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- W4237647575 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 develop a theoretical model of industrial buyer-supplier ties that presents joint action as a key aspect of closeness. Whereas conventional ties emphasize a clearly defined division of labor, these newer relationships are distinguished by more tightly integrated roles based on undertaking activities jointly. Drawing primarily on a normative theory of transaction costs, the authors identify the conditions under which these relationships are useful. The utility of the relationships derives from an ability to safeguard relationship-specific investments and to facilitate adaptation to uncertainty. Using data from a sample of industrial firms and their suppliers, the authors test these predictions. The results show good support for the model. Consequences for research and practice in marketing are drawn." @default.
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- W4237647575 date "1990-02-01" @default.
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- W4237647575 title "Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships" @default.
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- W4237647575 doi "https://doi.org/10.1177/002224379002700103" @default.
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