Cited by 9,139Customer Service Quality and LoyaltyQuality and Supply ManagementMarketing and Advertising Strategies

The DOI matches its Crossref record; 88 of the 88 references it cites were found in a registry or an index.

Developing Buyer-Seller Relationships

Dwyer, F. Robert, Schurr, Paul H., Oh, Sejo·1987·Journal of Marketing

Open this paper in CoChat — free account

Abstract

Marketing theory and practice have focused persistently on exchange between buyers and sellers. Unfortunately, most of the research and too many of the marketing strategies treat buyer-seller exchanges as discrete events, not as ongoing relationships. The authors describe a framework for developing buyer-seller relationships that affords a vantage point for formulating marketing strategy and for stimulating new research directions.

Integrity signals

Registry

Crossref · 10.1177/002224298705100202

Cites

88 of 88 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

This paper’s full text isn’t openly available, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

Harvard business review
(1994) · Journal of the American Dietetic Association · doi:10.1016/0002-8223(94)92216-0 · Cited by 46,726
Exchange and Power in Social Life
Blau, P. M. (2017) · doi:10.4324/9780203792643 · Cited by 15,923
A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions
Oliver, R. L. (1980) · Journal of Marketing Research · doi:10.1177/002224378001700405 · Cited by 14,494
Exchange and Power in Social Life.
Bierstedt, R., & Blau, P. M. (1965) · American Sociological Review · doi:10.2307/2091154 · Cited by 13,625
Markets and Hierarchies: Analysis and Antitrust Implications.
O'Brien, D. P., & Williamson, O. E. (1976) · The Economic Journal · doi:10.2307/2230812 · Cited by 13,469
The Social Psychology of Organizations.
Hackman, J. R., Katz, D., & Kahn, R. L. (1979) · Administrative Science Quarterly · doi:10.2307/2989929 · Cited by 12,243
Handbook of Industrial and Organizational Psychology.
Hammer, T. H., Anderson, J. F., Gurdon, M. A., Jick, T. D., Petit, A., Stern, R. N., Schwartz, H., Vardi, Y., & Dunnette, M. D. (1977) · Administrative Science Quarterly · doi:10.2307/2391755 · Cited by 11,947
Untitled work
(1969) · Virtual Defense Library (Ministerio de Defensa) · Cited by 10,735
The Strategy of Conflict
Schelling, T. C. (1960) · Cited by 7,691
Power-Dependence Relations
Emerson, R. M. (1962) · American Sociological Review · doi:10.2307/2089716 · Cited by 6,265

Show all 74 references

Research works printed but not linked: 26

1986, Advertising Age, 52
Alderson Wroe, 1965, Dynamic Marketing Behavior.
Baxter Leslie A., 1985, Understanding Personal Relationships, 243
Brickman P., 1974, Social Conflict.
Dahl Robert A., 1957, Behavioral Science, 201
Duck Steven W., 1982, Personal Relationships, 4: Dissolving Personal Relationships
Dwyer F. Robert, 1981, Educators’ Conference Proceedings, 162
Ekeh P. P., 1974, Social Exchange: The Two Traditions.
French John, 1959, Studies in Social Power, 150
Goldberg Victor P., 1979, Texas Law Review, 58, 91
Golembiewski R. T., 1975, Theories of Group Process
Harris Louis, 1977, Consumerism at the Crossroads, A Study Conducted for Sentry Insurance.
Johnston Wesley J., 1977, Contemporary Marketing Thought, 247
Kesler Lori, 1985, Advertising Age, 36
10.1177/002224297103500302 · DOI
LaFrance Marianne, 1978, Moving Bodies: Nonverbal Communication in Social Relationships.
Macneil Ian R., 1978, Northwestern University Law Review, 72, 854
Miller G., 1982, Personal Relationships, 4: Dissolving Personal Relationships
Pruitt Dean G., 1981, Negotiation Behavior.
Raven B. H., 1970, The Structure of Conflict, 69
Secord Paul F., 1974, Social Psychology
Shapiro Benson, 1985, “Close Encounters of the Fourth Kind: The Latest Selling Evolution,”
10.1177/002224298204600108 · DOI
Spekman Robert E., 1985, “Antecedents of Collaborative Relations Between Buyers and Sellers: An Exploratory Investigation from the Buyer's Perspective,”
Swan John E., 1985, Journal of Personal Selling and Sales Management, 5, 39
Williamson Oliver, 1983, American Economics Review, 73, 519

Sorted by citations

Items 301–400 of 1,019

Social contracts and marketing ethics
Dunfee, T. W., Smith, N. C., & Ross, W. T. (1999) · Journal of Marketing · doi:10.1177/002224299906300302 · Cited by 370
Interorganizational alliances and the performance of firms: a study of growth and innovation rates in a high-technology industry
Stuart, T. E. (2000) · Strategic Management Journal · doi:10.1002/1097-0266(200008)21:8 · Cited by 1,930
Antecedents and consequences of relationship quality in hotel industry
Kim, W. G., & Cha, Y. (2002) · International Journal of Hospitality Management · doi:10.1016/s0278-4319(02)00011-7 · Cited by 378
Determinants of Electronic Integration in the Insurance Industry: An Empirical Test
Zaheer, A., & Venkatraman, N. V. (1994) · Management Science · doi:10.1287/mnsc.40.5.549 · Cited by 364
Customer-Base Concentration, Profitability, and the Relationship Life Cycle
Irvine, P. J., Park, S. S., & anon, Ç. (2015) · The Accounting Review · doi:10.2308/accr-51246 · Cited by 365
Proposition d'une échelle de mesure multidimensionnelle de la confiance dans la marque
Gurviez, P., & Korchia, M. (2002) · Recherche et Applications en Marketing (French Edition) · doi:10.1177/076737010201700304 · Cited by 363
Internationalization as an entrepreneurial process
Schweizer, R., Vahlne, J., & Johanson, J. (2010) · Journal of International Entrepreneurship · doi:10.1007/s10843-010-0064-8 · Cited by 396
Value creation in the relationship life cycle: A quasi-longitudinal analysis
Eggert, A., Ulaga, W., & Schultz, F. (2005) · Industrial Marketing Management · doi:10.1016/j.indmarman.2005.07.003 · Cited by 365
Personal networks and firm competitive strategy—A strategic or coincidental match?
Ostgaard, T. A., & Birley, S. (1994) · Journal of Business Venturing · doi:10.1016/0883-9026(94)90009-4 · Cited by 362
Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?
Zhang, C., Cavusgil, S. T., & Roath, A. S. (2003) · Journal of International Business Studies · doi:10.1057/palgrave.jibs.8400051 · Cited by 360
On Theory in Supply Chain Uncertainty and its Implications for Supply Chain Integration
Flynn, B. B., Koufteros, X. A., & Lu, G. (2016) · Journal of Supply Chain Management · doi:10.1111/jscm.12106 · Cited by 390
Applicability of a brand trust scale across product categories
Delgado‐Ballester, E. (2004) · European Journal of Marketing · doi:10.1108/03090560410529222 · Cited by 397
An exploratory study of ‘close’ supplier–manufacturer relationships
Goffin, K., Lemke, F., & Szwejczewski, M. (2005) · Journal of Operations Management · doi:10.1016/j.jom.2005.05.003 · Cited by 359
Building long‐term orientation in buyer–supplier relationships: The moderating role of culture
Cannon, J. P., Doney, P. M., Mullen, M. R., & Petersen, K. J. (2010) · Journal of Operations Management · doi:10.1016/j.jom.2010.02.002 · Cited by 376
Brand equity in hospital marketing
Kim, K. H., Kim, K. S., Kim, D. Y., Kim, J. H., & Kang, S. H. (2007) · Journal of Business Research · doi:10.1016/j.jbusres.2006.05.010 · Cited by 368
Relationship Velocity: Toward a Theory of Relationship Dynamics
Palmatier, R. W., Houston, M. B., Dant, R. P., & Grewal, D. (2012) · Journal of Marketing · doi:10.1509/jm.11.0219 · Cited by 358
Jaycustomer behavior: an exploration of types and motives in the hospitality industry
Harris, L. C., & Daunt, K. L. (2004) · Journal of Services Marketing · doi:10.1108/08876040410548276 · Cited by 372
The conceptual domain of service loyalty: how many dimensions?
Jones, T., & Taylor, S. F. (2007) · Journal of Services Marketing · doi:10.1108/08876040710726284 · Cited by 389
The Effect of Influence Type and Performance Outcomes on Attitude toward the Influencer
Scheer, L. K., & Stern, L. W. (1992) · Journal of Marketing Research · doi:10.1177/002224379202900111 · Cited by 368
Explaining and Predicting the Impact of Branding Alliances and Web Site Quality on Initial Consumer Trust of E-Commerce Web Sites
Lowry, P. B., Vance, A., Moody, G. D., Beckman, B., & Read, A. (2008) · Journal of Management Information Systems · doi:10.2753/mis0742-1222240408 · Cited by 366
Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships
Celly, K. S., & Frazier, G. L. (1996) · Journal of Marketing Research · doi:10.1177/002224379603300207 · Cited by 350
The impact of participation in virtual brand communities on consumer trust and loyalty
Casaló, L. V., Flavián, C., & Guinalíu, M. (2007) · Online Information Review · doi:10.1108/14684520710841766 · Cited by 351
Adoption Correlates and Share Effects of Electronic Data Interchange Systems in Marketing Channels
O'Callaghan, R., Kaufmann, P. J., & Konsynski, B. R. (1992) · Journal of Marketing · doi:10.1177/002224299205600204 · Cited by 349
Towards a paradigm shift in marketing? An examination of current marketing practices
Brodie, R. J., Coviello, N. E., Brookes, R. W., & Little, V. (1997) · Journal of Marketing Management · doi:10.1080/0267257x.1997.9964481 · Cited by 348
Actor Engagement in Networks: Defining the Conceptual Domain
Brodie, R. J., Fehrer, J. A., Jaakkola, E., & Conduit, J. (2019) · Journal of Service Research · doi:10.1177/1094670519827385 · Cited by 398
The Role of Brand Personality in Charitable Giving: An Assessment and Validation
Venable, B. T. (2005) · Journal of the Academy of Marketing Science · doi:10.1177/0092070305276147 · Cited by 344
Power Asymmetry, Adaptation and Collaboration in Dyadic Relationships Involving a Powerful Partner
Nyaga, G. N., Lynch, D. F., Marshall, D., & Ambrose, E. (2013) · Journal of Supply Chain Management · doi:10.1111/jscm.12011 · Cited by 357
Service personalization and loyalty
Ball, D. A., Coelho, P. S., & Vilares, M. J. (2006) · Journal of Services Marketing · doi:10.1108/08876040610691284 · Cited by 373
Converging on a New Theoretical Foundation for Selling
Hartmann, N. N., Wieland, H., & Vargo, S. L. (2017) · Journal of Marketing · doi:10.1509/jm.16.0268 · Cited by 363
Social Factors Influencing Export Initiation in Small and Medium-Sized Enterprises
Ellis, P., & Pecotich, A. (2001) · Journal of Marketing Research · doi:10.1509/jmkr.38.1.119.18825 · Cited by 335
The influence of corporate image on consumer trust
Flavián, C., Guinalíu, M., & Torres, E. (2005) · Internet Research · doi:10.1108/10662240510615191 · Cited by 342
The impact of CSR on relationship quality and relationship outcomes: A perspective of service employees
Lee, Y., Kim, Y. “., Lee, K. H., & Li, D. (2011) · International Journal of Hospitality Management · doi:10.1016/j.ijhm.2011.09.011 · Cited by 337
An analysis of antecedents and consequences of trust in a corporate brand
Sichtmann, C. (2007) · European Journal of Marketing · doi:10.1108/03090560710773318 · Cited by 334
How does justice matter in achieving buyer–supplier relationship performance?
Liu, Y., Huang, Y., Luo, Y., & Zhao, Y. (2012) · Journal of Operations Management · doi:10.1016/j.jom.2012.03.003 · Cited by 332
Factorial and discriminant analyses of the underpinnings of relationship marketing and customer satisfaction
Ndubisi, N. O., & Wah, C. K. (2005) · International Journal of Bank Marketing · doi:10.1108/02652320510629908 · Cited by 348
Drivers of Commitment and its Impact on Performance in Cross-Cultural Buyer-Seller Relationships: The Importer's Perspective
Skarmeas, D. A., Katsikeas, C. S., & Schlegelmilch, B. B. (2002) · Journal of International Business Studies · doi:10.1057/palgrave.jibs.8491043 · Cited by 334
Perceptual determinants of nonprofit giving behavior
Sargeant, A., Ford, J. B., & West, D. C. (2006) · Journal of Business Research · doi:10.1016/j.jbusres.2005.04.006 · Cited by 331
Managing tensions in coopetition
Tidström, A. (2013) · Industrial Marketing Management · doi:10.1016/j.indmarman.2013.12.001 · Cited by 362
A model of close business relationships in China (guanxi)
Lee, D., Pae, J. H., & Wong, Y. H. (2001) · European Journal of Marketing · doi:10.1108/03090560110363346 · Cited by 334
Understanding trust in supply chain relationships
Sahay, B. S. (2003) · Industrial Management & Data Systems · doi:10.1108/02635570310497602 · Cited by 328
Asset specificity, uncertainty and relational norms: an examination of coordination costs in collaborative strategic alliances
Artz, K., & Brush, T. H. (2000) · Journal of Economic Behavior & Organization · doi:10.1016/s0167-2681(99)00080-3 · Cited by 324
Contractual Governance, Relational Governance, and the Performance of Interfirm Service Exchanges: The Influence of Boundary-Spanner Closeness
Ferguson, R. J. (2005) · Journal of the Academy of Marketing Science · doi:10.1177/0092070304270729 · Cited by 330
Case study research with moderate constructionism: Conceptualization and practical illustration
Järvensivu, T., & Törnroos, J. (2009) · Industrial Marketing Management · doi:10.1016/j.indmarman.2008.05.005 · Cited by 382
Modelling supply chain adaptation for disruptions: An empirically grounded complex adaptive systems approach
Zhao, K., Zuo, Z., & Blackhurst, J. V. (2019) · Journal of Operations Management · doi:10.1002/joom.1009 · Cited by 344
How perceived value drives the use of mobile financial services apps
Karjaluoto, H., Shaikh, A. A., Saarijärvi, H., & Saraniemi, S. (2018) · International Journal of Information Management · doi:10.1016/j.ijinfomgt.2018.08.014 · Cited by 347
Trust factors influencing virtual community members: A study of transaction communities
Wu, J., Chen, Y., & Chung, Y.-S. (2009) · Journal of Business Research · doi:10.1016/j.jbusres.2009.03.022 · Cited by 328
Does relationship marketing improve customer relationship satisfaction and loyalty?
Leverin, A., & Liljander, V. (2006) · International Journal of Bank Marketing · doi:10.1108/02652320610671333 · Cited by 327
The outcome set of relationship marketing in consumer markets
Gruen, T. W. (1995) · International Business Review · doi:10.1016/0969-5931(95)00026-7 · Cited by 324
Service quality and customer retention: building long‐term relationships
Venetis, K., & Ghauri, P. N. (2004) · European Journal of Marketing · doi:10.1108/03090560410560254 · Cited by 336
The effect of market orientation on buyer–seller relationship satisfaction
Pérez, M. J. S., Vijande, M. L. S., Vázquez, R., & Álvarez, L. I. (2003) · Industrial Marketing Management · doi:10.1016/s0019-8501(01)00200-0 · Cited by 320
Buyer-supplier relationships today
Han, S., Wilson, D. T., & Dant, S. P. (1993) · Industrial Marketing Management · doi:10.1016/0019-8501(93)90029-7 · Cited by 323
Promoting Consumer's Participation in Virtual Brand Communities: A New Paradigm in Branding Strategy
Casaló, L. V., Flavián, C., & Guinalíu, M. (2007) · Journal of Marketing Communications · doi:10.1080/13527260701535236 · Cited by 324
Relationship Marketing and Distribution Channels: Exploring Fundamental Issues
Nevin, J. R. (1995) · Journal of the Academy of Marketing Science · doi:10.1177/009207039502300413 · Cited by 317
Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance
Jap, S. D., & Anderson, E. (2007) · Management Science · doi:10.1287/mnsc.1060.0610 · Cited by 327
Strengthening outcomes of retailer–consumer relationships
Odekerken‐Schröder, G., Wulf, K. D., & Schumacher, P. (2003) · Journal of Business Research · doi:10.1016/s0148-2963(01)00219-3 · Cited by 322
The Role of Economic Value, Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions
Gassenheimer, J. B., Houston, F. S., & Davis, J. C. (1998) · Journal of the Academy of Marketing Science · doi:10.1177/0092070398264005 · Cited by 317
Implementation Team Responsiveness and User Evaluation of Customer Relationship Management: A Quasi-Experimental Design Study of Social Exchange Theory
Gefen, D. (2002) · Journal of Management Information Systems · doi:10.1080/07421222.2002.11045717 · Cited by 324
Predicting and measuring alliance performance: a multidimensional analysis
Lunnan, R., & Haugland, S. A. (2007) · Strategic Management Journal · doi:10.1002/smj.660 · Cited by 315
The role of communication and trust in explaining customer loyalty: An extension to the ECSI model
Ball, D., Simões Coelho, P., & Machás, A. (2004) · European Journal of Marketing · doi:10.1108/03090560410548979 · Cited by 572
Relationships at Work: Toward a Multidimensional Conceptualization of Dyadic Work Relationships
Ferris, G. R., Liden, R. C., Munyon, T. P., Summers, J. K., Basik, K. J., & Buckley, M. R. (2009) · Journal of Management · doi:10.1177/0149206309344741 · Cited by 411
Customer Prioritization: Does it Pay off, and how Should it be Implemented?
Homburg, C., Droll, M., & Totzek, D. (2008) · Journal of Marketing · doi:10.1509/jmkg.72.5.110 · Cited by 334
Switching Processes in Customer Relationships
Roos, I. (1999) · Journal of Service Research · doi:10.1177/109467059921006 · Cited by 314
Social Media’s Influence on Business-to-Business Sales Performance
Rodríguez, M., Peterson, R. M., & Krishnan, V. (2012) · Journal of Personal Selling and Sales Management · doi:10.2753/pss0885-3134320306 · Cited by 314
Organizational Consequences, Marketing Ethics, and Salesforce Supervision
Hunt, S. D., & Vásquez‐Parraga, A. Z. (1993) · Journal of Marketing Research · doi:10.2307/3172515 · Cited by 312
Relationship selling and customer loyalty: an empirical investigation
Foster, B. D., & Cadogan, J. W. (2000) · Marketing Intelligence & Planning · doi:10.1108/02634500010333316 · Cited by 320
The service quality–loyalty relationship in retail services: does commitment matter?
Fullerton, G. (2004) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2004.04.001 · Cited by 315
The Impact of Suppliers' Perceptions of Reseller Market Orientation on Key Relationship Constructs
Baker, T., Simpson, P. M., & Siguaw, J. A. (1999) · Journal of the Academy of Marketing Science · doi:10.1177/0092070399271004 · Cited by 315
The effect of website features in online relationship marketing: A case of online hotel booking
Bilgihan, A., & Bujisic, M. (2014) · Electronic Commerce Research and Applications · doi:10.1016/j.elerap.2014.09.001 · Cited by 308
Interfirm Cooperation and Customer Orientation
Rindfleisch, A., & Moorman, C. (2003) · Journal of Marketing Research · doi:10.1509/jmkr.40.4.421.19388 · Cited by 312
Determinants of relationship quality: An artificial neural network analysis
Bejou, D., Wray, B., & Ingram, T. N. (1996) · Journal of Business Research · doi:10.1016/0148-2963(95)00100-x · Cited by 307
Loyalty: The Influences of Satisfaction and Brand Community Integration
McAlexander, J. H., Kim, S. K., & Roberts, S. D. (2003) · The Journal of Marketing Theory and Practice · doi:10.1080/10696679.2003.11658504 · Cited by 319
The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation
Noordhoff, C., Kyriakopoulos, K., Moorman, C., Pauwels, P., & Dellaert, B. G. C. (2011) · Journal of Marketing · doi:10.1509/jmkg.75.5.34 · Cited by 320
Service Loyalty
Han, X., Kwortnik, R. J., & Wang, C. (2008) · Journal of Service Research · doi:10.1177/1094670508319094 · Cited by 316
Relationship marketing in consumer markets – Rhetoric or reality?
O’Malley, L., & Tynan, C. (2000) · European Journal of Marketing · doi:10.1108/03090560010331225 · Cited by 299
Branding co-creation with members of online brand communities
Hajli, N., Shanmugam, M., Papagiannidis, S., Zahay, D. L., & Richard, M. (2016) · Journal of Business Research · doi:10.1016/j.jbusres.2016.08.026 · Cited by 333
Toward An Understanding Of Loyalty: The Moderating Role Of Trust*
Chow, S., & Holden, R. K. (2016) · Journal of managerial issues · Cited by 300
Emotions, trust and relationship development in business relationships: A conceptual model for buyer–seller dyads
Andersen, P. H., & Kumar, R. (2005) · Industrial Marketing Management · doi:10.1016/j.indmarman.2004.10.010 · Cited by 302
Cause‐related marketing: how generation Y responds
Cui, Y., Trent, E. S., Sullivan, P. M., & Matiru, G. N. (2003) · International Journal of Retail & Distribution Management · doi:10.1108/09590550310476012 · Cited by 301
Interfirm II Capability Profiles and Communications for Cocreating Relational Value: Evidence from the Logistics Industry1
Rai, Pavlou, P. A., ., I., & Du (2012) · MIS Quarterly · doi:10.2307/41410416 · Cited by 308
Towards understanding members' interactivity, trust, and flow in online travel community
Wu, J., & Chang, Y. (2005) · Industrial Management & Data Systems · doi:10.1108/02635570510616120 · Cited by 303
Destination collaboration: A critical review of theoretical approaches to a multi-dimensional phenomenon
Fyall, A., Garrod, B., & Wang, Y. (2012) · Journal of Destination Marketing & Management · doi:10.1016/j.jdmm.2012.10.002 · Cited by 321
An empirical investigation of the impact of strategic sourcing and flexibility on firm's supply chain agility
Chiang, C., Kocabasoglu‐Hillmer, C., & Suresh, N. C. (2011) · International Journal of Operations & Production Management · doi:10.1108/01443571211195736 · Cited by 307
Relationship Value in Business Markets: The Construct and Its Dimensions
Ulaga, W., & Eggert, A. (2005) · Journal of Business-to-Business Marketing · doi:10.1300/j033v12n01_04 · Cited by 303
Friends, Businesspeople, and Relationship Roles: A Conceptual Framework and a Research Agenda
Heide, J. B., & Wathne, K. H. (2006) · Journal of Marketing · doi:10.1509/jmkg.70.3.90 · Cited by 297
Using Neural Network Analysis to Evaluate Buyer‐Seller Relationships
Wray, B., Palmer, A. J., & Bejou, D. (1994) · European Journal of Marketing · doi:10.1108/03090569410075777 · Cited by 296
The different effects of online consumer reviews on consumers' purchase intentions depending on trust in online shopping malls
Lee, J., Park, D., & Han, I. (2011) · Internet Research · doi:10.1108/10662241111123766 · Cited by 317
Journal of Management and Marketing Research
Baker, P. D. R. (2014) · ADVANCED SCIENCES INDEX · Cited by 295
Understanding contemporary marketing: Development of a classification scheme
Coviello, N. E., Brodie, R. J., & Munro, H. J. (1997) · Journal of Marketing Management · doi:10.1080/0267257x.1997.9964490 · Cited by 293
THE VIGNETTE IN A SCENARIO-BASED ROLE-PLAYING EXPERIMENT
Rungtusanatham, M. J., Wallin, C., & Eckerd, S. (2011) · Journal of Supply Chain Management · doi:10.1111/j.1745-493x.2011.03232.x · Cited by 291
Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels
Andaleeb, S. S. (1995) · International Journal of Research in Marketing · doi:10.1016/0167-8116(94)00020-o · Cited by 291
Predictors of Relationship Quality and Loyalty in the Chain Restaurant Industry
Hyun, S. S. (2010) · Cornell Hospitality Quarterly · doi:10.1177/1938965510363264 · Cited by 290
SUPPLY CHAIN MANAGEMENT COORDINATION MECHANISMS
Fugate, B. S., Sahin, F., & Mentzer, J. T. (2006) · Journal of Business Logistics · doi:10.1002/j.2158-1592.2006.tb00220.x · Cited by 298
Trustmarks, Objective-Source Ratings, and Implied Investments in Advertising: Investigating Online Trust and the Context-Specific Nature of Internet Signals
Aiken, K. D. (2006) · Journal of the Academy of Marketing Science · doi:10.1177/0092070304271004 · Cited by 287
Value in business and industrial marketing: Past, present, and future
Lindgreen, A., Hingley, M. K., Grant, D. B., & Morgan, R. E. (2011) · Industrial Marketing Management · doi:10.1016/j.indmarman.2011.11.025 · Cited by 305
Brand Loyalty Programs: Are They Shams?
Shugan, S. M. (2005) · Marketing Science · doi:10.1287/mksc.1050.0124 · Cited by 286
Evaluating buyer–supplier relationship–performance spirals: A longitudinal study
Autry, C. W., & Golicic, S. L. (2009) · Journal of Operations Management · doi:10.1016/j.jom.2009.07.003 · Cited by 298
Interdependence, Punitive Capability, and the Reciprocation of Punitive Actions in Channel Relationships
Kumar, N., Scheer, L. K., & Steenkamp, J. E. M. (1998) · Journal of Marketing Research · doi:10.2307/3151850 · Cited by 342
Commercial and interpersonal relationships; Using the structure of interpersonal relationships to understand individual-to-individual, individual-to-firm, and firm-to-firm relationships in commerce
Iacobucci, D., & Ostrom, A. (1996) · International Journal of Research in Marketing · doi:10.1016/0167-8116(95)00034-8 · Cited by 285
Network collaboration and performance in the tourism sector
Ramayah, T., Lee, J. W. C., & Boey, J. C. I. (2011) · Service Business · doi:10.1007/s11628-011-0120-z · Cited by 292
The influence of relational experience and contractual governance on the negotiation strategy in buyer–supplier disputes
Lumineau, F., & Henderson, J. E. (2012) · Journal of Operations Management · doi:10.1016/j.jom.2012.03.005 · Cited by 293

Authors: Dwyer, F. R., Schurr, P. H., & Oh, S.
Affiliations: Associate Professor of Marketing
State University of New York (US)
University of Cincinnati (US)
Venue: Journal of Marketing
Publisher: SAGE Publications
Published: 1987-04
Volume: 51
Issue: 2
Pages: 11-27
ISSN: 0022-2429 (ISSN-L)
1547-7185
DOI: 10.1177/002224298705100202
OpenAlex: W1991670833
Cited by: 9,139
References: 74
Citations by year: 2026: 82 · 2025: 115 · 2024: 137 · 2023: 192 · 2022: 210 · 2021: 252 · 2020: 244 · 2019: 257 · 2018: 307 · 2017: 352 · 2016: 360 · 2015: 467 · 2014: 485 · 2013: 478 · 2012: 511
FWCI: 31.53
Type: journal article
Language: en
Open access: closed
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations: Journal of Marketing (publishedVersion)
Topics: Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
Social Sciences › Business, Management and Accounting › Management Information Systems › Quality and Supply Management
Social Sciences › Business, Management and Accounting › Marketing › Marketing and Advertising Strategies
Keywords: buyer-seller relationships, relationship marketing, exchange relationships, marketing strategy

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review

Developing Buyer-Seller Relationships

Abstract

Overview

Integrity signals

Verification

Claims the paper makes

Claims other papers make about this one

Citations

Cites

Cited by

Related

Metadata

Record

About these checks