On interfirm power, channel climate, and solidarity in industrial distributor-supplier dyads

By Keysuk Kim. 2000

244 citations recorded by the source corpus.

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

View Paper: https://www.semanticscholar.org/paper/4e586ac929f9d5341767f2bfa47855204bfa9837

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In Management Information Systems

In Organizational Behavior and Human Resource Management

In Strategy and Management

Citations in the corpus

Governing buyer–supplier relationships through transactional and relational mechanisms: Evidence from China (2009, background): “Most previous studies have investigated only the single party perception and assume that this perception is mutually shared across the relationship, but some recent studies caution that this may not be the case for all relationships (Kim, 2000; Sollner, 1999; Zaheer and Zaheer, 2006).”
Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products (2008, background): “Prior research on distribution channels provides ample evidence on the theoretical grounding of the measure (e.g., Frazier et al., 1989; Kim, 2000).”
Influence Tactics for Effective Adaptive Selling (2006, background): “Salespeople who rely on ingratiation tactics behave affably, discuss shared interests and hobbies, and give praise and compliments (Kipnis and Schmidt 1988).”
Interpersonal influence as an alternative channel communication behavior in emerging markets: The case of China (2009, methodology): “Previous studies find that noncoercive influence strategies forge a supportive climate that includes relationalism (Frazier & Rody, 1991; Kim, 2000) and compliance (Payan & McFarland, 2005).”
The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence (2010, background): “Examples of operationalizations that emphasize positive motives include sales/ profit concentration (Heide and John 1988; Kale 1989; Kim and Frazier 1997; Lewis and Lambert 1991; Nicholson et al. 2001; Rokkan et al. 2003), partner importance (Ferguson et al. 2005; Hallen et al. 1987), role performan”
Dependence and interdependence in marketing relationships: meta-analytic insights (2015, background): “We posit that many inconsistent findings in dependence/ interdependence research arise from the failure to fully specify the interdependence structure of the relationship, including “each firm’s dependence, the magnitude of the firms’ total interdependence, and the degree of interdependence asymmetr”
Determinants of Relationship Quality in Importer-Exporter Relationships (2008, unknown): “Role performance was conceptualized as a formative scale (Frazier, Gill and Kale, 1989; Kim, 2000).”