Many business‐to‐business buyers are building closer relationships with fewer sellers. When faced with the choice of which sellers to partner with, buyers often develop such close relationships with sellers who have made transaction‐specific investments (TSIs). TSIs are assets (both...

Corporate level examination of international logistics problems in formal fashion is a relatively recent occurrence at General Motors. International Logistics Operations (ILO) was created in June, 1977, and was made a part of Procurement, Production Control and Logistics Staff. The Director of...

Business marketers need strategic frameworks to assess the value of a portfolio of buyer‐seller relationships and to decide how they should be managed. By drawing on insights from the political economy, resource dependence, relational contracting and transaction cost perspectives, previous...