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Cited by 2,110

The DOI matches its Crossref record; 36 of the 36 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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Citations

Cites

Show all 36 references

Research works printed but not linked: 16

  1. Bagozzi Richard P., 1982, A Second Generation of Multivariate Analysis, 2, 24
  2. 10.1016/B978-0-12-102801-5.50007-8 · doi:10.1016/b978-0-12-102801-5.50007-8
  3. Butler Richard J., 1983, Power, Efficiency and Institutions, 137
  4. Dill William, 1962, Concepts and Issues in Administrative Behavior
  5. Dowst Somerby, 1988, Purchasing, 94A4
  6. Drozdowski Ted E., 1986, Purchasing, 62B5
  7. Guetzkow Harold, 1966, Studies of Behavior in Organizations, 13
  8. Johnston Russell, 1988, Harvard Business Review, 66, 94
  9. Joskow Paul L., 1987, American Economic Review, 77, 168
  10. Kelley Harold H., 1983, Close Relationships.
  11. Kogut Bruce, 1988, Cooperative Strategies in International Business, 169
  12. Pondy Louis R., 1980, Frontiers in Organization and Management, 83
  13. Rousseau Denise M., 1985, Research in Organizational Behavior, 7, 1
  14. Scott W. Richard, 1987, Organizations: Rational, Natural and Open Systems
  15. 10.1111/j.1745-493X.1987.tb00176.x · doi:10.1111/j.1745-493x.1987.tb00176.x
  16. Wilkinson Leland, 1986, SYSTAT: The System for Statistics.

Cited by

See all 2,110

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
36
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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CoChat. (2026). Citation check: Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships. https://app.cochat.ai/papers/10.1177/002224379002700103
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Heide, J. B., & John, G. (1990). Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships. Journal of Marketing Research. https://doi.org/10.1177/002224379002700103

Data sources

Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.