Relationship-based competitive advantage: The role of relationship marketing in marketing strategy

Journal of Business Research

Volumn 46, Issue 3, 1999, Pages 281-290

  Morgan, Robert M ^a,b   Hunt, Shelby ^c  

^a UNIVERSITY OF ALABAMA   (United States)

^b UNIVERSITY OF ALABAMA   (United States)

^c NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0033229179     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(98)00035-6     Document Type: Article

References (65)

1. Aaker, David A.: Building a brand: The saturn story. California Management Review (Winter 1994): 114-133.
2. Achrol, Ravi, and Stern, Louis W.: Environmental determinants of decision-making uncertainty in marketing channels. Journal of Marketing Research 25 (February 1988): 36-50.
3. Alderson, Wroe: Marketing Behavior and Executive Action: A Functionalist Approach to Marketing Theory, Richard D. Irwin, Inc., Homewood, IL. 1957.
4. Alderson, Wroe: Dynamic Marketing Behavior: A Functionalist Theory of Marketing, Richard D. Irwin, Inc., Homewood, IL. 1965.
5. Aldrich, Howard E.: Organizations and Environments, Prentice Hall, Englewood Cliffs, NJ. 1979.
6. Anderson, Erin, and Weitz, Barton A.: Determinants of continuity in conventional industrial channel dyads. Marketing Science 8 (Fall 1989): 310-323.
7. Anderson, James C., Håkansson, Håkan, and Johanson, Jan: Dyadic business relationships within a business network context. Journal of Marketing 58 (October 1994): 1-15.
8. Barney, Jay: Strategic factor markets: Expectations, luck, and business strategy. Management Science 42 (1986): 1231-1241.
9. Barney, Jay: Firm resources and sustained competitive advantage. Journal of Management 17 (1991): 99-120.
10. Bharadwaj, Sundar G., Varadarajan, P. Rajan, and Fahy, John: Sustainable competitive advantage in service industries: A conceptual model and research propositions. Journal of Marketing 57 (October 1993): 83-99.
11. Brandweek, Maintaining momentum. (January 2, 1995): 21-26.
12. Bucklin, Louis P., and Sengupta, Sanjit: Organizing successful co-marketing alliances. Journal of Marketing 57 (April 1993): 32-46.
13. Castanias, Richard P., and Helfat, Constance E.: Managerial resources and rents. Journal of Management 17 (1991): 155-171.
14. Cateora, Philip R.: International Marketing, 8th Ed., Richard D. Irwin, Inc., Burr Ridge, IL. 1993.
15. Child, John: Information technology, organization, and the response to strategic challenges. California Management Review 30 (1987): 33-50.
16. Collis, David J.: A resource-based analysis of global competition: the case of the bearings industry. Strategic Management Journal 12 (1991): 49-68.
17. Collis, David J, and Montgomery, Cynthia A.: Competing on resources: Strategy in the 1990s. Harvard Business Review (July-August 1995): 118-128.
18. Conner, Kathleen R.: A historical comparison of resource-based theory and five schools of thought within industrial organization economics: Do we have a new theory of the firm? Journal of Management 17 (1991): 121-154.
19. Day, George S.: Market-driven Strategy, Free Press, New York. 1990.
20. Day, George S.: The capabilities of market-driven organizations. Journal of Marketing 58 (October 1994): 37-52.
21. Day, George S., and Wensley, Robin: Assessing advantage: A framework for diagnosing competitive superiority. Journal of Marketing 52 (April 1988): 1-20.
22. Dierickx, Ingemar, and Cool, Karel: Asset stock accumulation and sustainability of competitive advantages. Management Science 35 (December 1989): 1504-1511.
23. Donaldson, Lex: The ethereal hand: Organization economics and management theory. Academy of Management Journal 15 (1990): 369-381.
24. Doz, Yves L., and Prahalad, C.K.: Managing dmncs: A search for a new paradigm. Strategic Management Journal 12 (1991): 145-164.
25. Drucker, Peter F.: Post-capitalist Society, HarperCollins, New York. 1993.
26. D'Souza, Giles, Morgan, Robert M., and Zhao, Liming: Investigating the Effects of Social Factors on the Decision to Continue or Terminate On-going Joint Ventures. Working paper, University of Alabama. Tuscaloosa, AL. (1997).
27. Fiol, C. Marlene, and Lyles, Marjorie A.: Organizational learning. Academy of Management Review 10 (1985): 803-813.
28. Fiol, C., Marlene: Managing culture as a competitive advantage: An identity-based view of sustainable competitive advantage. Journal of Management 17 (1991): 191-211.
29. Fiorito, Susan S., May, Eleanor G., and Straughn, Katherine: Quick response in retailing: Components and implementation. International Journal of Retail and Distribution Management 23 (1995): 12-21.
30. Foss, Nicolai J.: Theories of the firm: Contractual and competence perspectives. Journal of Evolutionary Economics 3 (1993): 127-144.
31. Frazier, Gary L.: Interorganizational exchange behavior in marketing channels: A broadened perspective. Journal of Marketing 47 (Fall 1983a): 68-78.
32. Frazier, Gary L.: On the measurement of interfirm power in channels of distribution. Journal of Marketing Research 20 (May 1983b): 158-266.
33. Ganesan, Shankar: Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 58 (April 1994): 1-19.
34. Ghoshal, Sumantra, and Moran, Peter: Bad for practice: A critique of the transaction cost theory. Academy of Management Review 21 (1996): 13-47.
35. Gummesson, Evert: Is relationship marketing operational? Paper presented at the 23rd EMAC Conference, Marketing: Its Dynamics and Challenges, Maastricht, The Netherlands. May 17-20 1994.
36. Hagedoorn, John: Understanding the rationale of strategic technology partnering: Interorganizational modes of cooperation and sectoral differences. Strategic Management Journal 14, (1993): 371-385.
37. Hays, L.: Blue period: Gerstner is struggling as he tries to change ingrained IBM culture. Wall Street Journal (May 13, 1994): A5.
38. Hill, C.W.L.: Cooperation, opportunism, and the invisible hand: Implications for transaction cost theory. Academy of Management Review 15 (1990): 500-513.
39. Hofer, Charles W., and Schendel, Dan: Strategic Formulation: Analytical Concepts, West Publishing, St. Paul, MN. 1978.
40. Hunt, Shelby D.: Modern Marketing Theory: Critical Issues in the Philosophy of Marketing Science, Southwestern, Cincinnati, OH. 1991.
41. Hunt, Shelby D., and Morgan, Robert M.: The comparative advantage theory of competition. Journal of Marketing 59 (April 1995): 1-15.
42. Kotler, Philip: Paper Presented at the trustees meeting of the Marketing Science Institute, November 1990, Boston, referred to in Marketing Science Institute Review (Spring 1991).
43. Langlois, Richard N., and Robertson, P.L.: Firms, Markets, and Economic Change: A Dynamic Theory of Business Institutions, Routledge, London. 1986.
44. Levine, S., and White, P. E.: Exchange as a conceptual framework for the study of interorganizational relationships. Administrative Science Quarterly 5 (1961): 583-601.
45. Matthyssens, Paul and Van den Bulte, Christophe: Getting closer and nicer: Partnerships in the supply chain. Long-range Planning 27 (1994): 72-83.
46. McKee, Daryl: An organizational learning approach to product innovation. Journal of Product Innovation Management 9 (1992): 232-245.
47. Morgan, Robert M., and Hunt, Shelby D.: The commitment-trust theory of relationship marketing. Journal of Marketing 58 (July 1994): 20-38.
48. Nelson, Richard R., and Winter, Sidney: An Evolutionary Theory of Economic Change, Belknap Press, Cambridge, MA. 1982.
49. Oliver, Christine: Network relations and loss of organizational autonomy. Human Relations 44 (1991): 943-961.
50. Penrose, Edith T.: The Theory of the Growth of the Firm, Wiley, New York. 1959.
51. Peteraf, Margaret A.: The cornerstones of competitive advantage: A resource-based view. Strategic Management Journal 14, (1993): 179-191.
52. Pfeffer, Jeffrey: Power in Organizations, Pitman Publishing, Marshfield, MA. 1981.
53. Powell, Walter W.: Neither market nor hierarchy: Network forms of organization, in Research in Organizational Behavior, Barry M Staw, and L. L. Cummings (eds.), vol. 12, JAI Press, Greenwich, CT. 1990.
54. Prahalad, C. K., and Hamel, Gary: The core competence of the corporation. Harvard Business Review (May-June 1990): 71-91.
55. Quinn, James Brian: Intelligent Enterprise, The Free Press, New York. 1992.
56. Reed, Richard, and DeFillippi, Robert J.: Causal ambiguity, barriers to imitation, and sustainable competitive advantage. Academy of Management Review 15 (1990): 88-102.
57. Sethuraman, Rajagopalan, Anderson, James C., and Narus, James A.: Partnership advantage and its determinants in distributor and manufacturer working relationships. Journal of Business Research 17 (1988): 327-347.
58. Sheth, Jagdish N., and Parvatiyar, Atul: Relationship marketing in consumer markets: Antecedents and consequences. Journal of the Academy of Marketing Science 23 (1995), 255-271.
59. Slater, Stanley F., and Narver, John C.: Market orientation and the learning organization. Journal of Marketing 59 (July 1995): 63-74.
60. Taylor, A.: The auto industry meets the new economy. Fortune (September 5, 1994).
61. Teece, David, and Pisano, P.: The dynamic capabilities of firms. Industrial and Corporate Change 3 (1994): 537-556.
62. Varadarajan, P. Rajan, and Cunninghma, M. H.: Strategic alliances: A synthesis of conceptual foundations. Journal of the Academy of Marketing Science 23 (1995): 282-296.
63. Vavra, Terry G.: Aftermarketing: How to Keep Customers for Life Through Relationship Marketing, Business One Irwin, Burr Ridge, IL. 1992.
64. Wernerfelt, Berger: A resource-based view of the firm. Strategic Management Journal 5 (1984): 171-180.
65. Williamson, Oliver E.: Markets and Hierarchies: Analysis and Antitrust Implications, Free Press, New York. 1975.