Testing a theoretically constructed relationship management capability

European Journal of Marketing

Volumn 42, Issue 9-10, 2008, Pages 1106-1132

  Jarratt, Denise ^a  

^a CHARLES STURT UNIVERSITY   (Australia)

Author keywords

Competitive strategy; Decision making; Relationship marketing; Stakeholder analysis

Indexed keywords

EID: 51749083032     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560810891172     Document Type: Article

References (93)

1. Anderson, J.C. and Gerbing, D.W. (1988), "Structural equation modeling in practice, a review and recommended two-step approach", Psychological Bulletin, Vol. 103 No. 3, pp. 411-23.
2. Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working partnerships", Journal of Marketing, Vol. 541, pp. 42-58.
3. Armstrong, J.S. and Overton, T.S. (1977), "Estimating nonresponse bias in mail surveys", Journal of Marketing Research, Vol. 14, pp. 396-402.
4. Bagozzi, R.P. and Yi, V. (1988), "On the evaluation of structural equation models", Journal of the Academy of Marketing Science, Vol. 161, pp. 74-94.
5. Baker, W.E. and Sinkula, J.M. (1999), "The synergistic effect of market orientation and learning orientation on organizational performance", Journal of the Academy of Marketing Science, Vol. 274, pp. 411-27.
6. Barney, J.B. (1991), "Firm resources and sustained competitive advantage", Journal of Management, Vol. 17, pp. 99-120.
7. Barney, J.B. (2001), "Resource-based theories of competitive advantage: a ten year retrospective on the resource-based view", Journal of. Management, Vol. 27, pp. 643-50.
8. Barney, J.B. and Hansen, M.H. (1994), "Trustworthiness as a source of competitive advantage", Strategic Management Journal, Vol. 15, pp. 175-90.
9. Barney, J.B., Wright, M. and Ketchen, D.J. Jr. (2001), "The resource-based view of the firm: ten years after 1991", Journal of Management, Vol. 27, pp. 625-41.
10. Bentler, P.M. and Chou, C.P. (1995), "Estimates and tests in structural equation modeling", in MacCallum, R.C. and Hoyle, R.H. (Eds), Structural Equation Modeling: Concepts, Issues and Applications, Sage, Thousand Oaks, CA.
11. Besanko, D., Dranove, D. and Shanley, M. (2000), Economics of Strategy, John Wiley, New York, NY.
12. Bharadwaj, A.S. (2000), "A resource-based perspective on information technology capability and firm performance: an empirical investigation", Marketing Institute of Science Quarterly, Vol. 24 No. 1, pp. 169-96.
13. Birkinshaw, J. and Hagstrom, P. (2000), The Flexible Firm: Capability Management in Network Organizations, Oxford University Press, Oxford.
14. Birkinshaw, J., Bresman, H. and Hakanson, L. (2000), "Managing the post-acquisition integration process: how the human integration and task integration processes interact to foster value creation", Journal of Management Studies, Vol. 373, pp. 395-425.
15. Blair, E. and Zinkhan, G.M. (2006), "Nonresponse and generalizability in academic research", Journal of the Academy of Marketing Science, Vol. 341, pp. 4-7.
16. Brennan, R. (1997), "Buyer/supplier partnering in British industry: the automotive and telecommunications sectors", Journal of Marketing Management, Vol. 13, pp. 759-75.
17. Brown, S.L. and Eisenhardt, K.M. (1995), "Product development: past research, present findings and future directions", Academic Management Review, Vol. 20, pp. 343-73.
18. Brown, S.L. and Eisenhardt, K.M. (1997), "The art of continuous change: linking complexity theory and time-paced evolution in relentlessly shifting organizations", Administrative Science Quarterly, Vol. 42 No. 1, pp. 1-34.
19. Cannon, J.P., Achrol, R.S. and Gundlach, G.T. (2000), "Contracts, norms and plural form governance", Journal of the Academy of Marketing Science, Vol. 282, pp. 180-94.
20. Dahlstrom, R., McNeilly, K. and Speh, T.W. (1996), "Buyer-seller relationships in the procurement of logistical services", Journal of the Academy of Marketing Science, Vol. 24 No. 2, pp. 110-24.
21. Day, G.S. (1994), "The capabilities of market-driven organizations", Journal of Marketing, Vol. 58, pp. 37-52.
22. Day, G.S. (1995), "Advantageous alliances", Journal of the Academy of Marketing Science, Vol. 234, pp. 297-300.
23. Day, G.S. (2000), "Managing market relationships", Academy of Management Science, Vol. 281, pp. 24-30.
24. Deshpandé, R. and Farley, J. (1998), "Measuring market orientation: generalization and synthesis", Journal of Market Focused Management, Vol. 23, pp. 213-32.
25. Deshpandé, R. and Webster, F.E. (1989), "Organizational culture and marketing: defining the research agenda", Journal of Marketing, Vol. 531, pp. 3-15.
26. Deshpandé, R., Farley, J. and Webster, F.E. (1993), "Corporate culture, customer orientation and innovativeness in Japanese firms: a quadrad analysis", Journal of Marketing, Vol. 57 No. 1, pp. 23-37.
27. Devlin, G. and Bleackley, M. (1988), "Strategic alliances - guidelines for success", Long Range Planning, Vol. 215, pp. 18-23.
28. Diamantopoulos, A. and Schlegelmilch, B.B. (1996), "Determinants of industrial mail survey response: a survey-on-surveys analysis of researchers and managers views", Journal of Marketing Management, Vol. 12, pp. 505-31.
29. Dickson, P.R. (1992), "Toward a general theory of competitive rationality", Journal of Marketing, Vol. 561, pp. 69-83.
30. Dickson, P.R. (1996), "The static and dynamic mechanics of competition: a comment on Hunt and Morgan's comparative advantage theory", Journal of Marketing, Vol. 60, October, pp. 102-6.
31. Dyer, J.H. and Singh, H. (1998), "The relational view: cooperative strategy and sources of interorganizational competitive advantage", Academy of Management Review, Vol. 234, pp. 660-79.
32. Ehrenberg, A. (1997), "Prescription and description", Journal of Advertising Research, Vol. 371, pp. 17-22.
33. Eisenhardt, K.M. and Martin, J.A. (2000), "Dynamic capabilities: what are they?", Strategic. Management Journal, Vol. 21 Nos 10-11, pp. 1105-21.
34. Farrell, M.A. (2000), "Developing a market-oriented learning organisation", Australian Journal of Management, Vol. 252, pp. 201-22.
35. Fiol, C.M. (2001), "Revisiting an identity-based view of sustainable competitive advantage", Journal of Management, Vol. 27, pp. 691-9.
36. Friedkin, N.E. and Johnson, E.C. (1999), "Social influence networks and opinion change", Advances in Group Processes, Vol. 16, pp. 1-29.
37. Grant, R.M. (1996), "Prospering in dynamically-competitive environments: organizational capability as knowledge integration", Organization Science, Vol. 7 No. 4, p. 375.
38. Grewal, R. and Tansuhaj, P. (2001), "Building organizational capabilities for managing economic crisis: the role of market orientation and strategic flexibility", Journal of Marketing, Vol. 65, April, pp. 67-80.
39. Grewal, R., Comer, J.M. and Mehta, R. (2001), "An investigation into the organizational participation in business-to-business electronic markets", Journal of Marketing, Vol. 65, pp. 17-33.
40. Gold, A.H., Malhotra, A. and Segars, A.H. (2001), "Knowledgeable management: an organizational capabilities perspective", Journal of Management Information Systems, Vol. 181, pp. 185-214.
41. Hair, J.F. Jr., Black, W.C., Babin, B.J., Anderson, R.E. and Tatham, R.L. (2006), Multivariate Data Analysis, 6th ed., Maxwell Macmillan International, New York, NY.
42. Hakansson, H. and Ford, D. (2002), "How should companies interact in business networks?", Journal of Business Research, Vol. 55, pp. 133-9.
43. Harzing, A. (1997), "Response rates in international mail surveys: results of a 22-country stud", International Business Review, Vol. 66, pp. 641-65.
44. Helfat, C.E. (1997), "Know-how and asset complementarity and dynamic capability accumulation: the case of R&D", Strategic Management Journal, Vol. 185, pp. 339-60.
45. Helfat, C.E. and Raubitschek, R.S. (2000), "Product sequencing: co-evolution of knowledge, capabilities and products", Strategic Management Journal, Vol. 21, pp. 961-79.
46. Henricks, M. (1991), "The power of partnering", Small Business Reports, Vol. 166, pp. 46-57.
47. Homburg, C. and Pflesser, C. (2000), "A multiple-layer model of market-oriented organizational culture: Measurement issues and performance outcomes", Journal Marketing Research, Vol. 374, pp. 449-62.
48. Hult, G.T.M. and Ferrell, O.C. (1997), "A global learning organization structure and market information processing", Journal of Business Research, Vol. 40 No. 2, pp. 155-66.
49. Hult, G.T.M., Hurley, R.F., Giunipero, L.C. and Nichols, E.L. Jr. (2000), "Organizational learning in global purchasing: a model and test on internal users and corporate buyers", Decision Science, Vol. 31 No. 2, pp. 293-325.
50. Hunt, S.D. (1997), "Evolutionary economics, endogenous growth models, and resource-advantage theory", Eastern Economic Journal., Vol. 234, p. 425.
51. Hunt, S.D. (1999), "The strategic imperative and sustainable competitive advantage: public policy and resource-advantage theory", Journal of the Academy Marketing Science, Vol. 272, pp. 144-59.
52. Hunt, S.D. (2000), A General Theory of Competition: Resources, Competences, Productivity, Economic Growth, Sage Publications, Thousand Oaks, CA.
53. Hunt, S.D. and Morgan, R.M. (1995), "The comparative advantage theory of competition", Journal of Marketing, Vol. 59, April, pp. 1-15.
54. Hurley, R., Thomas, G. and Hult, M. (1998), "Innovation, marketing orientation, and organizational learning: an integration and empirical examination", Journal Marketing, Vol. 623, pp. 42-54.
55. Jap, S. (1999), "Pie-expansion efforts: collaboration processes in buyer-supplier relationships", Journal of Marketing Research, Vol. 364, pp. 461-75.
56. Jarratt, D.G. (2004), "Conceptualizing a relationship management capability", Marketing Theory, Vol. 4, pp. 287-309.
57. Jarratt, D.G. and Fayed, R. (2001), "The impact of market and organizational challenges on marketing strategy decision-making", Journal Business Research, Vol. 511, pp. 61-72.
58. Jarratt, D.G. and O'Neill, G. (2002), "The effect of organisational culture on business-to-business relationship management practice and performance", Australasian Journal Marketing, Vol. 103, pp. 21-40.
59. Jarvis, C.B., MacKenzie, S.B. and Podsakoff, P.M. (2003), "A critical review of construct indicators and measurement model misspecification in marketing and consumer research", Journal of Consumer Research, Vol. 30, September, pp. 199-218.
60. Johnson, J.L. (1999), "Strategic integration in industrial distribution channels: managing the interfirm relationship as a strategic asset", Journal of the Academy of Marketing Science, Vol. 271, pp. 4-18.
61. Karim, S. and Mitchell, W. (2000), "Path-dependent and path-breaking change: reconfiguring business resources following acquisitions in the US medical sector 1978-1995", Strategic Management Journal, Vol. 21 No. 10, pp. 1061-81.
62. Kelly, D. and Amburgey, T. (1991), "Organization inertia and momentum: a dynamic model of strategic change", Academy of Management Journal, Vol. 343, pp. 591-612.
63. Law, K.S., Wong, C. and Mobley, W.H. (1998), "Toward a taxonomy of multidimensional constructs", Academy of Management Review, Vol. 234, pp. 741-53.
64. Lorenzoni, G. and Lipparini, A. (1999), "The leveraging of interfirm relationships as a distinctive organizational capability: a longitudinal study", Strategic Management Journal, Vol. 20, pp. 317-38.
65. Lukas, B.A., Hult, G.T. and Ferrell, O.C. (1996), "A theoretical perspective of the antecedents and consequences of organizational learning in marketing channels", Journal Business Research, Vol. 363, pp. 233-45.
66. Lusch, R.F. and Brown, J. (1996), "Interdependency, contracting, and relational behavior in marketing channels", Journal of Marketing, Vol. 60, October, pp. 19-38.
67. Mahoney, J.T. and Pandian, J.R. (1992), "The resource-based view within the conversation of strategic management", Strategic Management Journal, Vol. 13, June, pp. 363-80.
68. Makadok, R. (2001), "Toward a synthesis of the resource-based and dynamic-capability views of rent creation", Strategic Management Journal, Vol. 22, pp. 387-401.
69. Mitchell, V.W. (1994), "Using industrial key informants; some guidelines", Journal of Marketing Research Society, Vol. 362, pp. 139-44.
70. Mohr, J.J., Fisher, R. and Nevin, J.R. (1996), "Collaborative communication in interfirm relationships: moderating effects of integration and control", Journal of Marketing, Vol. 603, pp. 103-15.
71. Morgan, R.M. and Hunt, S. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58, July, pp. 20-38.
72. Moorman, C. and Miner, A.S. (1997), "The impact of organizational memory on new product performance and creativity", Journal of Marketing Research, Vol. 34, February, pp. 91-106.
73. Moorman, C. and Slotegraaf, R.J. (1999), "The contingency value of complementary capabilities in product development", Journal of Marketing Research, Vol. 362, pp. 239-57.
74. 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. 293, pp. 314-28.
75. Nelson, R.R. and Winter, S.G. (1982), An Evolutionary Theory of Economic Change, Belknap Pres s, Cambridge, MA.
76. Parikh, M. (2001), "Knowledge management framework for high-tech research and development", Engineering Management Journal, Vol. 133, pp. 27-33.
77. Phillips, L.W. (1981), "Assessing measurement error in key informant reports: a methodological note on organizational analysis in marketing", Journal of Marketing Research, Vol. 18, November, pp. 395-415.
78. Plakoyiannaki, E. and Tzokas, N. (2002), "Customer relationship management: a capabilities portfolio perspective", Journal Database Management, Vol. 93, pp. 228-38.
79. Quinn, R.E. and Cameron, K. (1983), "Organizational life cycles and shifting criteria of effectiveness: some preliminary evidence", Management Science, Vol. 291, pp. 33-51.
80. Saini, A. and Johnson, J.L. (2005), "Organizational capabilities in e-commerce: an empirical investigation of e-brokerage service providers", Journal of the Academy of Marketing Science, Vol. 333, pp. 360-75.
81. Sawhney, M. and Zabin, J. (2002), "Managing and measuring relationship equity in the network economy", Journal of the Academy of Marketing Science, Vol. 304, pp. 313-33.
82. Sheth, J. and Parvatiyar, A. (2000), "Relationship marketing in consumer markets: antecedents and consequences", in Sheth, J. and Parvatiyar, A. (Eds), Handbook of Relationship Marketing, Sage Publications, Thousand Oaks, CA.
83. Siguaw, J.A., Simpson, P.M. and Baker, T.L. (1998), "Effects of supplier market orientation on distributor market orientation and the channel relationship: the distributor perspective", Journal of Marketing, Vol. 623, pp. 99-111.
84. Sinkula, J.N., Baker, W.E. and Noordewier, T. (1997), "A framework for market-based organizational learning: linking values, knowledge and behavior", Journal of the Academy Marketing Science, Vol. 254, pp. 305-18.
85. Slater, S.F. and Narver, J.C. (1995), "Market orientation and the learning organization", Journal of Marketing, Vol. 593, pp. 63-74.
86. Srivastava, R.K., Shervani, T.A. and Fahey, L. (1998), "Market-based assets and shareholder value: a framework for analysis", Journal of Marketing, Vol. 621, pp. 2-18.
87. Spender, J.C. and Grant, R.M. (1996), "Knowledge and the firm: overview", Strategic. Management Journal, Vol. 17, pp. 5-9.
88. Teece, D.J., Pisano, G. and Shuen, A. (1997), "Dynamic capabilities and strategic management", Strategic Management Journal, Vol. 18 No. 7, pp. 509-33.
89. Verhoef, P.C. (2003), "Understanding the effect of customer relationship management efforts on customer retention and customer share development", Journal of Marketing, Vol. 67, October, pp. 30-45.
90. Verona, G. (1999), "A resource-based view of product development", Academy of Management Review, Vol. 241, pp. 132-42.
91. Vorhies, D.W. and Harker, M. (2000), "The capabilities and performance advantages of market -driven firms: an empirical investigation", Australian Journal of Management, Vol. 252, pp. 145-71.
92. Weitz, B.A. and Jap, S.D. (1995), "Relationship marketing and distribution channels", Journal of the Academy of Marketing Science, Vol. 234, pp. 305-20.
93. Wright, P.M., Dunford, B.B. and Snell, S.A. (2001), "Human resources and the resource based view of the firm", Journal of Management, Vol. 276, pp. 701-21.