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| Author: | Dahlstrom, R. McNeilly, K. Speh, T. |
| Title: | Buyer-seller relationships in the procurement of logistical services |
| Journal: | Journal of the Academy of Marketing Science
1996 : SPRING, VOL. 24:2, p. 110-124 |
| Index terms: | MARKETING BUYING SELLING |
| Language: | eng |
| Abstract: | This study presents a two-phase model of interim exchange in the logistical supply industry. The first phase uses transaction cost analysis to identify conditions leading to market-based transactions, unilateral agreements, and bilateral alliances. The second phase illustrates how formal controls and relational norms yield performance in market, unilateral, and bilateral governance systems. A test of the model with data from 189 logistical supply relationships suggests that bilateral alliances emerge through the interaction of user investments in the logistics supplier. |
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