Developing relational exchange: Effectiveness and power

European Journal of Marketing

Volumn 36, Issue 1-2, 2002, Pages 211-230

  Rokkan, Aksel I ^a   Haugland, Sven A ^a  

^a NORWEGIAN SCHOOL OF ECONOMICS   (Norway)

Author keywords

Norway; Retail trade; Supply chain

Indexed keywords

EID: 20444486031     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560210412764     Document Type: Article

References (41)

1. Albanese, R. and Fleet, D. (1985), “Rational behavior in groups: the free‐riding tendency”, Academy of Management Review, Vol. 10 No. 2, pp. 244‐55.
2. Anderson, E. and Weitz, B.A. (1989), “Determinants of continuity in conventional industrial channel dyads”, Marketing Science, Vol. 8 No. 4, pp. 310‐23.
3. F. Andhøy AS. (1992), Kjederapporten, F. Andhøy, Oslo.
4. Axelrod, R. (1984), The Evolution of Cooperation, Basic Books New York, NY.
5. Child, J. (1972), “Organization structure and strategies of control: a replication of the Aston study”, Administrative Science Quarterly, Vol. 17, pp. 163‐77.
6. Dwyer, F.R. and Oh, S. (1988), “A transaction‐cost perspective on vertical contractual structure and interchannel competitive strategies”, Journal of Marketing, Vol. 52 No. 2, pp. 21‐34.
7. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), “Developing buyer‐seller relationships”, Journal of Marketing, Vol. 51 No. 2, pp. 11‐27.
8. Dyer, J.F. and Singh, H. (1998), “The relational view: cooperative strategy and sources of interorganizational competitive advantage”, Academy of Management Review, Vol. 23 No. 4, pp. 660‐79.
9. Emerson, R.M. (1962), “Power‐dependence relations”, American Sociological Review, Vol. 27, pp. 31‐41.
10. Flipo, J.P. (1986), “Service firms – interdependence of external and internal marketing strategies”, European Journal of Marketing, Vol. 20 No. 8, pp. 5‐14.
11. Ford, D. and Thomas, R. (1995), “Omega: network perceptions and network learning”, in Håkansson, H. and Snehota, I. (Eds), Developing Relationships in Business Networks, Routledge, London,pp. 221‐31.
12. Ganesan, S. (1994), “Determinants of long‐term orientation in buyer‐seller relationships”, Journal of Marketing, Vol. 58 No. 2, pp. 1‐19.
13. Gundlach, G.T. and Cardotte, E.R. (1994), “Exchange interdependence and interfirm interaction: research in a simulated channel setting”, Journal of Marketing Research, Vol. 31 No. 4, pp. 516‐32.
14. Gundlach, G.T., Achrol, R.S. and Mentzer, J.T. (1995), “The structure of commitment in exchange”, Journal of Marketing, Vol. 59 No. 1, pp. 78‐92.
15. Håkansson, H. and Snehota, I. (1995), Developing Relationships in Business Networks, Routledge, London.
16. Heide, J.B. (1994), “Interorganizational governance in marketing channels”, Journal of Marketing, Vol. 58 No. 1, pp. 71‐85.
17. Heide, J.B. and John, G. (1988), “The role of dependence balancing in safeguarding transaction‐specific assets in conventional channels”, Journal of Marketing, Vol. 52 No. 1, pp. 20‐35.
18. Heide, J.B. and Miner, A.S. (1992), “The shadow of the future: effects of anticipated interaction and frequency of contact on buyer‐seller cooperation”, Academy of Management Journal, Vol. 35 No. 2, pp. 265‐91.
19. Johanson, J. and Mattsson, L.G. (1987), “Interorganizational relations in industrial systems: a network approach compared with the transaction‐cost approach”, International Studies of Management and Organization, Vol. 17 No. 1, pp. 34‐48.
20. John, G. (1984), “An empirical investigation of some antecedents of opportunism in a marketing channel’’, Journal of Marketing Research, Vol. 21 No. 3, pp. 278‐89.
21. Kaufmann, P.J. and Dant, R.P. (1992), “The dimensions of commercial exchange”, Marketing Letters, May, pp. 171‐85.
22. Kaufmann, P.J. and Stern, L.W. (1988), “Relational exchange norms, perceptions of unfairness, and retained hostility in commercial litigation”, Journal of Conflict Resolution, Vol. 32 No. 3, pp. 534‐52.
23. Kumar, N., Scheer, L.K. and Steenkamp, J.B.E.M. (1995), “The effects of perceived interdependence on dealer attitudes”, Journal of Marketing Research, Vol. 32 No. 3, pp. 348‐56.
24. Kutschker, M. (1982), “Power and dependence in industrial marketing”, in Håkansson, H. (Ed.), International Marketing and Purchasing of Industrial Goods: An Interaction Approach, John Wiley, Chichester, pp. 369‐80.
25. Lax, D.A. and Sebenius, J.K. (1986), The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain, The Free Press, New York, NY.
26. Lusch, R.F. and Brown, J.R. (1996), “Interdependency, contracting and relational behavior in marketing channels”, Journal of Marketing, Vol. 60 No. 4, pp. 19‐38.
27. Macaulay, S. (1963), “Non‐contractual relations in business: a preliminary study”, American Sociological Review, Vol. 28, February, pp. 55‐69.
28. Macneil, I.R. (1980), The New Social Contract, Yale University Press, New Haven, CT.
29. Noordewier, T.G., John, G. and Nevin, J.R. (1990), “Performance outcomes of purchasing arrangements in industrial buyer‐vendor relationships”, Journal of Marketing, Vol. 54 No. 4, pp. 80‐93.
30. Olson, M. (1965), The Logic of Collective Action, Harvard University Press, Cambridge, MA.
31. Perlman, D. and Cozby, P.C. (1983), Social Psychology, Holt, Rinehart & Winston, New York, NY.
32. Pfeffer, J. and Salancik, G. (1978), The External Control of Organizations: A Resource Dependence Perspective, Harper & Row, New York, NY.
33. Phillips, L.W. (1981), “Assessing measurement error in key informant reports: a methodological note on organizational analysis in marketing”, Journal of Marketing Research, Vol. 18 No. 4, pp. 395‐415.
34. Pilling, B.K., Crosby, L.A. and Jackson, D.W. Jr (1994), “Relational bonds in industrial exchange: an experimental test of the transaction cost economic framework”, Journal of Business Research, Vol. 30 No. 3, pp. 237‐51.
35. Ring, P.S. and van de Ven, A.H. (1994), “Development processes of cooperative interorganizational relationships”, Academy of Management Review, Vol. 19 No. 1, pp. 90‐118.
36. Simpson, J.T. and Mayo, D.T. (1997), “Relationship management: a call for fewer influence attempts?”, Journal of Business Research, Vol. 39 No. 3, pp. 209‐18.
37. Stern, L.W. and Reve, T. (1980), “Distribution channels as political economies: a framework for comparative analysis”, Journal of Marketing, Vol. 44 No. 3, pp. 52‐64.
38. Williamson, O.E. (1975), Markets and Hierarchies, The Free Press, New York, NY.
39. Williamson, O.E. (1985), The Economic Institutions of Capitalism, The Free Press, New York, NY.
40. Heide, J.B. and John, G. (1991), “Measurement issues in research on inter‐firm relationships”, in Wilson, D.T. and Moller, K. (Eds), Business Marketing: An Interaction and Network Perspective, PWS‐Kent, Boston, MA.
41. Heide, J.B. and John, G. (1992), “Do norms matter in marketing relationships?”, Journal of Marketing, Vol. 56 No. 2, pp. 32‐44.