Robert Edward Spekman
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Business
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#824
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Marketing
#88
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#88
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Accounting
#146
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#164
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Why Is Robert Edward Spekman Influential?
(Suggest an Edit or Addition)Robert Edward Spekman's Published Works
Number of citations in a given year to any of this author's works
Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author
Published Works
- Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques (1994) (3469)
- An empirical investigation into supply chain management: a perspective on partnerships (1998) (1240)
- Strategic supplier selection: Understanding long-term buyer relationships (1988) (814)
- Just-In-Time Exchange Relationships in Industrial Markets (1988) (673)
- International marketing and purchasing of industrial goods: IMP Group, ed. Håkon Håkansson Wiley, Chichester (England), 1982 (1984) (648)
- Social Exchange Theory and Research on Business-to-Business Relational Exchange (2001) (591)
- Alliance competence, resources, and alliance success: Conceptualization, measurement, and initial test (2002) (550)
- Risky business: expanding the discussion on risk and the extended enterprise (2004) (457)
- Alliance management : a view from the past and a look to the future : working paper (1998) (385)
- Supply Chain Competency: Learning as a Key Component (2002) (360)
- Alliances, External Technology Acquisition, and Discontinuous Technological Change (1997) (321)
- Strategic supply and the management of inter- and intra-organisational relationships (2003) (282)
- Environmental Uncertainty and Buying Group Structure: An Empirical Investigation (1979) (272)
- A Strategic Approach to Managing Buyer‐Seller Relationships (1991) (271)
- Chain or Shackles: Understanding What Drives Supply-Chain Performance (2000) (248)
- Corporate Social Responsibility in Global Supply Chains: A Procedural Justice Perspective (2007) (245)
- An Empirical Investigation of the Information Sources used during the Industrial Buying Process (1984) (234)
- Interimistic relational exchange: Conceptualization and propositional development (2000) (228)
- Making the transition to collaborative buyer–seller relationships: An emerging framework (2006) (222)
- Creating strategic alliances which endure (1996) (218)
- Outcome-driven supply chains (2010) (197)
- Alliance Competence: Maximizing the Value of Your Partnerships (1999) (190)
- Influence and Information: An Exploratory Investigation of the Boundary Role Person's Basis of Power (1979) (176)
- RFID: from concept to implementation (2006) (166)
- Antecedents to buyer-seller collaboration: An analysis from the buyer's perspective (1992) (159)
- An empirical investigation into supply chain management (2013) (145)
- At last purchasing is becoming strategic (1994) (141)
- Extended enterprise, the: gaining competitive advantage through collaborative supply chains (2003) (136)
- Towards more effective sourcing and supplier management (1999) (124)
- Relationship management: Managing the selling and the buying interface (1986) (121)
- Collaborative supply‐chain partnerships built upon trust and electronically mediated exchange (2005) (116)
- A Framework for the Use of Power (1980) (111)
- Technological Uncertainty, Buyer Preferences and Supplier Assurances: An Examination of Pacific Rim Purchasing Arrangements (1999) (97)
- Business-to-Business Buying: Challenges and Opportunities (2015) (94)
- Toward a conceptual understanding of the antecedents of strategic alliances (1990) (90)
- Consensus and collaboration: norm‐regulated behaviour in industrial marketing relationships (1997) (88)
- Perceptions of strategic vulnerability among industrial buyers and its effect on information search and supplier evaluation (1988) (87)
- The dark side of alliances:: Lessons from Volvo–Renault (1998) (77)
- Internet Usage Within B2B Relationships and Its Impact on Value Creation: A Conceptual Model and Research Propositions (2004) (65)
- International Industrial Marketing Interactions: Dyadic and Network Perspectives (1999) (63)
- A Strategic Approach to Procurement Planning (1981) (62)
- The extended enterprise: a decade later (2016) (53)
- Conceptual and Methodological Issues in Buying Centre Research (1986) (43)
- U.S. Buyers' Relationships with Pacific Rim Sellers (1991) (43)
- Extended Enterprise (2003) (42)
- Competitive procurement strategies: Building strength and reducing vulnerability (1985) (39)
- Industrial buying behavior: A need for an integrative approach (1982) (38)
- Strategy for Effective Procurement in the 1980s (1980) (37)
- The market value impact of indirect ties within technology alliances (2008) (37)
- A working consensus to collaborate : a field study of manufacturer-supplier dyads (1992) (35)
- Starting out right: Negotiation lessons for domestic and cross-cultural business alliances* (1994) (34)
- The Apple Iphone (2009) (31)
- National Account Management: Large Account Selling or Buyer-Supplier Alliance? (2013) (29)
- An Empirical Investigation of the Formation and Implications of the Organizational Buyer's Strategic and Tactical Roles (1996) (29)
- Segmenting buyers in different types of organizations (1981) (28)
- Task Conflict, Integrative Potential, and Conflict Management Strategies in Joint Ventures (2008) (24)
- The emergence and impact of consumer brand empowerment in online social networks: A proposed ontology (2014) (23)
- Towards an Understanding of the Antecedents of Strategic Alliances (1995) (23)
- Corporate Social Responsibility and Global Supply Chain Management: A Normative Perspective (2005) (20)
- A Reflection on Two Decades of Business-to-Business Marketing Research: Implications for Understanding Marketing Relationships and Networks (1996) (19)
- A Commentary on Business Marketing: A Twenty Year Review and an Invitation for Continued Dialogue (2000) (17)
- Using Social Media in the B2b Context (2010) (15)
- A Strategic approach to business marketing (1985) (14)
- Perceptions of uncertainty within a buying group (1977) (13)
- Darden Graduate School of Business Administration (2001) (13)
- The Purchasing Audit: A Guide for Management (1979) (10)
- The LCCS success factors (2008) (10)
- Partnership Performance in Supply Chains - the Impact of Collaboration (2002) (10)
- The College Choice Process: Some Empirical Results (1980) (9)
- A contingency approach to power relationships within the industrial buying task group (1977) (9)
- United Technologies Corporation: Supplier Development Initiative (2008) (8)
- The Journal of Business-to-Business Marketing at 21 and My Perspective on the Field of B to B Marketing (2015) (7)
- Alliance leadership: Template for the future (2001) (6)
- Special section on industrial buying behavior: Introduction (1982) (6)
- Designing Channels of Distribution (2009) (4)
- The Dark Side of Alliances: from Volvo- (1998) (4)
- Issues in industrial marketing : a view to the future (1982) (4)
- Narrowing the Conceptual-Empirical Gap in Organizational Buying Behavior (1978) (4)
- Fedex and Ups—The War Continues (2008) (3)
- Special section on international industrial (business-to-business) marketing (1995) (3)
- Organizational Buying Behavior: Where We Have Been and Where We Need to Go (2011) (2)
- Internet Usage within B2B Exchange Partnerships: A Concecptual Model and Research Propositions (2015) (2)
- Sources of information utilized during the industrial buying process : an empirical overview (1983) (2)
- Extended Enterprise Metrics: The Key To Achieving Synthesized Effectiveness (2011) (2)
- The Package War: Fedex vs. Ups (2008) (2)
- Focused ultrasound and metrics of diffusion of disruptive medical innovation (2016) (2)
- Implementing a Procurement Strategy (1983) (2)
- An Examination of Informal Decision-Making Units: Some Methodological Cautions for Future Research. (1977) (1)
- A Note on Sizing the Sales Force (2008) (1)
- Collaborative E-Commerce: Shaping the Future of Partnerships in the Healthcare Industry (2008) (1)
- Daimler-Benz A.G.: Negotiations between Daimler and Chrysler (2017) (1)
- Telezoo (B): Feast or Famine? (2008) (0)
- Ibm and Apple Computer Alliance (D) Epilogue: 1995-96 (2008) (0)
- Renault–Volvo Strategic Alliance (a): March 1993 (2008) (0)
- Ibm and Apple Computer Alliance (a) (2008) (0)
- Stored-Value Cards at Trustworthy Bank (2017) (0)
- Fiat and Chrysler: Gaining on Global Automakers? (2017) (0)
- Marketing Plan Development (2017) (0)
- Organizational Buying Behaviour: Where We Have Been and Where We Need to Go In (2019) (0)
- Handbook of Purchasing Management, Marc Day (Ed.). Gower, Aldershot, UK (2002), (389 pp.) (2004) (0)
- Business-to-Business Buying: Challenges and Opportunities (2015) (0)
- Nbc Sports: The Major League Baseball Television Rights Decision (2008) (0)
- Alliance Competence: From Conceptualization to Implementation, with Implications for the Alliance Manager (2012) (0)
- Chrysler Corporation: Negotiations between Daimler and Chrysler (V. 2.2) (2008) (0)
- British Airways-Usair: Structuring a Global Strategic Alliance (a) (2008) (0)
- Getting it Right the First Time: The Intevep-Honeywell Alliance (2017) (0)
- Chrysler Corporation: Negotiations between Daimler and Chrysler (2006) (0)
- Anticompetitive Practices in Marketing (2015) (0)
- Alliance between Ibm and Apple Computers (2017) (0)
- Sales Force Management and Measurement (2008) (0)
- British Airways - Usair (B): Structuring a Global Strategic Alliance (2006) (0)
- The United Drug Packaging Division (2017) (0)
- Renault-Volvo Strategic Alliance (D): December 2, 1993, and Beyond (2008) (0)
- James R. Steiner (2008) (0)
- The emergence and impact of consumer brand empowerment in online social networks: A proposed ontology (2014) (0)
- Battlefield Furniture Group, Inc (2017) (0)
- The marketing consultant (2010) (0)
- Bombardier (B): the L.A. Metro Transit Authority Decision: Epilogue (2008) (0)
- Special section on industrial marketing and purchasing strategies: Introduction (1986) (0)
- Compact Fluorescent Bulbs: 15 Years Later (2009) (0)
- Renault-Volvo Strategic Alliance (B): September 1993 (2008) (0)
- Customer Segmentation in Business-to-Business Markets (2017) (0)
- I.M.A.G.E. International (2008) (0)
- Greentech Media, Inc.: Utilizing Digital Platforms (2017) (0)
- The Dark Side of Strategic Alliances: Lessons from Volvo-Renault (1998) (0)
- Strategic Alliances in a Business-to-Business Environment (2012) (0)
- Exablate Neuro (2017) (0)
- Telezoo (a): Feast or Famine? (2001) (0)
- Bombardier (a): The Procurement Decision of Light Rail Cars for the Los Angeles Metro Transit Authority (2008) (0)
- BP in Russia: Bad Partners or Bad Partnerships? (A) (2017) (0)
- Alliance Management: The Journey Towards Partnerships (2000) (0)
- The Marketing Consultant: Insights from World Experts (2004) (0)
- The Apple Iphone (Abridged) (2017) (0)
- Smoking and Health (B): Gains Made and Miles to Travel (2008) (0)
- A Commentary on Business Marketing (2020) (0)
- Sullair: Redefining its Channel of Distribution (2017) (0)
- Zs Associates: Sales Force Sizing (2017) (0)
- At&T and Olivetti: Analysis of a Failed Strategic Alliance (2008) (0)
- Renault-Volvo Strategic Alliance (C): December 1, 1993 (2008) (0)
- Madison Fiber Corporation (2008) (0)
- Telezoo (C): Feast or Famine? (2008) (0)
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