The nature of interfirm partnering in supply chain management

Journal of Retailing

Volumn 76, Issue 4, 2000, Pages 549-568

  Mentzer, John T ^a   Min, Soonhong ^b   Zacharia, Zach G ^c  

^a UNIVERSITY OF TENNESSEE   (United States)

^b GEORGIA SOUTHERN UNIVERSITY   (United States)

^c TEXAS CHRISTIAN UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0141624761     PISSN: 00224359     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0022-4359(00)00040-3     Document Type: Article

References (95)

1. Achrol, Ravi S., Lisa K. Scheer, and Louis W. Stern. (1990). "Designing Successful Transorganizational Marketing Alliances," Report No. 90-118, Cambridge, MA: Marketing Science Institute.
2. Achrol Ravi S. Evolution of the Marketing Organization New Forms for Turbulent Environments. Journal of Marketing. 55:(October):1991;77-93.
3. Achrol Ravi S. Changes in the Theory of Interorganizational Relations in Marketing Toward a Network Paradigm. Journal of the Academy of Marketing Science. 25:(1):1997;56-71.
4. Anderson Erin, Weitz Barton. Determinants of Continuity in Conventional Industrial Channel Dyads. Marketing Science. 8:(Fall):1989;310-323.
5. Anderson James C., Narus James A. A Model of Distributor Firm and Manufacturing Firm Working Partnership. Journal of Marketing. 54:(January):1990;42-58.
6. Andraski Joseph C. Leadership in Logistics. Journal of Business Logistics. 19:(2):1998;3-11.
7. Barney Jay B. Firm Resources and Sustained Competitive Advantage. Journal of Management. 17:(March):1991;99-120.
8. Bowersox Donald J. The Strategic Benefits of Logistics Alliances. Harvard Business Review. 68:(July/August):1990;36-45.
9. Bowersox Donald J., Daugherty Patricia J. Logistics Paradigms The Impact of Information Technology. Journal of Business Logistics. 16:(1):1995;65-80.
10. Bowersox Donald J., Closs David C. Logistical Management The Integrated Supply Chain Process. 1996;The McGraw-Hill Companies, McGraw-Hill Series in Marketing. New York.
11. Buchanan Lauranne. Vertical Trade Relationships The Role of Dependence and Symmetry in Attaining Organizational Goals. Journal of Marketing Research. 29:(February):1992;65-75.
12. Bucklin Louis P., Sengupta Sanjit. Organizing Successful Co-Marketing Alliances. Journal of Marketing. 57:(April):1993;32-46.
13. Cooper Martha C., Ellram Lisa M. Characteristics of Supply Chain Management and the Implications for Purchasing and Logistics Strategy. Internal Journal of Logistics Management. 4:(2):1993;13-24.
14. Cooper Martha C., Ellram Lisa M., Gardner John T., Hanks Albert M. Meshing Multiple Alliances. Journal of Business Logistics. 18:(1):1997;67-89.
15. Cooper Martha C., Lambert Douglas M., Pagh Janus D. Supply Chain Management More Than a New Name for Logistics. The International Journal of Logistics Management. 8:(1):1997;1-14.
16. Day George S., Wensley Robin. Assessing Advantage A Framework for Diagnosing Competitive Superiority. Journal of Marketing. 52:(April):1988;1-20.
17. Day George S. Advantageous Alliances. Journal of the Academy of Marketing Science. 23:(4):1995;297-300.
18. Deshpande Rohit, Webster Frederick E. Jr. Organizational Culture and Marketing Defining the Research Agenda. Journal of Marketing. 53:(January):1989;3-15.
19. Dowst, Somerby. (1988). "Quality Suppliers: The Search Goes On," Purchasing, (January, 28): 94A4-12.
20. Drozdowski, Ted E. (1986). "At BOC They Start With the Product," Purchasing, (March, 13):62B5-11.
21. Dwyer F. Robert, Schurr Paul H., Oh Sejo. Developing Buyer-Seller Relationships. Journal of Marketing. 51:(April):1987;11-27.
22. Dwyer F. Robert, Tanner John. Business Marketing Connecting Strategy, Relationships, and Learning. 1999;The McGraw-Hill Companies, New York.
23. Dyer Jeffrey H., Ouchi William G. Japanese-Style Partnerships Giving Companies a Competitive Edge. Sloan Management Review. 35:(Fall):1993;51-63.
24. Ellram Lisa M., Cooper Martha C. Supply Chain Management, Partnerships, and the Shipper-Third Party Relationship. The International Journal of Logistics Management. 1:(2):1990;1-10.
25. Ellram Lisa M., Krause D.R. Supplier Partnerships in Manufacturing Versus Non-manufacturing Firms. The International Journal of Logistics Management. 5:(1):1994;45-53.
26. Emerson Richard M. Power-Dependence Relations. American Sociological Review. 27:(February):1962;31-41.
27. Emmelhainz Margaret A., Gardner John T. So You Think You Want a Partner? Marketing Management. 5:(Summer):1996;25-41.
28. Fawcett Stanley E., Calantone Roger, Smith Sheldon R. An investigation of the Impact of Flexibility on Global Reach and Firm Performance. Journal of Business Logistics. 17:(2):1996;167-196.
29. Felton Arthur P. Marketing the Marketing Concept Work. Harvard Business Review. 37:(July/August):1959;55-65.
30. Fliedner G., Vokurka R.J. Agility Competitive Weapon of the, 1990's and Beyond. Production and Inventory Management Journal. 38:(3):1997;19-24.
31. Frazier Gary L., Spekman Robert E., O'Neal Charles R. Just-In-Time Exchange Relationships in Industrial Markets. Journal of Marketing. 52:(October):1988;52-67.
32. Ganesan Shankar. Determinants of Long-term Orientation in Buyer-Seller Relationships. Journal of Marketing. 58:(April):1994;1-19.
33. Gentry Julie J. The role of Carriers in Buyer-Supplier Strategic Partnerships A Supply Chain Management Approach. Journal of Business Logistics. 17:(2):1996;35-55.
34. World Class Logistics The Challenge of Managing Continuous Change. 1995;Council of Logistics Management, Oak Brook, IL.
35. Grimm C. M. and K. G. Smith. (1997). Strategy as Action: Industry Rivalry and Coordination, Cincinnati, OH: Southwestern College Publishing.
36. Gundlach Gregory T., Achrol Ravi S., Mentzer John T. The Structure of Commitment in Exchange. Journal of Marketing, 59:(January):1995;78-92.
37. Hambrick Donald C., Mason Phyllis A. Upper Echelons The Organization as a Reflection of its Top Managers. Academy of Management Review. 9:(2):1984;193-206.
38. Hamel Gary, Prahalad C.K. Do You Really Have a Global Strategy. Harvard Business Review. 63:(July/August):1985;139-148.
39. Hitt, Michael A., Duane R. Ireland, and Robert E. Hoskisson. (1999). Strategic Management. Cincinnati, Ohio: Southwestern College Publishing.
40. Jaworski Bernard J., Kohli Ajay K. Market Orientation Antecedents and Consequences. Journal of Marketing. 57:(July):1993;53-70.
41. Johnson Jean L., Raven Peter V. Relationship Quality Satisfaction and Performance in Export Marketing Channels. Journal of Marketing Channels. 5:(3/4):1996;19-48.
42. Johnson Jean L. Strategic Integration in Industrial Distribution Channels Managing the Interfirm Relationship as a Strategic Asset. Journal of the Academy of Marketing Science. 27:(1):1999;4-18.
43. Johnston Russell, Lawrence Paul R. Beyond Vertical Integration - The Rise of the Value-Adding Partnership. Harvard Business Review. 66:(July/August):1988;94-101.
44. Kahn Kenneth B., Mentzer John T. EDI and EDI Alliances Implications for the Sales Forecasting Function. Journal of Marketing Theory and Practice. 4:(No. 2):1996;72-78.
45. Kanter Rosabeth Moss. Transcending Business Boundaries 12,000 World Managers View Change. Harvard Business Review. 69:(May/June):1991;151-154.
46. Kanter, Rosabeth Moss. (1994). "Collaborative Advantage," Harvard Business Review, (July-August): 96-108.
47. th Ed. Englewood Cliffs, NJ: Prentice-Hall.
48. Kotter J.P. A Force for Change How Leadership Differs from Management. 1990;Free Press, New York, NY.
49. Kumar Nirmalya, Scheer Lisa K., Steenkamp Jan-Benedict E.M. The Effects of Perceived Interdependence on Dealer Attitudes. Journal of Marketing Research. 32:(August):1995;348-356.
50. Lambe C. Jay, Spekman Robert. E. Alliances, External Technology Acquisition, and Discontinuous Technological Change. Journal of Product Innovation Management. 14:(2):1997;102-116.
51. rd ed. Homewood, IL: Dow Jones and Irwin.
52. Larsen Paul D., Lusch Robert F. Quick Response Retail Technology Integration and Performance Measurement. The International Review of Retail, Distribution and Consumer Research. 30:1990;111-118.
53. Lawler Edward J., Bacharach Samuel B. Comparison of Dependence and Punitive Forms of Power. Social Forces. 66:(2):1987;446-462.
54. Magrath Allan J., Hardy Kenneth G. Building Customer Partnerships Strengthening the Foundation for Customer Relations in Business-to-Business Relationships. Business Horizons. 37:(1):1994;24.
55. Magretta Joan. Fast, Global, and Entrepreneurial Supply Chain Management, Hong Kong Style, An Interview with Victor Fung. Harvard Business Review. 76:(September/October):1998;103-114.
56. Magretta Joan. The Power of Virtual Integration An Interview with Dell Computer's Michael Dell. Harvard Business Review. 76:(March/April):1998;73-84.
57. Main, Jeremy. (1990). "Making Global Alliances Work," Fortune, (December, 17):121-126.
58. Mentzer, John T. (1999). "Supplier Partnering," Pp. 457-477 in Handbook of Relationship Marketing. Jagdish N. Sheth and Atul Parvatiyar (Eds.). Thousand Oaks, CA: Sage Publications, Inc.
59. Mentzer, John T., William J. DeWitt, James S. Keebler, Soonhong Min, Nancy W. Nix, Carlo D. Smith, and Zach G. Zacharia., "What is Supply Chain Management?" Unpublished Working Paper. 1999, The University of Tennessee, Knoxville, TN.
60. Mohr Jakki, Nevin John R. Communication Strategies in Marketing Channels A Theoretical Perspective. Journal of Marketing. 54:(October):1990;36-51.
61. Mohr Jakki, Spekman Robert E. Characteristics of partnership success Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques. Strategic Management Journal. 15:(2):1994;35-152.
62. Monczka Robert, Trent Robert, Handfield Robert. Purchasing and Supply Chain Management. 1998;South-Western College Publishing, Cincinnati, OH.
63. Moorman Christine, Deshpande Rohit, Zaltman Gerald. Factors Affecting Trust in Market Research Relationships. Journal of Marketing. 57:(January):1993;81-101.
64. Moran, William T. (1984). "Research on Discrete Consumption Markets Can Guide Resource Shifts," Marketing News. (May, 15):4.
65. Morgan Robert, Hunt Shelby. The Commitment-Trust Theory of Relationship Marketing. Journal of Marketing. 58:(Summer):1994;20-38.
66. Novack Robert A., Langley C. John Jr, Rinehart Lloyd M. Creating Logistics Value Themes for the Future. 1995;Council of Logistics Management, Oak Brook, IL.
67. Osborn Richard N., Baughn C. Christopher. Forms of Interorganizational Governance for Multiple Alliances. Academy of Management Journal. 33:(3):1990;503-519.
68. Pfeffer Jeffrey, Salancik Gerald R. The External Control of Organizations A Resource Dependence Perspective. 1978;Harper and Row, New York.
69. Porter Michael E. Competitive Strategy Techniques for Analyzing Industries and Competitors. 1980;The Free Press, New York.
70. Porter Michael E. Competitive Advantage Creating and Sustaining Superior Performance. 1985;The Free Press, New York.
71. Reijnders Will J.M., Verhallen Theo M.M. Strategic Alliances Among Small Retailing Firms Empirical Evidence for the Netherlands. Journal of Small Business Management. 34:(1):1996;36-45.
72. Rukert Robert W., Walker Orville C. Jr. Marketing's Interaction With Other Functional Units A Conceptual Framework and Empirical Evidence. Journal of Marketing. 51:(January):1987;1-19.
73. Sanchez Ronald. Strategic Flexibility, Firm Organization, and Managerial Work in Dynamic Markets A Strategic-Options Perspective. Advances in Strategic Management. 9:1993;251-291.
74. Schonberger Richard J., El-Ansary Adel. Just-In-Time Purchasing Can Improve Quality. Journal of Purchasing and Materials Management. 20:(Spring):1984;1-7.
75. Schulz, David P. (1985). "Just-In-Time Systems," Stores, (April): 28-31.
76. Schurr Paul H., Ozanne Julie L. Influences on Exchange Processes Buyer' Perceptions of a Seller's Trustworthiness and Bargaining Toughness. Journal of Consumer Research. 11:(March):1985;939-953.
77. Sheth N. Jagdish and Atul Parvatiyar (1992). "Towards a Theory of Business Alliance Formation," Scandinavian International Business Review, 1 (3): 71-87.
78. Smith J. Brick, Barclay Donald W. The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships. Journal of Marketing. 61:(January):1997;3-21.
79. Spekman Robert E., Kamauff John W. Jr, Myhr Niklas. An Empirical Investigation into Supply Chain Management A Perspective on Partnerships. International Journal of Physical Distribution and Logistics Management. 28:(8):1998;630-650.
80. Stalk George, Evans Philip, Shulman Lawrence E. Competing on Capabilities The New Rules of Corporate Strategy. Harvard Business Review. 70:(March/April):1992;57-69.
81. Stern Louis W., Reve Torger. Distribution Channels as Political Economies A framework for comparative Analysis. Journal of Marketing. 44:(Summer):1980;52-64.
82. th ed. Englewood Cliffs, NJ: Prentice Hall.
83. Sullivan Jeremiah, Peterson Richard B. Factors Associated with Trust in Japanese-American Joint Ventures. Management International Review. 22:1982;30-40.
84. Thomas, Kenneth. (1976). "Conflict and Conflict Management," Pp. 889-935 in Handbook of Industrial and Organizational Psychology. M. D. Dunnette (Ed). Chicago, IL: Rand McNally.
85. Thorelli Hans. Networks Between Markets and Hierarchies. Strategic Management Journal. 7:(January/February):1986;37-51.
86. Tosti D., Jackson S. Alignment How It Works and Why It Matters. Training. 31:(April):1990;58-64.
87. Treleven Mark. Single Sourcing A Management Tool for the Quality Supplier. Journal of Purchasing and Materials Management. 23:(Spring):1987;19-24.
88. Van De Ven Andrew H., Ferry Diane L. Measuring and Assessing Organizations. 1980;John Wiley and Sons, Inc, New York.
89. Varadarajan P. Rajan, Cunningham Margaret H. Strategic Alliances A Synthesis of Conceptual Foundation. Journal of the Academy of Marketing Science. 23:(4):1995;282-296.
90. VICS. (1998). "Collaborative Planning, Forecasting, and Replenishment," Collaborative Planning, Forecasting, and Replenishment Website (www.cpfr.org).
91. Wasti, S. Nazli and Jeffrey K. Liker (1997). "Risky Business or Competitive Power? Supplier Involvement in Japanese Product Design," Journal of Product Innovation Management, 14 (5): 337-355.
92. Webster Frederick E. Jr. Rediscovering the Marketing Concept. Business Horizons. 31:(May-June):1988;29-39.
93. Webster Frederick E. Jr. The Changing Role of Marketing in the Corporation. Journal of Marketing. 56:(October):1992;1-17.
94. Wilson David T., Mummalaneni Venkat. Bonding and Commitment in Supplier Relationship A Preliminary Conceptualization. Industrial Marketing and Purchasing. 1:(3):1986;44-58.
95. Wilson David T. An Integrated Model of Buyer-Seller Relationships. Journal of the Academy Marketing Science. 23:(4):1995;335-345.