Relational exchange in US-Japanese marketing strategic alliances

International Marketing Review

Volumn 23, Issue 6, 2006, Pages 610-635

  Voss, Kevin E ^a   Johnson, Jean L ^b   Cullen, John B ^b   Sakano, Tomoaki ^c   Takenouchi, Hideyuki ^c  

^a OKLAHOMA STATE UNIVERSITY   (United States)

^b WASHINGTON STATE UNIVERSITY   (United States)

^c WASEDA UNIVERSITY   (Japan)

Author keywords

Communication; Electronics industry; Japan; Strategic alliances; Trust; United States of America

Indexed keywords

EID: 33750021207     PISSN: 02651335     EISSN: None     Source Type: Journal    
DOI: 10.1108/02651330610712139     Document Type: Article

References (74)

1. Achrol, R.S. (1991), "Evolution of the marketing organization: new forms for turbulent environments", Journal of Marketing, Vol. 55, pp. 77-93.
2. Adler, N. (1984), "Understanding the ways of understanding: cross-cultural management methodology reviewed", Advances in International Comparative Management, Vol. 1, pp. 31-67.
3. Alpert, F., Kamins, M., Sakano, T., Onzo, N. and Graham, J. (1995), "Retail buyer decision-making in Japan: what US sellers need to know", Marketing Science Institute Working Paper Series, Report No. 95-108, Marketing Science Institute, Cambridge, MA.
4. Ambler, T., Styles, C. and Wang, X. (1999), "The effect of channel relationships and Guanxi on the performance of inter-province export ventures in the People's Republic of China", International Journal of Research in Marketing, Vol. 16 No. 1, pp. 75-87.
5. Anderson, E. and Weitz, B. (1992), "The use of pledges to build and sustain commitment in distribution channels", Journal of Marketing Research, Vol. 29, pp. 18-34.
6. Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working partnerships", Journal of Marketing, Vol. 54, pp. 42-58.
7. Blau, P.M. (1964), Exchange and Power in Social Life, Wiley, New York, NY.
8. Bollen, K.A. and Lennox, R. (1991), "Conventional wisdom on measurement: a structural equation perspective", Psychological Bulletin, Vol. 110, pp. 305-14.
9. Cohen, J. and Cohen, P. (1983), Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences, 2nd ed., Lawrence Erlbaum Associates, Hillsdale, NJ.
10. Coulter, K.S. and Coulter, R.A. (2003), "The effects of industry knowledge on the development of trust in service relationships", International Journal of Research in Marketing, Vol. 20 No. 1, pp. 31-43.
11. Cullen, J.B., Johnson, J.L. and Sakano, T. (1995), "Japanese and local partner commitment to IJVs: psychological consequences of outcomes and investments in the IJV relationship", Journal of International Business Studies, Vol. 26, pp. 91-116.
12. Czinkota, M.R. and Ronkainen, I.A. (2004), International Marketing, 7th ed., Thomson Southwestern Publishing, Mason, OH.
13. Deshpandé, R., Farley, J.U. and Webster, F.E. Jr (2000), "Triad lessons: generalizing results on high performance firms in five business-to-business markets", International Journal of Research in Marketing, Vol. 17 No. 4, pp. 353-62.
14. Doney, P.M. and Cannon, J.P. (1997), "An examination of the nature of trust in buyer-seller relationships", Journal of Marketing, Vol. 61, pp. 35-51.
15. Dore, R. (1983), "Goodwill and the spirit of capitalism", British Journal of Sociology, Vol. 34 No. 4, pp. 459-82.
16. Douglas, S.P. and Craig, S. (1983), International Marketing Research, Prentice-Hall, Englewood Cliffs, NJ.
17. Durvasala, S., Andrews, J.C., Lysonski, S. and Netemeyer, R.G. (1993), "Assessing the cross-national applicability of consumer behavior models: a model of attitude toward advertising in general", Journal of Consumer Research, Vol. 19, pp. 626-36.
18. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51, pp. 11-27.
19. Dyer, J.H. and Chu, W. (2000), "The determinants of trust in supplier-automaker relationships in the US, Japan, and Korea", Journal of International Business Studies, Vol. 31 No. 2, pp. 259-85.
20. Francis, J.N.P. (1991), "When in Rome?", Journal of International Business Studies, Vol. 22 No. 3, pp. 403-28.
21. Frazier, G.L., Gill, J.B. and Kale, S.H. (1989), "Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country", Journal of Marketing, Vol. 53, pp. 50-69.
22. Ganesan, S. (1994), "Determinants of long-term orientation in buyer-seller relationships", Journal of Marketing, Vol. 22, pp. 1-19.
23. Geringer, J.M. and Hebért, L. (1989), "Control and performance of international joint ventures", Journal of International Business Studies, Vol. 20, pp. 235-54.
24. Geyskens, I., Steenkamp, J-B.E.M., Scheer, L. and Kumar, N. (1996), "The effects of trust and interdependence on relationship commitment: a trans-Atlantic study", International Journal of Research in Marketing, Vol. 13, pp. 303-17.
25. Gundlach, G.T., Achrol, R.S. and Mentzer, J.T. (1995), "The structure of commitment in exchange", Journal of Marketing, Vol. 59, pp. 78-92.
26. Hagedoorn, J. (1993), "Understanding the rationale of strategic technology partnering: interorganizational modes of cooperation and sectoral differences", Strategic Management Journal, Vol. 14, pp. 371-85.
27. Hagen, J.M. and Choe, S.K. (1998), "Trust in Japanese interfirm relations: institutional sanctions matter", Academy of Management Review, Vol. 23 No. 3, pp. 589-600.
28. Hall, E.T. (1989), The Basic Works of Edward T. Hall: The Silent Language, Vol. 1; The Hidden Dimension, Vol. 2; Beyond Culture: The Dance of Life, Vol. 3, Bantam/Doubleday, New York, NY.
29. Harris, P.R. and Moran, R.T. (1991), Managing Cultural Differences: High Performance Strategies for a New World of Business, Gulf Publishing, Houston, TX.
30. Hofstede, G. (1991), Cultures and Organizations: Software of the Mind, McGraw-Hill Book, London.
31. Homburg, C., Workman, J. and Jensen, O. (2002), "A configurational perspective on key account management", Journal of Marketing, Vol. 66, pp. 38-60.
32. Jap, S.D. (2001), "Perspectives on joint competitive advantages in buyer-supplier relationships", International Journal of Research in Marketing, Vol. 18 Nos 1/2, pp. 19-35.
33. Johnson, J.L., Sakano, T., Cote, J.A. and Onzo, N. (1993), "The exercise of interfirm power and its repercussions in US-Japanese channel relationships", Journal of Marketing, Vol. 57, pp. 1-10.
34. Johnson, J.L. and Cullen, J. (2001), "The bases and dynamics of trust in cross-culture exchange relationships", in Gannon, M.J. and Newman, K.L. (Eds), The Blackwell Handbook of Cross-Cultural Management, Chapter 18, Blackwell Publishing, London.
35. Johnson, J.L. and Sohi, R.S. (2001), "The influence of predispositions on interfirm relationship formation in business markets", International Journal of Research in Marketing, Vol. 18 No. 4, pp. 299-318.
36. Jöreskog, K.G. and Sörbom, D. (1993), LISREL8: A Guide to the Program and Applications, SPSS Inc., Chicago, IL.
37. Kantor, R.M. (1994), "Collaborative advantage: the art of alliances", Harvard Business Review, Vol. 72, pp. 96-108.
38. Kauser, S. and Shaw, V. (2004), "The influence of behavioural and organisational characteristics on the success of international alliances", International Marketing Review, Vol. 21, pp. 17-52.
39. Kumar, N. (1996), "The power of trust in manufacturer-retailer relationships", Harvard Business Review, Vol. 74, pp. 92-106.
40. Kumar, N., Hibbard, J.D. and Stern, L.W. (1994), "The nature and consequences of marketing channel intermediary commitment", MSI Working Paper Series, Report No. 94-115, Marketing Science Institute, Cambridge, MA.
41. Lawler, E.J. (2001), "An affect theory of social exchange", The American Journal of Sociology, Vol. 107, pp. 321-52.
42. Lohtia, R., Bello, D.C., Yamada, T. and Gilliland, D.I. (2005), "The role of commitment in foreign-Japanese relationships: mediating performance for foreign sellers in Japan", Journal of Business Research, Vol. 58, pp. 1009-18.
43. Lorange, P. and Roos, J. (1993), Strategic Alliances: Formation, Implementation, and Evolution, Blackwell, Cambridge, MA.
44. Lusch, R.F. and Brown, J.R. (1996), "Interdependency, contracting, and relational behavior in marketing channels", Journal of Marketing, Vol. 60, pp. 19-38.
45. Mendenhall, M. and Oddou, G. (1988), "Acculturation profiles of expatriate managers: implications for cross-cultural training programs", Columbia Journal of World Business, Vol. 21, pp. 73-9.
46. Menon, A. and Varadarajan, P.R. (1992), "A model of marketing knowledge use within firms", Journal of Marketing, Vol. 56, pp. 53-71.
47. Mohr, J. and Nevin, J.R. (1990), "Communication strategies in marketing channels: a theoretical perspective", Journal of Marketing, Vol. 54, pp. 36-51.
48. Mohr, J., Fisher, R.J. and Nevin, J.R. (1996), "Collaborative communication in interfirm relationships: moderating effects of integration and control", Journal of Marketing, Vol. 60, pp. 103-15.
49. Mohr, J. and Spekman, R. (1994), "Characteristics of partnership success: partnership attributes, communication behavior, and conflict resolution techniques", Strategic Management Journal, Vol. 15, pp. 135-52.
50. Molm, L. and Cook, K. (1995), "Social exchange and exchange networks", in Cook, K.S., Fine, G.A. and House, J.S. (Eds), Sociological Perspectives on Social Psychology, Allyn & Bacon, Boston, MA, pp. 209-35.
51. Moorman, C., Deshpandé, R. and Zaltman, G. (1993), "Factors affecting trust in market research relationships", Journal of Marketing, Vol. 57, pp. 81-101.
52. Moorman, C., Zaltman, G. and Deshpandé, R. (1992), "Relationships between providers and users of market research: the dynamics of trust within and between organizations", Journal of Marketing Research, Vol. 29, pp. 314-28.
53. Morgan, R.M. and Hunt, S. (1994), "The commitment-trust theory of relational exchange", Journal of Marketing, Vol. 58, pp. 20-38.
54. Nahapiet, J. and Ghoshal, S. (1998), "Social capital, intellectual capital, and the organizational advantage", Academy of Management Review, Vol. 23 No. 2, pp. 242-68.
55. Nunnally, J.C. and Bernstein, I.H. (1994), Psychometric Theory, McGraw-Hill, New York, NY.
56. Ohmae, K. (1989), "The global logic of strategic alliances", Harvard Business Review, pp. 143-54.
57. Perks, H. (2000), "Marketing information exchange mechanisms in collaborative new product development: the influence of resource balance and competitiveness", Industrial Marketing Management, Vol. 29, pp. 179-89.
58. Perks, H. (2005), "Specifying and synchronising partner activities in the dispersed product development activities", Industrial Marketing Management, Vol. 34, pp. 85-95.
59. Perks, H. and Halliday, S.V. (2003), "Sources, signs, and signalling for fast trust creation in organizational relationships", European Management Journal, Vol. 21, pp. 338-50.
60. Reddy, S.B., Osborn, R.N. and Hennart, J. (2002), "The prevalence of equity and non-equity cross-border linkages: Japanese investments and alliances in the United States", Organization Science, Vol. 23, pp. 759-80.
61. Sarkar, M.B., Echambadi, R., Cavusgil, S.T. and Aulakh, P.S. (2001), "The influence of complementarity, compatibility, and relationship capital on alliance performance", Journal of the Academy of Marketing Science, Vol. 29, pp. 358-73.
62. Sekimoto, M. and Hanada, M. (1986), "11 Sha 4,539 Mei no Chosa Bunseki ni Motozuku Kigyo Kizoku Ishiki no Kenkyu (II) ("A survey of organizational commitment of 4,539 employees at 11 companies (II)"), Diamond Harvard Business, January, pp. 53-62.
63. Skarmeas, D., Katsikeas, C.S. and Schlegelmilch, B.B. (2002), "Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: the importers perspective", Journal of International Business Studies, Vol. 33, pp. 757-83.
64. Smith, J.B. and Barclay, D.W. (1997), "The effects of organizational differences and trust on the effectiveness of selling partner relationships", Journal of Marketing, Vol. 61, pp. 3-21.
65. Spekman, R.E., Forbes, T.M., Isabella, L.A. and MacAvoy, T.C. (1998), "Alliance management: a view from the past and look to the future", Journal of Management Studies, Vol. 35 No. 6, pp. 747-72.
66. Stump, R. and Heide, J.B. (1996), "Controlling supplier opportunism in industrial relationships", Journal of Marketing Research, Vol. 23, pp. 431-41.
67. Sujan, H., Weitz, B. and Kumar, N. (1994), "Learning orientation, working smart, and effective selling", Journal of Marketing, Vol. 58, pp. 39-52.
68. Teegen, H.J. and Doh, J.P. (2002), "US-Mexican alliance negotiations: impact of culture on authority, trust, and performance", Thunderbird International Business Review, Vol. 44 No. 6, pp. 749-75.
69. Thibaut, J.W. and Kelley, H.H. (1959), The Social Psychology of Groups, Wiley, New York, NY.
70. Thomas, J.B. and Trevino, L.K. (1993), "Information processing in strategic alliance building: a multiple-case approach", Journal of Management Studies, Vol. 30, pp. 779-814.
71. Trompenaars, F. (1994), Riding the Waves of Culture: Understanding Diversity in Global Business, Irwin, Chicago, IL.
72. Voss, K.E., Stem, D.E. Jr and Fotopoulos, S. (2000), "A comment on the relationship between coefficient alpha and scale characteristics", Marketing Letters, Vol. 11 No. 2, pp. 181-95.
73. Whitener, E.M., Brodt, S.E., Korsgaard, M.A. and Werner, J.M. (1998), "Managers as initiators of trust: an exchange relationship framework for understanding managerial trustworthy behavior", The Academy of Management Review, Vol. 23, pp. 513-30.
74. Wiersema, M.F. and Bird, A. (1993), "Organizational demography in japanese firms: group heterogeneity, individual dissimilarity, and top management team turnover", Academy of Management Journal, Vol. 36 No. 5, pp. 996-1025.