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How relational norms affect compliance in industrial buying

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  • Joshi, Ashwin W.
  • Arnold, Stephen J.

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  • Joshi, Ashwin W. & Arnold, Stephen J., 1998. "How relational norms affect compliance in industrial buying," Journal of Business Research, Elsevier, vol. 41(2), pages 105-114, February.
    • Handle: RePEc:eee:jbrese:v:41:y:1998:i:2:p:105-114
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    References listed on IDEAS

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    1. Gassenheimer, Jule B. & Calantone, Roger J., 1994. "Managing economic dependence and relational activities within a competitive channel environment," Journal of Business Research, Elsevier, vol. 29(3), pages 189-197, March.
    2. Spekman, Robert E., 1988. "Strategic supplier selection: Understanding long-term buyer relationships," Business Horizons, Elsevier, vol. 31(4), pages 75-81.
    3. Corfman, Kim P & Lehmann, Donald R, 1993. "The Importance of Others' Welfare in Evaluating Bargaining Outcomes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(1), pages 124-137, June.
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    Cited by:

    1. Medlin, Christopher J., 2006. "Self and collective interest in business relationships," Journal of Business Research, Elsevier, vol. 59(7), pages 858-865, July.
    2. Young K. Ro & Hung-Chung Su & Yi-Su Chen, 2016. "A Tale of Two Perspectives on an Impending Supply Disruption," Journal of Supply Chain Management, Institute for Supply Management, vol. 52(1), pages 3-20, January.
    3. Rosana da Rosa Portella Tondolo & Juliana Bonomi Santos & Vilmar Antonio Gonçalves Tondolo & Ely Paiva, 2023. "Information Transparency, Location, and Stakeholder Pressure on the Socially Responsible Partner Selection," RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração, vol. 27(Vol. 27 N), pages 210290-2102.
    4. Yanamandram, Venkata & White, Lesley, 2010. "An empirical analysis of the retention of dissatisfied business services customers using structural equation modelling," Australasian marketing journal, Elsevier, vol. 18(4), pages 222-232.
    5. Surabhi Koul & Piyush Kumar Sinha & Hari Govind Mishra, 2016. "RETRACTED: Antecedents to Customer Dependency in Buyer–Seller Relationship: A BOP Retailer Investigation," Global Business Review, International Management Institute, vol. 17(3), pages 610-629, June.

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