393
Views
36
CrossRef citations to date
0
Altmetric
Original Articles

Relationship Benefits

An Exploration of Buyer-Supplier Dyads

&
Pages 77-91 | Published online: 20 Oct 2008

References

  • Christy , R. , Oliver , G. and Penn , J. 1996 . Relationship Marketing in Consumer Markets . Journal of Marketing Management , 12 : 175 – 187 .
  • Dwyer , F. R. , Schurr , P. H. and Oh , S. 1987 . Developing Buyer-Seller Relationships . Journal of Marketing , 51 : 11 – 27 . April
  • Ghosh , A. K. , Benoy , J. W. , Gardner , J. T. and Thach , S. V. 1997 . Antecedents, Outcomes, and Moderating Influences on Industrial Distributors' Satisfaction with Supplier Relationships . Journal of Marketing Theory & Practice , 5 ( 4 ) : 58 – 67 .
  • Grönroos , C. 1990 . Service Management and Marketing: Managing the Moments of Truth in Service Competition , Lexington, MA : Lexington Books .
  • Gummesson , E. 1998 . Implementation Requires a Relationship Marketing Paradigm . Journal of the Academy of Marketing Science , 26 : 242 – 249 . Summer
  • Gummesson , E. 1999 . Total Relationship Marketing: Experimenting with a Synthesis of Research Frontier . Australasian Marketing Journal , 7 ( 1 ) : 72 – 85 .
  • Gwinner , K. P. , Gremler , D. D. and Bitner , M. J. 1998 . Relational Benefits in Services Industries: The Customer's Perspective . Journal of the Academy of Marketing Science , 26 : 101 – 114 . Spring
  • Han , S.-L. , Wilson , D. T. and Dant , S. P. 1993 . Buyer-Supplier Relationships Today . Industrial Marketing Management , 22 : 331 – 338 .
  • Horowitz , M. W. and Newman , J. B. 1964 . Spoken and Written Expression: An Experimental Analysis . Journal of Abnormal and Social Psychology , 68 ( 6 ) : 640 – 647 .
  • Kalwani , M. U. and Narayandas , N. 1995 . Long-Term Manufacturer-Supplier Relationships: Do they Pay? . Journal of Marketing , 59 ( 1 )
  • Lincoln , Y. and Guba , E. 1985 . Naturalistic Inquiry , Beverley Hills : Sage Publications .
  • Lyons , T. F. , Krachenberg , A. R. and Henke , J. W. 1990 . Mixed Motive Marriages: What's Next for Buyer-Supplier Relations? . Sloan Management Review , : 29 – 36 . (Spring)
  • Nowak , L. I. , Boughton , P. D. and Pereira , A. J. A. 1997 . Relationships between Businesses and Marketing Research Firms . Industrial Marketing Management , 26 : 487 – 495 .
  • Oliver , R. L. 1997 . Satisfaction: A Behavioral Perspective on the Consumer , New York : McGraw-Hill Book Company .
  • Peck , H. , Payne , A. M. C. and Clark , M. 1999 . Professional Relationship Marketing: Strategy and Implementation , Oxford : Butterworth Heinemann .
  • Peterson , R. A. 1995 . Relationship Marketing and the Consumer . Journal of the Academy of Marketing Science , 23 ( 4 ) : 278 – 281 .
  • Ramsay , J. 1990 . The Myth of the Cooperative Single Source . Journal of Purchasing and Materials Management , 26 : 2 – 5 . Winter
  • Ravald , A. and Gronroos , C. 1996 . The Value Concept and Relationship Marketing . European Journal of Marketing , 30 ( 2 ) : 19 – 30 .
  • Reichheld , F. F. and Sasser , W. E. Jnr. 1990 . Zero Defections: Quality Comes to Services . Harvard Business Review , 68 : 105 – 111 . (September-October)
  • Sharma , A. , Tsokas , N. M. S. and Kyziridis , P. 1999 . Antecedents and Consequences of Relationship Marketing: Insights from Business Service Salespeople . Industrial Marketing Management , 28 : 601 – 611 .
  • Varadarajan , P. R. and Cunningham , M. H. 1995 . Strategic Alliances: A Synthesis of Conceptual Foundations . Journal of the Academy of Marketing Science , 23 ( 4 ) : 282 – 296 .
  • Worthington , S. and Horne , S. 1996 . Relationship Marketing: The Case of the University Alumni Affinity Credit Card . Journal of Marketing Management , 12 : 189 – 199 .
  • Zeithaml , V. A. and Bitner , M. J. 2000 . Services Marketing ( , 2nd ed. , New York : McGraw-Hill .

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.