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Cited by 2,110

The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.

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

Heide, Jan B., John, George·1990·Journal of Marketing Research
DOI 10.1177/002224379002700103
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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 develop a theoretical model of industrial buyer-supplier ties that presents joint action as a key aspect of closeness. Whereas conventional ties emphasize a clearly defined division of labor, these newer relationships are distinguished by more tightly integrated roles based on undertaking activities jointly. Drawing primarily on a normative theory of transaction costs, the authors identify the conditions under which these relationships are useful. The utility of the relationships derives from an ability to safeguard relationship-specific investments and to facilitate adaptation to uncertainty. Using data from a sample of industrial firms and their suppliers, the authors test these predictions. The results show good support for the model. Consequences for research and practice in marketing are drawn.

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Show all 3 references

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Cited by

Metadata

Authors
Heide, J. B., & John, G.
Venue
Journal of Marketing Research
Publisher
SAGE Publications
Published
1990-02
Volume
27
Issue
1
Pages
24-36
ISSN
  • 0022-2437 (ISSN-L)
  • 1547-7193
DOI
10.1177/002224379002700103
OpenAlex
W1967614935
Cited by
2,110
References
3
FWCI
22.83
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

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