The perceived usefulness of knowledge supplied by foreign client networks

International Business Review

Volumn 18, Issue 1, 2009, Pages 26-37

  Lindstrand, Angelika ^b   Eriksson, Kent ^a   Sharma, D Deo ^b  

^a ROYAL INSTITUTE OF TECHNOLOGY   (Sweden)

^b STOCKHOLM SCHOOL OF ECONOMICS   (Sweden)

Author keywords

Client relationship; Internationalization process; Learning; Network; Ongoing business; Variation

Indexed keywords

EID: 61849184376     PISSN: 09695931     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ibusrev.2008.11.002     Document Type: Article

References (87)

1. Achrol R.S., and Stern L.W. Environmental determinants of decision-making uncertainty in marketing channels. Journal of Marketing Research XXV/feb (1988) 36-50
2. Anderson J.C., and Gerbing D.W. Structural equation modeling in practice: a review and recommended two-step approach. Psychological Bulletin 103 3 (1988) 411-423
3. Anderson J.C., Håkansson H., and Johanson J. Dyadic business relationships within a business network context. Journal of Marketing 58 (October 1994) 1-15
4. Anderson J.C., and Narus J.A. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing 54 January (1990) 42-58
5. Anderson E., and Weitz B. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research 29 February (1992) 18-34
6. Autio E., Sapienza H.J., and Almeida J.G. Effects of age at entry, knowledge intensity, and imitability on international growth. Academy of Management Journal 41 5 (2000) 909-924
7. Argyris C. Actionable knowledge: design causality in the service of consequential theory. The Journal of Applied Behavioral Science 32 4 (1996) 390-406
8. Argyris C., and Schön D.A. Organizational learning: A theory of action perspective (1978), Addison-Wesley, Mass
9. Armstrong J.S., and Overton T.S. Estimating non-response bias in mail surveys. Journal of Marketing Research 14 3 (1977) 396-402
10. Bagozzi R.P. On the meaning of formative measurement and how it differs from reflective measurement: comment on Howell, Breivik, and Wilcox. Psychological Methods 12 2 (2007) 229-237
11. Barkema H.G., Bell J.H.J., and Pennings J.M. Foreign entry, cultural barriers, and learning. Strategic Management Journal 17 2 (1996) 151-166
12. Blankenburg Holm D., and Eriksson K. The character of bridgehead relationships. International Business Review 9 (2000) 191-210
13. Blankenburg Holm D., Eriksson K., and Johanson J. Creating value through mutual commitment to business network relationships. Strategic Management Journal 20 (1999) 467-486
14. Blomstermo A., Eriksson K., Johanson J., and Sharma D. The usefulness of network relationship experience in the internationalization of the firm. In: Håkansson H., and Johanson J. (Eds). Business network learning (2000), Elsevier, UK
15. Blomstermo A., Eriksson K., Lindstrand A., and Sharma D. The perceived usefulness of network experiential knowledge in the internationalizing firm. Journal of International Management 10 3 (2004) 355-373
16. Bridgewater S. Networks and internationalization: the case of multinational corporations entering the Ukraine. International Business Review 8 (1999) 99-118
17. Burt R.S. Toward a structural theory of action: Network models of social structure, perception and action (1982), Academic Press, New York
18. Cavusgil S.T. Guidelines for export market research. Business Horizon 28 5 (1985) 27-33
19. Chetty S., Eriksson K., and Lindbergh J. The effect of specificity of experience on a firm's perceived importance of institutional knowledge in an ongoing business. Journal of International Business Studies 37 5 (2006) 699-712
20. Cohen W.M., and Levinthal D.A. Absorptive capacity: a new perspective on learning and innovation. Administrative Science Quarterly 35 1 (1990) 128-152
21. Corsini R.J. Concise encyclopedia of psychology (1987), Wiley, New York
22. Daft R.L., and Weick K.E. Toward a model of organizations as interpretation systems. Academy of Management Review 9 April (1994) 284-295
23. Davidson W.H. The location of foreign direct investment activity: country characteristics and experience effects. Journal of International Business Studies 11 2 (1980) 9-22
24. Davidson W.H. Market similarity and market selection: implications of international marketing strategy. Journal of Business Research 11 4 (1983) 439-456
25. Davis F., Bagozzi R.P., and Warshaw P.R. User acceptance of computer technology: a comparison of two theoretical models. Management Science 35 8 (1989) 982-1003
26. Delios A., and Beamish P.W. Survival and profitability: the roles of experience and intangible assets in foreign subsidiary performance. Academy of Management Journal 44 5 (2001) 1028-1038
27. Deshpande R., and Zaltman G. Factors affecting the use of market research information: a path analysis. Journal of Marketing Research 19 February (1982) 14-31
28. Duncan, R. and A. Weiss (1979), "Organizational Learning: Implications for Organizational Design," In B. Staw and L.L. Cummings (eds.), Research in Organizational Behavior, 1, Greenwich, CT: JAI, 75-132.
29. Dwyer R.F., Schurr P.H., and Oh S. Developing buyer-seller relationships. Journal of Marketing 51 2 (1987) 11-27
30. Eriksson K., Johanson J., Majkgård A., and Sharma D.D. Experiential knowledge and cost in the internationalization process. Journal of International Business Studies 28 2 (1997) 337-360
31. Eriksson K., Johanson J., Majkgård A., and Sharma D.D. Effect of variation on knowledge accumulation in the internationalization process. International Studies of Management & Organization 30 1 (2000) 26-44
32. Eriksson K., and Sharma D.D. Modeling uncertainty in buyer-seller relationships. Journal of Business Research 56 (2003) 961-970
33. Erramilli M.K. The experience factor in foreign market entry behavior of service firms. Journal of International Business Studies 22 3 (1991) 479-501
34. Fiol C.M., and Lyles M.A. Organizational learning. Academy of Management Review 1 4 (1985) 803-813
35. Ford D. The development of buyer-seller relationships in industrial markets. European Journal of Marketing 14 5-6 (1980) 339-433
36. Gilmore A., Carson D., and Rocks S. Networking in SMEs: evaluating its contribution to marketing activity. International Business Review 15 3 (2006) 278-293
37. Goodman P.S., Fichman M., Lerch F.J., and Snyder P. Customer-firm relationships, involvement, and customer satisfaction. Academy of Management Journal 38 5 (1995) 1310-1324
38. Granovetter M. The strength of weak ties. American Journal of Sociology 78 6 (1973) 1360-1380
39. Grönroos C. Service management and marketing (2000), Wiley, Chichester
40. Gundlach G.T., Achrol R.S., and Mentzer J.T. The Structure of commitment in exchange. Journal of Marketing 59 1 (1995) 78-92
41. Hall C. The learning curve, demand growth, and market concentration. International Journal of Industrial Organization 2 2 (1984) 147-157
42. Hallén L., Johanson J., and Seyed-Mohamed N. Interfirm adaptation in business relationships. Journal of Marketing 55 April (1991) 23-37
43. Heide J.B., and John G. Do norms matter in marketing relationships?. Journal of Marketing 56 2 (1992) 32-44
44. Hitt M.A., Hoskisson R.E., and Kim H. International diversification: effects on innovation and firm performance in product diversified firms. Academy of Management Journal 40 4 (1997) 767-798
45. Huber G.P. Organizational learning: the contributing processes and the literatures. Organization Science 2 February (1991) 88-115
46. Håkansson H., and Wootz B. Supplier selection in an international environment-an experimental study. Journal of Marketing Research 12 February (1975) 10-16
47. Håkansson H., Johanson J., and Wootz B. Influence tactics in buyer-seller processes. Industrial Marketing Management December (1976) 319-332
48. Jackson B. Winning and keeping industrial customers: The dynamics of customer relationships (1985), Lexington Books, Heath, Lexington, MA
49. Johanson J., and Mattsson L.-G. Interorganizational relations in industrial systems: a network approach compared with the transaction-cost approach. International Studies of Management & Organization 17 1 (1987) 34-48
50. Johanson J., and Vahlne J.-E. The Internationalization process of the firm-a model of knowledge development and increasing foreign market commitments. Journal of International Business Studies 8 1 (1977) 23-32
51. Jöreskog K.-G., and Sörbom D. LISREL 8: Structural equation modeling with the simplis command language (1993), Scientific Software International, Chicago
52. Kiesler S., and Sproull L. Managerial response to changing environments: perspectives on problem sensing from social cognition. Administrative Science Quarterly 27 4 (1982) 548-570
53. Levinthal D.A., and Fichman M. Dynamics of interorganizational attachments: auditor-client relationships. Administrative Science Quarterly 33 (1988) 345-369
54. Levitt B., and March J.G. Organizational learning. In: Scott W.R., and Blake J. (Eds). Annual review of sociology (1988), Annual Reviews, Inc, Palo Alto, CA 31-40
55. Lindstrand A. How to use network experience in ongoing international business. In: Blomstermo A., and Sharma D.D. (Eds). Learning in the internationalization process of firms (2003), Edward Elgar, UK
56. Lou Y., and Peng M.W. Learning to compete in a transition economy: experience, environment and performance. Journal of International Business Studies 30 2 (1999) 269-295
57. March J.G. Exploration and exploitation in organizational learning. Organization Science 2 1 (1991) 71-87
58. March J.G., and Olsen J.P. Amibiguity and choice in organizations (1976), Universitetsforlaget, Bergen, Norway
59. March J.G., and Simon H.A. Organizations (1958), Wiley, New York
60. Menon A., and Varadarajan P.R. A model of marketing knowledge use within firms. Journal of Marketing 56 October (1992) 53-71
61. Mezias S.J., and Glynn M.A. The three faces of corporate renewal: institution, revolution, and evolution. Strategic Management Journal 14 February (1993) 77-101
62. Miller D. The architecture of simplicity. Academy of Management Review 18 1 (1993) 116-138
63. Miller D., and Chen M.-J. Sources and consequences of competitive inertia: a study of the U.S. Airline Industry. Administrative Science Quarterly 15 2 (1994) 1-22
64. Miller D., and Chen M.-J. The Simplicity of competitive repertoires: an empirical analysis. Strategic Management Journal 17 6 (1996) 419-439
65. Morgan R.A., and Hunt S.D. The commitment-trust theory of relationship marketing". Journal of Marketing 58 July (1994) 20-38
66. Nelson R., and Winter S. An evolutionary theory of economic change (1982), Belknapp Press, Cambridge, MA
67. Oviatt B.M., and McDougall P.P. Toward a theory of international new ventures. Journal of International Business Studies 25 1 (1994) 45-64
68. Oviatt B.M., and McDougall P.P. Global start-ups: entrepreneurs on a worldwide stage. Academy of Management Executive 9 2 (1995) 30-44
69. Perkins S.W., and Rao R.C. The role of experience in information use and decision making by marketing managers. Journal of Marketing Research 23 February (1990) 1-10
70. Ranson S., Hinings B., and Greenwood R. The structuring of organizational structures. Administrative Science Quarterly 25 1 (1980) 1-17
71. Shahana S., and Tuzhilin A. Making sense of marketing data: some MIS perspectives on the analysis of large data sets. Journal of Market-Focused Management 3 1 (1998) 91-111
72. Shrivastava P. Rigor and practical usefulness of research in strategic management. Strategic Management Journal 8 1 (1987) 77-92
73. Shrivastava P., and Schneider S. Organizational frames of references. Human Relations 37 10 (1984) 795-809
74. Simon H.A. Administrative behavior (1961), The Macmillan Company, New York
75. Sinkula J.M. Market information processing and organizational learning. Journal of Marketing 58 1 (1994) 35-45
76. Slater S.F., and Narver J.C. Market orientation and the learning organization. Journal of Marketing 59 3 (1995) 63-74
77. Sujan H., Sujan M., and Bettman J.R. Knowledge structure differences between more effective and less effective salespeople. Journal of Marketing Research 25 February (1988) 81-86
78. Tyre M.J., and Von Hippel E. The situated nature of adapted learning in organizations. Organization Science 8 1 (1997) 71-83
79. Venkatesh V., and Davis F.D. A theoretical extension of the technology acceptance model: four longitudinal field studies. Management Science 46 2 (2000) 186-205
80. Walter A., Müller T.A., Helfert G., and Ritter T. Functions of industrial supplier relationships and their impact on relationship quality. Industrial Marketing Management 32 2 (2003) 159-169
81. Weber Y., Shenkar O., and Raveh A. National and corporate cultural fit in mergers/acquisitions: an exploratory study. Management Science 42 8 (1996) 1215-1227
82. Weick K. The social psychology of organizing (1969), Addison-Wesley, Reading, MA
83. Welch C., and Wilkinson I. Network perspectives on interfirm conflict: reassessing a critical case in international business. Journal of Business Research 58 2 (2005) 205-213
84. Welch C., and Wilkinson I. The political embeddedness of international business networks. International Marketing Review 21 2 (2004) 216-231
85. Wilkinson I.F., and Young L.C. Toward a normative theory of normative marketing theory. Marketing Theory 5 4 (2005) 363-396
86. Williamson O.E. The economic institutions of capitalism (1985), The Free Press, New York
87. Zinkhan G.M., Joachimsthaler E.A., and Kinnear T. Individual differences and marketing decision support system usage and satisfaction. Journal of Marketing Research 24 May (1987) 208-214