Factors influencing supplier share allocations in an overseas Chinese context

Journal of International Marketing

Volumn 15, Issue 4, 2007, Pages 119-154

  Brush, Gregory J ^a   Rexha, Nexhmi ^b  

^a UNIVERSITY OF AUCKLAND   (New Zealand)

^b CURTIN UNIVERSITY   (Australia)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 37349026924     PISSN: 1069031X     EISSN: None     Source Type: Journal    
DOI: 10.1509/jimk.15.4.119     Document Type: Article

References (91)

1. Aaby, Nils-Erik and Stanley F. Slater (1989), "Management Influences on Export Performance: A Review of the Empirical Literature 1978-88," International Marketing Review, 6 (4), 7-26.
2. Acord, H. Kent (1995), "LNG Ventures Raise Economic, Technical Partnership Issues," Oil and Gas Journal, 93 (27), 33-36.
3. Anandan, Rajan, Anil Kumar, Gautam Kumra, and Asutosh Padhi (1998), "M&A in Asia," McKinsey Quarterly, 35 (2), 64-75.
4. Andaleeb, Syed Saad and Syed Ferhat Anwar (1996), "Factors Influencing Customer Trust in Salespersons in a Developing Country," Journal of International Marketing, 4 (4), 35-42.
5. Anderson, James C. and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach," Psychological Bulletin, 103 (3), 411-23.
6. Armstrong, J. Scott and Terry S. Overton (1977), "Estimating Non-response Bias in Mail Surveys," Journal of Marketing Research, 14 (August), 396-402.
7. Armstrong, Robert and Siew Min Yee (2001), "Do Chinese Trust Chinese? A Study of Chinese Buyers and Sellers in Malaysia," Journal of International Marketing, 9 (3), 63-86.
8. Aulakh, Preet S., Masaaki Kotabe, and Arvind Sahay (1996), "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, 27 (5), 1005-1032.
9. Austrade (1995), Inside Asia: Australian Companies Becoming Local Players. Canberra: Australian Government Publishing Service.
10. Backman, Michael (2001), Asian Eclipse: Exposing the Dark Side of Business in Asia. Singapore: John Wiley & Sons.
11. Bagozzi, Richard P. and Youjae Yi (1988), "On the Evaluation of Structural Equation Models," Journal of the Academy of Marketing Science, 16 (1), 74-94.
12. Barberis, Alessandro (1990), "Strategies for Technology-Based Competition and Global Marketing: The Supplier's View," International Journal of Technology Management, 5 (1), 1-12.
13. Beamer, Linda (1998), "Bridging Business Cultures," China Business Review, 25 (3), 54-58.
14. Bello, Daniel C., Cristian Chelariu, and Li Zhang (2003), "The Antecedents and Performance Consequences of Relationalism in Export Distribution Channels," Journal of Business Research, 56 (1), 1-16.
15. Berry, J.W. (1989), "Imposed Etics-Emics-Derived Etics: The Operationalization of a Compelling Idea," International Journal of Psychology, 24 (6), 721-35.
16. Bienstock, Carol C, John T. Mentzer, and Monroe Murphy Bird (1997), "Measuring Physical Distribution Service Quality," Journal of the Academy of Marketing Science, 25 (1), 31-44.
17. Bollen, Kenneth A. (1989), Structural Equations with Latent Variables. New York: John Wiley & Sons.
18. Brockner, Joel, Ya-Ru Chen, Elizabeth A. Mannix, Kwok Leung, and Daniel P. Skarlicki (2000), "Culture and Procedural Fairness: When the Effects of What You Do Depend on How You Do It," Administrative Science Quarterly, 45 (1), 138-59.
19. Cannon, Joseph P. and Christian Homburg (2001), "Buyer-Supplier Relationships and Customer Firm Costs," Journal of Marketing, 65 (January), 29-43.
20. Celly, Kirti Sawhney, Robert E. Spekman, and John W. Kamauff (1999), "Technological Uncertainty, Buyer Preferences and Supplier Assurances: An Examination of Pacific Rim Purchasing Arrangements," Journal of International Business Studies, 30 (2), 297-316.
21. Chang, Hau Loon and Fang-Fang Tang (2001), "An Empirical Study on Strategic Entry Barriers in Singapore," Asia Pacific Journal of Management, 18 (4), 503-517.
22. Chen, Ming-Jer (2001), Inside Chinese Business: A Guide for Managers Worldwide. Boston: Harvard Business School Press.
23. Coote, Leonard V, Edward J. Forrest, and Terence W. Tam (2003), "An Investigation into Commitment in Non-Western Industrial Marketing Relationships," Industrial Marketing Management, 32 (7), 595-604.
24. Cunningham, William H. and Robert T. Green (1984), "From the Editor," Journal of Marketing, 48 (Winter), 9-10.
25. Dacin, M. Tina, Michael A. Hitt, and Edward Levitas (1997), "Selecting Partners for Successful International Alliances: Examination of U.S. and Korean Firms," Journal of World Business, 32 (1), 3-16.
26. Doney, Patricia M. and Joseph P. Cannon (1997), "An Examination of the Nature of Trust in Buyer-Seller Relationships," Journal of Marketing, 61 (April), 35-51.
27. Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), "Developing Buyer-Seller Relationships," Journal of Marketing, 51 (April), 11-27.
28. Ewing, Michael, Albert Caruana, and Henry Wong (2000), "Some Consequences of Guanxi: A Sino-Singaporean Perspective," Journal of International Consumer Marketing, 12 (4), 75-89.
29. Fornell, Claes and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error," Journal of Marketing Research, 18 (February), 39-50.
30. Frazier, Gary L. (1983), "On the Measurement of Interfirm Power in Channels of Distribution," Journal of Marketing Research, 20 (May), 158-66.
31. Ganesan, Shankar (1994), "Determinants of Long-Term Orientation in Buyer-Seller Relationships," Journal of Marketing, 58 (April), 1-19.
32. Geyskens, Inge, Jan-Benedict E.M. Steenkamp, and Nirmalya Kumar (1998), "Generalizations About Trust in Marketing Channel Relationships Using Meta-Analysis," International Journal of Research in Marketing, 15 (3), 223-48.
33. Ghani, Jawaid A. and Jamshed Hassan Khan (2004), "Network Relationships and Asset Specificity in Pakistan's Automotive Industry," Journal of the Asia Pacific Economy, 9 (1), 85-100.
34. Gulati, Ranjay (1995), "Does Familiarity Breed Trust? The Implications of Repeated Ties for Contractual Choice in Alliances," Academy of Management Journal, 38 (1), 85-112.
35. Håkansson, Håkan and Björn Wootz (1975), "Supplier Selection in an International Environment: An Experimental Study," Journal of Marketing Research, 12 (February), 46-51.
36. Hallén, Lars, Jan Johanson, and Nazeem Seyed-Mohamed (1987), ́Relationship Strength and Stability in International and Domestic Industrial Marketing,́ Industrial Marketing and Purchasing, 2 (3), 22-37.
37. Hamilton, Gary G. and Nicole W. Biggart (1994), ́Market, Culture and Authority: A Comparative Analysis of Management and Organization in the Far East,́ American Journal of Sociology, 94 (Supplement), S52-S94.
38. Heide, Jan B. (2003), "Plural Governance in Industrial Purchasing," Journal of Marketing, 67 (October), 18-29.
39. _ and George John (1988), "The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels," Journal of Marketing, 52 (January), 20-35.
40. Hitt, Michael A., D. Ahlstrom, M. Tina Dacin, and Edward Levitas (2001), "The Economic and Institutional Context of International Strategic Alliance Partner Selection: China Vs. Russia," paper presented at the Academy of Management Annual Meeting, Washington, DC (August 3-8).
41. Hsieh, Yaolung J. (1994), "Personal Relationship and Its Influence on Export Behavior: An Empirical Study," in Enhancing Knowledge Development in Marketing: Proceedings of the 1994 AMA Summer Marketing Educators' Conference, Vol. 5, Ravi Achrol and Andrew Mitchell, eds. Chicago: American Marketing Association, 368-73.
42. Jarillo, J. Carlos (1988), "On Strategic Networks," Strategic Management Journal, 9 (1), 31-41.
43. Johnson, Jean L., John B. Cullen, Tomoaki Sakano, and Hideyuki Takenouchi (1996), "Setting the Stage for Trust and Strategic Integration in Japanese-U.S. Cooperative Alliances," Journal of International Business Studies, 27 (5), 981-1004.
44. Jones, Gareth R. and Charles W. Hill (1988), "Transaction Cost Analysis of Strategy-Structure Choice," Strategic Management Journal, 9 (2), 159-72.
45. Kim, Linsu (1993), "National System of Industrial Innovation: Dynamics of Capability Building in Korea," in National Innovation Systems: A Comparative Analysis, Richard R. Nelson, ed. Oxford: Oxford University Press, 357-83.
46. Kostova, Tatiana and Kendall Roth (2002), "Adoption of an Organizational Practice by Subsidiaries of Multinational Corporations: Institutional and Relational Effects," Academy of Management Journal, 45 (1), 215-33.
47. Kwan, Ang Yee and George Ofori (2001), "Chinese Culture and Successful Implementation of Partnering in Singapore's Construction Industry," Construction Management and Economics, 19 (6), 619-32.
48. Lasserre, Philippe (1995), "Corporate Strategies for the Asia Pacific Region," Long Range Planning, 28 (1), 13-30.
49. Lecraw, Donald J. (1984), "Bargaining Power, Ownership and Profitability of Transnational Corporations in Developing Countries," Journal of International Business Studies, 15 (1), 27-43.
50. Leuthesser, Lance and Ajay K. Kohli (1995), "Relational Behavior in Business Markets: Implications for Relationship Management," Journal of Business Research, 34 (3), 221-33.
51. Lindell, Michael K. and David J. Whitney (2001), "Accounting for Common Method Variance in Cross-Sectional Research Designs," Journal of Applied Psychology, 86 (1), 114-21.
52. Lockett, Martin (1988), "Culture and the Problems of Chinese Management," Organization Studies, 9 (4), 475-96.
53. Macneil, Ian R. (1980), The New Social Contract: An Inquiry into Modern Contractual Relations. New Haven, CT: Yale University Press.
54. Marsella, Anthony J., Joan Dubanoski, Winter C. Hamada, and Heather Morse (2000), "The Measurement of Personality Across Cultures," American Behavioral Scientist, 44 (1), 41-62.
55. Maruyama, Magoroh (1992), "Lessons from Japanese Management Failures in Foreign Countries," Human Systems Management, 11 (1), 41-48.
56. McEvily, Bill, Vincenzo Perrone, and Akbar Zaheer (2003), "Trust as an Organizing Principle," Organization Science, 14 (1), 91-103.
57. Metcalf, Lynn E., Carl R. Frear, and R. Krishnan (1992), "Buyer-Seller Relationships: An Application of the IMP Interaction Model," European Journal of Marketing, 26 (2), 27-46.
58. Miyamoto, Tadayuki (2001), "Engineering of Cooperative Long-Term Buyer-Supplier Relationships: Australian and Japanese Perspectives," doctoral dissertation, School of Marketing, Curtin University of Technology, Perth, Australia.
59. _ and Nexhmi Rexha (2004), "Determinants of Three Facets of Customer Trust: A Marketing Model of Japanese Buyer-Supplier Relationship," Journal of Business Research, 57 (3), 312-19.
60. Morgan, Robert M. and Shelby D. Hunt (1994), "The Commitment-Trust Theory of Relationship Marketing," Journal of Marketing, 58 (July), 20-38.
61. Mummalaneni, Venkatapparao, Khalid M. Dubas, and Chiang-nan Chao (1996), "Chinese Purchasing Managers' Preferences and Trade-Offs in Supplier Selection and Performance Evaluation," Industrial Marketing Management, 25 (2), 115-24.
62. Naisbitt, John (1997), Megatrends Asia: Eight Asian Megatrends That Are Reshaping Our World. New York: Touchstone.
63. Noordewier, Thomas G., George John, and John R. Nevin (1990), "Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships," Journal of Marketing, 54 (October), 80-93.
64. Nunnally, Jum C. (1978), Psychometric Methods. New York: McGraw-Hill.
65. O'Cass, Aron and Kenny Lim (2002), "Toward Understanding the Young Consumer's Brand Associations and Ethnocentrism in the Lion's Port," Psychology and Marketing, 19 (9), 759-75.
66. Pangarkar, Nitin and Adrian Choo (2001), "Do Firms Seek Symmetric Alliance Partners? An Exploratory Study," Journal of Asia-Pacific Business, 3 (1), 83-100.
67. Park, Daewoo and Hema A. Krishnan (2001), "Understanding Supplier Selection Practices: Differences Between U.S. and Korean Executives," Thunderbird International Business Review, 43 (2), 243-55.
68. Pornpitakpan, Chanthika (1999), "The Effects of Cultural Adaptation on Business Relationships: Americans Selling to Japanese and Thais," Journal of International Business Studies, 30 (2), 317-38.
69. Powell, Walter W. (1987), "Hybrid Organizational Arrangements: New Form or Transitional Development?" California Management Review, 30 (1), 67-87.
70. Redding, S. Gordon (1993), The Spirit of Chinese Capitalism, Vol. 22. New York: Walter de Gruyter.
71. Rosenbloom, Bert (1978), "Motivating Independent Distribution Channel Members," Industrial Marketing Management, 7 (Summer), 275-81.
72. Rosson, Philip J. and I. David Ford (1982), "Manufacturer-Overseas Distributor Relations and Export Performance," Journal of International Business Studies, 13 (2), 57-72.
73. Schecter, I.J. and D.J. Burrough (2005), "Is Brand America Broken?" Thunderbird Magazine, (Spring), (accessed February 27, 2006), [available at http://www.thunderbird.edu/wwwfiles/publications/magazine/ spring05/s05-brand-pg18.asp].
74. Shamdasani, Prem N. and Audrey A. Balakrishnan (2000), "Determinants of Relationship Quality and Loyalty in Personalized Services," Asia Pacific Journal of Management, 17 (3), 399-422.
75. Sheh, Seow Wah (1993), "Chinese Values and Organisational Practices: Singapore and Malaysia," Master of Science (Management) thesis, National University of Singapore.
76. _ (2001), "Chinese Cultural Values and Their Implication to Chinese Management," Singapore Management Review, 23 (2), 75-83.
77. Spekman, Robert E. (1989), "U.S. Buyers' Relationships with Pacific Rim Suppliers," research report, Center for Advanced Purchasing Studies, Tempe, AZ.
78. Spence, A. Michael (1973), "Time and Communication in Economic and Social Interaction," The Quarterly Journal of Economics, 87 (4), 651-60.
79. Steenkamp, Jan-Benedict E.M. and Hans Baumgartner (1998), "Assessing Measurement Invariance in Cross-National Consumer Research," Journal of Consumer Research, 25 (June), 78-90.
80. Stump, Rodney L. and Jan B. Heide (1996), "Controlling Supplier Opportunism in Industrial Relationships," Journal of Marketing Research, 33 (November), 431-41.
81. Styles, Chris and Tim Ambler (2003), "The Coexistence of Transaction and Relational Marketing: Insights from the Chinese Business Context," Industrial Marketing Management, 32 (8), 633-42.
82. Tsang, Eric W.K. (1998), "Can Guanxi Be a Source of Sustained Competitive Advantage for Doing Business in China?" Academy of Management Executive, 12 (2), 64-73.
83. Turner, R.H. (1970), Family Interaction. New York: John Wiley & Sons.
84. Wathne, Kenneth H., Harald Biong, and Jan B. Heide (2001), "Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects," Journal of Marketing, 65 (April), 54-66.
85. _ and Jan B. Heide (2004), "Relationship Governance in a Supply Chain Network," Journal of Marketing, 68 (January), 73-89.
86. Williamson, Oliver (1975), Markets and Hierarchies: Analysis and Antitrust Implications. New York: The Free Press.
87. _ (1983), "Credible Commitments: Using Hostages to Support Exchange," The American Economic Review, 73 (4), 519-40.
88. _ (1985), The Economic Institutions of Capitalism. New York: The Free Press.
89. Xu, Jing, Soyeon Shim, Sherry Lotz, and David Almeida (2004), "Ethnic Identity, Socialization Factors, and Culture Specific Consumption Behavior," Psychology and Marketing, 21 (2), 93-112.
90. Yeung, Irene Y.M. and Rosalie L. Tung (1996), "Achieving Business Success in Confucian Societies: The Importance of Guanxi (Connections)," Organizational Dynamics, 25 (Autumn), 54-65.
91. Yip, George S. (1998), Asian Advantage: Key Strategies for Winning in the Asia-Pacific Region. Reading, MA: Addison-Wesley.