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Marketing Science Institute : achieving strategic advantages in buyer-supplier relationships

Jap, Sandy D.; Weitz, Barton A. - 1995

Persistent link: https://www.econbiz.de/10004346753

'Pie-division' in interorganizational collaboration

Jap, Sandy D. - Sloan School of Management, Massachusetts Institute of … - 1998

Persistent link: https://www.econbiz.de/10005458629

Relationship Quality and Buyer-Seller Interactions in Channels of Distribution

Jap, Sandy D.; Manolis, Chris; Weitz, Barton A. - In: Journal of Business Research 46 (1999) 3, pp. 303-313

Persistent link: https://www.econbiz.de/10005474148

Consistency Judgments, Embeddedness, and Relationship Outcomes in Interorganizational Networks

Vinhas, Alberto Sa; Heide, Jan B.; Jap, Sandy D. - In: Management Science 58 (2012) 5, pp. 996-1011

Past research has shown how outcomes in interorganizational relationships are influenced by the characteristics of the individual relationship in question. Focusing on relationships between suppliers and their organizational buyers, we augment this perspective by positing that relationship...

Persistent link: https://www.econbiz.de/10010990542

Corporate Strategy - Leveraging Internet Technologies in B2B Relationships

Jap, Sandy D.; Mohr, Jakki J. - In: California management review : CMR 44 (2002) 4, pp. 24-38

Persistent link: https://www.econbiz.de/10006615943

"Pie Sharing" in Complex Collaboration Contexts

Jap, Sandy D. - In: Journal of marketing research : JMR 38 (2001) 1, pp. 86-99

Persistent link: https://www.econbiz.de/10006659706

Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment

Jap, Sandy D.; Ganesan, Shankar - In: Journal of marketing research : JMR 37 (2000) 2, pp. 227-245

Persistent link: https://www.econbiz.de/10006662704

Relationship Quality and Buyer-Seller Interactions in Channels of Distribution

Jap, Sandy D.; Manolis, Chris; Weitz, Barton A. - In: Journal of business research : JBR 46 (1999) 3, pp. 303-314

Persistent link: https://www.econbiz.de/10006730174

The Dark Side of Close Relationships - The very factors that make partnerships with customers or suppliers beneficial can leave those relationships vulnerable to deterioration.

Anderson, Erin; Jap, Sandy D. - In: MIT sloan management review 46 (2005) 3, pp. 75-82

Persistent link: https://www.econbiz.de/10006237654

Online Reverse Auctions: Issues, Themes, and Prospects for the Future

Jap, Sandy D. - In: Journal of the Academy of Marketing Science 30 (2002) 4, pp. 506-525

Persistent link: https://www.econbiz.de/10006151468