A temporal model of vertical relationships

Journal of Business-to-Business Marketing

Volumn 17, Issue 3, 2010, Pages 279-307

  Khoja, Faiza ^a   Adams, Jeffery ^a   Kauffman, Ralph ^a  

^a UNIVERSITY OF HOUSTON DOWNTOWN   (United States)

Author keywords

Commitment; Intellectual and financial capital; Relational embeddedness; Trust; Vertical relationships

Indexed keywords

EID: 77956253625     PISSN: 1051712X     EISSN: 15470628     Source Type: Journal    
DOI: 10.1080/10517120903465368     Document Type: Article

References (84)

1. Anand, B. and T. Khanna (2000). Do firms learn to create value? The case of alliances. Strategic Management Journal 21(3): 295-315.
2. Anand, V., W. Glick, and C. Manz (2002). Thriving on the knowledge of outsiders. Tapping organizational social capital. Academy of Management Executive 16(1): 87-101.
3. Anderson, E. and B. Weitz (1992). The use of pledges to build a sustain commitment in distribution channels. Journal of Marketing Research 24(1): 18-34.
4. Anderson, J. and J. Narus (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing 54(1): 42-58.
5. Andersson, U., M. Forsgren, and U. Holm (2002). The strategic impact of external networks: Subsidiary performance and competence development in the multinational corporation. Strategic Management Journal 23: 979-996.
6. Barney, J., M. Wright and D. Ketchen (2001). The resource based view of the firm: Ten years after 1991. Journal of Management 27: 625-641.
7. Bennett, R. and H. Gabriel (2001). Reputation, trust, and supplier commitment: The case of shipping company/seaport relations. Journal of Business and Industrial Marketing 16(6): 424-438.
8. Brass, D., J. Galaskiewicz, and W. Tsai (2004). Taking stock of networks and organizations: A multilevel perspective. Academy of Management Journal 47(6): 795-817.
9. Burt, R. (1992). Structural holes: The social structure of competition. Cambridge, MA: Harvard University Press.
10. Buvik, A. and S. Haugland (2005). The allocation of specific assets, relationship duration, and contractual coordination in buyer-seller relationships. Scandinavian Journal of Management 21: 41-60.
11. Cannon, J. and C. Homburg (2001). Buyer-supplier relationships customer assets. Journal of Marketing 65: 29-43.
12. Cannon, J. and W. Perreault (1999). Buyer-seller relationships in business markets. Journal of Marketing 36: 439-460.
13. Casciaro, T. and M. Piskorski (2005). Power imbalance, mutual dependence and constraint absorption: A closer look at resource dependence theory. Administrative Science Quarterly 50(2): 167-199.
14. Corsten, D. and J. Felde (2005). Exploring the performance effects of key-supplier collaboration. International Journal of Physical Distribution and Logistics Management 35(6): 445-461.
15. Cox, A. (2004). The art of the possible: Relationship management in power regimes and supply chains. Supply Chain Management: An International Journal 9(5): 346-356.
16. Cox, A., C. Lonsdale, G. Watson, and H. Qiao (2003). Supplier relationship management: A framework for understanding managerial capacity and constraints. European Business Journal 15(3): 135-145.
17. Craig, D. and P. Willmott (2005). Outsourcing grows up. McKinsey Quarterly (Web edition).
18. Crook, R. and J. Combs (2007). Sources and consequences of bargaining power in supply chain. Journal of Operations Management 25(2): 546-555.
19. DeCarolis, D. and D. Deeds (1999). The impact of stocks and flows of organizational knowledge on firm performance: An empirical investigation of the biotechnology industry. Strategic Management Journal 20(10): 953-968.
20. Donaldson, B. and T. O'Toole (2000). Classifying relationship structures: Relationship strength in industrial markets. Journal of Business and Industrial Marketing 15(7): 491-505.
21. Doney, P. and J. Cannon (1997). An examination of the nature of trust in buyer supplier relationships. Journal of Marketing 61(2): 35-52.
22. Dwyer, R., P. Schurr, and S. Oh (1987). Developing buyer-supplier relationships. Journal of Marketing 51(3): 11-27.
23. Dyer, J. and W. Chu (2003). The role of trustworthiness in reducing transaction costs and improving performance: Empirical evidence from the United States, Japan, and Korea. Organization Science 14: 57-68.
24. Dyer, J. and K. Nobeoka (2000). Creating and managing a high performance knowledge sharing network: The Toyota case. Strategic Management Journal 21(3): 345-368.
25. Flynn, B. and E. Flynn (2003). Supplier obstructionism: Theoretical foundation and empirical validation. Academy of Management Best Conference Paper, Seattle, August 10-14:A1-A6.
26. Fulconis, F. and G. Pache (2005). Exploiting SCM as source of competitive advantage: The importance of cooperative goals revisited. Competitiveness Review 15(2): 92-100.
27. Fynes, B., and C. Voss (2002). The moderating effect of buyer-supplier relationships on quality practices and performance. International Journal of Operations and Production Management 22(6): 589-613.
28. Gao, T., M. Sirgy, and M. Bird (2005). Reducing buyer decision-making uncertainty in organizational purchasing: can supplier trust, commitment, and dependence help? Journal of Business Research 58: 397-405.
29. Granovetter, M. (1992). Problem of explanation in economic sociology? In Network and organizations: Structure, form and action, eds. N. Nohria and R. G. Eccles, 25-56. Boston: Harvard Business School Press.
30. Gulati, R. (1998). Alliances and networks. Strategic Management Journal 19: 293-317.
31. Gulati, R. and D. Kletter (2005). Shrinking core, expanding periphery: The relational architecture of high-performing organizations. California Management Review 47(3): 77-104.
32. Gulati, R. and H. Singh (1998). The architecture of cooperation: Managing coordination costs and appropriation concerns in strategic alliances. Administrative Science Quarterly 43(4): 781-815.
33. Gundlach, G., R. Achrol, and J. Mentzer (1995). The structure of commitment in exchange. Journal of Marketing 59(1): 78-92.
34. Gundlach, G. and P. Murphy (1993). Ethical and legal foundations of relational marketing. Journal of Marketing 57(4): 35-46.
35. Hansen, M. (1999). The search-transfer problem: The role of weak ties in sharing knowledge across organization subunits. Administrative Science Quarterly 44(1): 82-111.
36. Hansen, M., M. Mors, and B. Lovas (2005). Knowledge sharing in organizations: Multiple networks, multiple phases. Academy of Management Journal 48(5): 776-793.
37. Heide, J. and G. John (1988). The role of dependence balancing in safeguarding transaction specific assets in conventional channel. Journal of Marketing 56(2): 32-44.
38. Heide, J. and G. John (1990). Alliances in industrial purchasing the determinates of joint actions in buyer-supplier relationships. Journal of Marketing Research 27: 24-36.
39. Hingley, M. (2005). Power imbalanced relationships: Cases from UK fresh food supply. International Journal of Retail and Distribution Management 33(8): 551-569.
40. th ed. New Jersey: Thomson/Southwestern Press.
41. Humphreys, P., W. Lei, and L. Chan (2004). The impact of supplier development on buyer-supplier performance. Omega 32(2): 131-144.
42. Jap, S. and E. Anderson (2003). Safeguarding interorganizational performance and continuity under ex-post opportunism. Management Science 49(12): 1684-1701.
43. Jaspers, F. and J. van de Ende (2006). The organizational form of vertical rela-tionships: Dimensions of integration. Industrial Marketing Management 35(7): 819-828.
44. Kalwani, M. and N. Narayandas (1995). Long-term manufacturer-supplier rela-tionships: Do they pay off for supplier firms? Journal of Marketing 59(1): 1-16.
45. Keep, W., S. Hollander, and R. Dickinson (1998) Forces impinging on long-term business to business relationships in the United States: A historical perspective. Journal of Marketing 62: 31-45.
46. Kim, K. (2001). On the effects of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution. Journal of Business Research 51: 87-99.
47. Kogut, B. and U. Zander (1992). Knowledge of the firm, combinative capabilities, and the replication of technology. Organization Science 3(3): 383-397.
48. Kraatz, M. (1998). Learning by association? Inter-organizational networks and adaptation to environmental change. Academy of Management Journal 41: 621-643.
49. Krajewski, L., J. Wei, and L. Tang (2005). Responding to schedule changes in build to-order supply chains. Journal of Operations Management 23: 452-469.
50. Krausse, D. (1999). The antecedents of buying firms' efforts to improve suppliers. Journal of Operations Management 17(2): 205-224.
51. Lai, K, T. Cheng, and A. Yeung (2005). Relationship stability and supplier commitment to quality. International Journal of Production Economics 96(3): 397-410.
52. Landeros, R, R. Reech, and R. Plank (1995). Maintaining buyer-supplier partnership. International Journal of Purchasing and Materials Management Summer: 3-11.
53. Langfield-Smith, K. and M. Greenwood (1998). Developing co-operative buyer-supplier relationships: A case study of Toyota. Journal of Management Studies 353(3): 331-353.
54. Liu, A., M. Leach, and K. Bernhardt (2005). Examining customer value perceptions of organizational buyers when sourcing from multiple vendors. Journal of Business Research 58: 559-568.
55. McEvily, B. and A. Marcus (2005). Embedded ties and the acquisition of competitive capabilities. Strategic Management Journal 26: 1033-1056.
56. McEvily, B. and A. Zaheer (1999). Bridging ties: A source of firm heterogeneity in competitive capabilities. Strategic Management Journal 20: 1133-1156.
57. McGaughey, S. (2002). Strategic interventions in intellectual asset flows. Academy of Management Review 27(2): 248-274.
58. Miyamoto, T. and N. Rexha (2004). Determinants of three facets of customer trust: A marketing model of Japanese buyer-supplier relationship. Journal of Business Research 57: 312-319.
59. Moran, P. (2005). Structural vs. relational embeddedness: Social capital and managerial performance. Strategic Management Journal 26: 1129-1151.
60. Morgan, R. and S. Hunt (1994). The commitment trust theory of relationship marketing. Journal of Marketing 58(3): 20-38.
61. Mowery, D., J. Oxley, and S. Silverman (1996). Strategic alliances and inter-firm knowledge transfer. Strategic Management Journal 17: 77-91.
62. Nahapiet, J. and S. Ghoshal (1997). Social capital, intellectual capital and the organizational advantage. Academy of Management Review 23(2): 242-266.
63. Nicolaou, N. and S. Birley (2003). Social networks in organizational emergence: The university spinout phenomenon. Management Science 49(12): 1702-1725.
64. Nobeoka, K., J. Dyer, and A. Madhok (2002). The influence of customer scope on supplier learning and performance. Journal of International Business Studies 33(4): 717-736.
65. Noordewier, T., G. John, and J. Nevin (1990). Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing 54: 80-93.
66. Paulraj, A. and I. Chen (2005). Strategic supply management and dyadic quality performance: A path analytical model. Journal of Supply Chain Management 41(3): 4-18.
67. Reagans, R. and B. McEvily (2003). Network structure and knowledge transfer: The effects of cohesion and range. Administrative Science Quarterly 48(2): 240-267.
68. Rindfleisch, A. and J. Heide (1997). Transaction cost analysis: Past, present and future applications. Journal of Marketing 61(4): 30-55.
69. Rindfleisch, A. and C. Moorman (2001). The acquisition and utilization of information in new product alliances: A strength-of-ties perspective. Journal of Marketing 65(2): 1-18.
70. Rowley, T., D. Behrens, and D. Krackhardt (2000). Redundant governance structures. An analysis of structural and relational embeddedness in the steel and semiconductor industries. Strategic Management Journal 21(Special issue): 369-386.
71. Sabel, C. (1993). Studied trust: Building new forms of cooperation in a volatile economy. Human Relations 46: 1133-1170.
72. Saeed, K., M. Malhotra, and V. Grover (2005). Examining the impact of interorganizational systems on process efficiency and sourcing leverage in buyer-supplier dyads. Decision Sciences 36(3): 365-396.
73. Siebert, S., M. Kraimer, and R. Liden (2002). A social capital theory of career success. Academy of Management Journal 44(2): 219-237.
74. Skarmeas, D., C. Katsikeas, and B. Schlegelmilch (2002). Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: The importer's perspective. Journal of International Business Studies 33(4): 757-783.
75. Stanley, M. and M. Peteraf (2004). Vertical group formation: A social process perspective. Management and Decision Economics 25: 473-488.
76. Szulanski, G. (1996). Exploring internal stickiness: Impediments to the transfer of best practice within the firm. Strategic Management Journal 27 (special issue): 27-44.
77. Teece, D., G. Pisano, and A. Shuen (1997). Dynamic capabilities and strategic management. Strategic Management Journal 18(7): 509-533.
78. Tsai, W. (2001). Knowledge transfer in intra-organizational networks: Effects of network position and absorptive capacity on business unit innovation and performance. Academy of Management Journal 44(5): 996-1017.
79. Turner, G., M. Hartley, S. LeMay, and C. Wood (2001). Interdependence and cooperation in industrial buyer-supplier relationships. Journal of Marketing Theory and Practice 8(1): 16-24.
80. Uzzi, B. (1999). Embeddedness in the making of financial capital: How social relations and networks benefit firms seeking financing. American Sociological Review 64: 481-505.
81. Uzzi, B. and R. Lancaster (2003). Relational embeddedness and learning: The case of bank loan managers and their clients. Management Science 49(4): 383-399.
82. Walter, A., T. Muller, G. Helfert, and T. Ritter (2003). Functions of industrial sup-plier relationships and their impact on relationship quality. Industrial Marketing Management 32: 159-169.
83. Williamson, O. (1981). The economics of organization: The transaction cost approach. American Journal of Sociology 87(3): 548-577.
84. Williamson, O. (1985). The economic institutions of capitalism. New York: The Free Press.