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References from A Conceptual Model for Building and Maintaining Relationships between Manufacturers' Representatives and Their Principals. Local targets link to admitted publications; unresolved targets remain external evidence.
Unresolved reference
External reference
Unresolved reference
External reference
Exploring Strategies for Companies that Use Manufacturers' Representatives As Their Sales Force
10.1016/0019-8501(96)00044-2 · 1996 · External reference
Global Marketing Challenges and Opportunities for Manufacturers Representatives
10.1108/02634509610127545 · 1996 · External reference
Unresolved reference
1999 · External reference
Relationship Marketing and Distribution Channels
10.1177/009207039502300411 · 1995 · External reference
Relationship Marketing and Distribution Channels
10.1177/009207039502300413 · 1995 · External reference
Unresolved reference
External reference
Forces Impinging on Long-Term Business-to-Business Relationships in the United States
10.2307/1252159 · 1998 · External reference
Unresolved reference
1996 · External reference
Unresolved reference
External reference
Technology Fosters More Selling Time for the Professional Field Sales Function
1999 · External reference
Unresolved reference
External reference
Developing Buyer–Seller Relationships
10.2307/1251126 · 1987 · External reference
The Dynamics of Long-Term Business-to-Business Exchange Relationships
10.1177/0092070394222003 · 1994 · External reference
Relationship Marketing Theory in Practice
10.1016/s0148-2963(96)00152-x · 1997 · External reference
Unresolved reference
1997 · External reference
Determinants of Continuity in Conventional Industrial Channel Dyads
10.1287/mksc.8.4.310 · 1989 · External reference
Relationships in Business Markets
10.1177/009207039502300415 · 1995 · External reference
The Commitment–Trust Theory of Relationship Marketing
10.2307/1252308 · 1994 · External reference
The Salesperson as Outside Agent or Employee
10.1287/mksc.4.3.234 · 1985 · External reference
Environmental Relationships of the Internal Political Economy of Marketing Channels
10.2307/3151585 · 1985 · External reference
Forward Integration into Distribution
1988 · External reference
Interorganizational Governance in Marketing Channels
10.2307/1252252 · 1994 · External reference
Supplier Relational Behavior
10.1016/s0019-8501(96)00092-2 · 1997 · External reference
Portfolios of Buyer–Seller Relationships
1999 · External reference
The Effects of Perceived Interdependence on Dealer Attitudes
10.2307/3151986 · 1995 · External reference
Unresolved reference
External reference
A Model of Distributor Firm and Manufacturer Firm Working Partnerships
10.2307/1252172 · 1990 · External reference
Characteristics of Partnership Success
10.1002/smj.4250150205 · 1994 · External reference
Relationships Between Providers and Users of Market Research
10.2307/3172742 · 1992 · External reference
Collaborative Advantage
1994 · External reference
A Conceptual Framework for the Design of Organizational Control Mechanisms
10.1287/mnsc.25.9.833 · 1979 · External reference
Control
10.1287/mnsc.31.2.134 · 1985 · External reference
Price, Authority, and Trust
10.1146/annurev.so.15.080189.000525 · 1989 · External reference
Building Successful Relationships
1995 · External reference
An Integrated Model of Buyer–Seller Relationships
10.1177/009207039502300414 · 1995 · External reference
Long-Term Channel Member Relationships
10.1108/09600039610116521 · 1996 · External reference
Dyadic Interactions
1978 · External reference
Unresolved reference
1988 · External reference
Determinants of Interorganizational Relationships
10.5465/amr.1990.4308156 · 1990 · External reference
Co-operation in Supplier–Dealer Relations
1992 · External reference
Unresolved reference
1993 · External reference
Building Customer Partnerships
10.1016/s0007-6813(05)80223-x · 1994 · External reference
Strategies in Developing Friendships
1986 · External reference
Advantageous Alliances
10.1177/009207039502300409 · 1995 · External reference
Partnering as a Focused Market Strategy
10.2307/41166663 · 1991 · External reference
Managing Interdependency
10.1108/08858629810246797 · 1998 · External reference
Supplier Involvement and Dealer Satisfaction
10.1108/08858629510147033 · 1995 · External reference
Determinants of Long-Term Orientation in Buyer–Seller Relationships
10.2307/1252265 · 1994 · External reference
An Examination of the Nature of Trust in Buyer–Seller Relationships
10.2307/1251829 · 1997 · External reference
Negotiation Strategies and the Nature of Channel Relationships
10.1177/002224299405800201 · 1994 · External reference
The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships
10.2307/1252186 · 1997 · External reference
Unresolved reference
1990 · External reference
Channel Partnerships Streamline Distribution
1995 · External reference
Making Distribution Partnerships Happen
1987 · External reference
Network Dyads in Entrepreneurial Settings
10.2307/2393534 · 1992 · External reference
