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The dynamics of buyers' perceived costs during a relationship development process: an empirical assessment

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  • Claycomb, Cindy
  • Frankwick, Gary L.

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  • Claycomb, Cindy & Frankwick, Gary L., 2005. "The dynamics of buyers' perceived costs during a relationship development process: an empirical assessment," Journal of Business Research, Elsevier, vol. 58(12), pages 1662-1671, December.
    • Handle: RePEc:eee:jbrese:v:58:y:2005:i:12:p:1662-1671
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    References listed on IDEAS

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    1. Campbell, N. C. G., 1985. "An interaction approach to organizational buying behavior," Journal of Business Research, Elsevier, vol. 13(1), pages 35-48, February.
    2. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    3. Buvik, Arnt & Reve, Torger, 2001. "Asymmetrical deployment of specific assets and contractual safeguarding in industrial purchasing relationships," Journal of Business Research, Elsevier, vol. 51(2), pages 101-113, February.
    4. Spekman, Robert E., 1988. "Strategic supplier selection: Understanding long-term buyer relationships," Business Horizons, Elsevier, vol. 31(4), pages 75-81.
    5. Jakki Mohr & Robert Spekman, 1994. "Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques," Strategic Management Journal, Wiley Blackwell, vol. 15(2), pages 135-152, February.
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    Cited by:

    1. Niesten, Eva & Jolink, Albert, 2012. "Incentives, opportunism and behavioral uncertainty in electricity industries," Journal of Business Research, Elsevier, vol. 65(7), pages 1031-1039.
    2. Sebastian Heise, 2016. "Firm-to-Firm Relationships and Price Rigidity - Theory and Evidence," CESifo Working Paper Series 6226, CESifo.
    3. Zhang, Ruijin & Li, Guoxin & Wang, Zhengpei & Wang, Haiyan, 2016. "Relationship value based on customer equity influences on online group-buying customer loyalty," Journal of Business Research, Elsevier, vol. 69(9), pages 3820-3826.
    4. Padgett, Daniel & Hopkins, Christopher D. & Williams, Zac, 2020. "Buyer dependence in B2B relationships: The role of supplier investments, commitment form, and trust," Journal of Business Research, Elsevier, vol. 119(C), pages 13-24.
    5. Sebastian Heise, 2019. "Firm-to-Firm Relationships and the Pass-Through of Shocks: Theory and Evidence," Staff Reports 896, Federal Reserve Bank of New York.

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