Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis

A Paradigm for Developing Better Measures of Marketing Constructs

1979 • 12,283 citations

Transaction-Cost Economics: The Governance of Contractual Relations

1979 • 9,609 citations

The Economic Institutions of Capitalism: Firms, Markets, Relational Contracting

1985 • 7,524 citations

The Visible Hand: The Managerial Revolution in American Business

1978 • 4,885 citations

Essays in the Theory of Risk-Bearing.

1972 • 4,221 citations

The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels

1988 • 1,424 citations

Supplier Switching Costs and Vertical Integration in the Automobile Industry

1982 • 1,168 citations

The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis

1985 • 733 citations

The Organization of Production: Evidence from the Aerospace Industry

1984 • 700 citations

Integration of the Sales Force: An Empirical Examination

1984 • 663 citations

Best Test Design. Rasch Measurement.

1979 • 617 citations

The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels

1982 • 611 citations

Asset Specificity and the Structure of Vertical Relationships: Empirical Evidence

1988 • 533 citations

Competition and Cooperation in Marketing Channel Choice: Theory and Application

1985 • 405 citations

Winning and Keeping Industrial Customers : The Dynamics of Customer Relationships

1985 • 384 citations

Comparative Institutional Economics: The Governance of Rail Freight Contracting

1984 • 314 citations

Vertical Integration and Joint Ventures in the Aluminum Industry

1983 • 233 citations

Exceptional Paper—ADVISOR 2: Modeling the Marketing Mix Decision for Industrial Products

1979 • 177 citations

Organization Theory and Project Management: Administering Uncertainty in Norwegian Offshore Oil

1986 • 152 citations

Law and Economics of Vertical Integration and Control

1985 • 114 citations

The Salesperson as Outside Agent or Employee

1985 • 47 citations

The Transaction Cost Approach

1989 • 46 citations

Sales Program Management: Formulation and Implementation

1977 • 22 citations

Distribution Channels for Industrial Goods

1963 • 10 citations