Anderson, Erin
and Richard L. Oliver. 1987. "Perspectives on Behavior-Based Versus Outcome-Based Sales force Control Systems."Journal of Marketing51 (4): 76-88.
2.
Anderson, James C.
and James A. Narus. 1990. "A Model of Distributor Firm and Manufacturer Firm Working Partnerships."Journal of Marketing54 (January): 42-58.
3.
Anderson, James C.
and James A. Narus. 1991. "Partnering as a Focused Market Strategy."California Management Review (Spring): 95-113.
4.
Benson, Kenneth
. 1975. "The Interorganizational Network as a Political Economy."Administrative Science Quarterly20: 229-249.
5.
Berling, Robert J.1993. "The Emerging Approach to Business Strategy: Building a Relationship Advantage."Business Horizons36 (4): 16-27.
6.
Boyle, Brett F.
, Robert Dwyer, Robert A. Robicheaux, and James T. Simpson. 1992. "Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures."Journal of Marketing Research29 (November): 462-473.
7.
Bradach, Jeffrey L.
and Robert G. Eccles. 1989. "Price, Authority, and Trust: From Ideal Types to Plural Forms."Annual Review of Sociology15: 97-118.
8.
Dabholkar, Pratibha A.
, Wesley J. Johnston, and Amy S. Cathay. 1994. "The Dynamics of Long-Term Business-to-Business Exchange Relationships."Journal of the Academy of Marketing Science22 (2): 130-145.
9.
Day, George S.
and Robin Wensley. 1983. "Marketing Theory with a Strategic Orientation."Journal of Marketing47 (Fall): 79-89.
10.
Dwyer, F. Robert
, Paul H. Schurr, and Seho Oh. 1987. "Developing Buyer-Seller Relationships."Journal of Marketing51 (April): 11-27.
Ganesan, S.1994. "Determinants of Long-Term Orientation in BuyerSeller Relationships."Journal of Marketing58 (2): 1-19.
13.
Goetz, Charles J.
and Robert E. Scott. 1981. "Principles of Relational Contract."Virginia Law Review67 (September): 1089-1150.
14.
Gundlach, Gregory T.
and Ravi S. Achrol. 1993. "Governance in Exchange: Contract Law and its Alternatives."Journal of Public Policy and Marketing12 (2): 141-155.
15.
Gundlach, Gregory T.
and Patrick E. Murphy. 1993. "Ethical and Legal Foundations of Relational Marketing Exchanges."Journal of Marketing57 (October): 35-46.
16.
Gundlach, Gregory T.
, Ravi S. Achrol, and John T. Mentzer. 1995. "The Structure of Commitment in Exchange."Journal of Marketing59 (1): 78-92.
17.
Haugland, Sven
and Torger Reve. 1993. "Relational Contracting and Distribution Channel Cohesion."Journal of Marketing Channels2 (3): 27-60.
18.
Heide, Jan B.1994. "Interorganizational Governance in Marketing Channels."Journal of Marketing58 (January): 71-85.
19.
Houston, Franklin S.
and Jule B. Gassenheimer. 1987. "Marketing and Exchange."Journal of Marketing51 (October): 3-18.
20.
Hunt, Shelby D.
and Robert M. Morgan. 1994. "Relationship Marketing in the Era of Network Competition."Marketing Management3 (1): 19-28.
21.
Juttner, Uta
and Hans Peter Wehrli. 1995. "Interactive System's Value Creation Through Relationship Marketing." In 1995 AMA Winter Educators' Proceedings. Eds. D. W. Stewart and N. J. Vilcassim. Chicago: American Marketing Association, 16-23.
22.
Kaufmann, Patrick J.1987. "Commercial Exchange Relationships and the Negotiator's Dilemma."Negotiation Journal3 (January): 73-80.
23.
Kaufmann, Patrick J.
and Rajiv P. Dant. 1992. "The Dimensions of Commercial Exchange."Marketing Letters (May): 171-185.
24.
Kaufmann, Patrick J.
and Louis W. Stern. 1988. "Relational Exchange Norms, Perceptions of Unfairness and Retained Hostility in Commercial Litigation."Journal of Conflict Resolution32 (September): 534-552.
25.
Kotler, Philip
. 1991. "Philip Kotler Explores the New Marketing Paradigm."Review Marketing Science Institute Newsletter, Cambridge, MA (Spring), pp. 1, 4-5.
26.
Levine, Joshua
. 1993. "Relationship Marketing."ForbesDecember 20, p. 232.
27.
Macauley, Stewart
. 1963. "Noncontractual Relations in Business: A Preliminary Study."American Sociological Review28: 55-67.
28.
Macneil, Ian R.1974. "The Many Futures of Contracts."Southern California Law Review47: 691-816.
29.
Macneil, Ian R.
. 1978. "Contracts: Adjustment of Long-Term Economic Relations Under Classical, Neoclassical and Relational Contract Law."Northwestern University Law Review72 (6): 854-905.
30.
Macneil, Ian R.
. 1980. The New Social Contract: An Inquiry into Modern Contractual Relations. New Haven, CT: Yale University Press.
31.
Macneil, Ian R.
. 1981. "Economic Analysis of Contractual Relations: Its Short-falls and the Need for a `Rich Classificatory Apparatus.' "Northwestern University Law Review75-(6): 1018-1063.
32.
Macneil, Ian R.
. 1983. "Values in Contract."Northwestern University Law Review78 (April): 340-418.
33.
Macneil, Ian R.1985. "Relational Contract: What We Do and Do Not Know."Wisconsin Law Review1985 (3): 483-525.
34.
McKenna, Regis
. 1991. Relationship Marketing: Successful Strategies for the Age of the Customer. Reading, MA: Addison-Wesley.
35.
Morgan, Robert M.
and Shelby D. Hunt. 1994. "The Commitment-Trust Theory of Relationship Marketing."Journal of Marketing58 (July): 20-38.
36.
Oliver, Christine
. 1990. "Determinants of Interorganizational Relationships: Integration and Future Directions."Academy of Management Review15 (2): 241-265.
37.
Ouchi, William G.1979. "A Conceptual Framework for the Design of Organizational Control Mechanisms."Management Science25 (September): 833-847.
38.
Ouchi, William G.1980. "Markets, Bureaucracies and Clans."Administrative Science Quarterly25 (March): 129-141.
39.
Palay, Thomas
. 1984. "Comparative Institutional Economics: The Governance of Rail Freight Contracting."Journal of Legal Studies13 (June): 265-287.
40.
Parvatiyar, Atul
and Jagdish Sheth. 1994. "Paradigm Shift in Marketing Theory and Approach: The Emergence of Relationship Marketing." In Relationship Marketing: Theory, Methods and Applications Section I, Session 2.1. Eds. Jagdish Sheth and Atul Parvatiyar. Atlanta, GA: Center for Relationship Marketing, Emory University.
41.
Pruitt, Dean G.1981. Negotiation Behavior. New York: Academic Press.
42.
Ring, Peter Smith
and Andrew H. Van de Ven. 1994. "Developmental Processes of Cooperative Interorganizational Relationships."Academy of Management Review19 (1): 90-118.
43.
Skinner, Steven J.
, Jule B. Gassenheimer, and Scott W. Kelley. 1992. "Cooperation in Supplier-Dealer Relations."Journal of Retailing68 (2): 174-193.
44.
Webster, Frederick E.1992. "The Changing Role of Marketing in the Corporation."Journal of Marketing56 (4): 1-17.
45.
Weitz, Barton A.
and Sandy D. Jap. 1995. "Relationship Marketing and Distribution Channels."Journal of the Academy of Marketing Science23 (4): 305-320.