How to cite this paper
Prasetya, P., Najib, M & Soehadi, A. (2020). New taxonomy of relationship value and the moderating effect of relationship age: An empirical study in manufacturer-retailers partnership.Management Science Letters , 10(16), 3821-3832.
Refrences
Anderson, J.C. & Narus, J. (1998). Business marketing : Understand what customers value. Harvard Business Review, November-December, 98601.
Anderson, E., & Weitz, B. (1989). Determinants of continuity in conventional industrial channel dyads. Marketing Science, 8(4), 310–323.
Anderson, E., & Weitz, B. (2009). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29(July), 1–15.
Anderson, J. C., Hakansson, H., & Johanson, J. (1994). Dyadic business relationships within a business network context. Journal of Marketing, 58(4), 1.
Anderson, J. C., & Narus, J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54(1), 42.
Ballantyne, D. (2004). Dialogue and its role in the development of relationship specific knowledge. Journal of Business and Industrial Marketing, 19(2), 114–123.
Biggemann, S., & Buttle, F. (2012). Intrinsic value of business-to-business relationships: An empirical taxonomy. Journal of Business Research, 65(8), 1132–1138.
Brown, J.R., Dev, C.S. and Lee, D. J. (2000). Managing marketing channel opportunism: the efficacy of alternative governance mechanisms. Journal of Marketing, 64(2), 51–65.
Cannon, J. P., & Homburg, C. (2001). Buyer – Supplier Relationships and. Journal of Marketing, 65(January), 29–43.
Čater, B., & Čater, T. (2009). Relationship-value-based antecedents of customer satisfaction and loyalty in manufacturing. Journal of Business and Industrial Marketing, 24(8), 585–597.
Cater, T., & Cater, B. (2010). Product vs. relationship value in business-to-business manufacturing relationships. Transformations in Business and Economics, 9(2), 139–154.
Chang, K., & Gotcher, D. F. (2010). Industrial marketing management conflict-coordination learning in marketing channel relationships : The distributor view. Industrial Marketing Management, 39(2), 287–297.
Cui, Y. Y., & Coenen, C. (2016). Relationship value in outsourced FM services – value dimensions and drivers. February.
Day, G.S. (2000). Managing market relationships. Journal of the Academy of Marketing Science, 28(1), 24–31.
Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35.
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51(2), 11.
Dyer, J. H., & Singh, H. (1998a). Dyer, J. H., & Singh, H. (1998). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review, 23(4), 660–679.
Dyer, J. H., & Singh, H. (1998b). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review, 23(4), 660–679.
Eggert, A., & Ulaga, W. (2002). Customer perceived value: A substitute for satisfaction in business markets? Journal of Business & Industrial Marketing, 17(2–3), 107–118.
Ford, D., & Mcdowell, R. (1999). Developing business relationships. Industrial Marketing Management, 28, 429–442.
Frazier, G. L. (2009). Physical distribution and channel management: A knowledge and capabilities perspectives. April, 23–36.
Gandhi, S., Sachdeva, A., & Gupta, A. (2018). Distributor service quality in Indian SMEs: A bi-directional customer perspective. Uncertain Supply Chain Management, 6(4), 335-356.
Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1–19.
Geyskens, I., Steenkamp, J.-B. E. ., & Kumar, N. (1998). Generalizations about trust in marketing channel relationships using meta-analysis. International Journal of Research in Marketing, 15(3), 223–248.
Gilbert, N., & Daniel, F. (2013a). Power asymmetry, adaptation and collaboration in dyadic relationships Involving A Powerful Partner. Journal of Supply Chain Management, 49(3), 42–65.
Gilbert, N., & Daniel, F. (2013b). Power asymmetry, adaptation and collaboration in dyadic relationships involvin. Journal of Supply Chain Management, 49(3), 42–65.
Glynn, M. S., Brodie, R. J., & Motion, J. (2012). The benefits of manufacturer brands to retailers. European Journal of Marketing, 46(9), 1127–1149.
Heide, J. B. (1994). Interorganizational governance in marketing channels. Journal of Marketing, 58(1), 71.
Herlambang, T., Batt, P. J., & McGregor, M. J. (2006). Developing an effective food chain management in a developing country: A case study on Manalagi Mango Fruit supply chain in Indonesia. 16th Annual IAMA Food & Agribusiness Forum, Symposium & Case Conference, May 2014, 1–21.
Homburg, C., Kuester, S., Beutin, N., & Menon, A. (2005). Determinants of customer benefits in business-to-business markets: A cross-cultural comparison. Journal of International Marketing, 13(3), 1–31.
Kang, J., Asare, A. K., Brashear-Alejandro, T., Granot, E., & Li, P. (2018). Interorganizational drivers of channel performance: a meta-analytic structural model. Journal of Business and Industrial Marketing, 33(2), 183–195.
Kotler, P. (2000). Marketing Management Millenium Edition. Prentice-Hall, 23(6), 188–193.
Kumar, N., Scheer, L. K., & Steenkamp, J.-B. E. M. (1995). The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research (JMR), 32(1), 54–65.
Lapierre, J. (2005). Emerald Article : Customer-perceived value in industrial contexts Customer-perceived value in industrial contexts. 2000.
Lefaix-Durand, A., Kozak, R., Beauregard, R., & Poulin, D. (2009). Extending relationship value: Observations from a case study of the Canadian structural wood products industry. Journal of Business and Industrial Marketing, 24(5), 389–407.
Leonidou, L. C., Samiee, S., Aykol, B., & Talias, M. A. (2014). Antecedents and outcomes of exporter–importer relationship quality: Synthesis, meta-analysis, and directions for further research. Journal of International Marketing, 22(2), 21–46.
Levitt, T. (1981). Marketing intangible products and product. Harvard Business Review, 59(3), 37–44.
Lewin, J., Barry, J., & Terry, T. S. (2008). Empirical study of relationship value in industrial services. Journal of Business & Industrial Marketing, 23(4), 228–241.
Li, L. Y. (2010). Antecedents of principal-agent relationship value: The differential impact of social capital and dynamic learning factors. Journal of Marketing Channels, 17(4), 313–338.
Lindgreen, A., & Wynstra, F. (2005). Value in business markets: What do we know? Where are we going? Industrial Marketing Management, 34(7 SPEC. ISS.), 732–748.
Lusch, R. F., & Brown, J. R. (1996). Interdependency, contracting, and relational behavior in marketing channels. Journal of Marketing, 60(4), 19-38.
Marx, K. (1967). Capital A Critique of Political Economy: Vol. I. New York: International publishers.
Mehta, R., Larsen, T., Rosenbloom, B., & Ganitsky, J. (2006). The impact of cultural differences in U . S . business-to-business export marketing channel strategic alliances. 35, 156–165.
Mungra, Y., & Yadav, P. K. (2019). The mediating effect of satisfaction on trust-commitment and relational outcomes in manufacturer–supplier relationship. Journal of Business and Industrial Marketing, 35(2), 219–230.
Nguyen, T.T.M., Barrett, N.J. and Nguyen, T. D. (2007). The role of market and learning orientations in relationship quality: evidence from Vietnamese exporters and their foreign importers. Advances in International Marketing, 17, 107–133.
Nguyen, T. D., & Nguyen, T. T. M. (2011). Enhancing relationship value between manufacturers and distributors through personal interaction: Evidence from Vietnam. Journal of Management Development, 30(4), 316–328.
Nguyen, T. T. M., & Nguyen, T. D. (2014). The impact of cultural sensitivity and information exchange on relationship quality. Marketing Intelligence and Planning, 32(7), 754–768.
Nyaga, G. N., Whipple, J. M., & Lynch, D. F. (2010). Examining supply chain relationships : Do buyer and supplier perspectives on collaborative relationships differ ? Journal of Operations Management, 28(2), 101–114.
Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006a). Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis. Journal of Marketing, 70(4), 136-154.
Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006b). Factors influencing the effectiveness of relationship marketing: A meta-analysis. Ssrn, 70(October), 136–153.
Payne, A. F., Storbacka, K., & Frow, P. (2008). Managing the co-creation of value. Journal of the Academy of Marketing Science, 36(1), 83–96.
Peter M, B. (1965). Exchange and Power in Social Life (Vol. 30, Issue 5). American Sociological Association.
Pimpa, N. (2008). Relationship value in thai business-to-business marketing. Journal of Asia-Pacific Business, 9(3), 235–247.
Puspitawati, E. (2011). Determinants of trust in the Indonesian potato industry: a comparison among groups of potato farmers. The 55th Annual Conference of the Australian Agricultural and Resource Economic Society (AARES).
Ritter, T., & Walter, A. (2012). More is not always better: The impact of relationship functions on customer-perceived relationship value. Industrial Marketing Management, 41(1), 136–144.
Rosenbloom, B. (2013). Marketing channels: a management view. South-Western, Cengage Learning. Eighth International Edition.
Ruiz-Martinez, A., Gil-Saura, I., & Frasquet, M. (2018). Axes of relationship value between manufacturers and retailers. Management Decision, 56(8), 1716–1733.
Selnes, F., & Sallis, J. (2003). Promoting relationship learning. Journal of Marketing, 67(3), 80–95.
Setyawan, A. A., Dharmmesta, B. S., Purwanto, B. M., & Nugroho, S. S. (2013). Model of relationship marketing and asymmetry power in Indonesia retail industry. 13th Annual ASEAN Graduate Business and Economics Program (AGBEP) Network Meeting and Conference, II(4), 108–127.
Singh, H., Garg, R., & Sachdeva, A. (2018). Supply chain collaboration: A state-of-the-art literature review. Uncertain Supply Chain Management, 6(2), 149-180.
Skarmeas, D., Zeriti, A., & Baltas, G. (2015). Relationship value: Drivers and outcomes in international marketing channels. Journal of International Marketing PrePrint, Une, 1–44.
Stern, L. W., & Palmatier, R. W. (2014). Marketing Channel Strategy (8th ed.). Pearson.
Storbacka, K. T. S. and C. G. (1994). Managing customer relationships for profit: The dynamics of relationship quality. International Journal of Service Industry Management, 5(5), 21–38.
Sukresna, I. M. (2015). Marketing channel connectivities within the Indonesian manufacturing sector. Journal of Economics, Business and Management, 3(10), 1004–1008.
Törrönen, P., & Möller, K. (2003). Business suppliers’ value creation potential: Empirical analysis. Industrial Marketing Management, June, 1–11.
Ulaga, W., & Eggert, A. (2005). Relationship value in business markets: The construct and its dimensions. Journal of Business-to-Business Marketing, 12(1), 73–99.
Ulaga, W., & Eggert, A. (2006). Relationship value and relationship quality: Broadening the nomological network of business-to-business relationships. European Journal of Marketing, 40(3–4), 311–327.
Verhoef, P. C., Kannan, P. K., & Inman, J. J. (2015). From multi-channel retailing to omni-channel retailing. Introduction to the special issue on multi-channel retailing. Journal of Retailing, 91(2), 174–181.
Vu, T., Tran, H., Le, T., Nguyen, M., & Duong, B. (2020). Relationship between supply chain activities in Vietnamese retail business enterprises. Uncertain Supply Chain Management, 8(2), 321-33
Walter, A., Ritter, T., & Gemünden, H. G. (2001). Value creation in buyer–seller relationships - Theoretical considerations and empirical results from a supplier’s perspective. Industrial Marketing Management, 30, 365–377.
Weitz, B. A., & Jap, S. O. (1995). Relationship marketing and distribution channels. Journal of the Academy of Marketing Science, 23(4), 305–320.
Werner, J., Reinartz, & Kumar, V. (2003). The impact of customer relationship characteristics on profitable lifetime duration. Journal of Marketing, 67(1), 77–99.
Westerlund, M., & Svahn, S. (2008). A relationship value perspective of social capital in networks of software SMEs. Industrial Marketing Management, 37(5), 492–501.
Whipple, J. M., Lynch, D. F., & Nyaga, G. N. (2010). A buyer’s perspective on collaborative versus transactional relationships. Industrial Marketing Management, 39(3), 507–518.
Williamson, O. E. (1979). Transaction-cost economics : The governance of contractual relations. Journal of Law and Economics, 22(2), 233–261.
Wilson, D. T., & Jantrania, S. (1994). Understanding the value of a relationship. Asia-Australia Marketing Journal, 2(1), 55–66.
Wouters, M., Anderson, J. C., & Wynstra, F. (2005). The adoption of total cost of ownership for sourcing decisions –– a structural equations analysis. Accounting, Organization and Society, 30, 167–191.
Yen, D., & Barnes, B. (2011). Analyzing stage and duration of Anglo-Chinese business-to-business relationships. Industrial Marketing Management, 40(3), 346–357.
Anderson, E., & Weitz, B. (1989). Determinants of continuity in conventional industrial channel dyads. Marketing Science, 8(4), 310–323.
Anderson, E., & Weitz, B. (2009). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29(July), 1–15.
Anderson, J. C., Hakansson, H., & Johanson, J. (1994). Dyadic business relationships within a business network context. Journal of Marketing, 58(4), 1.
Anderson, J. C., & Narus, J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54(1), 42.
Ballantyne, D. (2004). Dialogue and its role in the development of relationship specific knowledge. Journal of Business and Industrial Marketing, 19(2), 114–123.
Biggemann, S., & Buttle, F. (2012). Intrinsic value of business-to-business relationships: An empirical taxonomy. Journal of Business Research, 65(8), 1132–1138.
Brown, J.R., Dev, C.S. and Lee, D. J. (2000). Managing marketing channel opportunism: the efficacy of alternative governance mechanisms. Journal of Marketing, 64(2), 51–65.
Cannon, J. P., & Homburg, C. (2001). Buyer – Supplier Relationships and. Journal of Marketing, 65(January), 29–43.
Čater, B., & Čater, T. (2009). Relationship-value-based antecedents of customer satisfaction and loyalty in manufacturing. Journal of Business and Industrial Marketing, 24(8), 585–597.
Cater, T., & Cater, B. (2010). Product vs. relationship value in business-to-business manufacturing relationships. Transformations in Business and Economics, 9(2), 139–154.
Chang, K., & Gotcher, D. F. (2010). Industrial marketing management conflict-coordination learning in marketing channel relationships : The distributor view. Industrial Marketing Management, 39(2), 287–297.
Cui, Y. Y., & Coenen, C. (2016). Relationship value in outsourced FM services – value dimensions and drivers. February.
Day, G.S. (2000). Managing market relationships. Journal of the Academy of Marketing Science, 28(1), 24–31.
Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35.
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51(2), 11.
Dyer, J. H., & Singh, H. (1998a). Dyer, J. H., & Singh, H. (1998). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review, 23(4), 660–679.
Dyer, J. H., & Singh, H. (1998b). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review, 23(4), 660–679.
Eggert, A., & Ulaga, W. (2002). Customer perceived value: A substitute for satisfaction in business markets? Journal of Business & Industrial Marketing, 17(2–3), 107–118.
Ford, D., & Mcdowell, R. (1999). Developing business relationships. Industrial Marketing Management, 28, 429–442.
Frazier, G. L. (2009). Physical distribution and channel management: A knowledge and capabilities perspectives. April, 23–36.
Gandhi, S., Sachdeva, A., & Gupta, A. (2018). Distributor service quality in Indian SMEs: A bi-directional customer perspective. Uncertain Supply Chain Management, 6(4), 335-356.
Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1–19.
Geyskens, I., Steenkamp, J.-B. E. ., & Kumar, N. (1998). Generalizations about trust in marketing channel relationships using meta-analysis. International Journal of Research in Marketing, 15(3), 223–248.
Gilbert, N., & Daniel, F. (2013a). Power asymmetry, adaptation and collaboration in dyadic relationships Involving A Powerful Partner. Journal of Supply Chain Management, 49(3), 42–65.
Gilbert, N., & Daniel, F. (2013b). Power asymmetry, adaptation and collaboration in dyadic relationships involvin. Journal of Supply Chain Management, 49(3), 42–65.
Glynn, M. S., Brodie, R. J., & Motion, J. (2012). The benefits of manufacturer brands to retailers. European Journal of Marketing, 46(9), 1127–1149.
Heide, J. B. (1994). Interorganizational governance in marketing channels. Journal of Marketing, 58(1), 71.
Herlambang, T., Batt, P. J., & McGregor, M. J. (2006). Developing an effective food chain management in a developing country: A case study on Manalagi Mango Fruit supply chain in Indonesia. 16th Annual IAMA Food & Agribusiness Forum, Symposium & Case Conference, May 2014, 1–21.
Homburg, C., Kuester, S., Beutin, N., & Menon, A. (2005). Determinants of customer benefits in business-to-business markets: A cross-cultural comparison. Journal of International Marketing, 13(3), 1–31.
Kang, J., Asare, A. K., Brashear-Alejandro, T., Granot, E., & Li, P. (2018). Interorganizational drivers of channel performance: a meta-analytic structural model. Journal of Business and Industrial Marketing, 33(2), 183–195.
Kotler, P. (2000). Marketing Management Millenium Edition. Prentice-Hall, 23(6), 188–193.
Kumar, N., Scheer, L. K., & Steenkamp, J.-B. E. M. (1995). The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research (JMR), 32(1), 54–65.
Lapierre, J. (2005). Emerald Article : Customer-perceived value in industrial contexts Customer-perceived value in industrial contexts. 2000.
Lefaix-Durand, A., Kozak, R., Beauregard, R., & Poulin, D. (2009). Extending relationship value: Observations from a case study of the Canadian structural wood products industry. Journal of Business and Industrial Marketing, 24(5), 389–407.
Leonidou, L. C., Samiee, S., Aykol, B., & Talias, M. A. (2014). Antecedents and outcomes of exporter–importer relationship quality: Synthesis, meta-analysis, and directions for further research. Journal of International Marketing, 22(2), 21–46.
Levitt, T. (1981). Marketing intangible products and product. Harvard Business Review, 59(3), 37–44.
Lewin, J., Barry, J., & Terry, T. S. (2008). Empirical study of relationship value in industrial services. Journal of Business & Industrial Marketing, 23(4), 228–241.
Li, L. Y. (2010). Antecedents of principal-agent relationship value: The differential impact of social capital and dynamic learning factors. Journal of Marketing Channels, 17(4), 313–338.
Lindgreen, A., & Wynstra, F. (2005). Value in business markets: What do we know? Where are we going? Industrial Marketing Management, 34(7 SPEC. ISS.), 732–748.
Lusch, R. F., & Brown, J. R. (1996). Interdependency, contracting, and relational behavior in marketing channels. Journal of Marketing, 60(4), 19-38.
Marx, K. (1967). Capital A Critique of Political Economy: Vol. I. New York: International publishers.
Mehta, R., Larsen, T., Rosenbloom, B., & Ganitsky, J. (2006). The impact of cultural differences in U . S . business-to-business export marketing channel strategic alliances. 35, 156–165.
Mungra, Y., & Yadav, P. K. (2019). The mediating effect of satisfaction on trust-commitment and relational outcomes in manufacturer–supplier relationship. Journal of Business and Industrial Marketing, 35(2), 219–230.
Nguyen, T.T.M., Barrett, N.J. and Nguyen, T. D. (2007). The role of market and learning orientations in relationship quality: evidence from Vietnamese exporters and their foreign importers. Advances in International Marketing, 17, 107–133.
Nguyen, T. D., & Nguyen, T. T. M. (2011). Enhancing relationship value between manufacturers and distributors through personal interaction: Evidence from Vietnam. Journal of Management Development, 30(4), 316–328.
Nguyen, T. T. M., & Nguyen, T. D. (2014). The impact of cultural sensitivity and information exchange on relationship quality. Marketing Intelligence and Planning, 32(7), 754–768.
Nyaga, G. N., Whipple, J. M., & Lynch, D. F. (2010). Examining supply chain relationships : Do buyer and supplier perspectives on collaborative relationships differ ? Journal of Operations Management, 28(2), 101–114.
Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006a). Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis. Journal of Marketing, 70(4), 136-154.
Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006b). Factors influencing the effectiveness of relationship marketing: A meta-analysis. Ssrn, 70(October), 136–153.
Payne, A. F., Storbacka, K., & Frow, P. (2008). Managing the co-creation of value. Journal of the Academy of Marketing Science, 36(1), 83–96.
Peter M, B. (1965). Exchange and Power in Social Life (Vol. 30, Issue 5). American Sociological Association.
Pimpa, N. (2008). Relationship value in thai business-to-business marketing. Journal of Asia-Pacific Business, 9(3), 235–247.
Puspitawati, E. (2011). Determinants of trust in the Indonesian potato industry: a comparison among groups of potato farmers. The 55th Annual Conference of the Australian Agricultural and Resource Economic Society (AARES).
Ritter, T., & Walter, A. (2012). More is not always better: The impact of relationship functions on customer-perceived relationship value. Industrial Marketing Management, 41(1), 136–144.
Rosenbloom, B. (2013). Marketing channels: a management view. South-Western, Cengage Learning. Eighth International Edition.
Ruiz-Martinez, A., Gil-Saura, I., & Frasquet, M. (2018). Axes of relationship value between manufacturers and retailers. Management Decision, 56(8), 1716–1733.
Selnes, F., & Sallis, J. (2003). Promoting relationship learning. Journal of Marketing, 67(3), 80–95.
Setyawan, A. A., Dharmmesta, B. S., Purwanto, B. M., & Nugroho, S. S. (2013). Model of relationship marketing and asymmetry power in Indonesia retail industry. 13th Annual ASEAN Graduate Business and Economics Program (AGBEP) Network Meeting and Conference, II(4), 108–127.
Singh, H., Garg, R., & Sachdeva, A. (2018). Supply chain collaboration: A state-of-the-art literature review. Uncertain Supply Chain Management, 6(2), 149-180.
Skarmeas, D., Zeriti, A., & Baltas, G. (2015). Relationship value: Drivers and outcomes in international marketing channels. Journal of International Marketing PrePrint, Une, 1–44.
Stern, L. W., & Palmatier, R. W. (2014). Marketing Channel Strategy (8th ed.). Pearson.
Storbacka, K. T. S. and C. G. (1994). Managing customer relationships for profit: The dynamics of relationship quality. International Journal of Service Industry Management, 5(5), 21–38.
Sukresna, I. M. (2015). Marketing channel connectivities within the Indonesian manufacturing sector. Journal of Economics, Business and Management, 3(10), 1004–1008.
Törrönen, P., & Möller, K. (2003). Business suppliers’ value creation potential: Empirical analysis. Industrial Marketing Management, June, 1–11.
Ulaga, W., & Eggert, A. (2005). Relationship value in business markets: The construct and its dimensions. Journal of Business-to-Business Marketing, 12(1), 73–99.
Ulaga, W., & Eggert, A. (2006). Relationship value and relationship quality: Broadening the nomological network of business-to-business relationships. European Journal of Marketing, 40(3–4), 311–327.
Verhoef, P. C., Kannan, P. K., & Inman, J. J. (2015). From multi-channel retailing to omni-channel retailing. Introduction to the special issue on multi-channel retailing. Journal of Retailing, 91(2), 174–181.
Vu, T., Tran, H., Le, T., Nguyen, M., & Duong, B. (2020). Relationship between supply chain activities in Vietnamese retail business enterprises. Uncertain Supply Chain Management, 8(2), 321-33
Walter, A., Ritter, T., & Gemünden, H. G. (2001). Value creation in buyer–seller relationships - Theoretical considerations and empirical results from a supplier’s perspective. Industrial Marketing Management, 30, 365–377.
Weitz, B. A., & Jap, S. O. (1995). Relationship marketing and distribution channels. Journal of the Academy of Marketing Science, 23(4), 305–320.
Werner, J., Reinartz, & Kumar, V. (2003). The impact of customer relationship characteristics on profitable lifetime duration. Journal of Marketing, 67(1), 77–99.
Westerlund, M., & Svahn, S. (2008). A relationship value perspective of social capital in networks of software SMEs. Industrial Marketing Management, 37(5), 492–501.
Whipple, J. M., Lynch, D. F., & Nyaga, G. N. (2010). A buyer’s perspective on collaborative versus transactional relationships. Industrial Marketing Management, 39(3), 507–518.
Williamson, O. E. (1979). Transaction-cost economics : The governance of contractual relations. Journal of Law and Economics, 22(2), 233–261.
Wilson, D. T., & Jantrania, S. (1994). Understanding the value of a relationship. Asia-Australia Marketing Journal, 2(1), 55–66.
Wouters, M., Anderson, J. C., & Wynstra, F. (2005). The adoption of total cost of ownership for sourcing decisions –– a structural equations analysis. Accounting, Organization and Society, 30, 167–191.
Yen, D., & Barnes, B. (2011). Analyzing stage and duration of Anglo-Chinese business-to-business relationships. Industrial Marketing Management, 40(3), 346–357.