Conflict-coordination learning in marketing channel relationships: The distributor view

Industrial Marketing Management

Volumn 39, Issue 2, 2010, Pages 287-297

  Chang, Kuo Hsiung ^a   Gotcher, Donald F ^a  

^a TUNGHAI UNIVERSITY   (Taiwan)

Author keywords

Co created value; Conflict values; Conflict coordination learning (CCL); Joint marketing strategy quality; Joint profit performance

Indexed keywords

EID: 75749108603     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2008.10.003     Document Type: Article

References (78)

1. Amason, A. C. (1996). Distinguishing the effects of functional and dysfunctional conflict on strategic decision making: Resolving a paradox for top management teams. Academy of Management Journal, 39, 123-148.
2. Anand B.N., and Khanna T. Do firms learn to create value? The case of alliances. Strategic Management Journal 21 (2000) 295-315
3. Anderson J.C., and Narus J.A. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing 54 1 (1990) 42-58
4. Argyris C., and Schön D.A. Organizational learning: II. Theory, method, and practice (1996), Addison-Wesley, Reading, MA
5. Armstrong J.S., and Overton T.S. Estimating non-response bias in mail surveys. Journal of Marketing Research 14 3 (1977) 396-402
6. Atuahene-Gima K., and Murray J.Y. Antecedents and outcomes of marketing strategy comprehensiveness. Journal of Marketing 68 4 (2004) 33-46
7. Bagozzi R.R., and Yi Y. On the evaluation of structural equation models. Journal of the Academy of Marketing Science 16 1 (1988) 74-94
8. Bagozzi R.R., Yi Y., and Phillips L.W. Assessing construct validity in organizational research. Administrative Science Quarterly 36 30 (1991) 421-458
9. Ballantyne D. Dialogue and its role in the development of relationship specific knowledge. Journal of Business & Industrial Marketing 19 2 (2004) 114-123
10. Barney J.B. Firm resources and sustained competitive advantage. Journal of Management 17 1 (1991) 99-121
11. Bennet G.A., and Cadogan J.W. Partner symmetries, partner conflict and the quality of joint venture marketing strategy: An empirical investigation. Journal of Marketing Management 17 1/2 (2001) 223-256
12. Bollen K.A. Structural equation with latent variables (1989), John Wiley, New York
13. Bond M.H., and Hwang K.K. The social psychology of Chinese people. In: Bond M.H. (Ed). The psychology of the Chinese people (1988), Oxford University Press, Hong Kong 213-266
14. Bradford K.D., Stringfellow A., and Weitz B.A. Managing conflict to improve the effectiveness of retail networks. Journal of Retailing 80 3 (2004) 181-195
15. Brislin R. Back-translation for cross-cultural research. Journal of Cross-Culture Psychology 1 1 (1970) 185-216
16. Brown M.A. Values: A necessary but neglected ingredient of motivation on the job. Academy of Management Review 1 1 (1976) 15-23
17. Cadotte E.R., and Stern L.W. Process model of interorganizational relations in marketing channels. In: Sheth J.N. (Ed). Research in Marketing (1979), JAI Press, Greenwich, CT
18. Cohen W.M., and Levinthal D.A. Absorptive capacity: A new perspective on learning and innovation. Administrative Science Quarterly 35 1 (1990) 128-152
19. Crossan M.M., and Berdrow I. Organizational learning and strategic renewal. Strategic Management Journal 24 11 (2003) 1087-1105
20. Crossan M.M., Lane H.W., and White R.E. An organizational learning framework: From intuition to institution. Academy of Management Review 24 3 (1999) 522-527
21. De Dreu C.K.W., and Weingart L.R. Task versus relationship conflict, team performance, and team member satisfaction: A meta-analysis. Journal of Applied Psychology 88 4 (2004) 741-749
22. Deshpandé R., Farley J.U., and Webster F.E. Corporate culture, customer orientation, and innovativeness in Japanese firms: A quadrad analysis. Journal of Marketing 57 1 (1993) 23-37
23. Deutsch M. The resolution of conflict (1973), Yale University Press, New Haven, CT
24. Duarte M., and Davies G. Testing the conflict-performance assumption in business-to-business relationships. Industrial Marketing Management 32 2 (2003) 91-99
25. Dyer, B., & Song, X. M. (1997). The impact of strategy on conflict: a cross-national comparative study of U.S. and Japanese firms. Journal of International Business Studies, 28(3), 467-493.
26. Dyer J.H., and Singh H. The relational view: Cooperative strategy and sources of inter-organizational competitive advantage. Academy of Management Review 23 4 (1998) 660-679
27. Erramilli M.K., and Rao C.P. Service firms' international entry-mode choice: A modified transaction cost analysis approach. Journal of Marketing 57 4 (1993) 19-38
28. Fornell C., and Larcker D.F. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18 1 (1981) 39-50
29. Frazier G.L., Gill J.D., and Kale S.H. Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country. Journal of Marketing 53 1 (1989) 50-59
30. Frazier G.L., and Rody R.C. The use of influence strategies in interfirm relationships in industrial product channels. Journal of Marketing 55 1 (1991) 52-69
31. Friedman R., Chi S., and Liu L.A. An expectancy model of Chinese-America differences in conflict-avoiding. Journal of International Business Studies 37 1 (2006) 76-91
32. Gaski J.F. The theory of power and conflict in channels of distribution. Journal of Marketing 48 2 (1984) 9-29
33. Grand R.M. Toward a knowledge-based theory of the firm. Strategic Management Journal 17 special issue (1996, Winter) 109-122
34. Gudykunst W.S., Ting-Toomey S., and Chua E. Culture and interpersonal communication (1988), Sage, Thousands Oaks, CA
35. Heide J.B. Plural governance in industrial purchasing. Journal of Marketing 67 4 (2003) 18-29
36. Hwang K. Face and favor: The Chinese power game. American Journal of Sociology 92 4 (1987) 944-974
37. Jap S.D. Pie-expansion effects: Collaboration processes in buyer-seller relationships. Journal of Marketing Research 36 4 (1999) 461-475
38. Jehn, K. A. (1994). Enhancing effectiveness: An investigation of advantages and disadvantages of value-based intragroup conflict. International Journal of Conflict Management, 5, 223-238.
39. Jehn K.A., and Mannix E.A. The dynamic nature of conflict: A longitudinal study of intragroup conflict and group performance. Academy of Management Journal 44 2 (2001) 238-251
40. Johnson J.L., Sohi R.S., and Grewal R. The role of relational knowledge stores in interfirm partnering. Journal of Marketing 68 3 (2004) 21-36
41. Kenny, D.A., Kashy, D.A., & Bolger, N. Data analysis in social psychology, In The handbook of social psychology, D. Gilbert, S. Fiske, & G. Lindzey, eds., McGraw-Hill, Boston, (1), 233-265, 1998.
42. Lane P., and Lubatkin M. Relative absorptive capacity and inter-organizational learning. Strategic Management Journal 19 5 (1998) 461-477
43. Lukas B.A., Hult T.M., and Ferrel O.C. A theoretical perspective of the antecedents and consequences of organizational learning in marketing channels. Journal of Business Research 36 3 (1996) 233-244
44. Madhok A., and Tallman S. Resources, transaction and rents: Managing value through interfirm collaborative relative relationships. Organizational Science 9 3 (1998) 326-339
45. Medlin C., Aurifeille J., and Quester P.G. A collaborative interest model of relational coordination and empirical results. Journal of Business Research 58 2 (2005) 214-222
46. Menon A., Bharadwaj S.G., and Howell R. The quality and effectiveness of marketing strategy: Effects of functional and dysfunctional conflict in intraorganizational relationships. Journal of the Academy of Marketing Science 14 4 (1996) 299-313
47. Mohr J.J., Fisher R.J., and Nevin J.R. Collaborative communication in interfirm relationships: Moderating effects of integration and control. Journal of Marketing 60 3 (1996) 103-115
48. Montoya-Weiss M.M., Massey A.P., and Song M. Getting it together: Temporal coordination and conflict management in global virtual teams. Academy of Management Journal 44 6 (2001) 1251-1262
49. Moorman C., and Miner A.S. The impact of organizational memory on new product performance and creativity. Journal of Marketing Research 34 1 (1997) 91-106
50. Morris M.W., Williams K.Y., Leung K., Larrick R., Mendoza M.T., Bhatnagar D., et al. Conflict management style: Accounting for cross-national differences. Journal of International Business Studies 29 4 (1998) 729-748
51. Pfeffer J., and Salancik G.R. The external control of organizations: A resource dependence approach (1978), Harper and Row, New York
52. Podsakoff P.M., Mackenzie S.B., Lee J.Y., and Podsakoff N.P. Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology 88 5 (2003) 879-903
53. Podsakoff P.M., and Organ D.W. Self-reports in organizational research: Problems and prospects. Journal of Management 12 4 (1986) 531-544
54. Prahalad C.K., and Ramaswamy V. Co-creation experiences: The next practice in value creation. Journal of Interactive Marketing 18 3 (2004) 5-14
55. Rajiv P.D., and Patrick L.S. Conflict resolution processes in contractual channels of distribution. Journal of Marketing 56 1 (1992) 39-59
56. Rawwas M.Y.A., Vitell S.J., and Barnes J.H. Management of conflict using individual power sources: A retailer's perspective. Journal of Business Research 40 1 (1997) 49-64
57. Rose G.M., and Shoham A. Interorganizational task and emotional conflict with international channels of distribution. Journal of Business Research 57 9 (2004) 942-950
58. Rose G.M., Shoham A., Neill S., and Ruvio A. Manufacturer perceptions of the consequences of task and emotional conflict within domestic channels of distribution. Journal of Business Research 60 (2007) 296-304
59. Selnes F., and Sallis J. Promoting relationship learning. Journal of Marketing 67 3 (2003) 80-95
60. Shrout P.E., and Bolger N. Mediation in experimental and nonexperimental studies: New procedures and recommendations. Psychological Methods 7 4 (2002) 422-445
61. Sinkula J.M. Market information processing and organizational learning. Journal of Marketing 58 1 (1994) 35-46
62. Sinkula J.M., Baker W.E., and Norrdewier T. A framework for market-based organizational learning: Linking values, knowledge, and behavior. Journal of the Academy of Marketing Science 25 3 (1997) 305-318
63. Slater, S. F., & Narver, J. C. (1995, July). Market orientation and the learning organization. Journal of Marketing, 59, 63-74.
64. Stern L.W., and El-Ansary A.I. Marketing channels (1977), Prentice-Hall, Inc, Englewood Cliffs, NJ
65. Song X.M., Xie J., and Dyer B. Antecedents and consequences of marketing managers' conflict-handling behaviors. Journal of Marketing 64 1 (2000) 50-66
66. Sujan H., Weitz B.A., and Kumar N. Learning orientation, working smart, and effective selling. Journal of Marketing 58 3 (1994) 39-52
67. Sullivan W., Sullivan R., and Buffton B. Aligning individual and organizational values to support change. Journal of Change Management 2 3 (2002) 247-255
68. Ting-Toomey S. A face negotiation theory. In: Kim Y.Y., and Gudykunst W.B. (Eds). Theory and intercultural communication (1988), Sage, Thousand Oaks, CA 47-52
69. Tjosvold D., Hui C., Ding D.Z., and Hu J. Conflict values and team relationships: Conflict's contribution to team effectiveness and citizenship in China. Journal of Organizational Behavior 24 1 (2003) 69-88
70. Tjosvold D., Hui C., and Law K.S. Constructive conflict in China: Cooperative conflict as a bridge between east and west. Journal of World Business 36 2 (2001) 166-183
71. Vaaland T.I., and Håkansson H. Exploring interorganizational conflict in complex projects. Industrial Marketing Management 32 2 (2003) 127-138
72. Vargo S.L., and Lusch R. Evolving to a new dominant logic for marketing. Journal of Marketing 68 (2004, January) 1-17
73. Venkatraman N. The concept of fit in strategy research: Toward verbal and statistical correspondence. Academy of Management Review 13 3 (1989) 423-444
74. Wang C.L. Guanxi vs. relationship marketing: Exploring underlying differences. Industrial Marketing Management 36 (2007) 81-86
75. Wernerfelt, B. (1984, April-June). A resource-based view of the firm. Strategic Management Journal, 5, 171-180.
76. Williams L.J., and Harzer J.T. Antecedents and consequences of satisfaction and commitment in turnover models: A reanalysis using latent variable structural equation models. Journal of Applied Psychology 71 2 (1986) 219-231
77. Yum J.O. The impact of Confucianism on interpersonal relationships and communication patterns in East Asia. Communication Monographs 55 4 (1988) 374-388
78. Zahra S.A., and George G. Absorptive capacity: A review, reconceptualisation, and extension. Academy of Management Review 27 2 (2002) 185-203