Coordinating collaborative joint efforts with suppliers: The effects of trust, transaction specific investment and information network in the Dutch flower industry

Supply Chain Management

Volumn 11, Issue 3, 2006, Pages 216-224

  Claro, Danny Pimentel ^a   De Oliveira Claro, Priscila Borin ^a   Hagelaar, Geoffrey ^a  

^a WAGENINGEN UNIVERSITY   (Netherlands)

Author keywords

Buyer supplier relationships; Personal communication networks; Supply chain management; The Netherlands

Indexed keywords

EID: 33744735023     PISSN: 13598546     EISSN: None     Source Type: Journal    
DOI: 10.1108/13598540610662112     Document Type: Article

References (36)

1. Aiken, L. and West, S. (1991), Multiple Regression: Testing and Interpreting Interactions, Sage Publications, Newbury Park, CA.
2. Akerlof, G.A. (1970), "The market for lemons: quality uncertainty and the market mechanism", Quarterly Journal of Economics, Vol. 84, pp. 488-500.
3. Anderson, E. and Weitz, B. (1989), "Determinants of continuity in conventional industrial channel dyads", Market Science, Vol. 8 No. 4, pp. 310-23.
4. Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working partnerships", Journal of Marketing, Vol. 54, January, pp. 42-58.
5. Anderson, J.C., Hakansson, H. and Johanson, J. (1994), "Dyadic business relationship within a business network context", Journal of Marketing, Vol. 58, October, pp. 22-38.
6. Armstrong, J.S. and Overton, T.S. (1977), "Estimating nonresponse bias in mail survey", Journal of Marketing Research, Vol. 14, August, pp. 396-402.
7. Blankenburg, D., Eriksson, K. and Johanson, J. (1999), "Creating value through mutual commitment to business network relationships", Strategic Management Journal, Vol. 20 No. 5, pp. 467-86.
8. Deutsch, M. (1969), "Conflicts: productive and destructive", Journal of Social Issues, Vol. XXV No. 1, pp. 7-41.
9. Doney, P.M., Cannon, J.P. and Mullen, A.R. (1998), "Understanding the influence of national culture on the development of trust", Academy of Management Review, Vol. 23 No. 3, pp. 601-20.
10. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 5, April, pp. 11-27.
11. Dyer, J.H. 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.
12. Ford, D., Gadde, L.E., Hakansson, H. and Snehota, I. (2003), Managing Business Relationships, Wiley, Chichester.
13. Ganesan, S. (1994), "Determinants of long-term orientation in buyer-seller relationships", Journal of Marketing, Vol. 58 No. 2, pp. 1-19.
14. Granovetter, M. (1985), "Economic action and social structure: the problem of embeddedness", American Journal of Sociology, Vol. 91 No. 3, pp. 481-510.
15. Gulati, R., Nohria, N. and Zaheer, A. (2000), "Strategic networks", Strategic Management Journal, Vol. 21 No. 3, pp. 203-15.
16. Hair, J.F., Anderson, R., Tatham, R.L. and Black, W.C. (1998), Multivariate Data Analysis, Prentice-Hall, Upper Saddle River, NJ.
17. Heide, J.B. (1994), "Interorganizational governance in marketing channels", Journal of Marketing, Vol. 58, January, pp. 71-85.
18. Heide, J.B. and John, G. (1990), "Alliances in industrial purchasing: the determinants of joint action in buyer supplier relationships", Journal of Marketing Research, Vol. 27, February, pp. 24-36.
19. Heide, J.B. and John, G. (1992), "Do norms matter in marketing relationships?", Journal of Marketing, Vol. 56, April, pp. 32-44.
20. Hobbs, J.E. (1996), "A transaction cost approach to supply chain management", Supply Chain Management, Vol. 1 No. 2, pp. 15-27.
21. Jöreskog, K.G. and Sörbom, D. (1996), LISREL 8: Structural Equation Modeling with the SIMPLIS Command Language, Lawrence Erlbaum Associates, Hillsdale, NJ.
22. Kim, K. (1999), "On determinants of joint action in industrial distributor-supplier relationships: beyond economic efficiency", International Journal of Research in Marketing, Vol. 16, pp. 217-36.
23. Lusch, R.F. and Brown, J.R. (1996), "Interdependency, contracting, and relational behavior in market channels", Journal of Marketing, Vol. 60, October, pp. 19-38.
24. Macneil, I.R. (1981), "Economic analysis of contractual relations: its shortfalls and the need for a 'rich classificatory apparatus'", Northwestern University Law Review, Vol. 75 No. 1, pp. 1018-63.
25. Mohr, J.J. and Speckman, R. (1994), "Characteristics of partnership success: partnership attributes, communication behavior, and conflict resolution techniques", Strategic Management Journal, Vol. 15 No. 2, pp. 135-52.
26. Moorman, C., Zaltman, G. and Deshpande, R. (1992), "Relationships between providers and users of market research: the dynamics of trust within and between organizations", Journal of Marketing Research, Vol. XXIX, August, pp. 314-28.
27. Morgan, R.M. and Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58, July, pp. 20-38.
28. Omta, S.W.F., Trienekens, J.H. and Beers, G. (2001), "The knowledge domain of chain and network science", Journal of Chain and Network Science, Vol. 1 No. 2, pp. 1-11.
29. Steenkamp, J-B.E.M. and van Trijp, H.C.M. (1991), "The use of LISREL in validating marketing constructs", International Journal of Research in Marketing, Vol. 8, pp. 283-99.
30. Stern, L.W., El-Ansary, A.I. and Coughlan, A.T. (1996), Marketing Channels, Prentice-Hall, Upper Saddle River, NJ.
31. Thorelli, H.B. (1986), "Networks: between markets and hierarchies", Strategic Management Journal, Vol. 7, pp. 37-51.
32. Wicks, A.C., Berman, S.L. and Jones, T.M. (1999), "The structure of optimal trust: moral and strategic implications", Academy of Management Review, Vol. 24 No. 1, pp. 99-116.
33. Williamson, O.E. (1985), The Economic Institutions of Capitalism, Free Press, New York, NY.
34. Yilmaz, C. and Hunt, S.D. (2001), "Salesperson cooperation: the influence of relational, task, organizational, and personal factors", Journal of the Academy of Management Science, Vol. 29 No. 4, pp. 335-7.
35. Zaheer, A., Mcevily, B. and Perrone, V. (1998), "Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance", Organization Science, Vol. 9 No. 2, pp. 141-59.
36. Zand, D.E. (1972), "Trust and managerial problem solving", Administrative Science Quarterly, Vol. 17 No. 2, pp. 229-39.