The Formation of Buyer–Supplier Relationships: Detailed Contract Drafting and Close Partner Selection

By S. Wuyts, Inge Geyskens. 2005

653 citations recorded by the source corpus.

Subfields: Accounting, Management Information Systems, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/33f3e6e0474a23d59c76765e34e1c20af39b2d47

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Accounting

1. Yuan Li
2. Mike W. Peng
3. En Xie
4. Laura Poppo
5. Yi Liu
6. Fei Ye
7. Keah Choon Tan
8. Zhiqiang Wang

In Management Information Systems

1. Yuan Li
2. Zhiqiang Wang
3. Mike W. Peng
4. Yi Liu
5. Keah Choon Tan
6. Fei Ye
7. Chanchai Tangpong
8. Young K. Ro

In Organizational Behavior and Human Resource Management

1. Yuan Li
2. En Xie
3. Fei Ye
4. Zhiqiang Wang
5. Keah Choon Tan
6. Yi Liu
7. Chanchai Tangpong
8. Young K. Ro

Citations in the corpus

• Governing buyer–supplier relationships through transactional and relational mechanisms: Evidence from China (2009, background): “However, scholars have opposing views on whether transactional and relational mechanisms act as complementary (Poppo and Zenger, 2002) or substitutive forces (Wuyts and Geyskens, 2005).”
• Control-based channel governance and relative dependence (2010, background): “Firms may rely on a contract or other codified source of authority to motivate compliance (see Wuyts and Geyskens 2005 ).”
• Effects of managerial ties and trust on supply chain information sharing and supplier opportunism (2014, methodology): “Supplier opportunism was determined using four measures relating to the quality of the buyer–supplier relationship, also adapted from existing literature (Rokkan, Heide, and Wathne 2003; Wuyts and Geyskens 2005; Liu, Luo, and Liu 2009).”
• The Many Futures of Contracts (2014, background): “In addition to relational factors, the effect of contracts on opportunistic behavior is enhanced through the supplier’s network embeddedness and detailed mutual contacts between the buyer and supplier (Wuyts & geyskens, 2005).”
• Formal control and social control in domestic and international buyer–supplier relationships (2010, background): “Thus, empirical studies usually focus on the completeness of contracts between partners (Luo, 2002; Poppo and Zenger, 2002; Wuyts and Geyskens, 2005).”