Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships
Journal of Marketing ResearchPublished 1 February 1990
Jan B. Heide, George John
Citations1,921
SJR quartileQ1
SJR score6.96
SNIP2.42
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Abstract
Recent trends in industrial markets indicate that buyers and sellers are increasingly supplanting conventional “arm's length” arrangements with “alliances” involving closer ties. The authors develo...
Keywords
Social SciencesBusiness, Management and Accounting
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