|
__________________________________________________________________________________________________________
-
Achrol,
Ravi S.
(1997),
"Changes
in the Theory
of
Interorganizational
Relations in
Marketing:
Towards a
Network
Paradigm,"
Journal of
the Academy
of Marketing
Science,
25 (1),
56-71.
-
Adams,
Roy J. and
Noah M. Meltz
eds. (1993), Industrial
relations
theory : its
nature,
scope, and
pedagogy,
Metuchen,
N.J.: IMLR
Press/Rutgers
University:
Scarecrow
Press.
-
Anderson,
James C.,
Hakan
Hakansson,
and Lars
Johanson
(1994),
"Dyadic
Business
Relationships
within a
Business
Network
Context,"
Journal of
Marketing,
58
(December),
1-15.
-
Anderson,
James C. and
James A.
Narus (1998),
"Understanding
What
Customers
Value," Harvard
Business
Review,
76
(November/December),
53-65.
-
-----------------
(1999), Business
Marketing
Management:
Understanding,
Creating, and
Delivering
Value,
Upper Saddle
River, New
Jersey:
Prentice
Hall.
-
Bagozzi,
Richard P.
(1975),
"Marketing
as
Exchange,"
Journal of
Marketing,
39 (October),
32-39.
-
Barnes,
James G.
(1994),
"Close
to the
Customer: But
is it Really
a
Relationship?,"
Journal of
Marketing
Management,
10, 561-570.
-
-----------------
(1995),
"The
Quality and
Depth of
Customer
Relationships,"
in
Proceedings
of the 24th
EMAC
Conference,
Bergadaa M.
(ed.) Cergy
Pontoise: European
Marketing
Academy.
-
Barney,
Jay B. and
Mark H.
Hansen
(1994),
"Trustworthiness
as a source
of
Competitive
Advantage,"
Strategic
Management
Journal,
15 (winter),
175-190.
-
Barney,
Jay B. and
William
Hesterly
(1996),
"Organizational
Economics:
Understanding
the
Relationship
Between
Organizations
and Economic
Analysis,"
in Handbook
of
Organizational
Studies,
R.S. Clegg
and C. Hardy
and R. Nord,
eds.,
Thousand
Oaks, C.A.:
Sage
Publications,
Inc.
-
Bartlett,
C.A. and
Sumantra
Ghoshal
(1989), Managing
across
Borders: The
Transnational
Solution,
Boston,
Mass.:
Harvard
Business
School Press.
-
Bendapudi,
Neeli and
Leonard L.
Berry (1997),
"Customers'
Motivations
for
Maintaining
Relationships
with Service
Providers,"
Journal of
Retailing,
73 (1),
15-37.
-
Berry,
Leonard L.
(1983),
"Relationship
Marketing,"
in Emerging
Perspectives
on Services
Marketing,
Leonard L.
Berry and
Lynn Shostack
and Gregory
Upah, eds.,
Chicago:
American
Marketing
Association.
-
Berry,
Leonard L.
and Larry G.
Gresham
(1986),
"Relationship
Retailing:
Transforming
Customers
into
Clients,"
Business
Horizons,
29
(November/December),
43-47.
-
-----------------
(1995),
"Relationship
Marketing of
Services -
Growing
Interest,
Emerging
Perspectives,"
Journal of
the Academy
of Marketing
Science,
23 (Fall),
236-245.
-
Biggadike,
E. Ralph
(1981),
"The
Contributions
of Marketing
to Strategic
Management,"
Academy of
Management
Review, 6
(4), 621-632.
-
Biong,
Harald and
Fred Selnes
(1996),
"The
strategic
role of the
salesperson
in
established
buyer-seller
relationships,"
Cambridge,
Mass.: Marketing
Science
Institute.
-
Blois,
Keith John
(1995),
"Relationship
marketing -
is it always
appropriate?,"
Management
Research
Paper,
Oxford: Templeton
College
Oxford.
-
-----------------
(1995),
"Relationship
marketing in
organizational
markets -
it's
information
needs,"
Management
Research
Paper,
Oxford: Templeton
College
Centre for
Management
Studies.
-
-----------------
(1995),
"Relationship
marketing in
organizational
markets :
when is it
appropriate?,"
Management
Research
Paper,
Oxford: Templeton
College
Centre for
Management
Studies.
-
Brown,
Stanley A.
(1999), Strategic
customer
care: an
evolutionary
approach to
increasing
customer
value and
profitability,
New York:
John Wiley
& Sons.
-
Bruce,
Brian R. and
Nick Meacher
(1992), Marketing
investment
management
services:
innovative
strategies
for capturing
and keeping
key
institutional
accounts,
New York ;
London:
Woodhead-Faulkner.
-
Burnes,
Bernard and
B. G. Dale
(1998), Working
in
partnership:
best practice
in
customer-supplier
relations,
Brookfield,
Vt.: Gower.
-
Buttle,
Francis A.
(1995),
"Relationship
Marketing :
an
overview,"
Working
Paper,
Manchester: Manchester
Business
School.
-
-----------------
(1996), Relationship
Marketing:
Theory and
Practice,
London: Paul
Chapman.
-
Campbell,
Alexandra J.
(1995), The
effect of
fast market
responsiveness
on supply
partnerships,
Cambridge,
Mass.:
Marketing
Science
Institute.
-
Campbell,
N.C.G.
(1987),
"Competitive
advantage
from
relational
marketing :
the Japanese
approach,"
in 1st
Conference of
the British
Academy
Working
Paper,
University of
Warwick,
September
13-15: Manchester
Business
School.
-
Campbell,
N.C.G. and
Malcolm T.
Cunningham
(1983),
"Customer
Analysis for
Strategy
Development
in Industrial
Markets,"
Strategic
Management
Journal,
1, 360-380.
-
Cardozo,
Richard N.
and Shannon
H. Shipp
(1987),
"New
Selling
Methods Are
Changing
Industrial
Sales
Management,"
Business
Horizons,
30 (September
-October),
23-28.
-
Cardozo,
Richard N.,
Shannon H.
Shipp, and
Kenneth J.
Roering
(1992),
"Proactive
Strategic
Partnerships:
a new
business
market
strategy
(customer-linked
strategy),"
Journal of
Business and
Industrial
Marketing
(Winter),
51-63.
-
Cespedes,
Frank V.
(1995), Concurrent
Marketing,
Boston,
Mass.:
Harvard
Business
School Press.
-
Christopher,
Martin,
Adrian Payne,
and David
Ballantyne
(1993), Relationship
marketing :
bringing
quality,
customer
service and
marketing
together,
Oxford ;
Boston:
Butterworth-Heinemann.
-
Cooper,
John I. and
J.T. Gartner
(1993),
"Building
Good Business
Relationships:
More than
Just
Partnering or
Strategic
Alliances,"
International
Journal of
Physical
Distribution
and Logistics
Management,
23 (6),
14-26.
-
Cunningham,
Malcolm T.
and E. Homse
(1984),
"Controlling
the
marketing-purchasing
interface :
an analysis
of personal
contacts in
industrial
markets,"
Working
Paper,
Manchester: Dept.
of Management
Sciences,
University of
Manchester,
Institute of
Science &
Technology.
-
Curry,
Jay and Adam
Curry (2000),
The
Customer
Marketing
Method, How
to Implement
and Profit
from Customer
Relationship
Management,
New York: The
Free Press.
-
d'Avini,
Richard A.
(1994), Hypercompetition,
New York: The
Free Press.
-
Day,
George S.
(1986), Analysis
for strategic
market
decisions,
St. Paul:
West Pub. Co.
-
-----------------
(1990), Market
driven
strategy :
processes for
creating
value,
New York:
Free Press.
-
-----------------
(1993),
"The
capabilities
of
market-driven
organizations,"
Report,
Cambridge,
Mass.: Marketing
Science
Institute.
-
-----------------
(1999), The
Market Driven
Organization,
Understanding,
Attracting
and Keeping
Valuable
Customers,
New -York:
The Free
Press.
-
Day,
George S. and
Liam Fahey
(1988), Valuing
market
strategies,
Cambridge,
Mass.:
Marketing
Science
Institute.
-
Day,
George S. and
David B.
Montgomery
(1999),
"Special
Issue:
Fundamental
Issues and
Directions
for
Marketing,"
Journal of
Marketing,
63 (4).
-
Day,
George S.,
Barton A.
Weitz, and
Robin Wensley
(1990), The
Interface of
marketing and
strategy,
Greenwich,
Conn.: JAI
Press.
-
De
Wulf, Kristof
(1999),
"The
Role of the
Seller in
Enhancing
Buyer-Seller
Relationships,"
Unpublished
Ph.D.
dissertation,
Ghent
University.
-
De
Wulf, Kristof
and Gaby
Odekerken-Schröder
(2000),
"The
Influence of
Seller
Relationship
Orientation
and Buyer
Relationship
Proneness on
Trust,
Commitment
and
Behavioral
Loyalty in a
Consumer
Environment,"
Working
Paper, Gent,
Belgium: Ghent
University,
Faculty of
Economics and
Business
Administration.
-
Dion,
Paul, Debbie
Easterling,
and Shirley
Jo Miller
(1995),
"What is
really
necessary in
successful
buyer/seller
relationships?,"
Industrial
Marketing
Management,
24 (January),
1-9.
-
Dwyer,
F. Robert and
F. Tanner
John (1999), Business
marketing :
connecting
strategy,
relationships,
and learning,
Boston:
Irwin/McGraw-Hill.
-
Eisenhardt,
Kathleen M.
and Shona L.
Brown (1999),
"Patching:
restricting
business
portfolios in
dynamic
markets,"
Harvard
Business
Review
(May-June),
72-82.
-
Fader,
Peter S. and
Leigh
McAlister
(1985),
"A note
on the
relationship
between
promotion
sensitivity
and consumer
specific
variables,"
Cambridge,
Mass.: The
Marketing
Center
Massachusetts
Institute of
Technology
Alfred P.
Sloan School
of Management.
-
Fahy,
John and Alan
Smithee
(1999),
"Strategic
Marketing and
the Resource
Based View of
the
Firm", Academy
of Marketing
Science
Review,
[Journal
Online], 1999
(10), Academy
of Marketing
Science,
Available
from http://www.amsreview.org/amsrev/theory/fahy10-99.html,
Internet,
Accessed 26
September
2000.
-
Faulkner,
D. (1995), International
Strategic
Alliances:
Co-operating
to Compete,
London:
McGraw-Hill.
-
Ford,
David (1997),
Understanding
business
markets:
interaction,
relationships
and networks,
London:
Dryden.
-
Frazier,
Gary L.,
Spekman,Robert
E.,O'Neal,
Charles R.
(1988),
"Just-in-Time
exchange
Relationships
in Industrial
Markets,"
Journal of
Marketing,
52, 52-67.
-
Gadde,
Lars-Erik and
David Ford
(1998), Managing
business
relationships,
Chichester,
England: John
Wiley &
Sons.
-
Ganesan,
Shankar
(1994),
"Determinants
of long-term
Orientation
in
Buyer-Seller
Relationships,"
Journal of
Marketing,
58, 1-19.
-
Gemunden,
Hans Georg,
Thomas
Ritter, and
Achim Walter
(1998), Relationships
and networks
in
international
markets,
Oxford:
Elsevier.
-
Ghoshal,
Sumantra and
Nitin Nohria
(1993),
"Horses
for courses:
organizational
forms for
multinational
corporations,"
Sloan
Management
Review,
34 (2),
23-35.
-
Godin,
Seth (1999), Permission
marketing :
turning
strangers
into friends,
and friends
into
customers,
New York:
Simon &
Schuster.
-
Goodman,
John (1986),
"Compliant
Handling in
America,"
TARP:
Technical
Assistance
Research
Program,
Washington: US
Government,
Office of
Consumer
Affairs.
-
Gordon,
Ian (1998), Relationship
marketing :
new
strategies,
techniques
and
technologies
to win the
customers you
want and keep
them forever,
Chichester,
England: John
Wiley &
Sons.
-
Grayson,
Kent and Tim
Ambler
(1999),
"The
Dark side of
Long-term
Relationships
in Marketing
Services,"
Journal of
Marketing
Research,
36 (1),
132-141.
-
Griksheit,
G.M., Cash,
H.C.,Young,
C.E. (1993), Handbook
of selling:
Psychological,
Managerial
and Market
Dynamics,
(2nd Edition
Ed.),
Chichester,
England: John
Wiley &
Sons.
-
Grönroos,
Christian
(1994),
"Quo
Vadis,
Marketing?
Towards a
Relationship
Marketing
Paradigm,"
Journal of
Marketing
Management,
10, 347-360.
-
-----------------
(1995),
"Relationship
Marketing,"
Journal of
the Academy
of Marketing
Science,
23 (4),
252-254.
-
Gummesson,
Evert (1987),
"The New
Marketing-Developing
Long-Term
Interactive
Relationships,"
Long Range
Planning,
20 (4),
10-20.
-
-----------------
(1994),
"Making
relationship
marketing
operational,"
The
International
Journal of
Service
Industry
Management,
5 (5), 5-20.
-
Hagel,
John and Marc
Singer
(1999), Net
Worth,
Boston,
Mass.:
Harvard
Business
School Press.
-
Hakansson,
Hakan (1982),
International
marketing and
purchasing of
industrial
goods: an
interaction
approach,
Chichester,
England: John
Wiley &
Sons.
-
Hakansson,
Hakan and
Lars-Erik
Gadde (1993),
Professional
purchasing,
London:
Routledge.
-
Hakansson,
Hakan and
Ivan Snehota
(1995), Developing
relationships
in business
networks,
London:
Routledge.
-
Halinen,
Aino (1997), Relationship
marketing in
professional
services : a
study of
agency-client
dynamics in
the
advertising
sector,
London:
Routledge.
-
Hamel,
Gary and
Aimé Heene
eds. (1994), Competence-Based
Competition,
New York:
John Wiley
& Sons.
-
Hamel,
Gary and C.K.
Prahalad
(1994), Competing
for the
Future,
Boston:
Harvard
Business
School Press.
-
Haspeslagh,
Philippe C.
and David B.
Jemison
(1991), Managing
Acquisitions,
New York: The
Free Press.
-
Heide,
Jan B. and
George John
(1990),
"Alliances
in Industrial
Purchasing:
The
Determinants
of Joint
Action in
Buyer-Supplier
Relationship,"
Journal of
Marketing
Research,
27
(February),
24-36.
-
Hiebeler,
Robert,
Thomas B.
Kelly, and
Charles
Ketteman
(1998), Best
Practice:
Building your
business with
customer-focused
solutions,
New York:
Simon &
Schuster.
-
Hill
Roy, Wells
and J.
Hillier Terry
(1977), Organisational
buying
behaviour :
the key to
more
effective
selling to
industrial
markets,
London:
Macmillan.
-
Hitt,
Michael A.,
Joan E.
Ricart i
Costa, and
Robert D.
Nixon (1998),
New
managerial
mindsets :
organizational
transformation
and strategy
implementation,
Chichester,
England: John
Wiley &
Sons.
-
Hope,
Jeremy and
Tony Hope
(1997), Competing
in the Third
Wave,
Boston,
Mass.:
Harvard
Business
School Press.
-
Houston,
Franklin S.,
Jule B.
Gassenheimer,
and James M.
Maskulka
(1992), Marketing
exchange
transactions
and
relationships,
Westport,
Conn.: Quorum
Books.
-
IMP
group (1982),
"An
Interaction
Approach by
the IMP
group," International
Marketing and
Purchasing of
Industrial
Goods,
10-27.
-
Jackson,
Barbara Bund
(1985), Winning
and keeping
industrial
customers:
The Dynamics
of Customer
Relationships,
Lexington,
Mass.:
Lexington
Books.
-
-----------------
(1985),
"Build
Customer
Relationships
that
Last," Harvard
Business
Review,
63 (9), 9.
-
Jap,
Sandy D. and
Barton A.
Weitz (1996),
"Achieving
strategic
advantages in
buyer-supplier
relationships,"
Working
Paper,
Cambridge,
Mass.: Marketing
Science
Institute.
-
Jones,
D.G.B. and
D.D. Monieson
(1990),
"Early
Development
of the
Philosophy of
Marketing
Thought
." Journal
of Marketing
(January),
102-113.
-
Kalwani,
Manohar U.
and
Narakesari
Narayandas
(1995),
"Long-Term
Manufacturing-Supplier
Relationships:
Do They Pay
Off for
Suppliers
Firms?,"
Journal of
Marketing,
59 (January),
1-16.
-
Kaven,
William H.
(1971),
"Managing
the Major
Sale,"
Research
Study, New
York: American
Management
Association.
-
Kotler,
Philip
(1986), Principles
of Marketing,
Englewood
Cliffs, New
Jersey:
Prentice Hall
International
Editions.
-
-----------------
(1999), Kotler
on Marketing,
New York: The
Free Press.
-
Kympers,
L., E.J. van
der Lek, Paul
Matthyssens,
and J.B.
Vollering
(1992), Toegepaste
Industriële
Marketing,
Deventer,
Nederland:
Kluwer
Bedrijfswetenschappen.
-
Lawrence,
Raymond John
and Michael
J. Thomas
(1971), Modern
marketing
management:
selected
readings,
Harmondsworth:
Penguin.
-
Leenders,
Michiel R.
and David L.
Blenkhorn
(1988), Reverse
marketing :
the new
buyer-supplier
relationship,
New York ;
London: Free
Press :
Collier
Macmillan.
-
Low,
Brian (1996),
"Long-Term
Relationship
in Industrial
Marketing,"
Industrial
Marketing
Management,
25 (1),
23-35.
-
Martino,
Jean-Marie
(1997),
"Investing
in profitable
customer
relationships:
a conference
report,"
Conference
Board Report,
New York: The
Conference
Board Inc.
-
Matthyssens,
Paul and
Christophe
Van den Bulte
(1994),
"Getting
Closer and
Nicer:
Partnerships
in the Supply
Chain," Long
Range
Planning,
27 (1),
72-83.
-
McCarthy,
E. Jerome and
William D.
Jr. Perreault
(1997), Essentials
of Marketing:
A Global
Management
Approach,
(7th edition
Ed.),
Homewood,
Ill., USA:
Richard D.
Irwin, Inc.
-
McDonald,
Malcolm
(1992), Strategic
marketing
planning,
London: Kogan
Page.
-
-----------------
ed. (1995), Marketing
Strategies:
new
approaches,
new
techniques,
Oxford:
Pergamon.
-
McDonald,
Malcolm,
Wendy Hewson,
and Hugh
Wilson
(1993), Emerging
information
technologies
: a marketing
opportunity,
Olney: HCG
Publications.
-
McDonald,
Malcolm and
John Leppard
(1993), How
to sell a
service :
guidelines
for effective
selling in a
service
business,
Oxford:
Butterworth-Heinemann.
-
McKenna,
Regis (1985),
The Regis
Touch,
Mass. USA:
Addison-Wesley
Pub. Co.
-
-----------------
(1991), Relationship
marketing:
successful
strategies
for the age
of the
customer,
Reading,
Mass.:
Addison-Wesley
Pub. Co.
-
-----------------
(1992), Relationship
marketing:
own the
market
through
strategic
customer
relationships,
London:
Century
Business.
-
-----------------
(1995),
"Real-Time
Marketing,"
Harvard
Business
Review,
73 (4),
87-95.
-
McNiel,
Ian R.
(1980), The
New Social
Contract,
New Haven,
London: Yale
University
Press.
-
Milne,
George R. and
María
Eugenia Boza
(1998), Trust
and concern
in consumers'
perceptions
of marketing
information
management
practices,
Cambridge,
Mass.:
Marketing
Science
Institute.
-
Moorman,
Christine,
Rohit
Desphande,
and Gerald
Zaltman
(1993),
"Factors
affecting
trust in
market
research
relationships,"
Journal of
Marketing,
57 (1),
81-101.
-
Morgan,
Robert M. and
Shelby D.
Hunt (1994),
"The
Commitment-Trust
Theory of
Relationship
Marketing,"
Journal of
Marketing,
58 (July),
20-38.
-
Myer,
Randy (1989),
"Suppliers
Manage Your
Customers,"
Harvard
Business
Review
(November-December),
160-168.
-
Naudé,
Peter and
Peter W.
Turnbull
(1998), Network
dynamics in
international
marketing,
(1st Ed.),
Oxford:
Pergamon.
-
Nevin,
John R.
(1995),
"Relationship
Marketing and
Distribution
Channels:
Exploring
Fundamental
Issues,"
Journal of
the Academy
of Marketing
Science,
23 (Fall),
327-334.
-
Newell,
Frederick
(1997), The
new rules of
marketing :
how to use
one-to-one
relationship
marketing to
be the leader
in your
industry,
New York:
McGraw-Hill.
-
Nickels,
William G.
and Marian
Burk Wood
(1997), Marketing
:
relationships,
quality,
value,
New York:
Worth
Publishers.
-
Noble,
Charles and
Michael Mokwa
(1999),
"Implementing
Marketing
Strategies:
Developing
and Testing a
Managerial
Theory,"
Journal of
Marketing,
64 (4),
57-73.
-
Nonaka,
Ikujiro and
Hirotaka
Takeuchi
(1995), The
Knowledge-Creating
Company:How
Japanese
Firms Create
the Dynamics
of Innovation,
New York:
Oxford
University
Press.
-
Ohmae,
Kenichi
(1990), The
Borderless
World: Power
and Strategy
in the
Interlinked
Economy,
New York:
Harper
Business.
-
O'Reilly,
Daragh and
Julian Gibas
(1995), Building
buyer
relationships
: sales and
marketing in
a
business-to-business
environment,
London:
Pitman.
-
Payne,
Adrian
(1998), Relationship
marketing for
competitive
advantage :
winning and
keeping
customers,
Oxford:
Butterworth-Heinemann.
-
Payne,
Adrian and
Management
Cranfield
School of
(1995), Advances
in
relationship
marketing,
London: Kogan
Page.
-
Pearson,
Stewart
(1996), Building
brands
directly :
creating
business
value from
customer
relationships,
New York: New
York
University
Press.
-
Peck,
Helen and
Chartered
Institute of
Marketing.
(1999), Relationship
marketing :
strategy and
implementation,
Oxford ;
Boston:
Butterworth-Heinemann.
-
Pfeffer,
J. and G.
Salancik
(1978), The
External
Control of
Organisations,
New York:
Harper.
-
Pitt,
Leyland F.
and Susan K.
Foreman
(1999),
"Internal
Marketing
Role in
Organizations:
A transaction
Cost
Perspective,"
Journal of
Business
Research,
44, 25-36.
-
Porter,
Michael E.
(1980), Competitive
Strategy,
New York:
Free Press.
-
Prahalad,
C.K. and Gary
Hamel (1990),
"The
Core
Competence of
the
Corporation,"
Harvard
Business
Review,
68 (3),
79-93.
-
Quinn,
James Brian
(1992), Intelligent
Enterprise,
New York: The
Free Press.
-
Rackham,
N., L.
Friedman, and
R. Ruff
(1996), Getting
Partnering
Right,
New York:
McGraw-Hill.
-
Rangan,
V. Kasturi
(1994),
"Segmenting
customers in
mature
industrial
markets: an
application,"
in Business
Marketing
Strategy,
V. Kasturi
Rangan and
Benson P.
Shapiro and
Rowland
Thomas
Moriarty,
eds.,
Chicago:
Irwin
Professional
Pub.
-
Rangan,
V.K., Benson
P. Shapiro,
and Rowland
Thomas
Moriarty
(1992),
"Beating
the commodity
magnet,"
Industrial
Marketing
Management,
21, 215-224.
-
Reddy,
Srinivas K.
and Luca
Pellegrini
(1987), Marketing
channels :
relationships
and
performance,
Lexington,
Mass.:
Lexington
Books.
-
Reddy,
Srinivas K.
and Luca
Pellegrini
(1989), Retail
and marketing
channels :
economic and
marketing
perspectives
on
producer-distributor
relationships,
London:
Routledge.
-
Reichheld,
Frederick F.
(1993),
"Loyalty-Based
Management,"
Harvard
Business
Review,
71 (2),
64-73.
-
-----------------
(1996), The
Loyalty
Effect, The
Hidden Force
behind
Growth,
Profits and
Lasting Value,
Boston:
Harvard
Business
School Press.
-
Robinson,
P. J., W.
Faris
Charles, and
Yoram Wind
(1967), Industrial
buying and
creative
marketing,
Boston,
Mass.: Allyn
and Bacon.
-
Robinson,
P. J. and
Bent Stidsen
(1967), Personal
selling in a
modern
perspective,
Boston: Allyn
and Bacon.
-
Ross,
William T.
(1985),
"Managing
marketing
channel
relationships,"
Working
Paper,
Cambridge,
Mass.: Marketing
Science
Institute.
-
Rowan,
Bayard F.
(1976), Effective
relationships
between
marketing and
other
corporate
functions,
New York:
Amacom.
-
Rugman,
Alan M. and
Richard M.
Hodgetts
(1995), International
business : a
strategic
management
approach,
New York:
McGraw-Hill.
-
Rumelt,
R.P. (1984),
"Towards
a Strategic
Theory of the
Firm,"
in Competitive
Strategic
Management,
R.B. Lamb,
ed. Englewood
Cliffs:
Prentice
Hall.
-
Sanchez,
Ron and Aimé
Heene eds.
(1997), Strategic
Learning and
Knowledge
Management,
Chichester,
UK: John
Wiley &
Sons.
-
Sanchez,
Ron, Aimé
Heene, and
Howard Thomas
eds. (1996), Dynamics
of
Competence-Based
Competition:
Theory and
Practice in
the New
Strategic
Management,
London:
Elsevier-Pergamon.
-
Shapiro,
Benson P. and
J. Wyman
(1981),
"New
Ways to Reach
your
Customers,"
Harvard
Business
Review
(July-August),
103-110.
-
Shaw,
Susan A. and
Juliette
Gibbs (1995),
"Incentives
in
distribution
channels:
principals,
agents and
channel
relationships,"
Working
Paper,
Glasgow: Department
of Marketing,
University of
Strathclyde.
-
Siguaw
Judy, A., M.
Simpson
Penny, and L.
Baker Thomas
(1997),
"The
influence of
market
orientation
on channel
relationships:
a dyadic
examination,"
Working
Paper: Marketing
Science
Institute.
-
Smith,
David W.
(1996), Managing
relationship
selling,
Aldershot:
Gower.
-
Smith,
J. Brock and
Donald W.
Barclay
(1997),
"The
Effects of
Organizational
Differences
an Trust on
the
Effectiveness
of Selling
Partner
Relationships,"
Journal of
Marketing,
61 (January),
3-21.
-
Sriram,
Ven, Robert
E. Krapfel,
and Robert E.
Spekman
(1992),
"Antecedents
to
Buyer-Seller
collaboration:
An Analysis
From the
Buyer's
Perspective,"
Journal of
Business
Research,
25, 303-320.
-
Sterne,
Jim (1996), Customer
service on
the Internet
: building
relationships,
increasing
loyalty and
staying
competitive,
New York:
Wiley
Computer
Publishing.
-
Stone,
Merlin and
Neil Woodcock
(1995), Relationship
marketing,
London: Kogan
Page.
-
Storbacka,
Kaj, Tore
Strandvik,
and Christian
Grönroos
(1994),
"Managing
Customer
Relationships
for Profit:
The Dynamics
of
Relationship
Quality,"
International
Journal of
Service
Industry
Management,
5 (5), 21-38.
-
Stump,
Rodney, L.
and Jan B.
Heide (1996),
"Controlling
Supplier
Opportunism
in Industrial
Relationships,"
Journal of
Marketing
Research,
33 (4),
431-441.
-
Sudharshan,
Devanathan
(1995), Marketing
strategy :
relationships,
offerings,
timing &
resource
allocation,
Englewood
Cliffs, N.J.:
Prentice
Hall.
-
Swift,
C.O. (1995),
"Preferences
for Single
Sourcing and
Supplier
Selection
Criteria,"
Journal of
Business
Research,
32 (2),
105-111.
-
Teece,
D.J., G.G.
Pisano, and
A. Shuen
(1997),
"Dynamic
Capabilities
and Strategic
Management,"
Strategic
Management
Journal,
18 (7),
509-533.
-
The
World Bank
(1999),
"World
Development
Report
1999/2000:
Entering the
21 Century:
The Changing
Development
Landscape,"
World
Development
Report,
Herndon, VA,
USA: The
World Bank.
-
Turnbull,
Peter W. and
Jean-Paul
Valla (1986),
Strategies
for
international
industrial
marketing :
the
management of
customer
relationships
in European
industrial
markets,
London ;
Dover, N.H.:
Croom Helm.
-
Tynan,
Caroline
(1997),
"A
review of the
marriage
analogy in
relationship
marketing,"
Journal of
Marketing
Management,
13, 695-703.
-
Van
de Ven, A and
G. Walker
(1984),
"The
Dynamics of
Interorganizational
Coordination,"
Administrative
Science
Quarterly,
29 (4),
598-621.
-
Varadarajan,
Rajan and
Margaret H.
Cunningham
(1995),
"Strategic
Alliance: a
synthesis of
conceptual
foundations,"
Journal of
the Academy
of Marketing
Science,
23 (Fall),
282-315.
-
Vavra,
Terry G.
(1995), Aftermarketing
: how to keep
customers for
life through
relationship
marketing,
(Rev. and
updat Ed.),
Chicago:
Irwin
Professional
Pub.
-
Walker,
Orville C.,
Harper W.
Boyd, and
Jean-Claude
Larréché
(1992), Marketing
Strategy,
Planning and
Implementation,
Boston,
Mass.:
Richard D.
Irwin, Inc.
-
Webster,
Frederick E.
(1992),
"The
changing role
of Marketing
in the
Corporation,"
Journal of
Marketing,
56 (4), 1-17.
-
Webster,
Frederick E.
and Yoram
Wind (1972),
"A
General Model
for
Understanding
Organisational
Buying
Behaviour,"
Journal of
Marketing,
36 (2),
12-19.
-
Weiss,
Allen M.,
Erin
Anderson, and
Deborah J.
MacInnis
(1999),
"Reputation
Management as
a Motivation
for Sales
Structure
Decision,"
Journal of
Marketing,
63 (4), 74.
-
Weitz,
Barton A. and
Kevin D.
Bradford
(1999),
"Personal
Selling and
Sales
Management: A
Relationship
Marketing
Perspective,"
Journal of
the Academy
of Marketing
Science,
27 (Spring),
241-254.
-
Whitney,
John O.
(1996),
"Strategic
Renewal for
Business
Units," Harvard
Business
Review,
74 (4),
84-98.
-
Wiersema,
Fred (1997), Customer
Intimacy,
London:
HarperCollinsPublishers.
-
Wilson,
Aubrey
(1992), New
directions in
marketing :
business-to-business
strategies
for the 1990s,
Lincolnwood,
Ill.: NTC
Business
Books.
-
Wilson,
Ian (1994), Marketing
interfaces :
exploring the
marketing and
business
relationship,
London:
Pitman.
-
Wilson,
Kevin J.
(1993),
"Managing
the
Industrial
Sales Force
of the
90's," Journal
of Marketing
Management,
9 (2),
123-139.
-
Wortzel,
Lawrence H.
and Meera P.
Venkatraman
(1991),
"Manufacturer
and retailer
relationships
: replacing
power with
strategic
marketing
partnerships,"
Working
Paper,
Cambridge,
Mass.: Marketing
Science
Institute.
-
Wotruba,
Thomas R.
(1991),
"The
Evolution of
Personal
Selling,"
Journal of
Personal
Selling and
Sales
Management
(Summer),
1-12.
-
Yorke,
D.,
Droussiotis,
G. (1993),
"The use
of Customer
Portfolio
Theory - An
Emperical
Survey,"
in Conference
on Industrial
Marketing and
Purchasing
(IMP)
University of
Bath.
__________________________________________________________________________________________________________
|