Modeling uncertainty in buyer-seller cooperation

Journal of Business Research

Volumn 56, Issue 12, 2003, Pages 961-970

  Eriksson, Kent ^a   Sharma, D Deo ^b,c  

^a SÖDERTÖRN UNIVERSITY   (Sweden)

^b STOCKHOLM SCHOOL OF ECONOMICS   (Sweden)

^c Department of International Economics and Management   (Denmark)

Author keywords

Context; Cooperation; Decision; Relationship; Uncertainty

Indexed keywords

EID: 0041363269     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(01)00331-9     Document Type: Article

References (52)

1. Achrol RS Stern LW Environmental determinants of decision-making uncertainty in marketing channels J Mark Res 25 1988 36-50 Feb
2. Alter C Hage J Organizations working together 1993 Sage Newbury Park, CA
3. Anderson JC Narus JA A model of distributor firm and manufacturer firm working partnerships J Mark 54 1990 42-58 January
4. Anderson E Weitz B The use of pledges to build and sustain commitment in distribution channels J Mark Res 29 1992 18-34
5. Anderson JC Håkansson H Johanson J Dyadic business relationships within a business network context J Mark 58 1994 1-15 October
6. Argyris C Schon D Organizational learning: a theory of action perspective reading 1978 Addison-Wesley Massachusetts
7. Axelrod R The evolution of cooperation 1984 Basic Books New York
8. Barney JB The resource based theory of the firm Organization science 7 1996 469-481 Sep/Oct
9. Blankenburg Holm D Eriksson K Johanson J Creating value through business network relationships Strategic Manage J 20 1999 467-486
10. Bollen KA Structural equations with latent variables 1989 Wiley New York, NY
11. Cohen WM Levinthal DA Absorptive capacity: a new perspective on learning and innovation Adm Sci Q 35 1990 128-152
12. Cook KS Emerson RM The distribution of power in exchange networks: theory and experimental results Am J Sociology 89 2 1983 275-305
13. Cyert RM March JG A behavioural theory of the firm 1963 Prentice-Hall New York
14. Das TK. Teng B-S. Risk types and inter-firm alliance structures J Manage Stud 33 6 1996 827-843
15. Dyer JH Singh H The relational view: cooperative strategy and sources of interorganizational competitive advantage Acad Manage Rev 23 2 1998 660-679
16. Ford D editor. Understanding business Markets: interaction, relationships and networks 1996 Academic Press San Diego
17. Frazier GL Summers JO Interfirm influence strategies and their application within distribution channels J Mark 48 1984 43-59 summer
18. Galbraith J Competing with flexible lateral organizations 1994 Addison-Wesley Reading, MA
19. Grönroos C Service management and marketing: a customer relationship management approach 2000 Wiley Chichester, UK
20. Gulati R Does familiarity breed trust? The implication of repeated ties for contractual choice in alliances Acad Manage J 38 1995 85-112
21. Gundlach GT Achrol RS Mentzer JT The structure of commitment in exchange J Mark 59 1995 78-92 January
22. Håkanson H Johanson J Wootz B Influence tactics in buyer-seller processes Ind Mark Manage 4 6 1976 319-332
23. Hallén L Seyed-Mohamed N Johanson J Interfirm adaptation in business relationships J Mark 55 1991 29-37 April
24. Heide JB Miner AS The shadow of the future: effects of anticipated interaction and frequency of contact on buyer-seller cooperation Acad Manage J 35 1992 265-290 June
25. Iacobucci D Network models of the diffusion of innovations J Mark 60 1996 134-149 July
26. Jöreskog K-G Sörbom D LISREL 8: structural equation modeling with the SIMPLIS command language 1993 Lawrence Erlbaum Associates Publishers Hillsdale, NJ
27. Kogut B The stability of joint ventures: reciprocity and competitive rivalry J Ind Econ 38 1989 183-198
28. Kotter JP The psychological contract: managing the joining up process Calif Manage Rev 15 3 1973 91-93
29. Lawrence PL Organization and environment perspective In: Van De Ven AH Joyce WF editors. Perspectives on organization design and behavior 1981 67-103 Wiley New York
30. Lawrence PL Lorsch J Organizations and environment 1967 Harvard Univ. Press Boston, MA
31. Leblebici H Salancik GR Effects of environmental uncertainty on information and decision processes in banks Adm Sci Q 26 1981 578-596 December
32. MacCrimmon KR Wehrung DA Taking risks: the management of uncertainty 1986 Free Press New York
33. Macneil IR The new social contract, an inquiry into modern contractual relations 1980 Yale Univ. Press New Haven, CT
34. March J Olsen P Ambiguity and choice in organizations 1976 Universitetsforlaget Bergen
35. March JG Shapira Z Managerial perspective on risk and risk taking Manage Sci 33 1987 1404-1418
36. McNamara G Bromiley P Decision making in an organizational setting: cognitive and organizational influences on risk assessment in commercial lending Acad Manage J 40 5 1997 1063-1088
37. Morgan RM Hunt SD The commitment-trust theory of relationship marketing J Mark 58 1994 20-38 July
38. Nelson RR Winter SG An evolutionary theory of economic change 1982 Belknap Press Cambridge, MA
39. Ouchi WG Markets, bureaucracies, and clans Adm Sci Q 25 1980 129-142
40. Parkhe A Interfirm diversity, organizational learning, and longevity in global strategic alliances J Int Bus Stud 22 4 1991 579-601
41. Prahalad CK Hamel G The core competence of the corporation Harv Bus Rev 68 3 1990 79-91
42. Ring PS Van de Ven AH Structuring cooperative relationships between organizations Strategic Manage J 13 1992 483-498
43. Schein EH Organizational psychology 3rd ed 1965 Prentice-Hall Englewood Cliffs, NJ
44. Schein EH Organization culture and leadership 1985 Sage San Francisco, CA
45. Sharma DD A model for governance in international strategic alliances J Bus Ind Mark 13 6 1998 511-528
46. Simon HA Administrative behavior: a study of decision-making processes in administrative organizations 1945 Free Press New York, NY
47. Thompson JD Organizations in action 1967 McGraw-Hill New York
48. Van de Ven AH Walker G The dynamics of inter-organizational coordination Adm Sci Q 29 1984 598-621
49. Weick K The social psychology of organizing 1969 Addison-Wesley Reading, MA
50. Williamson OE The economic institutions of capitalism: firms markets, relational contracting 1985 Free Press New York
51. Zeithaml V Berry LL Parasuraman A A communication and control processes in the delivery of service quality J Mark 52 1988 35-48 April
52. Zucker LG The role of institutionalization in cultural persistance In: Powell WW DiMaggio PJ editors. The new institutionalism in organizational analysis 1991 83-107 The University of Chicago Press Chicago, IL