AMA Readings List
Anderson, E. and B. Weitz (1992), “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research, 29 (February), 18-34.
Bergen, M., S. Dutta and O. Walker (1992), “Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories,” Journal of Marketing, 56 (July), 1-24
Celly, K. and G. Frazier (1996), “Outcome-Based and Behavior-Based Cordination Efforts in Channel Relationships,” Journal of Marketing Research, 33 (May), 200-210.
Dwyer, F., P. Schurr, and S. Oh (1987), “Developing Buyer-Seller Relationships,” Journal of Marketing, 51 (April), 11-27.
Frazier, G. (1983), “On the Measurement of Inter-Firm Power in Channels of Distribution,” Journal of Marketing Research, 20 (May), 158-166.
Ganesan, S. (1994), “Determinants of Long-Term Orientation in Buyer-Seller Relationships,” Journal of Marketing, 58 (April), 1-19.
Gaski, F. (1984), “The Theory of Power and Conflict in Channels of Distribution,” Journal of Marketing, 48 (Summer), 9-29.
Hallen, L., J. Johanson and N. Seyed-Mohamed (1991), “Interfirm Adaptation in Business Relationships,” Journal of Marketing, 55 (April), 29-37. (Note: the # of degrees of freedom reported should be chi-square of 74 with 39 df)
Heide, J. (1994), “Inter-organizational Governance in Marketing Channels,” Journal Marketing 58 (January), 71-85.
Heide, J. and G. John (1988), “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels,” Journal of Marketing, 52 (January), 20-35.
Heide, J. and G. John (1992), “Do Norms Matter in Marketing Relationships?” Journal of Marketing, 56 (April), 32-44.
Iyer, G. (1998), “Coordinating Channels under Price and Nonprice Competition,” Marketing Science, 17, 338-357.
Jeuland, A. and S. Shugan (1983), “Managing Channel Profits,” Marketing Science, 2, 239-272.
Kadiyali, Chintagunta and Vilcassim (2000), “Manufacturer-Retailer Channel Interactions and Implications for Channel Power: An Empirical Investigation of Pricing in a Local Market,” Marketing Science, 19, 127-148.
Mohr, J., R. Fisher, and J. Nevin (1996), “Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control,” Journal of Marketing, 60 (July), 103-115.
Noordewier, T., G. John, and J. Nevin (1990), “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships,” Journal of Marketing, 54 (October), 80-93.
Rindfleisch, A. and J. Heide (1997), “Transaction Cost Analysis: Past, Present, and Future Applications,” Journal of Marketing, 61 (October), 30-54.
Stump. R. and J. Heide (1996), “Controlling Supplier Opportunism in Industrial Relationships,” Journal of Marketing Research, 33 (November), 431-441.
Wathne, K. and J. Heide (2000), “Opportunism in Interfirm Relationships: Forms, Outcomes, Solutions,” Journal of Marketing, 64 (October), 36-51.
Weiss, A. and J. Heide (1993), “The Nature of Organizational Search in High Technology Markets,” Journal of Marketing Research, 30 (May), 220-233.
Wernerfelt, B. (1994), “An Efficiency Criterion for Marketing Design,” Journal of Marketing Research, 31 (November), 192-203.