A framework of industrial buying and selling

Non-Contractual Relations in Business: A Preliminary Study

Stewart Macaulay · American Sociological Review · 1963 · 2.5K citations

Business, Business Administration, Contract Theory +2

Exchange as a Conceptual Framework for the Study of Interorganizational Relationships

Sol Levine, Paul White · Administrative Science Quarterly · 1961 · 1.1K citations

Management, Organization Studies, Organizational Behavior +14

Industrial marketing: An organizational problem?

Håkan Håkansson, Claes Östberg · Industrial Marketing Management · 1975 · 218 citations

Business, Marketing, Marketing Management +8

Influence tactics in buyer — seller processes

Håkan Håkansson, Jan Johanson, Björn Wootz · Industrial Marketing Management · 1976 · 175 citations

Management, Marketing, Negotiation +9

Industrial Source Loyalty

Yoram Wind · Journal of Marketing Research · 1970 · 126 citations

Business, Marketing, Marketing Management +13