Table 4 Twenty most influential articles...

Table 4

Twenty most influential articles by citation ranking

TC	Title	Authors	Journal	Year	CPY
3,695	An examination of the nature of trust in buyer–seller relationships	Doney, P.M.; Cannon, J.P.	Journal of Marketing	1997	131.96
2,683	Do formal contracts and relational governance function as substitutes or complements?	Poppo, L.; Zenger, T.	Strategic Management Journal	2002	116.65
2,330	Between trust and control: developing confidence in partner cooperation in alliances	Das, T.K.; Teng, B.S.	Academy of Management Review	1998	86.30
1,686	What firms do? Coordination, identity and learning	Kogut, B.; Zander, U.	Organization Science	1996	58.14
1,536	A resource-based theory of the firm: knowledge versus opportunism	Conner, K.R.; Prahalad, C.K.	Organization Science	1996	52.97
1,526	Strategic alliance structuring – a game theoretic and transaction cost examination of interfirm cooperation	Parkhe, A.	Academy of Management Review	1993	47.69
1,461	Structuring cooperative relationships between organizations	Ring, P.S.; Van De Ven, A.H.	Strategic Management Journal	1992	44.27
1,443	Trust, control and risk in strategic alliances: an integrated framework	Das, T.K.; Teng, B.S.	Organization Studies	2001	60.13
1,426	Do norms matter in marketing relationships?	Heide, J.B.; John, G.	Journal of Marketing	1992	43.21
1,321	Networking and innovation: a systematic review of the evidence	Pittaway, L.; Robertson, M.; Munir, K.; Denyer, D.; Neely, A.	International Journal of Management Reviews	2004	62.90
1,113	Opportunism in interfirm relationships: forms, outcomes and solutions	Wathne, K.H.; Heide, J.B.	Journal of Marketing	2000	44.52
1,046	The role of trustworthiness in reducing transaction costs and improving performance: empirical evidence from the United States, Japan and Korea	Dyer, J.H.; Chu, W.J.	Organization Science	2003	47.55
1,007	Effective interfirm collaboration: How firms minimize transaction costs and maximize transaction value?	Dyer, J.H.	Strategic Management Journal	1997	35.96
951	Supply chain resilience in the global financial crisis: an empirical study	Juttner, U.; Maklan, S.	Supply Chain Management - An International Journal	2011	67.93
804	The dark side of buyer–supplier relationships: a social capital perspective	Villena, V.H.; Revilla, E.; Choi, T.Y.	Journal of Operations Management	2011	57.43
752	The impact of power and relationship commitment on the integration between manufacturers and customers in a supply chain	Zhao, X.; Huo, B.; Flynn, B.B.; Yeung, J.H.Y.	Journal of Operations Management	2008	44.24
744	The interorganizational learning dilemma: collective knowledge development in strategic alliances	Larsson, R.; Bengtsson, L.; Henriksson, K.; Sparks, J.	Organization Science	1998	27.56
717	The role of trust and relationship structure in improving supply chain responsiveness	Handfield, R.B.; Bechtel, C.	Industrial Marketing Management	2002	31.17
690	Consumer perceptions of price (Un)fairness	Bolton, L.E.; Warlop, L.; Alba, J.W.	Journal of Consumer Research	2003	31.36
676	Governing buyer–supplier relationships through transactional and relational mechanisms: evidence from China	Liu, Y.; Luo, Y.; Lui, T.	Journal of Operations Management	2008	39.76

TC	Title	Authors	Journal	Year	CPY
3,695	An examination of the nature of trust in buyer–seller relationships	Doney, P.M.; Cannon, J.P.	Journal of Marketing	1997	131.96
2,683	Do formal contracts and relational governance function as substitutes or complements?	Poppo, L.; Zenger, T.	Strategic Management Journal	2002	116.65
2,330	Between trust and control: developing confidence in partner cooperation in alliances	Das, T.K.; Teng, B.S.	Academy of Management Review	1998	86.30
1,686	What firms do? Coordination, identity and learning	Kogut, B.; Zander, U.	Organization Science	1996	58.14
1,536	A resource-based theory of the firm: knowledge versus opportunism	Conner, K.R.; Prahalad, C.K.	Organization Science	1996	52.97
1,526	Strategic alliance structuring – a game theoretic and transaction cost examination of interfirm cooperation	Parkhe, A.	Academy of Management Review	1993	47.69
1,461	Structuring cooperative relationships between organizations	Ring, P.S.; Van De Ven, A.H.	Strategic Management Journal	1992	44.27
1,443	Trust, control and risk in strategic alliances: an integrated framework	Das, T.K.; Teng, B.S.	Organization Studies	2001	60.13
1,426	Do norms matter in marketing relationships?	Heide, J.B.; John, G.	Journal of Marketing	1992	43.21
1,321	Networking and innovation: a systematic review of the evidence	Pittaway, L.; Robertson, M.; Munir, K.; Denyer, D.; Neely, A.	International Journal of Management Reviews	2004	62.90
1,113	Opportunism in interfirm relationships: forms, outcomes and solutions	Wathne, K.H.; Heide, J.B.	Journal of Marketing	2000	44.52
1,046	The role of trustworthiness in reducing transaction costs and improving performance: empirical evidence from the United States, Japan and Korea	Dyer, J.H.; Chu, W.J.	Organization Science	2003	47.55
1,007	Effective interfirm collaboration: How firms minimize transaction costs and maximize transaction value?	Dyer, J.H.	Strategic Management Journal	1997	35.96
951	Supply chain resilience in the global financial crisis: an empirical study	Juttner, U.; Maklan, S.	Supply Chain Management - An International Journal	2011	67.93
804	The dark side of buyer–supplier relationships: a social capital perspective	Villena, V.H.; Revilla, E.; Choi, T.Y.	Journal of Operations Management	2011	57.43
752	The impact of power and relationship commitment on the integration between manufacturers and customers in a supply chain	Zhao, X.; Huo, B.; Flynn, B.B.; Yeung, J.H.Y.	Journal of Operations Management	2008	44.24
744	The interorganizational learning dilemma: collective knowledge development in strategic alliances	Larsson, R.; Bengtsson, L.; Henriksson, K.; Sparks, J.	Organization Science	1998	27.56
717	The role of trust and relationship structure in improving supply chain responsiveness	Handfield, R.B.; Bechtel, C.	Industrial Marketing Management	2002	31.17
690	Consumer perceptions of price (Un)fairness	Bolton, L.E.; Warlop, L.; Alba, J.W.	Journal of Consumer Research	2003	31.36
676	Governing buyer–supplier relationships through transactional and relational mechanisms: evidence from China	Liu, Y.; Luo, Y.; Lui, T.	Journal of Operations Management	2008	39.76

Note(s):

Results are based on an assessment of 1,351 articles published between 1984 and 10/31/2025. TC = total citations; CPY = average citations per year

Source(s): Authors’ own work

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