Dyadic Business Relationships within a Business Network Context

Economic Action and Social Structure: The Problem of Embeddedness

Granovetter, M. (1985) · American Journal of Sociology · doi:10.1086/228311 · Cited by 28,745 · see citing works

The Framing of Decisions and the Psychology of Choice

Tversky, A., & Kahneman, D. (1981) · Science · doi:10.1126/science.7455683 · Cited by 17,604 · see citing works

Developing buyer-seller relationships

Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139 · see citing works

Comparative Economic Organization: The Analysis of Discrete Structural Alternatives

Williamson, O. E. (1991) · Administrative Science Quarterly · doi:10.2307/2393356 · Cited by 7,151 · see citing works

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

Anderson, J. C., & Narus, J. A. (1990) · Journal of Marketing · doi:10.1177/002224299005400103 · Cited by 5,826 · see citing works

Practical issues in structural modeling

BENTLER, P. M., & CHOU, C.-P. (1987) · Sociological Methods & Research · doi:10.1177/0049124187016001004 · Cited by 5,804 · see citing works

Social Behavior as Exchange

Homans, G. C. (1958) · American Journal of Sociology · doi:10.1086/222355 · Cited by 5,350 · see citing works

Developmental Processes of Cooperative Interorganizational Relationships

Ring, P. S., & de Ven, A. H. V. (1994) · Academy of Management Review · doi:10.5465/amr.1994.9410122009 · Cited by 4,893 · see citing works

The use of pledges to build and sustain commitment in distribution channels

Anderson, E., & Weitz, B. (1992) · Journal of Marketing Research · doi:10.1177/002224379202900103 · Cited by 3,431 · see citing works

Structuring cooperative relationships between organizations

Ring, P. S., & de Ven, A. H. V. (1992) · Strategic Management Journal · doi:10.1002/smj.4250130702 · Cited by 2,807 · see citing works

CONDUCTING INTERORGANIZATIONAL RESEARCH USING KEY INFORMANTS.

KUMAR, N., STERN, L. W., & ANDERSON, J. C. (1993) · Academy of Management Journal · doi:10.2307/256824 · Cited by 2,467 · see citing works

Determinants of Continuity in Conventional Industrial Channel Dyads

Anderson, E., & Weitz, B. A. (1989) · Marketing Science · doi:10.1287/mksc.8.4.310 · Cited by 2,352 · see citing works

Networks: Between markets and hierarchies

Thorelli, H. B. (1986) · Strategic Management Journal · doi:10.1002/smj.4250070105 · Cited by 2,246 · see citing works

Interorganizational Governance in Marketing Channels

Heide, J. B. (1994) · Journal of Marketing · doi:10.1177/002224299405800106 · Cited by 2,205 · see citing works

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

Heide, J. B., & John, G. (1990) · Journal of Marketing Research · doi:10.2307/3172548 · Cited by 2,112 · see citing works

Power, Equity and Commitment in Exchange Networks

Cook, K. S., & Emerson, R. M. (1978) · American Sociological Review · doi:10.2307/2094546 · Cited by 1,748 · see citing works

No business is an island: The network concept of business strategy

Håkansson, H., & Snehota, I. (1989) · Scandinavian Journal of Management · doi:10.1016/0956-5221(89)90026-2 · Cited by 1,547 · see citing works

Strategizing, economizing, and economic organization

Williamson, O. E. (1991) · Strategic Management Journal · doi:10.1002/smj.4250121007 · Cited by 1,399 · see citing works

A Dual Methodology for Case Studies: Synergistic Use of a Longitudinal Single Site with Replicated Multiple Sites

Leonard-Barton, D. (1990) · Organization Science · doi:10.1287/orsc.1.3.248 · Cited by 1,360 · see citing works

Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing

Phillips, L. W. (1981) · Journal of Marketing Research · doi:10.1177/002224378101800401 · Cited by 1,263 · see citing works

FROM TRANSACTION COST TO TRANSACTIONAL VALUE ANALYSIS: IMPLICATIONS FOR THE STUDY OF INTERORGANIZATIONAL STRATEGIES*

Zajac, E. J., & Olsen, C. P. (1993) · Journal of Management Studies · doi:10.1111/j.1467-6486.1993.tb00298.x · Cited by 1,191 · see citing works

A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships

Anderson, J. C., & Narus, J. A. (1984) · Journal of Marketing · doi:10.1177/002224298404800407 · Cited by 1,129 · see citing works

Interfirm Adaptation in Business Relationships

Hallén, L., Johanson, J., & Seyed-Mohamed, N. (1991) · Journal of Marketing · doi:10.1177/002224299105500204 · Cited by 1,092 · see citing works

Cooperation, Opportunism, and the Invisible Hand: Implications for Transaction Cost Theory

Hill, C. W. L. (1990) · Academy of Management Review · doi:10.5465/amr.1990.4309111 · Cited by 1,040 · see citing works

Predicting the performance of measures in a confirmatory factor analysis with a pretest assessment of their substantive validities.

Anderson, J. C., & Gerbing, D. W. (1991) · Journal of Applied Psychology · doi:10.1037/0021-9010.76.5.732 · Cited by 1,038 · see citing works

Causes of Failure in Network Organizations

Miles, R. E., & Snow, C. C. (1992) · California Management Review · doi:10.2307/41166703 · Cited by 936 · see citing works

The Distribution of Power in Exchange Networks: Theory and Experimental Results

Cook, K. S., Emerson, R. M., Gillmore, M. R., et al. (1983) · American Journal of Sociology · doi:10.1086/227866 · Cited by 931 · see citing works

The use of causal indicators in covariance structure models: Some practical issues.

MacCallum, R. C., & Browne, M. W. (1993) · Psychological Bulletin · doi:10.1037/0033-2909.114.3.533 · Cited by 805 · see citing works

Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective

Frazier, G. L. (1983) · Journal of Marketing · doi:10.1177/002224298304700408 · Cited by 789 · see citing works

"Paradigms Lost": On Theory and Method in Research in Marketing

Deshpandé, R. (1983) · Journal of Marketing · doi:10.1177/002224298304700411 · Cited by 772 · see citing works

On the Nature, Formation, and Maintenance of Relations Among Organizations

de Ven, A. H. V. (1976) · Academy of Management Review · doi:10.5465/amr.1976.4396447 · Cited by 705 · see citing works

Managing 21st century network organizations

Snow, C. C., Miles, R. E., & Coleman, H. J. (1992) · Organizational Dynamics · doi:10.1016/0090-2616(92)90021-e · Cited by 687 · see citing works

Just-In-Time Exchange Relationships in Industrial Markets

Frazier, G. L., Spekman, R. E., & O’Neal, C. R. (1988) · Journal of Marketing · doi:10.1177/002224298805200406 · Cited by 655 · see citing works

Collective Strategy: Social Ecology of Organizational Environments.

Astley, W. G., & Fombrun, C. J. (1983) · Academy of Management Review · doi:10.5465/amr.1983.4284657 · Cited by 520 · see citing works

The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis

Achrol, R. S., Reve, T., & Stern, L. W. (1983) · Journal of Marketing · doi:10.1177/002224298304700407 · Cited by 502 · see citing works

Evolution of the Marketing Organization: New Forms for Turbulent Environments

Achrol, R. S. (1991) · Journal of Marketing · doi:10.1177/002224299105500406 · Cited by 477 · see citing works

Toward an Appreciation of Collective Strategy

Astley, W. G. (1984) · Academy of Management Review · doi:10.5465/amr.1984.4279700 · Cited by 237 · see citing works

Stability and change in network relationships

Gadde, L., & Mattsson, L. (1987) · International Journal of Research in Marketing · doi:10.1016/0167-8116(87)90012-7 · Cited by 229 · see citing works

Network Connections and the Distribution of Power in Exchange Networks

Yamagishi, T., Gillmore, M. R., & Cook, K. S. (1988) · American Journal of Sociology · doi:10.1086/228826 · Cited by 221 · see citing works

Modeling Dyadic Interactions and Networks in Marketing

Iacobucci, D., & Hopkins, N. J. (1992) · Journal of Marketing Research · doi:10.1177/002224379202900102 · Cited by 212 · see citing works

Affect and Social Exchange: Satisfaction in Power-Dependence Relations

Molm, L. D. (1991) · American Sociological Review · doi:10.2307/2096269 · Cited by 167 · see citing works

It’s What You Ask and How You Ask It: An Itemmetric Analysis of Personality Questionnaires

Angleitner, A., John, O. P., & Löhr, F.-J. (1986) · Springer eBooks · doi:10.1007/978-3-642-70751-3_5 · Cited by 157 · see citing works

Research in Organizational Behavior

Stuart, A. (1985)

Handbook of Organizational Design

Howard, A. (1981)

The Evolution of Cooperation.

Axelrod, R. (1984)

Untitled work

Steven, B. (1993) · International Herald Tribune

Untitled work

Byrne John, A. (1993) · Business Week

Social Structure and Network Analysis

Cook Karen, S. (1982)

The Emerging Theory of the Firm.

Demsetz, H. (1992)

Sociological Theories in Progress, 2

Emerson Richard, M. (1972)

Social Psychology: Sociological Perspectives

Emerson Richard, M. (1981)

Understanding Business Markets: Interaction, Relationships and Networks.

David, F. (1990)

The Presentation of Self in Everyday Life.

Erving, G. (1959)

Networks and Organizations: Structure, Form, and Action

Mark, G. (1992)

Industrial Technological Development.

Hakan, H. (1987)

Corporate Technological Behavior: Co-operation and Networks.

Hakan, H. (1989)

Cooperative Strategies in International Business.

Hakan, H. (1988)

Advances in International Marketing

Hakan, H. (1993)

Microeconomic Theory

Henderson, J. M. (1971)

Untitled work

Russell, J. (1988) · Harvard Business Review

Interpersonal Relations: A Theory of Interdependence.

Kelley, H. H. (1978)

Networks and Organizations: Structure, Form, and Action

Bruce, K. (1992)

Product Innovation and User-Producer Interaction.

Bengt-åke, L. (1985)

The Management of Strategic Change

Lars-Gunnar, M. (1987)

Macro Organizational Behavioral.

Miles Robert, H. (1980)

The Competitive Challenge: Strategies for Industrial Innovation and Renewal

Jeffrey, P. (1987)

The External Control of Organizations: A Resource Dependence Perspective.

Jeffrey, P. (1978)

Innovations in Health Care Delivery: Insights for Organizational Theory

Shortell Stephen, M. (1990)

“Produktförändringar i nätverk. Ett fall frän pappersindustrin. (Product Changes in Networks: A Case from the Paper Industry),”

Ulf, S. (1991)

The Social Psychology of Groups.

Thibaut John, W. (1959)

Untitled work

Verity John, W. (1992) · Business Week

The Economic Institutions of Capitalism.

Williamson Oliver, E. (1985)

The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership

Johanson, J., & Vahlne, J. (2009) · Journal of International Business Studies · doi:10.1057/jibs.2009.24 · Cited by 4,641 · see citing works

How should companies interact in business networks?

Håkansson, H., & Ford, D. (2002) · Journal of Business Research · doi:10.1016/s0148-2963(00)00148-x · Cited by 1,518 · see citing works

The effects of trust and interdependence on relationship commitment: A trans-Atlantic study

Geyskens, I., Steenkamp, J. E. M., Scheer, L. K., & Kumar, N. (1996) · International Journal of Research in Marketing · doi:10.1016/s0167-8116(96)00006-7 · Cited by 1,264 · see citing works

Using case methods in the study of contemporary business networks

Halinen, A., & Törnroos, J. (2004) · Journal of Business Research · doi:10.1016/j.jbusres.2004.02.001 · Cited by 1,069 · see citing works

Inter‐organizational communication as a relational competency: Antecedents and performance outcomes in collaborative buyer–supplier relationships

Paulraj, A., Lado, A. A., & Chen, I. J. (2007) · Journal of Operations Management · doi:10.1016/j.jom.2007.04.001 · Cited by 1,035 · see citing works

The network dynamics of international new ventures

Coviello, N. E. (2006) · Journal of International Business Studies · doi:10.1057/palgrave.jibs.8400219 · Cited by 1,078 · see citing works

Usage, barriers and measurement of social media marketing: An exploratory investigation of small and medium B2B brands

Michaelidou, N., Siamagka, N., & Christodoulides, G. (2011) · Industrial Marketing Management · doi:10.1016/j.indmarman.2011.09.009 · Cited by 1,004 · see citing works

Supply chain management: an analytical framework for critical literature review

Croom, S. R., Romano, P., & Giannakis, M. (2000) · European Journal of Purchasing & Supply Management · doi:10.1016/s0969-7012(99)00030-1 · Cited by 953 · see citing works

Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status

Ulaga, W., & Eggert, A. (2005) · Journal of Marketing · doi:10.1509/jmkg.2006.70.1.119 · Cited by 1,044 · see citing works

Generalizations about trust in marketing channel relationships using meta-analysis

Geyskens, I., Steenkamp, J.-B. E. M., & Kumar, N. (1998) · International Journal of Research in Marketing · doi:10.1016/s0167-8116(98)00002-0 · Cited by 890 · see citing works

Value Creation in Buyer–Seller Relationships

Walter, A., Ritter, T., & Gemünden, H. G. (2001) · Industrial Marketing Management · doi:10.1016/s0019-8501(01)00156-0 · Cited by 885 · see citing works

Network competence

Ritter, T., & Gemünden, H. G. (2003) · Journal of Business Research · doi:10.1016/s0148-2963(01)00259-4 · Cited by 777 · see citing works

The Network Dynamics of International New Ventures

Coviello, N. E. (2018) · JIBS special collections · doi:10.1007/978-3-319-74228-1_6 · Cited by 768 · see citing works

What is co-creation? An interactional creation framework and its implications for value creation

Ramaswamy, V., & Ozcan, K. (2018) · Journal of Business Research · doi:10.1016/j.jbusres.2017.11.027 · Cited by 735 · see citing works

Managing in complex business networks

Ritter, T., Wilkinson, I., & Johnston, W. J. (2004) · Industrial Marketing Management · doi:10.1016/j.indmarman.2003.10.016 · Cited by 728 · see citing works

Social Exchange Theory and Research on Business-to-Business Relational Exchange

Lambe, C. J., Wittmann, C. M., & Spekman, R. E. (2001) · Journal of Business-to-Business Marketing · doi:10.1300/j033v08n03_01 · Cited by 722 · see citing works

Internationalisation of small to medium-sized manufacturing firms: a network approach

Chetty, S., & Holm, D. B. (2000) · International Business Review · doi:10.1016/s0969-5931(99)00030-x · Cited by 698 · see citing works

Trust and commitment influences on customer retention: insights from business-to-business services

Gounaris, S. P. (2003) · Journal of Business Research · doi:10.1016/s0148-2963(03)00122-x · Cited by 675 · see citing works

Anti-consumption and brand avoidance

Lee, M., Motion, J., & Conroy, D. M. (2008) · Journal of Business Research · doi:10.1016/j.jbusres.2008.01.024 · Cited by 647 · see citing works

Commitment and opportunity development in the internationalization process: A note on the Uppsala internationalization process model

Johanson, J., & Vahlne, J. (2006) · Management International Review · doi:10.1007/s11575-006-0043-4 · Cited by 614 · see citing works

From Value Chain to Value Network:

Peppard, J., & Rylander, A. (2006) · European Management Journal · doi:10.1016/j.emj.2006.03.003 · Cited by 624 · see citing works

Value in business markets: What do we know? Where are we going?

Lindgreen, A., & Wynstra, F. (2005) · Industrial Marketing Management · doi:10.1016/j.indmarman.2005.01.001 · Cited by 611 · see citing works

The Use of Modular Organizational Forms: An Industry-Level Analysis

Schilling, M. A., & Steensma, H. (2001) · Academy of Management Journal · doi:10.5465/3069394 · Cited by 782 · see citing works

Business Relationships and Networks:

Möller, K., & Halinen, A. (1999) · Industrial Marketing Management · doi:10.1016/s0019-8501(99)00086-3 · Cited by 590 · see citing works

Third-party logistics: A literature review

Marasco, A. (2007) · International Journal of Production Economics · doi:10.1016/j.ijpe.2007.05.017 · Cited by 541 · see citing works

Business suppliers' value creation potential

Möller, K., & Törrönen, P. (2003) · Industrial Marketing Management · doi:10.1016/s0019-8501(02)00225-0 · Cited by 516 · see citing works

Strategizing in industrial networks

Gadde, L., Huemer, L., & Håkansson, H. (2003) · Industrial Marketing Management · doi:10.1016/s0019-8501(03)00009-9 · Cited by 507 · see citing works

On cooperating: firms, relations and networks

Wilkinson, I., & Young, L. C. (2002) · Journal of Business Research · doi:10.1016/s0148-2963(00)00147-8 · Cited by 502 · see citing works

Functions of industrial supplier relationships and their impact on relationship quality

Walter, A., Müller, T. A., Helfert, G., & Ritter, T. (2003) · Industrial Marketing Management · doi:10.1016/s0019-8501(02)00230-4 · Cited by 488 · see citing works

Strategic business nets—their type and management

Möller, K., Rajala, A., & Svahn, S. (2004) · Journal of Business Research · doi:10.1016/j.jbusres.2003.05.002 · Cited by 473 · see citing works

Frontiers of the marketing paradigm in the third millennium

Achrol, R. S., & Kotler, P. (2011) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-011-0255-4 · Cited by 431 · see citing works

Alliance Constellations: A Social Exchange Perspective

Das, T. K., & Teng, B. (2002) · Academy of Management Review · doi:10.5465/amr.2002.7389937 · Cited by 559 · see citing works

Marketing solutions in accordance with the S-D logic: Co-creating value with customer network actors

Cova, B., & Salle, R. (2008) · Industrial Marketing Management · doi:10.1016/j.indmarman.2007.07.005 · Cited by 427 · see citing works

IS Application Capabilities and Relational Value in Interfirm Partnerships

Saraf, N., Langdon, C. S., & Gosain, S. (2007) · Information Systems Research · doi:10.1287/isre.1070.0133 · Cited by 419 · see citing works

Theory Testing Using Case Studies in Business-to-Business Research

Johnston, W. J., Leach, M. P., & Liu, A. H. (1999) · Industrial Marketing Management · doi:10.1016/s0019-8501(98)00040-6 · Cited by 416 · see citing works

Relationship-Based Competitive Advantage

Morgan, R. M., & Hunt, S. D. (1999) · Journal of Business Research · doi:10.1016/s0148-2963(98)00035-6 · Cited by 386 · see citing works

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 · see citing works

The role of embeddedness in the evolution of business networks

Halinen, A., & Törnroos, J. (1998) · Scandinavian Journal of Management · doi:10.1016/s0956-5221(98)80009-2 · Cited by 358 · see citing works

Network ties in the international opportunity recognition of family SMEs

Leppäaho, T. C., & Ojala, A. (2010) · International Business Review · doi:10.1016/j.ibusrev.2010.08.002 · Cited by 350 · see citing works

Interfirm Relational Drivers of Customer Value

Palmatier, R. W. (2008) · Journal of Marketing · doi:10.1509/jmkg.72.4.76 · Cited by 466 · see citing works

Developing integrated solutions: The importance of relationships within the network

Windahl, C., & Lakemond, N. (2006) · Industrial Marketing Management · doi:10.1016/j.indmarman.2006.05.010 · Cited by 346 · see citing works

Supplier involvement in new product development and innovation: Taking stock and looking to the future

Johnsen, T. (2009) · Journal of Purchasing and Supply Management · doi:10.1016/j.pursup.2009.03.008 · Cited by 343 · see citing works

Product and relationship quality influence on customer commitment and loyalty in B2B manufacturing relationships

Čater, T., & Čater, B. (2010) · Industrial Marketing Management · doi:10.1016/j.indmarman.2010.02.006 · Cited by 335 · see citing works

Issues in Supply Chain Management: Progress and potential

Lambert, D. M., & Enz, M. G. (2017) · Industrial Marketing Management · doi:10.1016/j.indmarman.2016.12.002 · Cited by 328 · see citing works

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 · see citing works

The impacts of network relationships on SMEs' internationalization process

Zain, M., & Ng, S. I. (2006) · Thunderbird International Business Review · doi:10.1002/tie.20092 · Cited by 324 · see citing works

A risk perception model of alliance structuring

Das, T. K., & Teng, B. (2001) · Journal of International Management · doi:10.1016/s1075-4253(00)00037-5 · Cited by 310 · see citing works

Collaborating with competitors to acquire resources

Chetty, S., & Wilson, H. I. M. (2003) · International Business Review · doi:10.1016/s0969-5931(02)00088-4 · Cited by 299 · see citing works

The effects of trust and coercive power on supplier integration

Yeung, J. H. Y., Selen, W. J., Zhang, M., & Huo, B. (2008) · International Journal of Production Economics · doi:10.1016/j.ijpe.2008.07.014 · Cited by 305 · see citing works

The determinants of relational governance and performance: How to manage business relationships?

Claro, D. P., Hagelaar, G. J. L. F., & Omta, O. (2003) · Industrial Marketing Management · doi:10.1016/j.indmarman.2003.06.010 · Cited by 303 · see citing works

The transition from product to service in business markets: An agenda for academic inquiry

Jacob, F., & Ulaga, W. (2008) · Industrial Marketing Management · doi:10.1016/j.indmarman.2007.09.009 · Cited by 305 · see citing works

Open-book accounting in networks

Kajüter, P., & Kulmala, H. I. (2005) · Management Accounting Research · doi:10.1016/j.mar.2005.01.003 · Cited by 299 · see citing works

Accounting and network coordination

Håkansson, H., & Lind, J. (2004) · Accounting, Organizations and Society · doi:10.1016/s0361-3682(02)00058-2 · Cited by 301 · see citing works

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 · see citing works

Internationalization of knowledge-intensive SMEs: The role of network relationships in the entry to a psychically distant market

Ojala, A. (2008) · International Business Review · doi:10.1016/j.ibusrev.2008.10.002 · Cited by 292 · see citing works

The success and failure of policy-implanted inter-firm network initiatives: motivations, processes and structure

Huggins, R. (2000) · Entrepreneurship and Regional Development · doi:10.1080/089856200283036 · Cited by 282 · see citing works

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 286 · see citing works

Alliance Orientation: Conceptualization, Measurement, and Impact on Market Performance

Kandemir, D. (2006) · Journal of the Academy of Marketing Science · doi:10.1177/0092070305285953 · Cited by 284 · see citing works

Interorganizational relationships and networks

Ritter, T., & Gemünden, H. G. (2003) · Journal of Business Research · doi:10.1016/s0148-2963(01)00254-5 · Cited by 283 · see citing works

Trust Formation in Collaborative New Product Development *

Bstieler, L. (2005) · Journal of Product Innovation Management · doi:10.1111/j.1540-5885.2005.00181.x · Cited by 282 · see citing works

Learning in Networks

Håkansson, H., Havila, V., & Pedersen, A. (1999) · Industrial Marketing Management · doi:10.1016/s0019-8501(99)00080-2 · Cited by 282 · see citing works

Antecedents and consequences of commitment in marketing research services: The client's perspective

Čater, B., & Žabkar, V. (2008) · Industrial Marketing Management · doi:10.1016/j.indmarman.2007.10.004 · Cited by 281 · see citing works

Social relationships and business networks: The case of Western companies in China

Björkman, I., & Kock, S. (1995) · International Business Review · doi:10.1016/0969-5931(95)00023-2 · Cited by 274 · see citing works

Configuring and managing strategic supplier portfolios

Wagner, S. M., & Johnson, J. L. (2004) · Industrial Marketing Management · doi:10.1016/j.indmarman.2004.01.005 · Cited by 270 · see citing works

Relationship marketing orientation: scale development and cross-cultural validation

Sin, L. Y. M., Tse, A. C. B., Yau, O. H. M., Chow, R. P. M., Lee, J. S. Y., & Lau, L. B. Y. (2002) · Journal of Business Research · doi:10.1016/s0148-2963(02)00493-9 · Cited by 267 · see citing works

Levels of strategic purchasing: Impact on supply integration and performance

Paulraj, A., Chen, I. J., & Flynn, J. (2006) · Journal of Purchasing and Supply Management · doi:10.1016/j.pursup.2006.08.002 · Cited by 269 · see citing works

Adoption and Impacts of Interorganizational Business Process Standards: Role of Partnering Synergy

Venkatesh, V., & Bala, H. (2012) · Information Systems Research · doi:10.1287/isre.1110.0404 · Cited by 264 · see citing works

Explosive International Growth and Problems of Success amongst Small to Medium-Sized Firms

Chetty, S., & Campbell‐Hunt, C. (2003) · International Small Business Journal Researching Entrepreneurship · doi:10.1177/0266242603021001719 · Cited by 252 · see citing works

Stakeholder marketing: theoretical foundations and required capabilities

Hillebrand, B., Driessen, P. H., & Koll, O. (2015) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-015-0424-y · Cited by 257 · see citing works

Competitive and Cooperative Positioning in Supply Chain Logistics Relationships*

Klein, R., Rai, A., & Straub, D. W. (2007) · Decision Sciences · doi:10.1111/j.1540-5915.2007.00172.x · Cited by 253 · see citing works

Interaction in business relationships: A time perspective

Medlin, C. J. (2004) · Industrial Marketing Management · doi:10.1016/j.indmarman.2003.10.008 · Cited by 252 · see citing works

The moderating effect of institutional context on the relationship between associational activity and new business activity in emerging economies

Clercq, D. D., Danis, W. M., & Dakhli, M. (2009) · International Business Review · doi:10.1016/j.ibusrev.2009.09.002 · Cited by 254 · see citing works

An entrepreneurial network evolving: Patterns of change

Jack, S. L., Moult, S., Anderson, A. R., & Dodd, S. D. (2010) · International Small Business Journal Researching Entrepreneurship · doi:10.1177/0266242610363525 · Cited by 250 · see citing works

Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products

Skarmeas, D., Katsikeas, C. S., Spyropoulou, S., & Salehi‐Sangari, E. (2008) · Industrial Marketing Management · doi:10.1016/j.indmarman.2007.04.004 · Cited by 240 · see citing works

Fragile and Resilient Trust and Their Roles in Economic Exchange

Ring, P. S. (1996) · Business & Society · doi:10.1177/000765039603500202 · Cited by 233 · see citing works

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 · see citing works

Tensions and ties in social media networks: Towards a model of understanding business relationship development and business performance enhancement through the use of LinkedIn

Quinton, S., & Wilson, D. (2016) · Industrial Marketing Management · doi:10.1016/j.indmarman.2015.12.001 · Cited by 237 · see citing works

Firms’ internationalization and alternative approaches to the international customer/market selection

Andersen, O., & Buvik, A. (2002) · International Business Review · doi:10.1016/s0969-5931(01)00064-6 · Cited by 231 · see citing works

Markets as networks: implications for strategy-making

Johanson, J., & Vahlne, J. (2010) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-010-0235-0 · Cited by 229 · see citing works

The Relationship Between Firm Size, Competitive Advantages and Export Performance Revisited

Moen, Ø. (1999) · International Small Business Journal Researching Entrepreneurship · doi:10.1177/0266242699181003 · Cited by 234 · see citing works

Understanding consumption and entrepreneurship in subsistence marketplaces

Viswanathan, M., Sridharan, S., & Ritchie, R. (2009) · Journal of Business Research · doi:10.1016/j.jbusres.2009.02.023 · Cited by 232 · see citing works

Towards an understanding of attraction in buyer–supplier relationships

Hald, K. S., Cordón, C., & Vollmann, T. E. (2008) · Industrial Marketing Management · doi:10.1016/j.indmarman.2008.04.015 · Cited by 231 · see citing works

Sense-making and management in business networks — some observations, considerations, and a research agenda

Henneberg, S. C. M., Naudé, P., & Mouzas, S. (2009) · Industrial Marketing Management · doi:10.1016/j.indmarman.2009.03.011 · Cited by 231 · see citing works

Efficiency versus effectiveness in business networks

Mouzas, S. (2006) · Journal of Business Research · doi:10.1016/j.jbusres.2006.09.018 · Cited by 238 · see citing works

Service triads: A research agenda for buyer–supplier–customer triads in business services

Wynstra, F., Spring, M., & Schoenherr, T. (2014) · Journal of Operations Management · doi:10.1016/j.jom.2014.10.002 · Cited by 230 · see citing works

Actors' Heterogeneity in Innovation Networks

Corsaro, D., Cantù, C. L., & Tunisini, A. (2012) · Industrial Marketing Management · doi:10.1016/j.indmarman.2012.06.005 · Cited by 217 · see citing works

“Relationship marketing” and the “markets‐as‐networks approach”—a comparative analysis of two evolving streams of research

Mattsson, L. (1997) · Journal of Marketing Management · doi:10.1080/0267257x.1997.9964485 · Cited by 217 · see citing works

Managing collaboration within networks and relationships

Batt, P. J., & Purchase, S. (2004) · Industrial Marketing Management · doi:10.1016/j.indmarman.2003.11.004 · Cited by 215 · see citing works

Dark side of relationships: A tensions-based view

Fang, S.-R., Chang, Y., & Peng, Y.-C. (2011) · Industrial Marketing Management · doi:10.1016/j.indmarman.2011.02.003 · Cited by 213 · see citing works

An Exploration of Networks in Value Cocreation: A Service-Ecosystems View

Akaka, M. A., Vargo, S. L., & Lusch, R. F. (2012) · Review of marketing research · doi:10.1108/s1548-6435(2012)0000009006 · Cited by 213 · see citing works

Consumer Comfort in Service Relationships: Measurement and Importance

Spake, D. F., Beatty, S. E., Brockman, B. K., & Crutchfield, T. N. (2003) · Journal of Service Research · doi:10.1177/1094670503005004004 · Cited by 208 · see citing works

Conceptual tools for evaluating tourism partnerships

March, R., & Wilkinson, I. (2008) · Tourism Management · doi:10.1016/j.tourman.2008.09.001 · Cited by 209 · see citing works

Strategizing through analyzing and influencing the network horizon

Holmén, E., & Pedersen, A. (2003) · Industrial Marketing Management · doi:10.1016/s0019-8501(03)00014-2 · Cited by 208 · see citing works

Partnering in the construction industry—Problems and opportunities

Gadde, L., & Dubois, A. (2010) · Journal of Purchasing and Supply Management · doi:10.1016/j.pursup.2010.09.002 · Cited by 208 · see citing works

A Framework for Analyzing Interconnectedness of Relationships

Ritter, T. (2000) · Industrial Marketing Management · doi:10.1016/s0019-8501(00)00108-5 · Cited by 205 · see citing works

Investigate the Impact of Relationship Marketing Orientation on Customer Loyalty: The Customer's Perspective

Alrubaiee, L., & Al-Nazer, N. (2010) · International Journal of Marketing Studies · doi:10.5539/ijms.v2n1p155 · Cited by 211 · see citing works

Determinants of Commitment and Opportunism: Integrating and Extending Insights from Transaction Cost Analysis and Relational Exchange Theory

Joshi, A. W., & Stump, R. L. (1999) · Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l Administration · doi:10.1111/j.1936-4490.1999.tb00693.x · Cited by 198 · see citing works

Why relationships do not fit into purchasing portfolio models—a comparison between the portfolio and industrial network approaches

Dubois, A., & Pedersen, A. (2002) · European Journal of Purchasing & Supply Management · doi:10.1016/s0969-7012(01)00014-4 · Cited by 197 · see citing works

Foreign direct investment and local linkages

Chen, T.-J., Chen, H., & Ku, Y.-H. (2004) · Journal of International Business Studies · doi:10.1057/palgrave.jibs.8400085 · Cited by 195 · see citing works

Network orchestration for value platform development

Perks, H., Kowalkowski, C., Witell, L., & Gustafsson, A. (2017) · Industrial Marketing Management · doi:10.1016/j.indmarman.2017.08.002 · Cited by 192 · see citing works

The business culture in Germany : portrait of a power house

Randlesome, C. (1994) · Cited by 14 · see citing works

Business-to-Business: A Global Network Perspective

Glowik, M., & Bruhs, S. M. (2014) · Cited by 4 · see citing works

Non-business Actors in the Context of Business Networks : Problems and opportunities

Latifi, M. (2013)

Small business management

Hailes, W. D., & Hubbard, R. T. (1967) · Delmar Publishers eBooks · Cited by 3 · see citing works

Analysis of Interrelation Between Business and Environment

Bendre, M. R., & Acharya, P. B. (2020) · Our Heritage · Cited by 1 · see citing works