Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships

19901,923 citationsJournal Article

Authors

Jan B. Heide · Case Western Reserve University

Abstract

Recent trends in industrial markets indicate that buyers and sellers are increasingly supplanting conventional “arm's length” arrangements with “alliances” involving closer ties. The authors develo...

Topics & Keywords

Outsourcing and Supply Chain Management Customer Service Quality and Loyalty Global and Cross-Cultural Management

Publication Details

Published in: Journal of Marketing Research

Volume 27, Issue 1, pp. 24-24

DOI: 10.2307/3172548

Field-Weighted Citation Impact: 19.57

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Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships

Authors

Abstract

Topics & Keywords

Publication Details