PM-6000 v4

Nagel, D. M., Giunipero, L., Jung, H., Salas, J., & Hochstein, B. (2021). Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability. Journal of Business Research, 128, 174–186.
This article investigates trust formation in the understudied area of early-phase relationship and its effects on the selection of purchaser-supplier governance.

Pachur, T., & Scheibehenne, B. (2017). Unpacking buyer-seller differences in valuation from experience: A cognitive modeling approach. Psychonomic Bulletin & Review, 24(6), 1742–1773.
The article explores a cognitive modeling approach to formalize, disentangle, and compare alternative psychological accounts (e.g., loss aversion, loss attention, strategic misrepresentation) of such buyer-seller differences in pricing decisions of monetary lotteries.

Wei, K., Li, Y., Zha, Y., & Ma, J. (2019). Trust, risk and transaction intention in consumer-to-consumer e-marketplaces. Industrial Management & Data Systems, 119(2), 331–350.
The purpose of this article is to compare the relative impacts of trust and risk on individual's transaction intention in consumer-to-consumer (C2C) e-marketplaces from both the buyers' and the sellers' perspectives.

van Zeeland, E., & Henseler, J. (2018). The behavioural response of the professional buyer on social cues from the vendor and how to measure it. Journal of Business & Industrial Marketing, 33(1), 72–83.
The article explores how social cues have an impact on the professional buyer.

Video: America’s Medical Supply Crisis. (2020, January 1). Frontline.
This video investigates the fragmented global medical supply chain and its deadly consequences from a procurement lens.

Chase, K. S., & Murtha, B. (2019). Selling to Barricaded Buyers. Journal of Marketing, 83(6), 2–20.
This article explores insights from eight organizational purchasing case studies and individual interviews with signaling theory to advance a conceptual framework that highlights ways a supplier can increase its competitiveness when selling to barricaded buyers.

Xuan Pan , Shuwei Zang, Zuohao Hu, Qianming Sun, & Ruiyang Hong. (2018). Buyer-Seller Relationships: Governance, Networks, and Information Flows: Relationships Between Power, Fairness, and Governance Mechanism in Buyer-Supplier Relationships Using Response Surface Approach. AMA Summer Educators’ Conference Proceedings, 29, BR-6-BR-18.
The conference proceedings paper explores distributive fairness and its positive relations to referent power use of the powerful party. It also explores how trust is enhanced when contracts are implemented by the weaker party.

National University. (2021). Academic Success Center - Writing Resources.
This is a resource for writing in the ASC.