The impact of organizational learning on relationship orientation, logistics service effectiveness and performance

Industrial Marketing Management

Volumn 36, Issue 1, 2007, Pages 68-80

  Panayides, Photis M ^a  

^a Cyprus International Institute of Management   (Cyprus)

Author keywords

Firm performance; Logistics service; Organizational learning; Relationship marketing; Third party logistics

Indexed keywords

EID: 37849189842     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2005.07.001     Document Type: Article

References (97)

1. Aiken M., and Hage J. The organic organization and innovation. Sociology 5 1 (1971) 63-82
2. Anderson E.W., Fornell C., and Lehmann D.R. Customer satisfaction, market share, and profitability: Findings from Sweden. Management Science 33 4 (1994) 525-541
3. Anderson J.C., and Narus J.A. A model of distributor firm and manufacturing firm working partnership. Journal of Marketing 54 1 (1990) 42-58
4. Anderson E., and Weitz B.A. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research 29 (1992) 85-97
5. Argyris C. On organizational learning (1994), Blackwell, Cambridge, MA
6. Armstrong J.S., and Overton T. Estimating non-response bias in mail surveys. Journal of Marketing Research 15 8 (1977) 396-402
7. Baker W.E., and Sinkula J.M. The synergistic effect of market orientation and learning orientation on organisational performance. Journal of the Academy of Marketing Science 27 (1999) 411-427
8. Ballou R.H., Gilbert S.M., and Mukherjee A. New managerial challenges from supply chain opportunities. Industrial Marketing Management 29 (2000) 7-18
9. Baumgartner H., and Homburg C. Applications of structural equation modelling in marketing and consumer research. International Journal of Research in Marketing 13 2 (1996) 139-161
10. Bello D.C., and Gilliland D. The effect of output controls, process controls and flexibility on export channel performance. Journal of Marketing 61 (1997) 22-38
11. Berry L.L., Zeithaml V.A., and Parasuraman A. Five imperatives for improving service quality. Sloan Management Review 31 4 (1990) 29-38
12. Bienstock C.C., Mentzer J.T., and Bird M.M. Measuring physical distribution service quality. Journal of the Academy of Marketing Science 25 (1997) 31-44
13. Bollen K.A. Structural equations with latent variables (1989), Wiley, New York
14. Calantone R.J., Cavusgil S.T., and Zhao Y. Learning orientation, firm innovation capability, and firm performance. Industrial Marketing Management 31 (2002) 515-524
15. Cavusgil S.T., and Zou S. Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures. Journal of Marketing 58 (1994) 1-21
16. Celuch K.G., Kasouf C.J., and Peruvemba V. The effects of perceived market and learning orientation in assessed organizational capabilities. Industrial Marketing Management 31 (2002) 1-10
17. Choi T.Y., and Hartley J.L. An exploration of supplier selection practices across the supply chain. Journal of Operations Management 14 (1996) 333-343
18. Crosby L.A., Evans K.R., and Cowles D. Relationship quality in services selling: An interpersonal Influence perspective. Journal of Marketing 54 3 (1990) 68-81
19. Covin J.G., Slevin D.P., and Schulz R.L. Implementing strategic missions: Effective strategic, structural and tactical choices. Journal of Management Studies 31 4 (1994) 481-505
20. Coyle J.J., Bardi E.J., and Langley Jr. J.C. The management of business logistics. 6th ed. (1996), West Publishing Company, New York
21. Damanpour F. Organizational innovation: A meta-analysis of effects of determinants and moderators. Academy of Management Journal 34 (1991) 555-590
22. Daugherty P.J., Stank T.P., and Ellinger A.E. Leveraging logistics/distribution capabilities: The impact of logistics service in market share. Journal of Business Logistics 19 2 (1998) 35-51
23. Dawes J. The relationship between subjective and objective company performance measures in market orientation research: Further empirical evidence. Marketing Bulletin 10 (1999) 65-75
24. Day G.S. The capabilities of market-driven organisations. Journal of Marketing 58 (1994) 37-52
25. Dess G., and Robinson R.B. Measuring organisational performance in the absence of objective measures: The case of privately held firms and conglomerate business unit. Strategic Management Journal 5 (1984) 265-273
26. Dickson P.R. The static and dynamic mechanics of competition: A comment on Hunt and Morgan's comparative advantage theory. Journal of Marketing 60 (1996) 102-106
27. Dillman D.A. Mail and internet surveys. 2nd ed. (2000), John Wiley, New York
28. Dyer J.H. Effective inter-firm collaboration: How transactors minimize transaction costs and maximize transaction value. Strategic Management Journal 18 (1997) 535-556
29. Dyer J.H., and Singh H. The relational view: Co-operative strategy and sources of inter-organisational competitive advantage. Academy of Management Review 23 4 (1998) 660-679
30. Evans J.R., and Laskin R.L. The relationship marketing process: A conceptualization and application. Industrial Marketing Management 23 5 (1994) 439-452
31. Fornell C., and Larcker D.F. Structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18 (1981) 39-50
32. Frazier G.L. Organizing and managing channels of distribution. Journal of the Academy of Marketing Science 27 (1999) 226-240
33. Gordon B.H. The changing face of 3rd party-logistics. Supply Chain Management Review (2003, March/April) 50-57
34. Handfield R.B., and Nichols E.L. Key issues in global supply base management. Industrial Marketing Management 33 (2004) 29-35
35. Harker M.J. Relationship marketing defined? An examination of current relationship marketing definitions. Marketing Intelligence and Planning 17 1 (1999) 13-20
36. Heene A., and Sanchez R. Competence-based strategic management (1997), John Wiley & Sons, New York
37. Hertz S., and Alfredsson M. Strategic development of third party logistics providers. Industrial Marketing Management 32 (2003) 139-149
38. Homburg C., Khromer H., and Workman J.P. A strategy implementation perspective of market orientation. Journal of Business Research 57 12 (2003) 1331-1340
39. Houston F.S., Gassenheimer J.B., and Maskulka J.M. Marketing exchange transactions and relationships (1992), Quorum Books, Westport
40. Huber G.P. Organizational learning: The contributing processes and the literatures. Organization Science 2 (1991) 88-115
41. Hult G.T.M., and Ferrell O.C. A global learning organization structure and market information processing. Journal of Business Research 40 2 (1997) 55-166
42. Hult G.T.M., and Ferrell O.C. Global organizational learning capacity in purchasing: Construct and measurement. Journal of Business Research 40 2 (1997) 97-111
43. Hult G.T.M., Ferrell O.C., and Hurley R.F. Global organisational learning effects on cycle time performance. Journal of Business Research 55 (2002) 377-387
44. Hult G.T.M., and Nichols E.L. The organisational buyer behaviour learning organization. Industrial Marketing Management 25 (1996) 197-207
45. Hult G.T.M., Hurley R.F., Giunipero L.C., and Nichols E.L. Organizational learning in global purchasing: A model and test of internal users and corporate buyers. Decision Sciences 31 2 (2000) 293-325
46. Hult G.T.M., Nichols E.L., Giunipero L.C., and Hurley R.F. Examining global organisational learning in the supply chain: A low versus high learning study. Journal of International Marketing 8 3 (2000) 61-83
47. Hunt S.D., and Morgan R.M. The resource-advantage theory of competition: Dynamics, path dependencies and evolutionary dimensions. Journal of Marketing 60 (1996) 107-114
48. Hurley R.F., and Hult G.T.M. Innovation, market orientation, and organisational learning: An integration and empirical examination. Journal of Marketing 62 (1998) 42-54
49. Innis D.E., and La Londe B.J. Customer service: The key to customer satisfaction, customer loyalty and market share. Journal of Business Logistics 15 1 (1994) 1-27
50. Jap S.D., Manolis C., and Weitz B.A. Relationship quality and buyer-seller interactions in channels of distribution. Journal of Business Research 46 (1999) 303-313
51. Jerez-Gomes P., Cespedes-Lorente J., and Valle-Cabrera R. Organizational learning capability: A proposal of measurement. Journal of Business Research 58 (2005) 715-725
52. Johnson J.L., and Sohi R.S. The development of interfirm partnering competence: Platforms for learning, learning activities, and consequences of learning. Journal of Business Research 56 (2003) 757-766
53. Jöreskog K.G., and Sörbom D. LISREL 8: Structural equation modeling with the SIMPLIS command language (1993), Scientific Software International, Chicago
54. Katsikeas C.S., Paparoidamis N.G., and Katsikea E. Supply source selection criteria: The impact of supplier performance on distributor performance. Industrial Marketing Management 33 8 (2004) 755-764
55. Kim J.-O., and Mueller C.W. Factor analysis: Statistical methods and practical issues (1978), Sage Publications, Newbury Park, CA
56. Kotabe M., and Murray J.Y. Linking product and process innovations and models of international sourcing in global competition: A case of foreign multinational firms. Journal of International Business Studies 21 3 (1990) 383-408
57. Lai K.-h. Service capability and performance of logistics service providers. Transportation Research.Part E, Logistics and Transportation Review 40 5 (2004) 385-399
58. Lambert D.M., and Cooper M.C. Issues in supply chain management. Industrial Marketing Management 29 (2000) 65-83
59. Leuthesser L., and Kohli A.K. Relational behaviour in business markets. Journal of Business Research 34 1 (1995) 221-233
60. Levinthal D.A., and March J.G. The myopia of learning. Strategic Management Journal 14 (1993) 95-112
61. Lusch R.F., and Brown J.R. Interdependency, contracting, and relational behavior in marketing channels. Journal of Marketing 60 (1996) 19-38
62. Lukas B.A., Hult G.T.M., and Ferrell O.C. A theoretical perspective of the antecedents and consequences of organizational learning in marketing channels. Journal of Business Research 36 (1996) 233-244
63. Madhok A., and Tallman S.B. Resources, transactions and rents: Managing value through inter-firm collaborative relationships. Organization Science 9 3 (1998) 326-339
64. Martin J.H., and Grbac B. Using supply chain management to leverage a firm's market orientation. Industrial Marketing Management 32 (2003) 25-38
65. Matsuno K., and Mentzer J.T. The effects of strategy type on the market orientation-performance relationship. Journal of Marketing 64 (2000) 1-16
66. Mentzer J.T., Flint D.J., and Hult G.T.M. Logistics service quality as a segment-customized process. Journal of Marketing 65 (2001) 82-104
67. Mentzer J.T., Gomes R., and Krapfel R.E. Physical distribution service: A fundamental marketing concept?. Journal of the Academy of Marketing Science 17 (1989) 53-62
68. Mentzer J.T., Min S., and Zacharia Z.G. The nature of inter-firm partnering in supply chain management. Journal of Retailing 76 4 (2000) 549-568
69. Moorman C., and Miner A.S. Organisational improvisation and organizational memory. Academy of Management Review 23 4 (1998) 698-723
70. Morgan R.M., and Hunt S.D. The commitment-trust theory of relationship marketing. Journal of Marketing 58 (1994) 20-35
71. Morgan R.M., and Piercy N.F. Interactions between marketing and quality at the SBU level: Influences and outcomes. Journal of the Academy of Marketing Science 26 (1998) 190-208
72. Nonaka I. A dynamic theory of organizational knowledge creation. Organization Science 5 (1994) 14-37
73. Prahinski C., and Benton W.C. Supplier evaluations: Communication strategies to improve supplier performance. Journal of Operations Management 22 1 (2004) 39-62
74. Sanchez R. Understanding competence-based management. Identifying and managing five modes of competence. Journal of Business Research 57 (2004) 518-532
75. Sanchez R., and Heene A. A systems view of the firm in competence-based competition. In: Sanchez R., Heene A., and Thomas H. (Eds). Dynamics of competence-based competition: Theory and practice in new strategic management (1996), Elsevier, London 39-62
76. Sanchez R., and Heene A. Reinventing strategic management: New theory and practice for competence-based competition. European Management Journal 15 3 (1997) 303-317
77. Selnes F., and Sallis J. Promoting relationship learning. Journal of Marketing 67 (2003) 80-95
78. Senge P.M. The leaders new work. Building learning organizations. Sloan Management Review 32 (1990) 7-24
79. Senge P. The fifth discipline: The age and practice of the learning organization (1990), Century Business, London
80. Shani D., and Chalasani S. Exploiting niches using relationship marketing. Journal of Services Marketing 6 4 (1992) 43-53
81. Siguaw J.A., Baker T.L., and Simpson P.M. Preliminary evidence on the composition of relational exchange and its outcomes: The distributor perspective. Journal of Business Research 56 (2003) 311-322
82. Sin L.Y.M., Tse A.C.B., Yau O.H.M., Chow R.P.M., Lee J.S.Y., and Lau L.B.Y. The effect of relationship marketing on business performance in a service-oriented economy. Journal of Services Marketing 16 7 (2002) 656-676
83. Sin L.Y.M., Tse A.C.B., Yau O.H.M., Chow R.P.M., Lee J.S.Y., and Lau L.B.Y. Relationship marketing orientation: Scale development and cross-cultural validation. Journal of Business Research 58 2 (2004) 227-239
84. Sinkula J.M. Market information processing and organizational learning. Journal of Marketing 58 (1994) 35-45
85. Sinkula J.M., Baker W.E., and Noordewier T. A framework for market-based organisational learning: Linking values, knowledge and behaviour. Journal of the Academy of Marketing Science 25 4 (1997) 305-318
86. Slater S.F., and Narver J.C. Market orientation and the learning organization. Journal of Marketing 59 (1995) 63-74
87. Stank T.P., Goldsby T.J., and Vickery S.K. Effect of service supplier performance on satisfaction and loyalty of store managers in the fast food industry. Journal of Operations Management 17 4 (1999) 429-447
88. Stank T.P., Goldsby T.J., Vickery S.K., and Savitskie K. Logistics service performance: Estimating its influence on market share. Journal of Business Logistics 24 1 (2003) 27-55
89. Stewart D.W. Beginning again: Change and renewal in intellectual communities. Journal of Marketing 63 (1999) 2-4
90. Tan K.C., Kannan V.R., and Handfield R.B. Supply chain management: Supplier performance and firm performance. International Journal of Purchasing and Materials Management 34 3 (1998) 2-9
91. Venkatraman N., and Ramanujam V. Measurement of business performance in strategy research: A comparison of approaches. Academy of Management Review 11 4 (1986) 801-814
92. Verhange B.J., and Waarts E. Marketing planning for improved performance: A comparative analysis. International Marketing Review 15 (1988) 20-30
93. Verona G. A resource-based view of product development. Academy of Management Review 24 1 (1999) 132-142
94. Wathne K.H., and Heide J.B. Relationship governance in a supply chain network. Journal of Marketing 68 (2004) 73-89
95. Weber J.A. Illusions of marketing planners. Psychology and Marketing 18 6 (2001) 527-563
96. Williamson O.E. Transaction-cost economics: The governance of contractual relations. Journal of Law and Economics 22 (1979) 233-262
97. Williamson O.E. The economics institutions of capitalism: Firms, markets and relational contracting (1985), The Free Press, New York