Original Article

How Principal Value and Retailer in the Paint Industry Context in Southeast Asian? A Literature Review

Year: 2019 | Month: June | Volume 64 | Issue 2

References (46)

1.Ambler, T. 2001. Value-based marketing: Marketing strategies for corporate growth and shareholder value. Journal of Brand Management, 8(6): 463–466

View at Google Scholar

2.Anderson, J.C. and Narus, J.A. 1990. A Model of Distributor Firm and Manufacturer Firm Working Partnerships. Journal of Marketing, 54(1): 42.

View at Google Scholar

3.Ballantyne, D. 2004. Dialogue and its role in the development of relationship specific knowledge. Journal of Business and Industrial Marketing, 19(2): 114–123.

View at Google Scholar

4.Barnes, J.G. 2003. Establishing meaningful customer relationships: Why some companies and brands mean more to their customers. Managing Service Quality: An International Journal, 13(3): 178–186

View at Google Scholar

5.Biggemann, S. and Buttle, F. 2012. Intrinsic value of businessto-business relationships: An empirical taxonomy. Journal of Business Research, 65(8): 1132–1138.

View at Google Scholar

6.Blocker, C.P., Cannon, J.P., Panagopoulos, N.G. and Sager, J.K. 2012. The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research. Journal of Personal Selling and Sales Management, 32(1): 15–28

View at Google Scholar

7.Corsaro, D., Italiana, S., Snehota, I. and Italiana, S. 2010. Searching for Relationship Value in Business Markets. Industrial Marketing Management, 39(6): 1–15

View at Google Scholar

8.Day G.S. 2000. Managing Market Relationships. Journal of the Academy of Marketing Science, 28(1): 24–31

View at Google Scholar

9.Dyer, J. H. and Singh, H. 1998. The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review, 23(4): 660–679

View at Google Scholar

10.Eiriz, V. and Wilson, D. 2006. Research in relationship marketing: Antecedents, traditions and integration. European Journal of Marketing, 40(3–4): 275–291.

View at Google Scholar

11.Ford, D. and Mcdowell, R. 1999. Developing business relationships. pdf, 442, 429–442.

View at Google Scholar

12.Frazier, G.L. and Rody, R.C. 1991. The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels. Journal of Marketing, 55(1): 52.

View at Google Scholar

13.Frost and Sullivan. 2017. Independent Market Research on the Paint and Coating Industry in Selected Southeast Asian Countries.

View at Google Scholar

14.Geyskens, I. and Steenkamp, J.K.N. 2006. Make, Buy, or Ally: A Transaction Cost Theory Meta Analysis. The Academy of Management Journal, 49(3): 519–543.

View at Google Scholar

15.Heide, J.B. and John, G. 1988. The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels. Journal of Marketing, 52(1): 20.

View at Google Scholar

16.Jap, S.D. 2012. Efforts : Processes in Collaboration BuyerSupplier Relationships. Journal of Marketing, 36(4): 461–475

View at Google Scholar

17.Kang, J., Asare, A.K., Brashear-Alejandro, T., Granot, E. and Li, P. 2018. Interorganizational drivers of channel performance: a meta-analytic structural model. Journal of Business and Industrial Marketing, 33(2): 183–195.

View at Google Scholar

18.Kannan, V.R. and Tan, K. C. 2006. Buyer-supplier relationships: The impact of supplier selection and buyer-supplier engagement on relationship and firm performance. International Journal of Physical Distribution and Logistics Management, 36(10): 755–775

View at Google Scholar

19.Kozlenkova, I.V., Hult, G.T.M., Lund, D.J., Mena, J.A. and Kekec, P. 2015. The Role of Marketing Channels in Supply Chain Management. Journal of Retailing, 91(4): 586–609

View at Google Scholar

20.Kumari and Wadhwani M.K. 2018. Marketing Behavior of Banana Grower in Bhagalpur District of Bihar. Economic Affairs, 63(4): 791-794

View at Google Scholar

21.Lam, S.Y. 2004. Customer Value, Satisfaction, Loyalty and Switching Costs: An Illustration From a Business-toBusiness Service Context. Journal of the Academy of Marketing Science, 32(3): 293–311.

View at Google Scholar

22.Lefaix-Durand, A., Kozak, R., Beauregard, R. and Poulin, D. 2009. Extending relationship value: Observations from a case study of the Canadian structural wood products industry. Journal of Business and Industrial Marketing, 24(5): 389–407.

View at Google Scholar

23.Levens, M. 2014. Marketing: Defined Explained Applied Casebook (Second Edi). Pearson.

View at Google Scholar

24.Lewin, J., Barry, J. and Terry, T.S. 2008. Empirical study of relationship value in industrial services. Journal of Business and Industrial Marketing, 23(4): 228–241.

View at Google Scholar

25.Lindgreen, A., Hingley, M.K., Grant, D.B. and Morgan, R.E. 2012. Value in business and industrial marketing: Past, present, and future. Industrial Marketing Management, 41(1): 207–214.

View at Google Scholar

26.MARS. 2014. Study of Market and Paint Consumer Profiles Cat 2013 (Vol. 10).

View at Google Scholar

27.Möller, K. and Törrönen, P. 2003. Business suppliers’ value creation potential. Industrial Marketing Management, 32(2): 109–118.

View at Google Scholar

28.Morgan, R.M. and Hunt, S.D. 1994. The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3): 20–38.

View at Google Scholar

29.Palmatier, R.W. 2008. Interfirm Relational Drivers of Customer Value. Journal of Marketing, 72(4): 76–89

View at Google Scholar

30.Payne, A.F., Storbacka, K. and Frow, P. 2008. Managing the co-creation of value. Journal of the Academy of Marketing Science, 36(1): 83–96.

View at Google Scholar

31.Pels, J., Brodie, R.J. and Johnston, W.J. 2004. Benchmarking business-to-business marketing practices in emerging and developed economies: Argentina compared to the USA and New Zealand. Journal of Business and Industrial Marketing, 19(6): 386–396.

View at Google Scholar

32.Pimpa, N. 2008. Relationship value in that business-tobusiness marketing. Journal of Asia-Pacific Business, 9(3): 235–247.

View at Google Scholar

33.Richards, K.A. and Jones, E. 2008. Customer relationship management: Finding value drivers. Industrial Marketing Management, 37(2): 120–130

View at Google Scholar

34.Sheth, J. 2017. Revitalizing relationship marketing. Journal of Services Marketing, 31(1): 6–10

View at Google Scholar

35.Skarmeas, D., Zeriti, A. and Baltas, G. 2015. Relationship Value: Drivers and Outcomes in International Marketing Channels. Journal of International Marketing PrePrint, Une, 1–44

View at Google Scholar

36.Stern, L.W. and Palmatier, R.W. 2014. Marketing Channel Strategy (8th ed.). Pearson

View at Google Scholar

37.Stern, L.W. and Reve, T. 1980. Distribution channels as political economies: a framework for comparative analysis. The Journal of Marketing, 44(3): 52–64.

View at Google Scholar

38.Tanskanen, K. and Aminoff, A. 2015. Buyer and supplier attractiveness in a strategic relationship - a dyadic multiple-casestudy. Industrial Marketing Management, 50: 128–141

View at Google Scholar

39.Ulaga, W. and Eggert, A. 2001. Developing a Standard Scale of Relationship Value in Business Markets. 17th Annual IMP Conference Proceedings., pp. 1–18

View at Google Scholar

40.Ulaga, W. and Eggert, A. 2003. Relationship Value in Business Markets : Development of a Measurement Scale. ISBM Report 2, 3004(814), 1–38.

View at Google Scholar

41.Ulaga, W. and Eggert, A. 2006. Relationship value and relationship quality: Broadening the nomological network of business-to-business relationships. European Journal of Marketing, 40(3–4): 311–327.

View at Google Scholar

42.Watson, G.F., Worm, S., Palmatier, R.W. and Ganesan, S. 2015. The Evolution of Marketing Channels: Trends and Research Directions. Journal of Retailing, 91(4): 546–568.

View at Google Scholar

43.Weitz, B.A. and Jap, S.O. 1995. Relationship Marketing and Distribution Channels. Journal of the Academy of Marketing Science, 23(4): 305–320

View at Google Scholar

44.Weitz, B.A. and Jap, S.O. 1995b. Relationship Marketing and Distribution Channels, 23(4): 305–320.

View at Google Scholar

45.Werner J. Reinartz and Kumar, V. 2003. The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration. Journal of Marketing, 67(1): 77–99.

View at Google Scholar

46.Wilson, D.T. and Jantrania, S. 1994. Understanding the Value of a Relationship. Asia-Australia Marketing Journal, 2(1): 55–66.

View at Google Scholar

Economic Affairs, Quarterly Journal of Economics| In Association with AESSRA

26940118 - Visitors since February 20, 2019