A framework for analyzing relationship governance

Journal of Business and Industrial Marketing

Volumn 22, Issue 3, 2007, Pages 196-201

  Ritter, Thomas ^a  

^a Department of International Economics and Management   (Denmark)

Author keywords

Entity relationship modelling; Hierarchical organizations; Networking

Indexed keywords

EID: 34047130883     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620710741904     Document Type: Article

References (39)

1. Alajoutsijärvi, K., Möller, K. and Rosenbröijer, C. (1999), "Relevance of focal nets in understanding the dynamics of business relationships", Journal of Business and Business Marketing, Vol. 6, pp. 3-35.
2. Anderson, J.C. and Narus, J.A. (2004), Business Market Management: Understanding, Creating, and Delivering Value, 2nd ed., Prentice-Hall, Upper Saddle River, NJ.
3. Berry, L.L. (1983), "Relationship marketing", in Berry, L.L., Shostack, G.L. and Upah, G.D. (Eds), Emerging Perspectives on Service Marketing, American Marketing Association, Chicago, IL, pp. 25-8.
4. Berry, L.L. and Parasuraman, A. (1991), Marketing Services, The Free Press, New York, NY.
5. Blois, K. (1998), "Don't all firms have relationships?", Journal of Business and Industrial Marketing, Vol. 13 No. 3, pp. 256-70.
6. Bonoma, T.V. (1976), "Conflict, cooperation and trust in three power systems", Behavioral Science, Vol. 21, pp. 499-514.
7. Bradach, J.L. and Eccles, R.G. (1989), "Price, authority, and trust: from ideal types to plural forms", Annual Review in Sociology, Vol. 15, pp. 97-118.
8. Claro, D.P., Hagelaar, G. and Omta, O. (2003), "The determinants of relational governance and performance: how to manage business relationships?", Industrial Marketing Management, Vol. 32 No. 8, pp. 703-16.
9. Coviello, N.E., Brodie, R.J., Danaher, P.J. and Johnston, W.J. (2002), "How firms relate to their markets: an empirical examination of contemporary marketing practices", Journal of Marketing, Vol. 66, July, pp. 33-46.
10. Cox, A. (2001), "Understanding buyer and supplier power: a framework for procurement and supply competence", The Journal of Supply Chain Management, Vol. 37 No. 2, pp. 8-15.
11. Day, G.S. (2000), "Managing market relationships", Journal of the Academy of Marketing Science, Vol. 28 No. 1, pp. 24-30.
12. Eccles, R. (1981), "The quasifirm in the construction industry", Journal of Economic Behavior, Vol. 2, pp. 335-57.
13. Ford, D. (1980), "The development of buyer-seller relationships in industrial markets", European Journal of Marketing, Vol. 14 Nos 5/6, pp. 339-54.
14. Ghosh, M. and John, G. (1999), "Governance value analysis and marketing strategy", Journal of Marketing, Vol. 63, Special Issue, pp. 131-45.
15. Goldberg, V. (1980), "Relational exchange: economics and complex constructs", American Behavior Science, Vol. 23, pp. 337-52.
16. Grönroos, C. (1994), "From marketing mix to relationship marketing: towards a paradigm shift in marketing", Asia-Australia Journal of Marketing, Vol. 2 No. 1, pp. 9-30.
17. Hägg, I., Johnson, J. and Wiedersheim-Paul, F. (1984), Between Market and Hierarchy, University of Uppsala Press, Uppsala.
18. Hkansson, H. (1982), International Marketing and Purchasing of Industrial Goods: An Interaction Approach, Wiley, Chichester.
19. Krapfel, R.E.J., Salmond, D. and Speckman, R.E. (1991), "A strategic approach to managing buyer-seller relationship", European Journal of Marketing, Vol. 25 No. 9, pp. 22-37.
20. Macneil, I.R. (1978), "Contracts: adjustment of long-term economic relations under classical neoclassical and relational contract law", Northwestern University Law Review, Vol. 72, pp. 854-902.
21. Mariti, P. and Smiley, R. (1983), "Co-operative agreements and the organization of industry", Journal of Industrial Economics, Vol. 31, pp. 437-51.
22. Medlin, C.J. (2003), "A dyadic research program: the interaction possibility space model", Journal of Business and Business Marketing, Vol. 10 No. 3, pp. 63-80.
23. Miles, R.E. and Snow, C.C. (1986), "Organizations: new concepts for new forms", California Management Review, Vol. 28, pp. 62-73.
24. Mohr, J. and Nevin, J.R. (1990), "Communication strategies in marketing channels: a theoretical perspective", Journal of Marketing, Vol. 54 No. 4, pp. 36-51.
25. Morgan, R.M. and Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58 No. 3, pp. 20-38.
26. Ouchi, W.G. (1980), "Markets, bureaucracies, and clans", Administrative Science Quarterly, Vol. 25 No. 1, pp. 129-41.
27. Porter, M. and Fuller, M. (1986), "Coalitions and global strategy", in Porter, M. (Ed.), Competition in Global Industries, Harvard Business School Press, Boston, MA.
28. Porter, M.P. (1980), Competitive Strategy: Techniques for Analyzing Industries and Competitors, The Free Press, New York, NY.
29. Powell, W.W. (1990), "Neither markets nor hierarchy: network forms of organization", Research in Organizational Behaviour, Vol. 12, pp. 295-336.
30. Richardson, G.B. (1972), "The organization of industry", Economic Journal, Vol. 82 No. 1, pp. 883-96.
31. Richardson, G.B. (1995), "The theory of the market economy", Revue économique, Vol. 6, November, pp. 1487-96.
32. Thompson, G., Frances, J., Levacic, R. and Mitchell, J. (1991), Markets, Hierarchies, and Networks: The Coordination of Social Life, Sage Publications, London.
33. Thorelli, H.B. (1986), "Networks: between markets and hierarchies", Strategic Management Journal, Vol. 7 No. 1, pp. 37-51.
34. Walter, A., Ritter, T. and Gemünden, H.G. (2001), "Value-creation in buyer-seller relationships: theoretical considerations and empirical results from a supplier's perspective", Industrial Marketing Management, Vol. 30 No. 4, pp. 365-77.
35. Webster, F.E. Jr (1992), "The role of marketing in the corporation", Journal of Marketing, Vol. 56 No. 4, pp. 1-17.
36. Williamson, O.E. (1975), Markets and Hierarchies: Analysis and Antitrust Implications, The Free Press, New York, NY.
37. Williamson, O.E. (1981), "The economics of organization: the transaction cost approach", American Journal of Sociology, Vol. 87, pp. 548-77.
38. Williamson, O. (1985), The Economic Institutions of Capitalism, The Free Press, New York, NY.
39. 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.