Critical elements of supplier development The buying-firm perspective

The Use of Pledges to Build and Sustain Commitment in Distribution Channels

Erin Anderson, Barton A. Weitz · Journal of Marketing Research · 1992 · 3K citations

Management, Social Psychology, Channel Management +8

Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships

Jan B. Heide, George John · Journal of Marketing Research · 1990 · 1.9K citations

Management, Strategic Management, Supply Chain Management +13

Beyond Partnership: Strategies for Innovation and Lean Supply

James Richardson · Journal of International Business Studies · 1994 · 921 citations

Management, Strategic Management, Supply Chain Management +14

Strategic Industrial Sourcing: The Japanese Advantage

Kathryn Rudie Harrigan, Toshihiro Nishiguchi · Academy of Management Review · 1996 · 523 citations

Business, Strategic Management, Strategy +14

The Supplier Development Program: A Conceptual Model

Chan K. Hahn, Charles A. Watts, Kee Young Kim · Journal of Purchasing and Materials Management · 1990 · 332 citations

Management, Strategic Management, Supply Chain Management +17