AndersonJames C.NarusJ.A.A Model of the Distributor's Perspective of Distributor-Manufacturer Working RelationshipsJournal of Marketing48198462–74(Fall)
2.
AndersonJames C.NarusJ.A.A Model of Distributor Firm and Manufacturer Firm Working PartnershipsJournal of Marketing54199042–58(January)
3.
AndersonJames C.JainDipak C.ChintaguntaPradeep K.Customer Value Assessment in Business Markets: A State-of-Practice StudyJournal of Business-to-Business Marketing1119933–29
4.
BorysBryanJemisonDavid B.Hybrid Arrangements as Strategic Alliances: Theoretical Issues in Organizational CombinationsAcademy of Management Review141989234–249(February)
BurtDavid N.Managing Suppliers Up to SpeedHarvard Business Review1989127–135July-August
7.
Business Week (1991), November 11, 132–140.
8.
DeutschMortonTrust and SuspicionJournal of Conflict Resolution241958265–279
9.
DoblerDonald W.BurtDavid N.LamarLeeJr.Purchasing and Materials Management: Text and Cases1990McGraw-Hill Publishing Company560-598
10.
DoddsWilliam B.MonroeKent B.DhruvGrewalEffects of Price, Brand, and Store Information on Buyers’ Product EvaluationsJournal of Marketing ResearchXXVIII1991307–319(August)
11.
DwyerF. R. and RosemaryLagacc. (1986), “On the Nature and Role of Buyer-Seller Trust”, in AMA Summer Educator's Conference Proceedings, Series 52.TerrcnceShimp et al, eds,. American Marketing Association. Chicago.
12.
DwyerF.R.SchurrP.H.OhS.Developing Buyer-Seller RelationshipsJournal of Marketing51198711–27(April)
13.
FallonCarlosThe All-Important DefinitionsFalconWilliam D.Value Analysis Value Engineering1964American Management AssociationNY
14.
FallonCarlosValue Analysis to Improve Productivity1971Wiley-Inter science
15.
ForbisMehtaValue-Based Strategies for Industrial ProductsBusiness Horizons24198132–42(May-June)
French, Warren A, (1970), “An Analysis of the Brand Name -Product Quality Relationship within a Value Format”, Dissertation, Penn Slate University.
18.
HakanssonH.International Marketing and Purchasing of Industrial Goods: An Interaction Approach1982WileyNew York
19.
HanSang-Lin (1992), “Antecedents of Buyer-Seller Long-Term Relationships: An Exploratory Model of Structural Bonding and Social Bonding.” Working Paper, Institute For the Study of Business Markets, Penn State University.
20.
HanSang-Lin and DavidT. Wilson (1993), “Antecedents of Buyer Commitment to the Supplier: A Model of Structural Bonding and Social Bonding”, Working Paper, Institute for the Study of Business Markets, Penn State University.
HarriganK.R.Strategic Alliances and Partner AsymmetriesContractorF.J.LorangeP.Cooperative Strategies in International Business1988Lexington PressLexington, MA205–226
23.
HelfertErichValuation: Concepts and Practice1966Wadsworth Publishing Company, Inc.Belmont, CA
HillRichard M.AlexanderRalph S.CrossJames S.Industrial Marketing1986Richard D. Irwin, Inc.Homewood, IL
26.
HolbrookMorris B. and CorfmanKim P. (1985), “Quality and Value in the Consumption Experience: Phaedrus Rides Again” in Jacoby and Olson ed. Perceived Quality, Lexington Books
27.
KeeneyRalph L.LilienGary L.New Industrial Product Design and Evaluation Using MuItiattribute Value AnalysisJournal of Product Innovation Management41987185–198
28.
LeeDonaldIndustrial Marketing ResearchThe Chemical Marketing Research Association1978
29.
LewisJ. DavidWeigertAndrewSocial Atomism, Holism and TrustThe Sociological Quarterly2641985455–471
30.
LewisS. DavidWeigertAndrewTrust as a Soeial RealitySocial Forces63141985967–985June
MarxKarl (1912), Capital: A Critique of Political Economy, ed. Engles, vol 1, Charles H. Kerr & Co., Chicago.
33.
MattsonJanMeasuring Inherent Product ValuesEuropean Journal of Marketing2491990
34.
MayArthurThe Valuation of Residential Real Estate1942Prentice-Hall, Inc.
35.
MilesLawrence D.Techniques of Value Analysis and Engineering1961McGraw-Hill Book Company
36.
MillJohn Stuart5th ed.Principles of Political Economy Vol 11865Appleton & Co.Book IIICh. VI
37.
MonroeKent B. and KrishnanR. (1985), “The Effect of Price on Subjective Product Evaluations” in Jacoby and Olson ed. Perceived Quality, Lexington Books
38.
MonroeKent B. and JosephD. Chapman. (1987), “Framing Effects on Buyers' Subjective Product Evaluation”, in Anderson and Wallendorf eds., Advances in Consumer Research, 14, Association for Consumer Research, Provo, UT.
39.
MummalaneniVenkat (1987), The Influence of Close Personal Relationship Between the Buyer and the Seller on the Continued Stability of Their Role Relationship, Doctoral dissertation, The Pennsylvania State University.
40.
MummalaneniVenkatWilsonDavid T.The Influence of a Close Personal Relationship Between a Buyer and A Seller on the Continued Stability of Their Role RelationshipWorking Paper, The Institute for the Study of Business Markets, The Pennsylvania State UniversityUniversity Park: Pennsylvania1991
41.
ParsonsTalcottSocial Systems and the Evolution of Action Theory1977The PressNew York
42.
RecaroDavidThe Principles of Political Economy and Taxation1963IrwinHomewood, IICh. 1
43.
ReddyMohan N.Defining Product Value in Industrial MarketsManagement Decisions291199114–19
44.
RotterJulian B.A New Scale for the Measurement of Interpersonal TrustJournal of Personality351967651–665
45.
SmithAdam (1776), The Wealth of Nations.
46.
ThibaultJohn W.KelleyHerold H.The Social Psychology of Groups1959WileyNew York
47.
ThorelliHans B.Networks: Between Markets and HierarchiesStrategic Management Journal7198637–51
48.
ToshDennis S.Handbook of Real Estate Terms1990Prentice HallEnglewood Cliffs, NJ
49.
UradnisheckJay (1978), “Estimating When Fiber Optics will Offer Greater Value-in-Use”, Electronics, Du Pont, November 9.
50.
WilliamsonO.E.Markets and Hierarchies: Analysis and Antitrust Implications1975Free PressNew York
51.
WilliamsonO.E.Transaction Cost Economics: The Governance of Contractual RelationsJournal of Law and Economics221979223–261(October)
52.
WilliamsonO.E.Comparative Economic Organization: The Analysis of Discrete Structural AlternativesAdministrative Science Quarterly361991269–296
53.
WilsonDavid T. and KristianK. Moller (1992), “Relationship Development as a Hybrid Model” Working Paper # 19-1992, The Institute for the Study of Business Markets, The Pennsylvania State University, University Park: Pennsylvania.
54.
WilsonDavid T.MummalaneniVenkatBonding and Commitment in Supplier Relationship: A Preliminary ConceptualizationIndustrial Marketing and Purchasing13198666–68
55.
WilsonDavid T.CoreyRobert J.GhingoldMorryBeyond Cost-Pius: A Checklist for Pricing Under PressureJournal Of Pricing Management1199041–49(Winter)
56.
WindYoramGetting a Read on Market-Defined ValueJournal of Pricing Management119905–14(Winter)
57.
YoungLouise C.WilkinsonIan F.Characteristics of Good and Poor Interfirm Relations: Australian ExperienceEuropean Journal of Marketing2321989109–122
58.
ZeithamlValarie A.Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of EvidenceJournal of Marketing5219882–22(July)
70278-1_summary.png)