm for Developing Better Measures of Marketing Constructs” . Journal of Marketing Research , Vol. 1 ( No. 1 ) : 64 – 73 .
  • Cooper , R. 1994 . “Third generation new product processes” . Journal of Product Innovation Management , Vol. 11 : 3 – 14 .
  • Crosby , L. , Laurence , A. , Evans , K. and Cowles , D. 1990 . “Relationship Quality in Services Selling: An Interpersonal Influence Perspectiva” . Journal of Marketing , Vol. 54 : 68 – 81 . July
  • Dabholkar , P. , Johnston , W. and Cathey , A. 1994 . “The dynamics of long-term business-to-business exchange relationships” . Journal of the Academy of Marketing Science , Vol. 22 ( No. 2 ) : 130 – 145 .
  • Dahlstrom , R. and Nygaard , A. 1995 . “An Empirical Investigation of Ex Post Transaction Cost in Franchised Distribution Channels” . Journal of Marketing Research , Vol. 36 : 160 – 170 .
  • Donney , P. and Cannon , J. 1997 . “An examination of the nature of trust in buyer-seller relationships” . Journal of Marketing , Vol. 61 : 35 – 51 . April
  • Dwyer , R. , Schurr , P. and Oh , S. 1987 . “Developing buyer-seller relationships” . Journal of Marketing , Vol. 51 : 11 – 27 . April
  • Ferguson , W. 1996 . “Impact of the ISO 9000 Series Standards on Industrial Marketing” . Industrial Marketing Management , Vol. 25 ( No. 4 ) : 305 – 310 .
  • Ford , D. 1980 . “The development of buyer-seller relationship in industrial markets” . European Journal of Marketing , Vol. 14 ( No. 5-6 ) : 339 – 353 .
  • Ganesan , S. 1994 . “Determinants of Long Term Orientation in Buyer-Seller Relationships” . Journal of Marketing , Vol. 58 : 1 – 19 . April
  • Garbarino , E. and Johnson , M. 1999 . “The different roles of satisfaction, trust and commitment in customer relationships” . Journal of Marketing , Vol. 63 : 70 – 87 . April
  • Germain , R. and Dröge , C. 1997 . “Effect of JIT purchasing relationships on organizational design, purchasing department configuration and firm performance” . Industrial Marketing Management , Vol. 26 ( No. 2 ) : 115 – 125 .
  • Geykens , I. , Steenkamp , J. and Kumar , N. 1998 . “The effects of trust and interdependence on relationship commitment: A trans-Atlantic study” . International Journal of Research in Marketing , : 303 – 317 .
  • Grönroos , C. 2000 . “Relationship marketing: Interaction, dialogue and value” . Re-vista Europea de Dirección y Economía de la Empresa , Vol. 9 ( No. 3 ) : 13 – 24 .
  • Gummerson , E. 1987 . “The New Marketing. Developing Long Term Interactive Relationship” . Long Range Planning , Vol. 20 ( No. 4 ) : 10 – 20 .
  • Gundlach , G. , Achrol , R. and Mentzer , J. 1995 . “The Structure of Commitment in Exchange” . Journal of Marketing , Vol. 59 : 78 – 92 . January
  • Hair , J. , Gärling , T. , Millett , B. , Mattsson , J. and Johnston , R. 1999 . Análisis multivariante , Prentice Hall .
  • Hallen , L. , Johanson , J. and Seyed-Mohamed , N. 1991 . “Interfirm adaptation in business relationships” . Journal of Marketing , Vol. 55 : 29 – 37 . April
  • Handfield , R. and Betchel , C. 2002 . “The role of trust and relationship structure in improving supply chain responsiveness” . Industrial Marketing Management , Vol. 31 ( No. 4 ) : 367 – 382 .
  • Hansen , S. , Swan , J. and Powers , T. 1996 . “Encouraging ‘friendly’ complaint behaviour in industrial markets: preventing a loss of customers and reputation” . Industrial Marketing Management , Vol. 25 ( No. 4 ) : 271 – 281 .
  • Heide , J. and John , G. 1990 . “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships” . Journal of Marketing Research , Vol. 52 : 20 – 35 . January
  • Heide , J. 1994 . “Interorganizational governance in marketing channels” . Journal of Marketing , Vol. 58 : 71 – 85 . January
  • Henson , S. and Caswell , J. 2001 . “La regulación de la seguridad alimentaria: per-spectiva general de las cuestiones actuales” . Revista Asturiana de Economía , : 7 – 26 .
  • Hewett , K. , Money , B. and Sharma , S. 2001 . “An Exploration of the Moderating Role of Buyer Corporate Culture in Industrial Buyer-Seller Relationships” . Journal of the Academy of Marketing Science , Vol. 30 ( No. 3 ) : 229 – 239 .
  • Hogan , J. 2001 . “Expected relationship value: A construct, a methodology for measurement and a modelling technique” . Industrial Marketing Management , Vol. 30 ( No. 4 ) : 339 – 351 .
  • Hunt , S. , Wood , V. and Chonko , L. 1989 . “Corporate ethical values and organizational commitment in marketing” . Journal of Marketing , Vol. 53 : 79 – 90 . July
  • Iglesias , V. and Vázquez , R. 2001 . “The Moderating Effect of Exclusive Dealing Agreements on Distributor Satisfaction” . Journal of Strategic Marketing , Vol. 9 ( No. 3 ) : 215 – 231 .
  • Jaccard , J. and Wan , C. 1996 . Lisrel approaches to interaction effects in multiple regression , Thousand Oaks, CA : Sage Publications .
  • Jap , S. and Ganesan , S. 2000 . “Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment” . Journal of Marketing Research , Vol. 37 : 227 – 245 . May
  • Johnson , J. 1999 . “Strategic integration in industrial distribution channels: Managing the interfirm relationships as a strategic asset” . Journal of the Academy of Marketing Science , Vol. 27 ( No. 1 ) : 4 – 18 .
  • Kalafatis , S. 2002 . “Buyer-seller relationships along channels of distribution” . Industrial Marketing Management , Vol. 31 ( No. 3 ) : 215 – 228 .
  • Kim , K. and Frazier , G. 1997 . “Measurementof Distributor Commitment in Industrial Channels of Distribution” . Journal of Business Research , Vol. 40 : 139 – 154 .
  • Kohli , A. and Leuthesser , L. 1995 . “Relational behaviour in business markets” . Journal of Business Research , Vol. 34 : 221 – 233 .
  • Kothandaraman , P. and Wilson , D. 2001 . “The future of competition: Value-creating networks” . Industrial Marketing Management , Vol. 30 ( No. 4 ) : 379 – 389 .
  • Kumar , N. , Scheer , L. and Steenkamp , J. 1995a . “The effects of supplier fairness on vulnerable resellers” . Journal of Marketing Research , Vol. 32 : 54 – 65 . February
  • Kumar , N. , Scheer , L. and Steenkamp , J. 1995b . “The effects of perceived interdependence on dealer attitudes” . Journal of Marketing Research , Vol. 32 : 348 – 356 . August
  • Langerak , F. , Peelen , E. and Commandeur , H. 1997 . “Organizing for effective new product development” . Industrial Marketing Management , Vol. 26 : 281 – 289 .
  • Leek , S. , Naudé , P. and Turnbull , W. 2003 . “Interactions, relationships and networks in a changing world” . Industrial Marketing Management , Vol. 32 ( No. 2 ) : 87 – 90 .
  • Lemon , K. , Barnett , T. and Winer , R. 2002 . “Dynamic customer relationship management: Incorporating future considerations into the service retention decision” . Journal of Marketing , Vol. 66 : 1 – 14 . January
  • Leuthesser , L. 1997 . “Supplier relational behaviour: An empirical assessment” . Industrial Marketing Management , Vol. 26 : 245 – 254 .
  • MAPA . 2002 . Ministeriode Agricultura, Pesca y Alimentación http://www.mapya.es
  • Mohr , J. and Nevin , J. 1990 . “Communication strategies in marketing channels: A theoretical perspective” . Journal of Marketing , Vol. 54 : 36 – 51 . October
  • Mohr , J. and Spekman , R. 1994 . “Characteristics of Partnership Success: Partnerships Attributes, Communications Behaviour and Conflict Resolution Techniques” . Strategic Management Journal , Vol. 15 : 135 – 152 .
  • Mohr , J. and Soshi , R. 1995 . “Communications Flows in Distribution Channels: Impact on Assessments of Communications Quality and Satisfaction” . Journal of Retailing , Vol. 71 ( No. 4 ) : 393 – 416 .
  • Mohr , J. , Fischer , R. and Nevin , J. 1996 . “Collaborative communication in interfirm relationships: moderating effects of integration and control” . Journal of Marketing , Vol. 60 : 103 – 115 . July
  • Moorman , C. , Zaltman , G. and Deshpandé , R. 1992 . “Factors Affecting Trust in Market Research Relationships” . Journal of Marketing , Vol. 57 : 81 – 101 . January
  • Morgan , R. and Hunt , S. 1994 . “The commitment-trust theory of relationship marketing” . Journal of Marketing , Vol. 58 : 20 – 38 . July
  • O'Neal , C. 1989 . “JIT procurement and relationship marketing” . Industrial Marketing Management , Vol. 18 ( No. 1 ) : 55 – 64 .
  • Rexha , N. 2000 . “Integrating relationship marketing activities with offering quality in the supplier's relational marketing program” . Journal of Business to Business Marketing , Vol. 7 ( No. 1 ) : 1 – 17 .
  • Sharland , A. 2001 . “The negotiation processas a predictor of relationship outcomes in international buyer-supplier arrangements” . Industrial Marketing Management , Vol. 30 ( No. 7 ) : 551 – 559 .
  • Sharma , A. , Krishnan , R. and Grewal , D. 2001 . “Value Creation in Markets: A critical area of Focus for Business-to-Business Markets” . Industrial Marketing Management , Vol. 30 ( No. 4 ) : 391 – 402 .
  • Siguaw , J. , Simpson , P. and Baker , T. 1998 . “Effects of supplier market orientation on distributor market orientation and the channel relationship: The distributor perspective” . Journal of Marketing , Vol. 62 : 99 – 111 . July
  • Smith , W. 1993 . “Country-of-Origin bias: A regional labelling solution” . International Marketing Review , Vol. 10 ( No. 6 ) : 4 – 12 .
  • Speckman , R. 1988 . “Strategic Supplier Selection: Understanding Long Term Buyer Relationships” . Business Horizons , July-August : 75 – 81 .
  • Steenkamp , E. 1997 . “Dinamics in consumer behavior with respect to agricultural and food products” . In (1997): Agricultural Marketing and Consumer Behavior in a Changing World , Edited by: Wierenga , B. Dordrecht, , The Netherlands : Ed. Kluwer Academic Publisher .
  • Stump , R. and Sriram , V. 1997 . “Employing information technology in purchasing: Buying-supplier relationships and size of the supplier base” . Industrial Marketing Management , Vol. 26 ( No. 2 ) : 127 – 136 .
  • Tellesfsen , T. 2002 . “Commitment in business-to-business relationships: The role of organizational and personal needs” . Industrial Marketing Management , Vol. 31 ( No. 8 ) : 645 – 652 .
  • Thomas , J. 2001 . “A methodology for linking customer acquisition to customer retention” . Journal of Marketing Research , Vol. 38 : 262 – 268 . February
  • Tikkanen , H. , Alajoutsijärvi , K. and Tähtinen , J. 2000 . “The concept of satisfaction in industrial markets: A contextual perspective and a case study from the software industry” . Industrial Marketing Management , Vol. 29 : 373 – 386 .
  • Tuten , T. and Urban , D. 2001 . “An expanded model of business-to-business partnership formation and success” . Industrial Marketing Management , Vol. 30 ( No. 2 ) : 149 – 164 .
  • Ulaga , W. and Chacour , S. 2001 . “Measuring customer-perceived value in business markets: A prerequisite for marketing strategy development and implementation” . Industrial Marketing Management , Vol. 30 ( No. 6 ) : 525 – 540 .
  • Van der Haar , J. , Kemp , R. and Omta , O. 2001 . “Creating value that cannot be copied” . Industrial Marketing Management , Vol. 30 : 627 – 636 .
  • Van Ittersum , K. , Candel , M. and Meulenberg , M. 2003 . “The influence of the image of a product's region of origin on product evaluation” . Journal of Business Research , Vol. 56 ( No. 3 ) : 215 – 226 .
  • Van Ittersum , K. and Candel , M. 1998 . Qualitative consumer survey report , The Netherlands : Wageningen University .
  • Van Tripj , H. 1997 . “Quality labelling as instrument to create product equity: The case of IKB in the Netherlands” . In Agricultural marketing and Consumer Behavior in a Changing World , Edited by: Wierenga , B. 201 – 216 . Dordrecht, , The Netherlands : Kluwer Academic Publishers .
  • Walter , A. , Ritter , H. and Gemünden , H. 2001 . “Value Creation in Buyer-Seller Relationships” . Industrial Marketing Management , Vol. 30 ( No. 4 ) : 365 – 377 .
  • Walter , A. , Müller , T. , Helfert , G. and Ritter , H. 2003 . “Functions of industrial supplier relationships and their impact on relationship quality” . Industrial Marketing Management , Vol. 32 ( No. 2 ) : 159 – 169 .
  • Wilson , D. 1995 . “An integrated model of buyer-seller relationships” . Journal of the Academy of Marketing Science , Vol. 23 ( No. 4 ) : 335 – 345 .
  • Zinn , W. and Parasuranam , A. 1997 . “Scope and intensity of logistics-based strategic alliances: A conceptual classification and managerial implications” . Industrial Marketing Management , Vol. 26 ( No. 2 ) : 137 – 147 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.