Asymmetric customer-supplier relationship development in Taiwanese electronics firms

Industrial Marketing Management

Volumn 41, Issue 4, 2012, Pages 692-705

  Lee, Chia Jung ^a   Johnsen, Rhona E ^b  

^a MINGDAO UNIVERSITY   (Taiwan)

^b AUDENCIA BUSINESS SCHOOL   (France)

Author keywords

Asymmetry; Customer supplier relationships; Larger customer; Smaller supplier; Taiwanese electronics industry

Indexed keywords

EID: 84862686541     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2011.09.017     Document Type: Article

References (79)

1. Alajoutsijärvi K., Möller K., Rosenbröijer C.-J. Relevance of focal nets in understanding the dynamics of business relationships. Journal of Business-to-Business Marketing 1999, 6(3):3-35.
2. Andersen P.H., Kumar R. Emotions, trust and relationship development in business relationships: A conceptual model for buyer-seller dyads. Industrial Marketing Management 2006, 35(4):522-535.
3. Anderson J.C., Narus J.A. A model of distributor firm and manufacturing firm working relationships. Journal of Marketing 1990, 54(1):42-58.
4. Barnes B. The uses of power 1988, Wiley, London.
5. Blankenburg H.D., Eriksson K., Johanson J. Business networks and cooperation in international business relationships. Journal of International Business Studies 1996, 27(5):1033-1053.
6. Bygballe L., Harrison D. Relationship dissolution understood in terms of learning barriers. Proceedings of 19th Annual Industrial Marketing and Purchasing Group (IMP) Conference, University of Lugano, Lugano, Switzerland, 4th -6th September 2003.
7. Campbell N. An interaction approach to organizational buying behaviour. Journal of Business Research 1985, 13(1):35-48.
8. Carr A., Leong G.K. A study of purchasing practices in Taiwan. International Journal of Operations and Production Management 2000, 20(12):1427-1445.
9. Chang, S. C. (2004). Production Forecast for Enterprise Competitiveness: Taiwan's High-Tech Industries, PhD Thesis, University of National China, Tung.
10. Chen H., Chen T.-J. Asymmetric strategic alliances: A network view. Journal of Business Research 2002, 55(1):1007-1013.
11. Chiger S., Karp S. 7th Annual Electronics Marketing Survey. Catalog Age 2003, 20(7):66-70.
12. Claro D.P., Claro P.B.O. Collaborative buyer-supplier relationships and downstream information in marketing channels. Industrial Marketing Management 2010, 39(2):221-228.
13. Claycomb C., Frankwick G.L. Buyers' perspectives of buyer-seller relationship development. Industrial Marketing Management 2010, 39(2):252-263.
14. Dahl R.A. Who governs? Democracy and power in an American city 1961, Yale University Press, New Haven.
15. Dubois A., Araujo L. Case research in purchasing & supply management: Opportunities and challenges. Journal of Purchasing and Supply Management 2007, 13:170-181.
16. Dubois A., Gadde L.-E. Systematic combining: An abductive approach to case research. Journal of Business Research 2002, 55(7):553-560.
17. Dwyer F.R. Channel-member satisfaction: Laboratory insights. Journal of Retailing 1980, Summer, 56:45-65.
18. Dwyer F.R., Schurr P.H., Oh S. Developing buyer-seller relationships. Journal of Marketing 1987, 51(April):11-27.
19. Dyan M., Di Benedetto C.A. The impact of structural and contextual factors on trust formation in product development teams. Industrial Marketing Management 2010, 39(4):691-703.
20. Easton G. Marketing: A critical realist approach. Journal of Business Research 2002, 55(2):103-109.
21. Eggert A., Ulaga W., Schultz F. Value creation in the relationship lifecycle: A quasi-longitudinal analysis. Industrial Marketing Management 2006, 35(1):20-27.
22. El-Ansari A., Stern L. Power measurement in the distribution channel. Journal of Marketing Research 1972, 9(2):47-52.
23. Emerson R.M. Power-dependence relations. American Sociological Review 1962, 27(1):31-41.
24. Emerson R.M. Social exchange theory. Social psychology: Sociological perspectives 1981, Basic Books, New York. M. Rosenberg, R. Turner (Eds.).
25. Ford D. The development of buyer-seller relationships in industrial markets. European Journal of Marketing 1980, 14(5/6):339-353.
26. Ford D., Gadde L.-E., Håkansson H., Snehota I. Managing business relationships 2003, John Wiley, Chichester.
27. Ford D., Håkansson H., Johanson J. How do companies interact?. Industrial Marketing and Purchasing 1986, 1(1):26-41.
28. Ford D., Saren M. Managing and marketing technology 2001, Thomson Learning, London.
29. Frazier G. Interorganizational exchange behaviour in marketing channels: A broadened perspective. Journal of Marketing 1983, 47(4):68-78.
30. Frazier G., Antia K. Exchange relationships and interfirm power in channels of distribution. Journal of the Academy of Marketing Science 1995, 23(4):321-326.
31. Ganesan S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 1994, April, 58:1-19.
32. Geser H. Towards an interaction theory of organisational actors. Organisation Studies 1992, 13(3):429-451.
33. Golfetto F., Gibbert M. Marketing competencies and the sources of customer value in business markets. Industrial Marketing Management 2006, 35(8):904-912.
34. Gundlach G.T., Achrol R., Mentzer J. The structure of commitment in exchange. Journal of Marketing 1995, 59(January):78-92.
35. Halinen A., Törnroos J.-Å. Using case methods in the study of contemporary business networks. Journal of Business Research 2005, 58:1285-1297.
36. Harrigan K. Strategic alliances and partner asymmetries. Management International Review 1988, 28(2):53-72.
37. Harrison D. Is a long-term business relationship an implied contract? Two views of relationship disengagement. Journal of Management Studies 2002, 41(1):107-125.
38. Hausman A., Johnston W.J. The impact of coercive and non-coercive forms of influence on trust, commitment and compliance in supply chains. Industrial Marketing Management 2010, 39(3):519-526.
39. Havila V., Wilkinson I.F. The principle of the conservation of relationship energy: Or many kinds of new beginnings. Industrial Marketing Management 2002, 31(3):191-203.
40. Heide J.B., John G. The role of dependence balancing in safeguarding transaction-specific assets in conventional channels. Journal of Marketing 1988, 52(1):20-35.
41. Heide J.B., John G. Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships. Journal of Marketing Research 1990, 27(1):24-36.
42. Heide J.B., Stump R.L. Performance implications of buyer-supplier relationships in industrial markets: A transaction cost explanation. Journal of Business Research 1995, 32(1):57-66.
43. Hingley M. Power to all our friends? Living with imbalance in supplier-retailer relationships. Industrial Marketing Management 2005, 34(8):848-858.
44. Holmlund M. Analyzing business relationships and distinguishing different interaction levels. Industrial Marketing Management 2004, 33(4):279-287.
45. Holmlund M., Kock S. Buyer dominated relationships in a supply chain: A case study of four small-sized suppliers. International Small Business Journal 1996, 33(1):26-41.
46. Hsiao M.J., Purchase S., Rahman S. The impact of buyer-supplier relationship and purchasing process on the supply chain performance: A conceptual framework. Proceedings of the 18th Annual Industrial Marketing and Purchasing Group (IMP) Conference, Curtin University of Technology, Perth, Australia, 5th -7th September 2002.
47. Hsieh T.-J., Yeh R.-S., Chen Y.-J. Business group characteristics and affiliated firm innovation: The case of Taiwan. Industrial Marketing Management 2010, 39(4):560-570.
48. Huemer L. Activating trust: The redefinition of roles and relationships in an international construction project. International Marketing Review 2004, 21(2):187-202.
49. Hwang J.-T. Taiwan: Its impact on East-Asia. Research report: National Policy Foundation, Taiwan 2002.
50. Jap S.D., Ganesan S. Control mechanisms and the relationship lifecycle: Implications for safeguarding specific investments and developing commitment. Journal of Marketing Research 2000, 37(2):227-245.
51. Järvensivu T., Törnroos J.-Å. Case study research with moderate constructionism: Conceptualization and practical illustration. Industrial Marketing Management 2010, 39:100-108.
52. Johanson J., Mattsson L.-G. Inter-organisational relations in industrial systems: A network approach compared with the transaction cost approach. International Studies of Management and Organisation 1987, 18(1):34-48.
53. Johnsen R.E., Ford D. Exploring the concept of asymmetry: A typology for analysing customer-supplier relationships. Industrial Marketing Management 2008, 37(4):471-483.
54. Johnsen T.E., Johnsen R.E., Lamming R.C. Supply relationship evaluation: The relationship assessment process (RAP) and beyond. European Management Journal 2008, 26(4):274-287.
55. Keh H.T., Xie Y. Corporate reputation and customer behavioural intentions: The roles of trust, identification and commitment. Industrial Marketing Management 2009, 38(7):732-742.
56. Larson A. Network dyads in entrepreneurial settings: A study of the governance of exchange relationships. Administrative Science Quarterly 1992, 37(1):76-104.
57. Lusch R.F. Sources of conflict: Their impact on intrachannel conflict. Journal of Marketing Research 1976, November, 13:382-390.
58. Miles M.B., Huberman A.M. Qualitative data analysis: An expanded sourcebook 1994, Sage, London.
59. Ministry of Economic Affairs Taiwan's economic development. Taiwan, Small and Medium Enterprise Administration 2007, Ministry of Economic Affairs.
60. Mitrega M., Katrichis J.M. Benefiting from dedication and constraint in buyer-seller relationships. Industrial Marketing Management 2010, 39(4):616-624.
61. Mohr J., Speckman R. Characteristics of partnership success: Partnership attributes, communication behavior and conflict resolution. Strategic Management Journal 1994, 15(2):135-152.
62. Möller K., Törrönen P. Business suppliers' value creation potential: A capability-based analysis. Industrial Marketing Management 2003, 32(2):109-118.
63. Morgan R.M., Hunt S.D. The commitment-trust theory of relationship marketing. Journal of Marketing 1994, 58:20-38.
64. Ren X., Oh S., Noh J. Managing supplier-retailer relationships: From institutional and task environment perspectives. Industrial Marketing Management 2010, 39(4):593-604.
65. Romano C. Research strategies for small business: A case study. International Small Business Journal 1989, 7(4):35-43.
66. Rosson P., Ford D. Manufacturer-overseas distributor relations and export performance. Journal of International Business Studies 1982, 13(2):57-72.
67. Sako M. Prices, quality and trust: Inter-firm relations in Britain and Japan 1992, Cambridge University Press, Cambridge.
68. Selnes F. Antecedents and consequences of trust and satisfaction in buyer-seller relationships. European Journal of Marketing 1998, 34(3/4):306-322.
69. Söllner A. Opportunistic behaviour in asymmetrical relationships. Relationships and networks in international markets 1998, Elsevier, Oxford. H.-G. Gemünden, T. Ritter, A. Walter (Eds.).
70. Tsay A. The quantity-flexibility contract and supplier-customer incentives. Management Science 1999, 45(10):1339-1358.
71. Tu C. Balancing exploration and exploitation capabilities in high technology firms: A multi-source multi-context examination. Industrial Marketing Management 2010, 39(4):672-680.
72. Vaaland T.I., Håkansson H. Exploring interorganizational conflict in complex projects. Industrial Marketing Management 2003, 32(2):127-138.
73. Waddington D. Participant observation. Qualitative methods in organisational research: A practical guide 1994, 107-122. Sage, London. C. Cassell, G. Symon (Eds.).
74. Whipple J.M., Lynch D.F., Nyaga G.N. A buyer's perspective on collaborative versus transactional relationships. Industrial Marketing Management 2010, 39(3):507-518.
75. Wilkinson I.F. Power, conflict and satisfaction in distribution channels - An empirical study. International Journal of Physical Distribution and Materials Management 1981, 11(7):20-30.
76. Wilson D.T. An integrated model of buyer-seller relationships. Journal of the Academy of Marketing Science 1995, 23(4):335-345.
77. Wilson D.T., Jantrania S. Understanding the value of a relationship. Asia-Australia Marketing Journal 1994, 2(1):55-66.
78. Yin R.K. Case study research: Design and methods 2003, Sage, London.
79. Zerbini F., Castaldo S. Stay in or get out the Janus? The maintenance of multiplex relationships between buyers and sellers. Industrial Marketing Management 2007, 36(7):941-954.