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Baines, Fill, & Rosengren: Marketing 4e

Chapter 16: Research insights (seminal paper links)

  • Research Insight 16.1

    Dwyer, R. F., Schurr, P. H., and Oh, S. (1987), ‘Developing buyer–seller relationships’, Journal of Marketing, 51 (April), 11–27.

  • Research Insight 16.2

    Achrol, R. S. (1997), ‘Changes in the theory of interorganizational relations in marketing: toward a network paradigm’, Journal of the Academy of Marketing Science, 25, 1, 56–71.

  • Research Insight 16.3

    Koh, T.K. and Fichman, M. (2014) Multihoming users’ preferences for two-sided exchange networks, MIS Quarterly, 38, 4, 977-96.

  • Research Insight 16.4

    Johnson, W. J. and Lewin, J. E. (1996), ‘Organizational buying behavior: toward an integrative framework’, Journal of Business Research, 35, 1–15.

  • Research Insight 16.5

    Speakman, J.I.F. and Ryals, L. (2012), ‘Key account management: the inside selling job’, Journal of Business and Industrial Marketing, 27, 5, 360–9.