The ties that buy: The role of interfirm social contagion across customer accounts

Journal of Personal Selling and Sales Management

Volumn 31, Issue 1, 2011, Pages 7-20

  Bowler, Wm Matthew ^a   Dahlstrom, Robert ^b   Seevers, Matthew T ^c   Skinner, Steven J ^b  

^a OKLAHOMA STATE UNIVERSITY   (United States)

^b UNIVERSITY OF KENTUCKY   (United States)

^c CREIGHTON UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 78651403949     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134310101     Document Type: Article

References (70)

1. Achrol, Ravi S., and Philip Kotler (1999), "Marketing in the Network Economy" Journal of Marketing, 63 (Special Issue), 146-163.
2. Arbuthnot, Jeanette Jaussaud, Mark Slama, and Grovalynn Sisler (1993), "Selection Criteria and Information Sources in the Purchase Decisions of Apparel Buyers of Small Retailing Firms" Journal of Small Business Management, 31 (April), 12-23.
3. Armstrong, J. Scott, and Terry S. Overton (1977), "Estimating Nonresponse Bias in Mail Surveys" Journal of Marketing Research, 14 (August), 396-402.
4. Asch, S.E. (1951), "Effects of Group Pressure upon the Modification and Distortion of Judgments" in Groups, Leadership, and Men, H. Guetzkow, ed., Pittsburgh: Carnegie Press, 177-190.
5. Barley, Stephen R. (1986), "Technology as an Occasion for Structuring: Evidence from Observations of CT Scanners and the Social Order of Radiology Departments" Administrative Science Quarterly, 31 (March), 78-108.
6. - (1990), "The Alignment of Technology and Structure Through Roles and Networks" Administrative Science Quarterly, 35 (March), 61-103.
7. Bearden, William O., and Michael J. Etzel (1982), "Reference Group Influence on Product and Brand Purchase Decisions" Journal of Consumer Research, 9 (September), 183-194.
8. Bernard, H. Russell, Peter Killworth, David Kronenfeld, and Lee Sailer (1984), "The Problem of Informant Accuracy: The Validity of Retrospective Data" Annual Review of Anthropology, 13, 495-517.
9. Bhattacharya, C.B., Hayagreeva Rao, and Mary Ann Glynn (1995), "Understanding the Bond of Identification: An Investigation of Its Correlates Among Art Museum Members" Journal of Marketing, 59 (October), 46-57.
10. Bonacich, Philip (1972), "Technique for Analyzing Overlapping Memberships" Sociological Methodology, 4, 176-185.
11. Borgatti, Stephen P., Martin G. Everett, and Linton C. Freeman (2002), UCINET VI for Windows: Software for Social Network Analysis, Harvard, MA: Analytic Technologies.
12. Bowler, Wm. Matthew, and Daniel J. Brass (2006), "Relational Correlates of Interpersonal Citizenship Behavior: A Social Network Perspective on Organizational Citizenship Behavior" Journal of Applied Psychology, 91 (January), 70-82.
13. Brown, Jacqueline Johnson, and Peter H. Reingen (1987), "Social Ties and Word-of-Mouth Referral Behavior" Journal of Consumer Research, 14 (December), 350-362.
14. Burkhardt, Marlene E. (1994), "Social Interaction Effects Following a Technological Change" Academy of Management Journal, 37 (4), 869-898.
15. Burnkrant, Robert E., and Alain Cousineau (1975), "Informational and Normative Social Influence in Buyer Behavior" Journal of Consumer Research, 2 (December), 206-215.
16. Burt, Ronald S. (1976), "Positions in Networks" Social Forces, 55 (1), 93-122.
17. - (1987), "Social Contagion and Innovation: Cohesion Versus Structural Equivalence" American Journal of Sociology, 92 (May), 1287-1335.
18. - (1992), Structural Holes: The Social Structure of Competition, Cambridge: Harvard University Press.
19. -, and Gregory A. Janicik (1996), "Social Contagion and Social Structure" in Networks in Marketing, Dawn Iacobucci, ed., Thousand Oaks, CA: Sage, 32-49.
20. Casciaro, Tiziana, and Miguel Sousa Lobo (2005), "Competent Jerks, Lovable Fools, and the Formation of Social Networks" Harvard Business Review, 83 (June), 92-99.
21. Coleman, James, Elihu Katz, and Herbert Menzel (1957), "The Diffusion of an Innovation Among Physicians" Sociometry, 20 (December), 253-270.
22. Cross, Rob, Jeanne Liedtka, and Leigh Weiss (2005), "A Practical Guide to Social Networks" Harvard Business Review, 83 (March), 124-132.
23. Crow, Lowell E., Richard W. Olshavsky, and John O. Summers (1980), "Industrial Buyers' Choice Strategies: A Protocol Analysis" Journal of Marketing Research, 17 (February), 34-44.
24. Davis, Charles M., Gerald E. Hills, and Raymond W. LaForge (1985), "The Marketing Small Enterprise Paradox: A Research Agenda" International Small Business Journal, 3 (3), 31-42.
25. DiMaggio, Paul, and Walter W. Powell (1983), "The Iron Cage Revisited: Institutional Isomorphism and Collective Rationality in Organizational Fields" American Sociological Review, 48 (April), 147-160.
26. Erickson, Bonnie H. (1988), "The Relational Basis of Attitudes" in Social Structures: A Network Approach, Barry Wellman and Stephen Berkowitz, eds., New York: Cambridge University Press, 99-121.
27. Freeman, Linton, A. Kimball Romney, and Sue C. Freeman (1987), "Cognitive Structure and Informant Accuracy" American Anthropologist, 89 (June), 310-325.
28. Galaskiewicz, Joseph, and Ronald S. Burt (1991), "Interorganization Contagion in Corporate Philanthropy" Administrative Science Quarterly, 36 (March), 88-105.
29. -, and Stanley Wasserman (1989), "Mimetic Processes Within an Interorganizational Field: An Empirical Test" Administrative Science Quarterly, 34 (September), 454-479.
30. Giddens, Anthony (1976), New Rules of Sociological Method, London: Hutchison.
31. Granovetter, Mark S. (1973), "The Strength of Weak Ties" American Journal of Sociology, 78 (May), 1360-1380.
32. - (1982), "The Strength of Weak Ties: A Network Theory Revisited" in Social Structure and Network Analysis, Peter V. Marsden and Nan Lin, eds., Beverly Hills, CA: Sage, 105-130.
33. Gulati, Ranjay (1995), "Social Structure and Alliance Formation Patterns: A Longitudinal Analysis" Administrative Science Quarterly, 40 (December), 619-652.
34. Håkansson, Håkan, and Björn Wootz (1975), "Supplier Selection in an International Environment-An Experimental Study" Journal of Marketing Research, 12 (February), 46-51.
35. Heinz, John P., Edward O. Laumann, Robert L. Nelson, and Robert H. Salisbury (1993), The Hollow Core, Cambridge: Harvard University Press.
36. Hirschman, Elizabeth C., and David Mazursky (1982), "A Trans- Organizational Investigation of Retail Buyers' Criteria and Information Sources" New York University Institute of Retail Management Working Paper no. 82-8.
37. Iacobucci, Dawn (1996), "Introduction" in Networks in Marketing, Dawn Iacobucci, ed., Thousand Oaks, CA: Sage, xiii-xx.
38. Kerin, Roger A., Eric N. Berkowitz, Steven W. Hartley, and William Rudelius (2003), Marketing, 7th ed., New York: McGraw-Hill/Irwin.
39. Kline, Barbara, and Janet Wagner (1994), "Information Sources and Retail Buying Decision-Making: The Effect of Product- Specific Buying Experience" Journal of Retailing, 70 (Spring), 75-88.
40. Knoke, David, and James H. Kuklinski (1982), Network Analysis, Beverly Hills, CA: Sage.
41. Koka, Balaji, John E. Prescott, and Ravindranath Madhavan (1999), "Contagion Influence on Trade and Investment Policy: A Network Perspective" Journal of International Business Studies, 30 (1), 127-148.
42. Lilien, Gary L., and M. Anthony Wong (1984), "An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry" Journal of Marketing Research, 21 (February), 1-11.
43. Marsden, Peter V. (1990), "Network Data and Measurement" Annual Review of Sociology, 16, 435-463.
44. McCallister, Lynn, and Claude S. Fischer (1978), "A Procedure for Surveying Personal Networks" Sociological Methods and Research, 7 (2), 131-148.
45. McFarland, Richard G., James M. Bloodgood, and Janice M. Payan (2008), "Supply Chain Contagion" Journal of Marketing, 72 (March), 63-79.
46. Palmatier, Robert W. (2008), "Interfirm Relational Drivers of Customer Value" Journal of Marketing, 72 (July), 76-89.
47. Pfeffer, Jeffrey (1981), Power in Organizations, Marshfield, MA: Pitman.
48. Plouffe, Christopher R., Brian C. Williams, and Thomas W. Leigh (2004), "Who's on First? Stakeholder Differences in Customer Relationship Management and the Elusive Notion of 'Shared Understanding," Journal of Personal Selling & Sales Management, 24, 4 (Fall), 323-338.
49. Reingen, Peter H., and Jerome B. Kernan (1986), "Analysis of Referral Networks in Marketing: Methods and Illustrations" Journal of Marketing Research, 23 (November), 370-378.
50. -, Brian L. Foster, Jacqueline Johnson Brown, and Stephen B. Seidman (1984), "Brand Congruence in Interpersonal Relations: A Social Network Analysis" Journal of Consumer Research, 11 (December), 771-783.
51. Rice, Ronald E., and Carolyn Aydin (1991), "Attitudes Toward New Organizational Technology: Network Proximity as a Mechanism for Social Information Processing" Administrative Science Quarterly, 36 (June), 219-244.
52. Ronchetto, John R., Jr., Michael D. Hutt, and Peter H. Reingen (1989), "Embedded Influence Patterns in Organizational Buying Systems" Journal of Marketing, 53 (October), 51-62.
53. Scott, John (2000), Social Network Analysis: A Handbook, London: Sage.
54. Seevers, Matthew T., Steven J. Skinner, and Scott W. Kelley (2007), "A Social Network Perspective on Sales Force Ethics" Journal of Personal Selling & Sales Management, 27, 4 (Fall), 341-353.
55. Seibert, Scott E., Maria L. Kraimer, and Robert C. Liden (2001), "A Social Capital Theory of Career Success" Academy of Management Journal, 44 (2), 219-237.
56. Sheth, Jagdish N. (1973), "A Model of Industrial Buyer Behavior" Journal of Marketing, 37 (October), 50-56.
57. Sparks, John R., and Joseph A. Schenk (2006), "Socialization Communication, Organizational Citizenship Behaviors, and Sales in Multilevel Marketing Organization" Journal of Personal Selling & Sales Management, 26, 2 (Spring), 161-180.
58. SRI International (2008), "The 2005 Golf Economy Report" Menlo Park, CA, January 17.
59. Stafford, James E. (1966), "Effects of Group Influences on Consumer Brand Preferences" Journal of Marketing Research, 3 (February), 68-75.
60. Üstüner, Tuba, and David Godes (2006), "Better Sales Networks" Harvard Business Review, 84 (July-August), 102-112.
61. Uzzi, Brian (1997), "Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness" Administrative Science Quarterly, 42 (March), 35-67.
62. Van den Bulte, Christophe, and Gary L. Lilien (2001), "Medical Innovation Revisited: Social Contagion Versus Marketing Effort" American Journal of Sociology, 106 (March), 1409-1435.
63. -, and Stefan Wuyts (2007), Social Networks and Marketing, Cambridge, MA: Marketing Science Institute.
64. Vyas, Niren, and Arch G. Woodside (1984), "An Inductive Model of Industrial Supplier Choice Processes" Journal of Marketing, 48 (Winter), 30-45.
65. Wagner, Janet, Richard Ettenson, and Jean Parrish (1989), "Vendor Selection Among Retail Buyers: An Analysis by Merchandise Division" Journal of Retailing, 65 (Spring), 58-79.
66. Wasserman, Stanley, and Katherine Faust (1994), Social Network Analysis: Methods and Applications, New York: Cambridge University Press.
67. Webster, Frederick E., Jr. (1965), "Modeling the Industrial Buying Process" Journal of Marketing Research, 2 (November), 370-376.
68. Witt, Robert E. (1969), "Informal Social Group Influence on Consumer Brand Choice" Journal of Marketing Research, 6 (November), 473-476.
69. -, and Grady D. Bruce (1970), "Purchase Decisions and Group Influence" Journal of Marketing Research, 7 (November), 533-535.
70. -, and - (1972), "Group Influence and Brand Choice Congruence" Journal of Marketing Research, 9 (November), 440-443.