The impact of relation-specific investment on channel relationship performance: Evidence from China

Journal of Strategic Marketing

Volumn 19, Issue 1, 2011, Pages 57-71

  Zhao, Yanhui ^a   Wang, Guocai ^a  

^a NANJING UNIVERSITY   (China)

Author keywords

Formal contract; Knowledge based RSI; Property based RSI; Relational trust; Relationship learning

Indexed keywords

EID: 79951799286     PISSN: 0965254X     EISSN: 14664488     Source Type: Journal    
DOI: 10.1080/0965254X.2010.537763     Document Type: Article

References (32)

1. Aiken, L.S., & West, S.G. (1991). Multiple regression: Testing and interpreting interactions. Newbury Park, CA: Sage.
2. Anderson, E., & Weitz, B. (1992). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29, 18-34.
3. Dyer, J.H., & Singh, H. (1998). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review, 23, 660-679.
4. Gaertner, S.L., Dovidio, J.F., & Bachman, B.A. (1996). Revisiting the contact hypothesis: The induction of a common group identity. International Journal of Intercultural Relations, 20, 271-290.
5. Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1-19.
6. Ghoshal, S., & Moran, P. (1996). Bad for practice: A critique of the transaction cost theory. Academy of Management Review, 21, 13-47.
7. Grant, R.M. (1996). Toward a knowledge-based theory of the firm. Strategic Management Journal, 17(Special issue), 109-122.
8. Gulati, R. (1998). Alliances and networks. Strategic Management Journal, 19, 293-317.
9. Hoetker, G., & Mellewigt, T. (2009). Choice and performance of governance mechanisms: Matching alliance governance to asset type. Strategic Management Journal, 30, 1025-1044.
10. Jaccard, J., Turrisi, R., & Wan, C.K. (1990). Interaction effects in multiple regression. Newbury Park, CA: Sage.
11. Jap, S.D., & Anderson, E. (2003). Safeguarding interorganizational performance and continuity under ex post opportunism. Management Science, 49, 1684-1701.
12. Joskow, P. (1988). Asset specificity and the structure of vertical relationships: Empirical evidence. Journal of Law, Economics, and Organization, 4, 95-118.
13. Kale, P., Singh, H., & Perlmutter, H. (2000). Learning and protection of proprietary assets in strategic alliances: Building relational capital. Strategic Management Journal, 21(Special issue), 217-237.
14. Kang, M.P., Mahoney, J.T., & Tan, D. (2009). Why firms make unilateral investments specific to other firms: The case of OEM suppliers. Strategic Management Journal, 30, 117-135.
15. Ketchen, D.J., Hult, T.M., & Slater, S.F. (2007). Toward greater understanding of market orientation and the resource-based view. Strategic Management Journal, 28, 961-964.
16. Kumar, N., Scheer, L.K., & Steenkamp, J. (1995). The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32, 348-356.
17. Li, J.J., Poppo, L., & Zhou, K.Z. (2008). Do managerial ties in China always produce value? Competition, uncertainty, and domestic vs. foreign firms. Strategic Management Journal, 29, 383-400.
18. Liu, Y., Luo, Y.D., & Liu, T. (2009). Governing buyer-supplier relationships through transactional, relational mechanisms: Evidence from China. Journal of Operations Management, 27, 284-309.
19. Lui, S.S., Wong, Y.Y., & Liu, W.P. (2009). Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior? Journal of Business Research, 62, 1214-1219.
20. Luo, Y.D. (2007). An integrated anti-opportunism system in international exchange. Journal of International Business Studies, 38, 855-877.
21. Luo, Y.D., Liu, Y., & Xue, J.Q. (2009). Relationship investment and channel performance: An analysis of mediating forces. Journal of Management Studies, 46, 1113-1137.
22. Madhok, A. (2000). Interfirm collaboration: Contractual and capabilities-based perspectives. In F. Nicolai & M. Volker (Eds.), Competence, governance and entrepreneurship: Advances in economic strategy research (pp. 276-303). London: Oxford University Press.
23. Morgan, R.M., & Hunt, S.D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20-38.
24. Park, S., & Luo, Y.D. (2001). Guanxi and organizational dynamics: Organizational networking in Chinese firms. Strategic Management Journal, 22, 455-477.
25. Peng, M.W., & Luo, Y.D. (2000). Managerial ties and firm performance in an emerging economy: The nature of a micro-macro link. Academy of Management Journal, 43, 486-501.
26. Poppo, L., & Zenger, T. (2002). Do formal contracts and relational governance function as substitutes or complements? Strategic Management Journal, 23, 707-725.
27. Seabright, A., Levinthal, A., & Fichman, M. (1992). Role of individual attachments in the dissolution of interorganizational relationships. Academy of Management Journal, 35, 122-150.
28. Selnes, F., & Sallis, J. (2003). Promoting relationship learning. Journal of Marketing, 67(3), 80-95.
29. Uzzi, B. (1996). The sources and consequences of embeddedness for the economic performance of organizations: The network effect. American Sociological Review, 61, 674-698.
30. Wang, H.M., Huang, H., & Lee, J.R. (2001). Does relation-specific investment contribute to competence building? A supplier's perspective. Taiwan Journal of Administration, 1, 55-75.
31. Williamson, O.E. (1985). The economic institutions of capitalism. New York: Free Press.
32. Wuyts, S., & Geyskens, I. (2005). The formation of buyer-supplier relationships: Detailed contract drafting and close partner selection. Journal of Marketing, 69(10), 103-117.