Multiplicity of norms in inter-company cooperation

Journal of Business and Industrial Marketing

Volumn 24, Issue 7, 2009, Pages 519-528

  Tuusjärvi, Eiren ^a   Möller, Kristian ^b  

^a UNIVERSITY OF HELSINKI   (Finland)

^b HELSINKI SCHOOL OF ECONOMICS   (Finland)

Author keywords

Corporate strategy; Management strategy; Networking; Organizational behaviour; Small to medium sized enterprises

Indexed keywords

EID: 70350215592     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620910986758     Document Type: Article

References (47)

1. Achrol, R.S. and Kotler, P. (1999), Marketing in the network economy, Journal of Marketing, Vol. 63, special issue, pp. 146-63.
2. Antia, K.D. and Frazier, G.L. (2001), The severity of contract enforcement in interfirm channel relationships, Journal of Marketing, Vol. 65, October, pp. 67-81.
3. Blois, K. (2002), Business to business exchanges: a rich descriptive apparatus derived from Macneil's and Menger's analysis, Journal of Management Studies, Vol. 39, June, pp. 524-51.
4. Bonoma, T.V. (1976), Conflict, cooperation and trust in three power systems, Behavioural Science, Vol. 21, pp. 499-514.
5. Brito, C. (1996), Collective action in industrial networks: the case of the port wine industry, PhD thesis, University of Lancaster, Lancaster.
6. Burr, V. (1995), An Introduction to Social Constructionism, Routledge, London.
7. Coleman, J.S. (1990), Foundations of Social Theory, The Belknap Press of Harvard University Press, Cambridge, MA.
8. Dant, R.P. and Schul, P.L. (1992), Conflict resolution processes in contractual channels of distribution, Journal of Marketing, Vol. 56, pp. 38-54.
9. Deci, E.L. and Ryan, R.M. (1987), The support of autonomy and the control of behavior, Journal of Personality and Social Psychology, Vol. 53 No. 5, pp. 1024-37.
10. Dunfee, T.W., Smith, C.N. and Ross, W.T. (1999), Social contracts and marketing ethics, Journal of Marketing, Vol. 63, July, pp. 14-33.
11. Dwyer, R.F., Schurr, P.H. and Oh, S. (1987), Developing buyer-seller relationships, Journal of Marketing, Vol. 51, April, pp. 11-27.
12. Eisenhardt, K.M. (1989), Building theories from case study research, Academy of Management Review, Vol. 14 No. 4, pp. 532-50.
13. Ferreira, L.M. (2005), A cooperacão como instrumentõo da competitividade: o case daso (Cooperation as a strategic instrument for the promotion of competitiveness: the case of export cooperation networks), dissertacão, Universidade Técnica de Lisboa, Lisboa.
14. Ford, D. and McDowell, R. (1999), Managing business relationships by analyzing the effects and value of different actions, Industrial Marketing Management, Vol. 28, pp. 429-42.
15. Gundlach, G.T. and Achrol, R.S. (1993), Governance in exchange: contract law and its alternatives, Journal of Public Policy Marketing, Vol. 12 No. 2, pp. 141-55.
16. Gundlach, G.T., Achrol, R.S. and Mentzer, J.T. (1995), The structure of commitment in exchange, Journal of Marketing, Vol. 59 No. 1, pp. 78-92.
17. Håkansson, H. and Johanson, J. (1993), The network as a governance structure: interfirm cooperation beyond markets and hierarchies, in Grabher, G. (Ed.), The Embedded Firm: On the Socioeconomics of Industrial Networks, Routledge, London, pp. 35-51.
18. Håkansson, H. and Snehota, I. (Eds) (1995), Developing Relationships in Business Networks, Routledge, London.
19. Heide, J.B. and John, G. (1992), Do norms matter in marketing relationships?, Journal of Marketing, Vol. 56, April, pp. 32-44.
20. Heide, J.B., Wathne, K.H. and Rokkan, A.I. (2007), Interfirm monitoring, social contracts, and relationship outcomes, Journal of Marketing Research, Vol. 44, August, pp. 425-33.
21. Kaufmann, P.J. and Stern, L.W. (1988), Relational exchange norms, perceptions of unfairness, and retained hostility in commercial litigation, Journal of Conflict Resolution, Vol. 32 No. 3, pp. 534-52.
22. Kiesler, C.A., Collins, B.E. and Miller, N. (1969), Attitude Change: A Critical Analysis of Theoretical Approaches, Wiley, New York, NY.
23. Macneil, I.R. (1980), The New Social Contract: An Inquiry into Modern Contractual Relations, Yale University Press, New Haven, CT.
24. Macneil, I.R. (1983), Values in contract: internal and external, Northwestern University Law Review, Vol. 78 No. 2, pp. 340-418.
25. Macneil, I.R. (2000), Relational contract theory: challenges and queries, Northwestern University Law Review, Vol. 94, pp. 877-907.
26. Mills, S. (1997), Discourse, Routledge, London.
27. Morgan, R.M. and Hunt, S.D. (1994), The commitment- trust theory of relationship marketing, Journal of Marketing, Vol. 58, July, pp. 20-38.
28. Napier, R.W. and Gershenfeld, M.K. (1993), Groups: Theory and Experience, 5th ed., Houghton Mifflin, Boston, MA.
29. Nevin, J.R. (1995), Relationship marketing and distribution channels: exploring fundamental issues, Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 346-50.
30. Nummela, N. (2000), SME commitment to export cooperation, Series A-6, Turku School of Economics and Business Administration, Turku.
31. Potter, J. and Wetherell, M. (1987), Discourse and Social Psychology. Beyond Attitudes and Behaviour, Sage Publications, London.
32. Pukkinen, T. and Nummela, N. (2004), Nopeammin, tehokkaammin, kauemmas? Vientirenkaat kansainvalistymisen tukena (Faster, more effectively and farther? Export circles supporting internationalization), Research and Reports of the Ministry of Trade and Industry 1/2004, Ministry of Trade and Industry, Helsinki.
33. Richardson, H.S. (1990), Specifying norms as a way to resolve concrete ethical problems, Philosophy and Public Affairs, Vol. 9 No. 4, pp. 279-310.
34. Rokkan, A.I., Heide, J.B. and Wathne, K.H. (2003), Specific investments in marketing relationships: expropriation and bonding effects, Journal of Marketing Research, Vol. 40, May, pp. 210-24.
35. Roy, P. (1998), Business networks for SMEs: powerful synergy for growth in the emerging global market lace, paper presented at the Conference on Globalization and Emerging Businesses: Strategies for the Twenty-First Century, McGill University, Montreal.
36. Spriggs, M.T. (1996), The new social contract: an inquiry into modern contractual relations, Journal of Public Policy & Marketing, Vol. 15, Spring, pp. 157-9.
37. Stake, R.E. (1994), Case studies, in Denzin, N.K. and Lincoln, Y.S. (Eds), Handbook of Qualitative Research, Sage Publications, Thousand Oaks, CA, pp. 236-47.
38. Szarka, J. (1990), Networking and small firms, International Small Business Journal, Vol. 8 No. 2, pp. 10-22.
39. Tuusjarvi, E. (2000), Relational norms in cooperation between SMCs, in Parvatiyar, A. and Sheth, J.N. (Eds), Relationship Marketing in the New Millennium: Theory, Methods and Tools, Proceedings of the 5th Research Conference on Relationship Marketing, Atlanta, GA.
40. Tuusjarvi, E. (2003), Multifaceted norms in SMC export cooperation: a discourse analysis of normative expectations, Series A-226, Helsinki School of Economics, Helsinki.
41. Tuusjarvi, E. and Blois, K. (2004), Interpretations of fairness in dissolution of complex relationships, Journal of Marketing Management, Vol. 20 Nos 9/10, pp. 959-75.
42. Wathne, K.H. and Heide, J.B. (2004), Relationship governance in a supply chain network, Journal of Marketing, Vol. 68, January, pp. 73-89.
43. Welch, L.S. (1992), The use of alliances by small firms in achieving internationalization, Scandinavian International Business Review, Vol. 1 No. 2, pp. 21-37.
44. Welch, L.S. and Joynt, P. (1987), Grouping for export: an effective solution?, in Rosson, P.J. and Reid, S.D. (Eds), Managing Export Entry and Expansion: Concepts and Practice, Praeger, New York, NY, pp. 54-69.
45. Welch, D., Welch, L., Wilkinson, I.F. and Young, L. (1995), Export grouping relationships and networks: evidence from an Australian scheme, in Turnbull, P., Yorke, D. and Nande, P. (Eds), IMP 11th International Conference Proceedings, Manchester Federal School of Business and Management, Manchester, pp. 1191-219.
46. Welch, D., Welch, L., Wilkinson, I.F. and Young, L. (1996), Network analysis of a new export grouping scheme: the role of economic and non-economic relations, International Journal of Research in Marketing, Vol. 13 No. 5, pp. 463-77.
47. Yin, R.K. (1994), Case Study Research: Design and Methods, Sage Publications, Newbury Park, CA.