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      Dyadic Business Relationships within a Business Network Context

      1 , 2 , 2
      Journal of Marketing
      SAGE Publications

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          Abstract

          In business-to-business settings, dyadic relationships between firms are of paramount interest. Recent developments in business practice strongly suggest that to understand these business relationships, greater attention must be directed to the embedded context within which dyadic business relationships take place. The authors provide a means for understanding the connectedness of these relationships. They then conduct a substantive validity assessment to furnish some empirical support that the constructs they propose are sufficiently well delineated and to generate some suggested measures for them. They conclude with a prospectus for research on business relationships within business networks.

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          Most cited references67

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          Economic Action and Social Structure: The Problem of Embeddedness

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            The framing of decisions and the psychology of choice

            The psychological principles that govern the perception of decision problems and the evaluation of probabilities and outcomes produce predictable shifts of preference when the same problem is framed in different ways. Reversals of preference are demonstrated in choices regarding monetary outcomes, both hypothetical and real, and in questions pertaining to the loss of human lives. The effects of frames on preferences are compared to the effects of perspectives on perceptual appearance. The dependence of preferences on the formulation of decision problems is a significant concern for the theory of rational choice.
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              Practical Issues in Structural Modeling

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                Author and article information

                Journal
                Journal of Marketing
                Journal of Marketing
                SAGE Publications
                0022-2429
                1547-7185
                October 1994
                November 28 2018
                October 1994
                : 58
                : 4
                : 1-15
                Affiliations
                [1 ]William L. Ford Distinguished Professor of Marketing and Wholesale Distribution and Professor of Behavioral Science in Management, J.L. Kellogg Graduate School of Management, Northwestern University.
                [2 ]International Business, Department of Business Studies, Uppsala University.
                Article
                10.1177/002224299405800401
                440d0e9b-f271-49c2-a7ee-b43315573b2f
                © 1994

                http://journals.sagepub.com/page/policies/text-and-data-mining-license

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