Controlling supplier opportunism in industrial relationships

Journal of Marketing Research

Volumn 33, Issue 4, 1996, Pages 431-441

  Stump, Rodney L ^b   Heide, Jan B ^a  

^a UNIVERSITY OF WISCONSIN MADISON   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030486494     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.2307/3152214     Document Type: Article

References (47)

1. Anderson, Erin (1985), "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis," Marketing Science, 4 (3), 234-54.
2. _ and Barton A. Weitz (1992), "The Use of Pledges to Build and Sustain Commitment in Distribution Channels," Journal of Marketing Research, 29 (February), 18-34.
3. Anderson, James C. and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach," Psychological Bulletin. 103 (4), 411-23.
4. _ and James A. Narus (1990), "A Model of Distributor Firm and Manufacturer Firm Working Partnerships," Journal of Marketing, 54 (January), 42-58.
5. Barney, Jay B. and Mark A. Hansen (1994), "Trustworthiness as a Source of Competitive Advantage," Strategic Management Journal, 15 (Winter), 175-90.
6. Bentler, Peter M. (1989), EQS Structural Equations Program Manual. Los Angeles, CA: BMDP Statistical Software.
7. Bergen, Mark, Shantanu Dutta, and Orville C. Walker, Jr. (1992), "Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories," Journal of Marketing, 56 (July), 1-24.
8. Butler, Richard J. (1983), "Control Through Markets, Hierarchies and Communes: A Transactional Approach to Organizational Analysis," in Power, Efficiency, and Institutions, A. Francis, J. Turk, and P. Willman, eds. London: Heinemann Educational Books.
9. Casson, Mark (1991), The Economics of Business Culture: Game Theory, Transaction Costs, and Economic Performance. New York: Oxford University Press.
10. Coleman, James S. (1990), Foundations of Social Theory Cambridge, MA: Harvard University Press.
11. Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), "Developing Buyer-Supplier Relationships," Journal of Marketing, 51 (April), 11-27.
12. Eisenhardt, Kathleen M. (1985), "Control: Organizational and Economic Approaches," Management Science, 31 (February), 134-49.
13. Ford, David (1980), "The Development of Buyer-Seller Relationships in Industrial Markets," European Journal of Marketing, 14 (5/6), 339-53.
14. Ganesan, Shankar (1994), "Determinants of Long-Term Orientation in Buyer-Seller Relationships," Journal of Marketing, 58 (April), 1-19.
15. Heide, Jan B. and George John (1988), "The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels," Journal of Marketing, 52 (January), 20-35.
16. _ and _ (1990), "Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships," Journal of Marketing Research, 27 (February), 24-36.
17. Helper, Susan (1991), "How Much Has Really Changed Between U.S. Automakers and Their Suppliers?" Sloan Management Review, 4 (Summer), 15-28.
18. Hertel, Bradley (1976), "Minimizing Error Variance Introduced by Missing Data Routines in Survey Analysis," Sociological Methods and Research, 4 (4), 459-74.
19. Jaworski, Bernard J. (1988), "Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences," Journal of Marketing, 52 (3), 23-39.
20. John, George (1984), "An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel," Journal of Marketing Research, 21 (August), 278-89.
21. Joreskog, Karl G. (1971), "A Statistical Analysis of Congeneric Tests," Psychometrika, 36 (June), 109-33.
22. Klein, Saul, Gary L. Frazier, and Victor J. Roth (1990), "A Transaction Cost Analysis Model of Channel Integration in International Markets," Journal of Marketing Research, 27 (May), 196-208.
23. Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict Steenkamp (1995), "The Effects of Perceived Interdependence on Dealer Attitudes," Journal of Marketing Research, 32 (August), 348-56.
24. _, Louis W. Stern, and James C. Anderson (1993), "Conducting Interorganizational Research Using Key Informants," Academy of Management Journal, 36 (6), 1633-51.
25. Larson, Andrea (1992), "Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Processes," Administrative Science Quarterly, 37 (March), 76-104.
26. Lal, Rajiv ( 1990), "Improving Channel Coordination Through Franchising," Marketing Science, 9 (4), 299-318.
27. Leenders, Michiel R. and Harold E. Fearon (1993), Purchasing and Materials Management, 10th ed. Homewood, IL: Richard D. Irwin.
28. Macaulay, Stewart (1963), "Non-Contractual Relations in Business: A Preliminary Study," American Sociological Review, 28, (February), 55-67.
29. Moorman, Christine, Gerald Zaltman, and Rohit Deshpandé (1992), "Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations," Journal of Marketing Research, 29 (August), 314-28.
30. Noordewier, Thomas G., George John, and John R. Nevin (1990), "Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vender Relationships," Journal of Marketing, 54 (October), 80-93.
31. Ouchi, William G. (1979), "A Conceptual Framework for the Design of Organizational Control Mechanisms," Management Science, 25 (9), 833-48.
32. Perrow, Charles (1986), Complex Organizations: A Critical Essay, 3d ed. New York: Random House.
33. Phillips, Lynn W. (1981 ), "Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing," Journal of Marketing Research, 18 (November), 395-415.
34. Porter, Anne M. (1991), "Supplier Evaluation Revisited," Purchasing, 111 (6), 58-68.
35. Purdy, Lyn, Unni Astad, and Frank Safayeni (1994), "Perceived Effectiveness of the Automotive Supplier Evaluation Process," International Journal of Operations and Production Management, 14 (6), 91-103.
36. Rotter, Julian B. (1967), "A New Scale for the Measurement of Interpersonal Trust," Journal of Personality, 35 (4), 651-65.
37. Rubin, Paul H. (1990), Managing Business Transactions: Controlling the Cost of Coordinating, Communicating, and Decision Making. New York: The Free Press.
38. Smitka, Michael J. (1991), Competitive Ties. New York: Columbia University Press.
39. Spekman, Robert E. (1988), "Strategic Supplier Selection: Understanding Long-Term Buyer Relationships," Business Horizons, 31 (4), 75-81.
40. Stern, Louis W. and Torger Reve (1980), "Distribution Channels as Political Economies," Journal of Marketing, 44 (Summer), 52-64.
41. Telser, L. G. (1980), "A Theory of Self-Enforcing Agreements," Journal of Business, 53 (1), 27-44.
42. Widaman, Keith F. (1985), "Hierarchically Nested Covariance Structure Models for Multitrait-Multimethod Data," Applied Psychological Measurement, 9 (1), 1-26.
43. Williamson, Oliver E. (1985), The Economic Institutions of Capitalism. New York: The Free Press.
44. _ ( 1991 ), "Strategizing, Economizing, and Economic Organization," Strategic Management Journal, 12, 75-94.
45. _ (1994), "Transaction Cost Economics and Organization Theory," in The Handbook of Economic Sociology, N. J. Smelser and R. Sweddery, eds. Princeton, NJ: Princeton University Press, 77-107.
46. Zenz, Gary J. (1994), Purchasing and the Management of Materials. New York: John Wiley & Sons.
47. Zucker, Lynne G. (1986), "Production of Trust: Institutional Sources of Economic Structure: 1840 to 1920," in Research in Organizational Behavior, Vol. 8, L. L. Cummings and B. Staw, eds. Greenwich, CT: JAI Press, 55-111.