Marketing action in networks

European Journal of Marketing

Volumn 40, Issue 11-12, 2006, Pages 1271-1291

  Mouzas, Stefanos ^a  

^a UNIVERSITY OF BATH   (United Kingdom)

Author keywords

Business to business marketing; Germany; Marketing; Networking; Product development

Indexed keywords

EID: 33750477012     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560610702812     Document Type: Article

References (78)

1. Adner, R. and Levinthal, D.A. (2004), "Real options and real trade offs", Academy of Management Review, Vol. 29 No. 1, pp. 120-6.
2. Anderson, J.C., Hkansson, H. and Johanson, J. (1994), "Dyadic business relationships within a business network context", Journal of Marketing, Vol. 58 No. 4, pp. 1-15.
3. Araujo, L. and Easton, G. (1996), "Strategy - where is the pattern?", Organization, Vol. 3 No. 3, pp. 361-83.
4. Araujo, L., Dubois, A. and Gadde, L.E. (2003), "The multiple boundaries of the firms", Journal of Management Studies, Vol. 40 No. 5, pp. 1255-77.
5. Axelsson, B. (1992), "Corporate strategy models and networks - diverging perspectives", in Axelsson, B. and Easton, G. (Eds), Industrial Networks: A New View of Reality, Routledge, New York, NY, pp. 184-204.
6. Beinhocker, E.D. (1999), "Robust adaptive strategies", Sloan Management Review, Vol. 40 No. 3, pp. 95-106.
7. Biggart, N.W. and Delbridge, R. (2004), "Systems of exchange", Academy of Management Review, Vol. 29 No. 1, pp. 28-49.
8. Black, F. and Scholes, M. (1973), "The pricing of options and corporate liabilities", Journal of Political Economy, Vol. 81, May-June, pp. 637-59.
9. Brennan, R., Turnbull, P.W. and Wilson, D. (2003), "Dyadic adaptation in business-to-business markets", European Journal of Marketing, Vol. 37 Nos 11/12, pp. 1636-66.
10. Chen, M.J. (1996), "Competitor analysis and interfirm rivalry - toward a theoretical integration", Academy of Management Review, Vol. 21 No. 1, pp. 100-34.
11. Chen, M.J. and Hambrick, D.C. (1995), "Speed, stealth, and selective attack - how small firms differ from large firms in competitive behavior", Academy of Management Journal, Vol. 38 No. 2, pp. 453-82.
12. Chen, M.J., Smith, K.G. and Grimm, C.M. (1992), "Action characteristics as predictors of competitive response", Management Science, Vol. 38 No. 3, pp. 439-55.
13. Day, G.S. (1994), "The capabilities of market driven organizations", Journal of Marketing, Vol. 58, pp. 37-52.
14. Day, G.S. and Montgomery, D.B. (1999), "Charting new directions for marketing", Journal of Marketing, Vol. 63 No. 4, pp. 3-13.
15. Dyer, J.D. 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.
16. Easton, G. (1995), "Methodology and industrial networks", in Möller, K. and Wilson, D.T. (Eds), Business Marketing: An Interaction and Network Perspective, Kluwer Academic Publishing, Norwell, MA, pp. 411-91.
17. Easton, G. and Araujo, L. (1997), "Interfirm responses to heterogeneity of demand over time", in Ebers, M. (Ed.), The Formation of Interorganisational Networks, Oxford University Press, Oxford, pp. 66-94.
18. Eisenhardt, K.M. (1989), "Building theories from case study research", Academy of Management Review, Vol. 14 No. 4, pp. 532-50.
19. Eisenhardt, K.M. and Martin, J.A. (2000), "Dynamic capabilities: what are they?", Strategic Management Journal, Vol. 21, pp. 1105-21.
20. Ford, D., Gadde, L.E., Hkansson, H. and Snehota, I. (2003), Managing Business Networks, John Wiley & Sons, Chichester.
21. Fortun, M. and Schweber, S.S. (1993), "Scientists and the legacy of World War II. The case of operations research", Social Studies of Science, Vol. 23 No. 4, pp. 595-642.
22. Gadde, L.E., Huemer, L. and Hkansson, H. (2003), "Strategizing in industrial networks", Industrial Marketing Management, Vol. 32 No. 5, pp. 357-65.
23. Glaser, B. and Strauss, A. (1967), The Discovery of Grounded Theory: Strategies for Qualitative Research, Aldine, Chicago, IL.
24. Gnyawali, D.R. and Madhavan, R. (2001), "Cooperative networks and competitive dynamics: structural embeddedness perspective", Academy of Management Review, Vol. 26 No. 3, pp. 431-45.
25. Grant, R.M. (2002), Contemporary Strategy Analysis: Concepts, Techniques, Applications, 4th ed., Blackwell, Oxford.
26. Hkansson, H. and Snehota, I. (1989), "No business is an island: the network concept of business strategy", Scandinavian Journal of Management, Vol. 4 No. 3, pp. 187-200.
27. Halinen, A. and Törnoos, J.A. (2005), "Using case methods in the study of contemporary business networks", Journal of Business Research, Vol. 58, pp. 1285-97.
28. Helfert, G., Ritter, T. and Walter, A. (2002), "Redefining market orientation perspective: theoretical considerations and empirical results", European Journal of Marketing, Vol. 36 Nos 9/10, pp. 1119-40.
29. Hodgkinson, G.P. and Johnson, G. (1994), "Exploring the mental maps of competitive strategists: the case for a processual approach", Journal of Management Studies, Vol. 31 No. 4, pp. 525-51.
30. Hunt, S.D. (1990), "Truth in marketing theory and research", Journal of Marketing, Vol. 54, July, pp. 1-15.
31. Johanson, J. and Mattsson, L.G. (1992), "Network positions and strategic action - an analytic framework", in Axelsson, B. and Easton, G. (Eds), Industrial Networks: A New View of Reality, Routledge, New York, NY.
32. Kogut, B. and Kulatilaka, N. (1999), "Capabilities as real options", Organization Science, Vol. 12 No. 6, pp. 744-58.
33. Kraton, R.E. and Minehart, D.F. (2001), "A theory of buyer-seller networks", American Economic Review, Vol. 91 No. 3, pp. 485-509.
34. Leek, S., Naudé, P. and Turnbull, P.W. (2003), "Interactions, relations and networks in a changing world", Industrial Marketing Management, Vol. 32 No. 2, pp. 87-91.
35. Luehman, T.A. (1998), "Strategy as a portfolio of real options", Harvard Business Review, September-October, pp. 89-99.
36. McGrath, R.G., Ferrier, W. and Mendelow, A. (2004), "Real options as engines of choice and heterogeneity", Academy of Management Review, Vol. 29 No. 1, pp. 102-10.
37. McNamara, G., Luce, R. and Tomson, G. (2002), "Examining the effect of complexity in strategic group knowledge structures on firm performance", Strategic Management Journal, Vol. 23 No. 2, pp. 153-70.
38. Mason, S.P. and Merton, R.C. (1985), "role of contingent claims analysis in corporate finance", in Altman, E. and Subrahmanyam, M. (Eds), Recent Advances of in Corporate Finance, Irwin, Chicago, IL.
39. Merton, R.C. (1973), "Theory of rational option pricing", Bell Journal of Economics and Management Science, Vol. 4 No. 1, pp. 141-83.
40. Merton, R.C. (1998), "Application of option-pricing theory: twenty-five years later", American Economic Review, No. 3, pp. 323-50.
41. Miller, D. and Chen, M.J. (1994), "Sources and consequences of competitive inertia - a study of the United-States Airline Industry", Administrative Science Quarterly, Vol. 39 No. 1, pp. 1-23.
42. Mintzberg, H. (1979), "An emerging strategy of 'direct' research", Administrative Science Quarterly, Vol. 24, pp. 582-9.
43. Mintzberg, H. and Waters, J.A. (1985), "Of strategies, deliberate and emergent", Strategic Management Journal, Vol. 6 No. 3, pp. 257-72.
44. Mouzas, S. and Ford, D. (2003), "Negotiating in networks: unleashing the power of options", Journal of Customer Behaviour, Vol. 2 No. 3, pp. 2-20.
45. Myers, S. (1999), "Finance theory and financial strategy", in Chew, D.H. Jr (Ed.), The New Corporate Finance, Stern Stewart & Co., New York, NY.
46. Orlikowski, W.J. (1992), "The duality of technology: rethinking the concept of technology in organizations", Organization Science, Vol. 3 No. 3, pp. 299-326.
47. Osborne, J.D., Stubbart, C.I. and Ramaprasad, A. (2001), "Strategic groups and competitive enactment: a study of dynamic relationships between mental models and performance", Strategic Management Journal, Vol. 22, pp. 435-54.
48. Pettigrew, A.M. (1990), "Longitudinal field research on change: theory and practice", Organization Science, Vol. 1 No. 3, pp. 267-92.
49. Pettigrew, A.M. and Whittington, R. (2002), "Strategic management: the strengths and limitations of a field", in Pettigrew, A., Thomas, H. and Whittington, R. (Eds), Handbook of Strategy and Management, Sage, London, pp. 430-44.
50. Porac, J.F. and Thomas, H. (1990), "Taxonomic mental models in competitor definition", Academy of Management Review, Vol. 15 No. 2, pp. 224-40.
51. Porac, J.F. and Thomas, H. (1995), "Rivalry and the industry model of Scottish knitwear producers", Administrative Science Quarterly, Vol. 40 No. 2, pp. 203-27.
52. Porter, M.E. (1996), "What is strategy?", Harvard Business Review, Vol. 74, November-December, pp. 61-80.
53. Ragin, C.C. (1992), "'Casing' and the process of social inquiry", in Ragin, C.C. and Becker, H.S. (Eds), What Is a Case? Exploring the Foundations of Social Inquiry, Cambridge University Press, Cambridge.
54. Reger, R.K. (1990), "Managerial thought structures and competitive positioning", in Huff, A.S. (Ed.), Mapping Strategic Thought, John Wiley & Sons, Chichester.
55. Reger, R.K. and Huff, A.S. (1993), "Strategic groups - a cognitive perspective", Strategic Management Journal, Vol. 14 No. 2, pp. 103-23.
56. Ritter, T. (2000), "A framework for analyzing interconnectedness of relationships", Industrial Marketing Management, Vol. 29 No. 4, pp. 317-27.
57. Ritter, T. and Gemünden, H.G. (2003), "Interorganizational relationships and networks: an overview", Journal of Business Research, Vol. 56, pp. 691-7.
58. Selnes, F. and Sallis, J. (2003), "Promoting relationship learning", Journal of Marketing, Vol. 67 No. 3, pp. 88-96.
59. Smith, B.L.R. (1966), The RAND Corporation: A Case Study of a Non-profit Advisory Corporation, Harvard University Press, Cambridge, MA.
60. Smith, K.G., Grimm, C.M. and Cannon, M.J. (1992), Dynamics of Competitive Strategy, Sage, Newbury Park, CA.
61. Stevenson, W.B. and Greenberg, D. (2000), "Agency and social networks: strategies of action in a social structure of position, opposition and opportunity", Administrative Science Quarterly, Vol. 45, pp. 651-78.
62. Teece, D.J., Pisano, G. and Shuen, A. (1997), "Dynamic capabilities and strategic management", Strategic Management Journal, Vol. 18 No. 7, pp. 509-31.
63. Trigeorgis, L. (1999), Real Options. Managerial Flexibility and Strategy in Resource Allocation, MIT Press, Cambridge, MA.
64. Tsoukas, H. (1989), "The validity of idiographic research explanations", Academy of Management Review, Vol. 14 No. 4, pp. 551-61.
65. Uzzi, B. (1997), "Social structure and competition in interfirm networks: the paradox of embededness", Administrative Science Quarterly, Vol. 42 No. 1, pp. 37-69.
66. Uzzi, B. and Lancaster, R. (2003), "Embeddedness and learning: the case of bank loan managers and their clients", Management Science, Vol. 49 No. 4, pp. 383-400.
67. Vargo, S. and Lusch, R.F. (2004), "Evolving to a new dominant logic for marketing", Journal of Marketing, Vol. 68 No. 1, pp. 1-17.
68. Walton, E.J. (1986), "Managers' prototypes of financial firms", Journal of Management Studies, Vol. 23 No. 6, pp. 679-98.
69. Wilkinson, I. and Young, L. (2002), "On cooperating firms, relations and networks", Journal of Business Research, Vol. 55 No. 2, pp. 123-32.
70. Williamson, P.J. (1999), "Strategy as options on the future", Sloan Management Review, Vol. 40 No. 3, pp. 117-27.
71. Yin, R.K. (1994), Case Study Research: Design and Methods, 2nd ed., Sage, Beverly Hills, CA.
72. Aaker, D.A. (1992), Strategic Market Management, 3rd ed., John Wiley & Sons, Chichester.
73. 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 No. 4, pp. 62-74.
74. Burt, R.S. (1992), "The social structure of competition", in Nohria, N. and Eccles, R.G. (Eds), Networks and Organisations: Structure, Form and Action, Harvard Business School Press, Boston, MA.
75. Ford, D. (1980), "The development of buyer-seller relationships in industrial markets", European Journal of Marketing, Vol. 14 Nos 5/6, pp. 339-53.
76. Holmen, E. and Pedersen, A.C. (2003), "Strategizing through analyzing and influencing the network horizon", Industrial Marketing Management, Vol. 32 No. 5, pp. 409-18.
77. Kogut, B. and Kulatilaka, N. (2004), "Real options pricing and organizations: the contingent risks of extended theoretical domains", Academy of Management Review, Vol. 29 No. 1, pp. 102-10.
78. Smith, K.G., Carroll, S.J. and Ashford, S.J. (1995), " Intraorganizational and interorganizational cooperation - toward a research agenda", Academy of Management Journal, Vol. 38 No. 1, pp. 7-23.