An investigation into the role of IT integration, relationship predictability and routinization in interfirm relationships: From the structuration perspective

Industrial Marketing Management

Volumn 41, Issue 2, 2012, Pages 368-377

  Lee, Ruby P ^a   Johnson, Jean L ^b   Tang, Xinlin ^a  

^a FLORIDA STATE UNIVERSITY   (United States)

^b UNIVERSITY OF AMSTERDAM   (Netherlands)

Author keywords

Interfirm relationships; IT integration; Predictability; Routinization; Structuration perspective

Indexed keywords

EID: 84858342503     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2011.04.002     Document Type: Article

References (77)

1. Armstrong S., Overton T. Estimating non-response bias in mail surveys. Journal of Marketing Research 1977, August, 14:396-402.
2. Barney J.B. Firm resources and sustained competitive advantage. Journal of Management 1991, 17(1):99-120.
3. Barua A., Konana P., Whinston A.B., Yin F. An empirical investigation of net-enabled business value. MIS Quarterly 2004, 28(4):585-620.
4. Barua A., Kriebel C.H., Mukhopadhyay T. Information technologies and business value: An analytic and empirical investigation. Information Systems Research 1995, 6(1):3-23.
5. Becker J.U., Greve G., Albers S. The impact of technological and organizational implementation of CRM on customer acquisition, maintenance, and retention. International Journal of Research in Marketing 2009, 26(3):207-215.
6. Bharadwaj A.S. A resource-based perspective on information technology capability and firm performance: An empirical investigation. MIS Quarterly 2000, March, 24:169-196.
7. Bohling T., Bowman D., LaValle S., Mittal V., Narayandas D., Ramani G., et al. CRM implementation: Effectiveness issues and insights. Journal of Service Research 2007, 9(2):184-194.
8. Bollen K.A. Total, direct, and indirect effects in structural equation models. Sociological Methodology 1987, 17:37-69.
9. Bostrom R.P., Gupta S., Thomas D. A meta-theory for understanding information systems within sociotechnical systems. Journal of Management Information Systems 2009, 26(1):17-47.
10. Boudreau M.-C., Robey D. Enacting integrated information technology: A human agency perspective. Organization Science 2005, 16(1):3-18.
11. Boulding W., Staelin R., Ehret M., Johnston W.J. A customer relationship management roadmap: What is known, potential pitfalls, and where to go. Journal of Marketing 2005, 69(4):155-166.
12. Brynjolfsson E., Hitt L. Information technology and productivity. A review of the literature. Advances in Computers 1996, February, 43:179-214.
13. Ciborra C. Imbrication of representations: Risk and digital technologies. Journal of Management Studies 2006, 43(6):1339-1356.
14. Clemons E.K., Row M.C. Information technology and industrial cooperation: The changing economics of coordination and ownership. Journal of Management Information Systems 1992, 9(2):9-28.
15. Clemons E.K., Weber B.W. Strategic information technology investments: Guidelines for decision making. Journal of Management Information Systems 1990, 7(2):9-28.
16. Coopey J., Keegan O., Emler N. Managers' innovations and the structuration of organizations. Journal of Management Studies 1998, 35(3):236-284.
17. DeSanctis G., Poole M.S. Capturing the complexity in advanced technology use: Adaptive structuration theory. Organization Science 1994, 5(2):121-147.
18. Dillman D.A. Mail and internet surveys: The tailored design method 2000, John Wiley & Sons, New York.
19. Doney P.M., Cannon J.P. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing 1997, 61(2):35-51.
20. Dos Santos B.L., Peffers K., Mauer D.C. The impact of information technology investment announcements on the market value of the firm. Information Systems Research 1993, 4(1):1-23.
21. Feldman M.S. Organizational routines as a source of continuous change. Organization Science 2000, 11(6):611-629.
22. Feldman M.S. Resources in emerging structures and processes of change. Organization Science 2004, 15(3):295-309.
23. Fornell C., Larcker D.F. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 1981, February, 18:39-50.
24. Frohlich M.T. E-integration in the supply chain: Barriers and performance. Decision Sciences 2002, 33(4):537-556.
25. Geyskens I., Steenkamp J.-B.E.M., Kumar N. A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research 1999, 36(2):223-238.
26. Giddens A. Central problems in social theory: Action, structure and contradiction in social analysis 1979, University of California Press, Berkeley, CA.
27. Giddens A. The constitution of society 1984, Polity Press, Cambridge, UK.
28. Gouldner A.W. The norm of reciprocity: A preliminary statement. America Sociological Review 1960, 25(2):161-178.
29. Granovetter M. Economic action and social structure: The problem of embeddedness. The American Journal of Sociology 1985, 91:481-510.
30. Heide J.B., John G. Do norms matter in marketing relationships?. Journal of Marketing 1992, 56(2):32-44.
31. Heide J.B., Miner A.S. The shadow of the future: Effects of anticipated interaction and frequency of contact on buyer-seller cooperation. Academy of Management Journal 1992, 35(2):265-291.
32. Houston F.S., Gassenheimer J.B. Marketing and exchange. Journal of Marketing 1987, October, 51:3-18.
33. Jarrahi M.H. A structurational analysis of how course management systems are used in practice. Behaviour & Information Technology 2010, 29(3):257-275.
34. Johnson J.L., Sohi R.S. The influence of firm predispositions on interfirm relationship formation in business markets. International Journal of Research in Marketing 2001, 18(4):299-318.
35. Johnson J.L., Sohi R.S., Grewal R. The role of relational knowledge stores in interfirm relationships. Journal of Marketing 2004, April, 68:21-36.
36. Jones M.R., Karsten H. Giddens's structuration theory and information systems research. MIS Quarterly 2008, 32(1):127-157.
37. Kim D., Lee R.P. Systems collaboration and strategic collaboration: Their impacts on supply chain responsiveness and market performance. Decision Sciences 2010, 41(4):955-981.
38. Kumar N., Scheer L.K., Steenkamp J.-B.E.M. The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research 1995, February, 32:54-65.
39. Lee R.P., Johnson J.L. Managing multiple facets of risk in new product alliances. Decision Sciences 2010, 41(2):271-300.
40. Lee R.P., Johnson J.L., Grewal R. Understanding the antecedents of collateral learning in new product alliances. International Journal of Research in Marketing 2008, 25(3):192-200.
41. Lichtenthal J.D., Eliaz S. Internet integration in business marketing tactics. Industrial Marketing Management 2003, 32(1):3-13.
42. MacKinnon D.P. Contrasts in multiple mediator models. Multivariate applications in substance use research: New methods for new questions 2000, 141-160. Erlbaum, Mahwah, NJ. J. Rose (Ed.).
43. Macneil I.R. The new social contract 1980, Yale University Press, New Haven.
44. Melville N., Kraemer K., Gurbaxani V. Review: Information technology and organizational performance: An integrative model of IT business value. MIS Quarterly 2004, 28(2):283-322.
45. Molloy S., Schwenk C.R. The effects of information technology on strategic decision making. Journal of Management Studies 1995, 32(3):283-311.
46. Morgan R.M., Hunt S.D. The commitment-trust theory of relationship marketing. Journal of Marketing 1994, July, 58:20-38.
47. Orlikowski W.J. The duality of technology: Rethinking the concept of technology in organizations. Organization Science 1992, 3(3):398-427.
48. Orlikowski W.J. Using technology and constituting structures: A practice lens for studying technology in organizations. Organization Science 2000, 11(4):404-428.
49. Orlikowski W.J., Robey D. Information technology and the structuring of organizations. Information Systems Research 1991, 2(2):143-169.
50. Orlikowski W.J., Yates J., Okamura K., Fujimoto M. Shaping electronic communication: The metastructuring of technology in the context of use. Organization Science 1995, 6(4):423-444.
51. Palmatier R.W., Dant R.P., Grewal D., Evans K.R. Factors influencing the effectiveness of relationship marketing: A meta-analysis. Journal of Marketing 2006, 70(4):136-153.
52. Palmatier R.W., Scheer L.K., Houston M.B., Evans K.R., Gopalakrishna S. Use of relationship marketing programs in building customer-salesperson and customer-firm relationships: Differential influences on financial outcomes. International Journal of Research in Marketing 2007, 24(3):210-223.
53. Payne A., Frow P. A strategic framework for customer relationship management. Journal of Marketing 2005, 69(4):167-176.
54. Phillips N., Lawrence T.B., Hardy C. Inter-organizational collaboration and the dynamics of institutional fields. Journal of Management Studies 2000, 37(1):23-43.
55. Podsakoff P.M., MacKenzie S.B., Lee J.-Y., Podsakoff N.P. Common method biases in behavior research: A critical review of the literature and recommended remedies. The Journal of Applied Psychology 2003, 88(5):879-903.
56. Podsakoff P.M., Organ D. Self-reports in organizational research: Problems and prospects. Journal of Management 1986, 12(4):531-544.
57. Pozzebon M. The influence of a structurationist view on strategic management research. Journal of Management Studies 2004, 41(2):247-272.
58. Preacher K.J., Hayes A.F. SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior Research Methods, Instruments, & Computers 2004, 36(4):717-731.
59. Rindfleisch A., Heide J.B. Transaction cost analysis: Past, present, and future applications. Journal of Marketing 1997, October, 61:30-54.
60. Rosenbaum H., Shachaf P. A structuration approach to online communities of practice: The case of Q&A communities. Journal of the American Society for Information Science & Technology 2010, 61(9):1933-1944.
61. Ryssel R., Ritter T., Gemunden H.G. The impact of information technology deployment on trust, commitment and value creation in business relationships. Journal of Business & Industrial Marketing 2004, 19(3):197-207.
62. Sanders N.R. Pattern of information technology use: The impact on buyer-supplier coordination and performance. Journal of Operations Management 2008, 26(3):349-367.
63. Sanders N.R., Premus R. IT applications in supply chain organizations: A link between competitive priorities and organizational benefits. Journal of Business Logistics 2002, 23(1):65-83.
64. Schultze U., Orlikowski W.J. A practice perspective on technology-mediated network relations: The use of Internet-based self-serve technologies. Information Systems Research 2004, 15(1):87-106.
65. Sobel M.E. Asymptotic intervals for indirect effects in structural equations models. Sociological methodology 1982, 290-312. Jossey-Bass, San Francisco. S. Leinhart (Ed.).
66. Sriram V., Stump R. Information technology investments in purchasing: An empirical investigation of communications, relationships and performance outcomes. Omega 2004, 32(1):41-55.
67. Steenkamp J.-B.E.M., Baumgartner H. Assessing measurement invariance in cross-national consumer research. Journal of Consumer Research 1998, 25(1):78-90.
68. Subramani M.R. How do suppliers benefit from IT use in supply chain relationships?. MIS Quarterly 2004, 28(1):45-73.
69. Sydow J., Windeler A. Organizing and evaluating interfirm networks: A structurationist perspective on network processes and effectiveness. Organization Science 1998, 9(3):265-284.
70. Tippins I., Sohi R.S. IT competency and firm performance: Is organizational learning a missing link. Strategic Management Journal 2003, 24(8):745-761.
71. Vakharia A.J. E-business and supply chain management. Decision Sciences 2002, 33(4):495-504.
72. Ward P., Zhou H. Impact of information technology integration and lean/just-in-time practices on lead-time performance. Decision Sciences 2006, 37(2):177-203.
73. Wathne K.H., Heide J.B. Relationship governance in a supply chain network. Journal of Marketing 2004, January, 68:73-89.
74. Wernerfelt B. A resource-based view of the firm. Strategic Management Journal 1984, April-June, 5:171-180.
75. Whittington R. Putting Giddens into action: Social systems and managerial agency. Journal of Management Studies 1992, 29(6):693-712.
76. Wu F., Yeniyurt S., Kim D., Cavusgil S.T. The impact of information technology on supply chain capabilities and firm performance: A resource-based view. Industrial Marketing Management 2006, 35:493-504.
77. Zollo M., Reuer J.J., Singh H. Interorganizational routines and performance in strategic alliances. Organization Science 2002, 13(6):701-713.