The effect of market orientation on buyer-seller relationship satisfaction

Industrial Marketing Management

Volumn 32, Issue 4, 2003, Pages 327-345

  Sanzo, María José ^a   Santos, Marı´a Leticia ^a   Vázquez, Rodolfo ^a   Álvarez, Luis Ignacio ^a  

^a UNIVERSITY OF OVIEDO   (Spain)

Author keywords

Causal model; Communication; Conflict; Market orientation; Perceived value; Power; Satisfaction; Supplier costumer relationships; Trust

Indexed keywords

EID: 0038239695     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(01)00200-0     Document Type: Article

References (116)

1. Aijo TS The theoretical and philosophical underpinnings of relationship marketing. Environmental factors behind the changing marketing paradigm Eur J Mark 30 (2) 1996 8-18
2. Anderson E Weitz B Determinants of continuity in conventional industrial channel dyads Mark Sci 8 (4) 1989 310-323
3. Anderson E Weitz B The use of pledges to build and sustain commitment in distribution channels J Mark Res 29 (1) 1992 18-34
4. Anderson JC Relations in business markets: exchange episodes, values creation, and empirical assessment J Acad Mark Sci 23 (4) 1995 346-350
5. Anderson JC Narus JA A model of the distributor's perspective of distributor-manufacturer working relationships J Mark 48 (4) 1984 62-74
6. Anderson JC Narus JA A model of distributor firm and manufacturer firm working partnerships J Mark 54 (1) 1990 42-58
7. Anderson JC Hakansson H Johanson J Dyadic business relationships within a business network contex J Mark 58 1994 1-15 October
8. Anderson PF Chambers TM A reward/measurement model of organizational buying behavior J Mark 49 1985 7-23 Spring
9. Avlonitis GJ Gounaris SP Marketing orientation and company performance: industrial versus consumer goods companies Ind Mark Manage 26 1997 385-402
10. Bitner MJ Building service relationships: it's all about promises J Acad Mark Sci 23 (4) 1995 246-251
11. Bonoma TV Major sales: who really does the buying? Harv Bus Rev 1982 111-119 May-June
12. Bonoma TV Johnston WJ The social psychology of industrial buying and selling Ind Mark Manage 17 1978 213-224
13. Bonoma TV Shapiro EG Segmenting the industrial market 1984 Lexington Books Lexington
14. Cadogan JW Diamantopoulos A Narver and Slater, Kohli and Jaworski and the orientation construct: integration and internationalization J Strategic Mark 3 (4) 1995 41-60
15. Choffray JM Lilien GL Assessing response to industrial marketing strategy J Mark 1978 20-31 April
16. Churchill GA A paradigm for developing better measures for marketing constructs J Mark Res 16 (1) 1979 64-73
17. Crosby LA Evans KR Cowles D Relationship quality in services selling: an interpersonal influence perspective J Mark 54 (3) 1990 68-81
18. Dalgic T Dissemination of market orientation in Europe. A conceptual and historical evaluation Int Mark Rev 15 (1) 1998 45-60
19. Day GS The capabilities of market-driven organizations J Mark 58 (4) 1994 37-52
20. Day GS Managing market relationship J Acad Mark Sci 28 (1) 2000 24-30
21. Deng S Dart J Measuring market orientation: a multi-factor. Multi-item approach J Mark Manage 10 1994 725-742
22. Deshpande R Developing a market orientation 1999 Sage Publications Thousand Oaks, CA
23. Deshpande R, Farley JU. Understanding market orientation: a prospectively designed meta-analysis of three market orientation scales. Working paper 96-125, Marketing Science Institute, 1996.
24. Deshpande R Farley JU Measuring market orientation: generalization and synthesis J Mark-Focused Manage 2 (3) 1998 213-232
25. Deshpande R Farley JU Webster J Corporate culture, customer orientation and innovativeness in Japanese firms: a quadrad analysis J Mark 57 (1) 1993 22-27
26. Diamantopoulos A Hart S Linking market orientation and company performance: preliminary evidence on Kohli and Jaworski's framework J Strategic Mark 1 1993 93-121
27. Directory of Industrial Companies and Industrial Supply Services Firms in the Principality of Asturias 1998 Instituto de Fomento Regional del Principado de Asturias Oviedo
28. Dwyer FR Schurr PH Oh S Developing buyer-seller relationships J Mark 51 (2) 1987 11-27
29. Easton G Araujo L Non-economic exchange in industrial networks Axelsson B Easton G Industrial networks: a new view of reality 1992 Routledge London
30. Easton G Araujo L Market exchange, social structures and time Eur J Mark 28 (3) 1994 72-84
31. Eckles RW Business marketing management. Marketing of business products and services 1990 Prentice-Hall International Engelwood Cliffs, NJ
32. El-Ansary AI Stern LW Power measurement in the distribution channel J Mark Res 9 1972 47-52 February
33. Farrell MA Oczkowski E An analysis of the MKTOR and MARKOR measures of market orientation: an Australian perspective Mark Bull 8 1997 30-40
34. Forbis JL Mehta NT Value-based strategies for industrial products Bus Horiz 24 (1) 1981 32-42
35. Ford D The development of buyer-seller relationships in industrial markets Eur J Mark 14 5/6 1980 339-353
36. Ford D Gadde L.-E. Hakansson H. Lundgren A. Snehota I. Turnbull P. Wilson D. Managing business relationships 1998 Wiley Chichester, UK
37. Frazier GL On the measurement of interfirm power in channels of distribution J Mark Res 30 (2) 1993 158-166
38. Frazier GL Rody RC The use of influence strategies in interfirm relationships in industrial product channels J Mark 55 (1) 1991 52-69
39. Frazier GL Gill JD Kale SH Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country J Mark 53 (1) 1989 50-69
40. Ganesan S Determinants of long-term orientation in buyer-seller relationships J Mark 58 (2) 1994 1-19
41. Gaski JF The theory of power and conflict in channels of distribution J Mark 48 (3) 1984 9-29
42. Gaski JF Nevin JR The differential effects of exercised and unexercised power sources in a marketing channel J Mark Res 22 (2) 1985 130-142
43. Gerbing DW Anderson JC An updated paradigm for scale development incorporating unidimensionality and its assessment J Mark Res 25 (2) 1988 186-192
44. Geyskens I Steenkamp JB Kumar N Generalizations about trust in marketing channel relationships using meta analysis Int J Res Mark 15 (3) 1998 223-248
45. Geyskens I Steenkamp JB Kumar N A meta-analysis of satisfaction in marketing channel relationships J Mark Res 36 (2) 1999 223-238
46. Goderis JP Les Mésures de Satisfaction/Insatisfaction des Acheteurs Conférence at Louvain-la Nauve 1995 IAG
47. Gray B Matear S Matheson P Market orientation and performance: implications for managers in developing countries Andersson P.Stockholm: Proceedings of 27th EMAC conference vol. 2 1998 297-314
48. Gray B Matear S Boshoff C Matheson P Developing a better measure of market orientation Eur J Mark 32 9/10 1998 884-903
49. Greenley GE Forms of market orientation in UK companies J Manage Stud 32 (1) 1995 46-66
50. Grönroos C Defining marketing: a market-oriented approach Eur J Mark 23 (1) 1989 52-60
51. Grönroos C Quo vadis marketing? Toward a relationship marketing paradigm J Mark Manage 10 (5) 1994 347-360
52. Grönroos C Relationship marketing: the strategy continuum J Acad Mark Sci 23 (4) 1995 252-254
53. Grönroos C Relationship marketing: strategy and tactical implications Manage Decis 34 (3) 1996 5-14
54. Grönroos C Value-driven relational marketing: from products to resources and competencies J Mark Manage 13 1997 407-419
55. Gummesson E Total relationship marketing 1999 Butterworth-Heinemann Oxford
56. Hair JF Anderson RE Tatham RL Black WC Multivariate data analysis 1998 Prentice-Hall Englewood Cliffs, NJ
57. Hakansson H Snehota I Devoloping relationships in business marketing 1995 Routledge London
58. Hawes J To know me is to trust me Ind Mark Manage 23 1994 215-219
59. Hillier TJ Decision-making in the corporate buying process Ind Mark Manage 1975 99-106 June
60. Hooley G Cox T Fahy J Shipley D Beracs J Snoj B Fonfara K Market orientation in the transition economies of central Europe: tests of the narver and slater market orientation scales Proceedings of 27th EMAC Conference 1998 479-488
61. Hunt SD Nevin JR Power in a channel of distribution: sources and consequences J Mark Res 11 1974 186-193 May
62. Hurley RF Hult GT Innovation, market orientation and organization learning: an integration and empirical examination J Mark 62 (3) 1998 42-54
63. Jaworski BJ Kohli AK Market orientation: antecedents and consequences J Mark 57 (3) 1993 53-70
64. Jaworski BJ Kohli AK Market orientation: review, refinement, and roadmap J Mark-Focused Manage 1 1996 119-135
65. Johnston W Bonoma T The buying center: structure and interaction patters J Mark 45 1981 143-156 Summer
66. Johnston W Bonoma T Purchase process for capital equipment and services Ind Mark Manage 10 1981 253-264
67. Keith JE Jackson DW Crosby LA Effects of alternative types of influence strategies under different channel dependence structures J Mark 54 (3) 1990 30-41
68. Kohli AK Jaworski BJ Market orientation: the construct, research propositions and managerial implications J Mark 54 (2) 1990 1-18
69. Kohli AK Jaworski BJ Kumar A MARKOR: a measure of market orientation J Mark Res 30 (4) 1993 467-477
70. Kumar N Scheer LK Steenkamp JBEM The effects of perceived interdependence on dealer attitudes J Mark Res 32 (3) 1995 348-356
71. Lash ML The complete guide to customer service 1990 Wiley New York
72. Lusch RF Sources of power: their impact on intrachannel conflict J Mark Res 13 (4) 1976 382-390
73. Leigh TW Rethans AJ A script-theoretic analysis of industrial purchasing behavior J Mark 48 1984 22-32 Autumn
74. Marketing Science Institute Research priorities Deshpande R. Foreseeing Marketing J Mark 63 1999 164-167 Special Issue
75. McKenna R Marketing is everything Harv Bus Rev 69 (1) 1991 65-79
76. Metcalf LE Frear CL Krishnan R Buyer-seller relationships: an application of the IMP interaction model Eur J Mark 26 (2) 1992 27-46
77. Michaels RE Day RL Joachimsthaler EA Role stress among industrial buyers: an integrative model J Mark 51 1987 28-45 April
78. Michie DA Sibley SD Channel member satisfaction: controversy resolved J Acad Mark Sci 13 1985 188-205
79. Möller K Halinen-Kaila A Relationship marketing: its disciplinary roots and future directions Proceedings of 27th EMAC Conference vol. 1 1998 289-310
80. Moorman C Zaltman G Deshpande R Relationships between providers and users of market research: the dynamics of trust within and between organizations J Mark Res 29 (3) 1992 314-329
81. Moorman C Deshpande R Zaltman G Factors affecting trust in market research relationship J Mark 57 1993 81-101
82. Morgan RM Hunt SD The commitment-trust theory of relationship marketing J Mark 58 (3) 1994 20-38
83. Narver JC Slater SF The effect of a market orientation on business profitability J Mark 54 (4) 1990 20-35
84. Narver JC Slater FS Tietje B Creating a market orientation J Mark-Focused Manage 2 (3) 1998 241-255
85. Nielson CC An empirical investigation of the role of 'closeness' in industrial buyer-seller relationships Eur J Mark 32 5/6 1998 441-463
86. Nunnally J Psychometric theory 1978 MacGraw-Hill New York
87. O'Neal CR JIT. Procurement and Relationship Marketing Ind Mark Manage 19 1989 55-63
88. Ozanne UB Churchill GA Five dimensions on the industrial adoption process J Mark Res 8 1971 322-328
89. Pelham AM Wilson DT A longitudinal study of the impact of market structure, firm structure, strategy, and market orientation culture on dimensions of small-firm performance J Acad Mark Sci 24 (1) 1996 27-43
90. Ravald A Grönroos C The value concept and relationship marketing Eur J Mark 30 (2) 1996 19-30
91. Robinson PJ Faris CHW Wind Y Industrial buying and creative marketing 1967 Allyn and Bacon Boston
92. Ruekert RW Developing a market orientation: an organizational strategy perspective Int J Res Mark 9 1992 225-245
93. Schuler R A role perception transactional process model for organizational communication-outcome relationships Organ Behav Hum Perform 23 1979 268-291
94. Schurr PH Ozanne JL Influences on exchange processes: buyers' preconceptions of a seller's trustworthiness and bargaining toughness J Consum Res 11 (1) 1985 939-953
95. Selnes F Antecedents and consequences of trust and satisfaction in buyer-seller relationships Eur J Mark 32 3/4 1998 305-322
96. Sharma N Patterson P The impact of communication effectiveness and services quality on relationship commitment in consumer, professional services J Serv Mark 13 (2) 1999 151-170
97. Sheth JN A model of industrial buyer behavior J Mark 37 1973 50-56 October
98. Siguaw JA Simpson PM Baker TL Effects of supplier market orientation on distributor market orientation and the channel relationships J Mark 62 (3) 1998 99-111
99. Skinner SJ Gassenheimer JB Kelley S Cooperation in supplier-dealer relations J Retailing 68 (2) 1992 174-193
100. Slater SF Developing a customer value-based theory of the firm J Acad Mark Sci 25 (2) 1997 162-167
101. Slater SF Narver JC Does competitive environment moderate the market orientation-performance relationship? J Mark 58 (1) 1994 46-55
102. Slater SF Narver JC Market orientation and learning organization J Mark 59 (3) 1995 63-74
103. Spekman R Grohaug K Conceptual and methodological issues in buying center research Eur J Mark 20 1986 50-63
104. Spekman R Stern L Environmental uncertainty and buying group structure: an empirical investigation J Mark 43 1979 54-64 Spring
105. Steinman C Deshpandé R Farley JU Beyond market orientation: when customers and suppliers disagree J Acad Mark Sci 28 (1) 2000 109-119
106. Turnbull PW Wison DT Developing and protecting profitable customer relationship Ind Mark Manage 18 1989 233-238
107. Vázquez R Santos ML Álvarez LI Market orientation, innovation and competitive strategies in industrial firms J Strategic Mark 9 (1) 2001 1-22
108. Vyas N Woodside AG An inductive model of industrial supplier choice processes J Mark 48 1984 30-45 Winter
109. Webster FE The changing role of marketing in the corporation J Mark 56 1992 1-17 October
110. Webster FE Industrial marketing strategy 1991 Wiley New York
111. Webster FE Wind Y A general model for understanding organizational buying behavior J Mark 36 1972 12-19 April
112. Wetzels M Ruyter K Birgelen M The role of marketing: the role of commitment J Bus Ind Mark 13 3/4 1998 406-423
113. Wilson DT An integrated model of buyer-seller relationships J Acad Mark Sci 23 (4) 1995 335-345
114. Wilson DT Vlosky RP Interorganizational information system technology and buyer-seller relationships J Bus Ind Mark 13 (3) 1998 215-234
115. Wind Y Industrial source loyalty J Mark Res 7 (4) 1970 450-457
116. Young LC Wilkinson IF The role of trust and co-operation in marketing channels: a preliminary study Eur J Mark 23 (2) 1989 109-122