Values, trust, and commitment in business-to-business relationships: A comparison of two former Yugoslav markets

International Marketing Review

Volumn 21, Issue 2, 2004, Pages

  Zabkar, Vesna ^a   Brencic, Maja Makovec ^a  

^a UNIVERSITY OF LJUBLJANA   (Slovenia)

Author keywords

Business to business marketing; Croatia; National cultures; Serbia; Trust; Values

Indexed keywords

EID: 3042814124     PISSN: 02651335     EISSN: None     Source Type: Journal    
DOI: 10.1108/02651330410531402     Document Type: Review

References (60)

1. Anderson, J.C. and Narus, J.A. (1984), "A model of the distributor's perspective of distributor-manufacturer working relationships", Journal of Marketing, Vol 48, Fall, pp. 62-74.
2. Brown, J.R., Lusch, R.F. and Nicholson, C.Y. (1995), "Power and relationship commitment their impact on marketing channel member performance", Journal of Retailing, Vol. 7 No. 4, pp. 363-92.
3. Buchanan, B. (1974), "Building organizational commitment the socialization of managers in work organization", Administrative Science Quarterly, Vol. 19, pp. 53346.
4. Clarke, I. III (2001), "Extreme response style in cross-cultural research", International Marketing Review, Vol. 18 No. 3, pp. 301-24.
5. Craig, C.S. and Douglas, S.P. (2001), "Conducting international marketing research in the twenty-first century", International Marketing Review, Vol. 18 No. 1, pp. 80-90.
6. De Mooij, M. (1998), Global Marketing and Advertising: Understanding Cultural Paradoxes, Sage Publications, Thousand Oaks, CA.
7. Douglas, S.P. and Craig, S.C. (1983), International Marketing Research, Prentice-Hall, Englewood Cliffs, NJ.
8. Dvomiković, V. (1939), Karakterobgija Jugoslovena, Kosmos, Beograd.
9. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51, April, pp. 11-27.
10. Easton, G., Zolkiewski, J. and Bettany, S. (2002), "An exploratory taxonomic study of IMP Group conference papers", IMP Group Proceedings of the 18th Annual IMP Conference, Dijon.
11. Ford, D. (Ed.) (1997), Understanding Business Markets: Interaction, Relationships and Networks, The Dryden Press, London.
12. Franicevic, V. (1999), "Privatization in Croatia", Eastern European Economics, Vol. 37 March/April, p. 5.
13. Gambetta, D. (1988), "Can we trust trust?", in Gambette, D. (Ed.), Trust: Making and Breaking Cooperative Relations, Basil Blackwell, Oxford.
14. Gemünden, H.G. (1997), "The development of IMP: an analysis of the Conference Proceedings 1984-1996", in Gemünden, H.G. (Ed.), Relationships and Networks in International Markets, Elsevier Science, Oxford.
15. Gordy, E.D. (1999), The Culture of Power in Serbia: Nationalism and the Destruction of Alternatives, The Pennsylvania State University Press, University Park, PA.
16. Grönroos, C. (1994), "From marketing mix to relationship marketing: towards a paradigm shift in marketing", Management Decision, Vol. 32 No. 2, pp. 4-20.
17. Gundlach, T. and Murphy, P.E. (1993), "Ethical and legal foundations of relational marketing exchange", Journal of Marketing, Vol. 57, October, pp. 35-46.
18. Hair, J.F., Anderson, R.E., Tatham, R.L. and Black, W.C. (1995), Multivariate Data Analysis, Prentice-Hall, Englewood Cliffs, NJ.
19. Hakansson, H. (1982), International Marketing and Purchasing of Industrial Goods, Wiley, New York, NY.
20. Heide, J.B. and John, G. (1992), "Do norms matter in marketing relationships?", Journal of Marketing, Vol. 56, April, pp. 32-44.
21. Hewett, K. and O'Bearden, W. (2001), "Dependence, trust and relational behaviour on the part of foreign subsidiary marketing operations: implications for managing global marketing operations", Journal of Marketing, Vol. 65 No. 4, pp. 51-66.
22. Hofstede, G. (2001), Culture's Consequences: Comparing Values, Behaviours, Institutions, and Organizations across Nations, Sage Publications, London.
23. Huntington, S.P. (1996), The Clash of Civilizations and the Remaking of World Order, Simon & Schuster, London.
24. Jambresic, K.R. and Povrzanovic, M. (Eds) (1996), War, Exile, and Everyday Life: Cultural Perspectives, Institute of Ethnology and Folklore Research, Zagreb.
25. Jap, S.D. (1999), "Pie-expansion efforts: collaboration process in buyer-supplier relationships", Journal of Marketing Research, Vol. 36 No. 4, pp. 461-75.
26. Johnson, J.L. and Cullen, J.B. (2002), "Trust in cross-cultural relationships", in Cannon, M. and Newman, K. (Eds), The Blackwell Handbook of Cross-Cutiural Management, Blackwell Publishers, Oxford.
27. Jones, C. (2001), "A devastated economy", The Banker, Vol. 151, April, p. 64.
28. Joshi, A.W. and Stump, R.L. (1999), "The contingent effect of specific asset investments on joint action in manufacturer-supplier relationships: an empirical test of the moderating role of reciprocal asset investments, uncertainty, and trust",Journal of the Academy of Marketing Science, Vol. 27 No. 3, pp. 291-305.
29. Kalafatis, S.P. and Miller, H. (1997), "A re-examination of the commitment-trust theory", in Gemünden, G.H. (Ed.), Relationships and Networks in Relationship Marketing, Pergamon, London, pp. 213-28.
30. Kim, K. and Frazier, G.L. (1997), "On distributor commitment in industrial channels of distribution: a multicomponent approach", Psychology and Marketing, Vol. 14 No. 8, pp. 847-77.
31. Kluckhohn, C. (1951), "The study of culture", in Lerner, D. and Lasswell, H.D. (Eds), The Policy Sciences, Stanford University Press, Stanford, CA.
32. Kluckhohn, C. (1967), "Values and value-orientations in the theory of action: an exploration in definition and classification", in Pearsons, T. and Shils, E.A. (Eds), Toward a General Theory of Action, Harvard University Press, Cambridge, MA.
33. Levitt, T. (1983), "The globalization of markets", Harvard Business Review, Vol. 61, May/June, pp. 92-102.
34. Macneil, I.R. (1980), The New Social Contract: An Inquiry into Modern Contractual Relations, Yale University Press, New Haven, CT.
35. Malhotra, N.K. and Bartels, B.C. (2002), "Overcoming the attribute prespecification bias in international marketing research by using non-attribute-based correspondence analysis", International Marketing Review, Vol. 19 No. 1, pp. 65-79.
36. Malhotra, N.K., Agarwal, J. and Peterson, M. (1996), "Methodological issues in cross-cultural marketing research: a state-of-the-art review", International Marketing Review, Vol. 13 No. 5, pp. 7-43.
37. Mattsson, L.G. (1997), "'Relationship marketing' and the 'markets as networks approach' - a comparative analysis of two evolving streams of research", Journal of Marketing Management, Vol. 13, July, pp. 447-62.
38. Möller, K. and Halinen, A. (2000), "Relationship marketing theory: its roots and direction", Journal of Marketing Management, Vol. 16, pp. 29-54.
39. Morgan, R.M. and Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58, July, pp. 20-38.
40. Mowday, R.T., Porter, L.W. and Steers, R.M. (1982), Employee-Organisation Linkages: The Psychology of Commitment, Absenteeism and Turnover, Academic Press, New York, NY.
41. O'Malley, L. and Tynan, C. (1997), "A reappraisal of the relationship marketing constructs of commitment and trust", paper presented at AMA Relationship Marketing Conference, Dublin.
42. Palmer, A. (2000), "Cultural influences on relationship marketing", in Hennig-Thurau, T. and Hansen, U. (Eds), Relationship Marketing: Gaining Competitive Advantage through Customer Satisfaction and Customer Retention, Springer, Berlin, pp. 271-8.
43. Prasnikar, J. (Ed) (2001), Lasivi in Priložnosti na Trgih Nekdanje Jugoslavije (Challenges and Opportunities on Ex-Yugoslav Markets), Finance, Ljubljana.
44. Ravald, A. and Grönroos, C. (1996), "The value concept in relationship marketing", European Journal of Marketing, Vol. 30 No. 2, pp. 19-30.
45. Rokeach, M. (1972), Beliefs, Attitudes and Values: A Theory of Organization and Change, Jossey-Bass, San Francisco, CA.
46. Rokeach, M. (1973), The Nature of Human Values, Free Press, New York, NY.
47. Samiee, S. and Walters, P.G.P. (2003), "Relationship marketing in an international context: a literature review", International Business Review, Vol. 12, pp. 193-214.
48. Schwarte, S.H. and Sagiv, L. (1995), "Identifying culture specifics in the content and structure of values", Journal of Cross-Cultural Psychobgy, Vol. 26, pp. 92-116.
49. Sharma, N., Young, I. and Wilkinson, I. (2001), "The structure of relationship commitment in rnterfirm relationships", IMP Group Proceedings of the 17th Annual IMP Conference, Oslo, p. 14.
50. Shoham, A. (1995), "Global marketing standardization", Journal of Global Marketing, Vol. 9, pp. 91-119.
51. Shoham, A (2002), "Standardization of international strategy and export performance: a mete-analysis", Journal of Global Marketing, VoL 16 No. 1/2, pp. 97-120.
52. Smith, P.B. and Bond, M.H. (1993), Social Psychology across Cultures -Analysis and Perspectives, Harvester Wheatsheaf, London.
53. Steenkamp, J.-B.E.M. (2001), "The role of national culture in international marketing research", International Marketing Review, Vol. 18 No. 1, pp. 30-44.
54. Triandis, H.C. (2002), "Generic individualism and collectivism", in Cannon, M.J. and Newman, K.L. (Eds), The Blackwell Handbook of Cross-Cultural Management, Blackwell, London, pp. 16-45.
55. Trompenaars, F. and Hampden-Turner, C. (1999), Riding the Waves of Culture, Nicholas Brealey Publishing, London.
56. West, R. (2001), Black Lamb and Grey Falcon: A Journey through Yugoslavia, Canongate Classics, Edinburgh.
57. Wilson, D.T. (1995), "An integrated model of buyer-seller relationships", Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 335-45.
58. Wilson, D.T. and Möller, K.E. (1991), "Buyer-seller relationships: alternative conceptualisations", in Paliwoda, S. (Ed.), New Perspectives in International Marketing, Routledge, London, pp. 87-107.
59. Wimmer, A. and Mandjak, T. (2002), "Business relationships as value drivers?", IMP Group Proceedings of 18th Annual IMP Conference, Dijon, p. 154.
60. Zupanov, J. (1998), "Business ethics in the Croatian economy", Journal of Contemporary Management Issues, Vol. 3 No. 2, pp. 37-53.