Customer portfolio planning in a business network context

Journal of Marketing Management

Volumn 24, Issue 5-6, 2008, Pages 567-587

  Eng, Teck Yong ^a  

^a KING'S COLLEGE LONDON   (United Kingdom)

Author keywords

Customer portfolios; Focal firm performance; Network effects

Indexed keywords

EID: 84869436901     PISSN: 0267257X     EISSN: 14721376     Source Type: Journal    
DOI: 10.1362/026725708X325995     Document Type: Article

References (72)

1. Achrol, R. S. (1991), "Evolution of the marketing organization: New forms for dynamic environments, " Journal of Marketing, Vol. 55, No. 4, pp. 77-93.
2. Afuah, A. (2000), "How much your co-opetitors' capabilities matter in the face of technological change, " Strategic Management Journal, Vol. 21, No. 3 (Special issue), pp. 387-404.
3. Anderson, J. C., Håkansson, H. and Johanson, J. (1994), "Dyadic business relationships within a business network context, " Journal of Marketing, October, Vol. 58, No. 4, pp. 1-15.
4. Amit, R. and Schoemaker, P. J. (1993), "Strategic assets and organisational rent, " Strategic Management Journal, Vol. 14, No. 1, pp. 33-45.
5. Barney, J. B. (1989), "Asset stocks and sustained competitive advantage: a comment, " Management Science, Vol. 35, No. 12, pp. 1511-1513.
6. Barney, J. B. (1991), "Firm resources and sustained competitive advantage, " Journal of Management, Vol. 17, No. 1, pp. 99-120.
7. Bengtsson, M. and Kock, S. (2000), " 'Coopetition' in business networks-to cooperate and compete simultaneously, " Industrial Marketing Management, Vol. 29, No. 5, pp. 411-426.
8. Brandenburger, A. M. and Nalebuff, B. J. (1997), Co-optition. New York: Double Day.
9. Brass, D. J. and Burkhardt, M. E. (1993), "Potential power and power use: an investigation of structure and behaviour, " Academy of Management Journal, Vol. 36, No. 3, pp. 441-470.
10. Campbell, N. G., and Cunningham, M. T. (1983), "Customer analysis for strategy development in industrial marketing, " Strategic Management Journal, December, Vol. 4, No. 4, pp. 369-380.
11. Chung, S., Singh, H. and Lee, K. (2000), "Complementarity, status similarity and social capital as drivers of alliance formation, " Strategic Management Journal, Vol. 21, No. 1, pp. 1-22.
12. Christie, P. M. J. and Levary, R. R. (1998), "Virtual corporations, " Industrial Management, Vol. 40, No. 4, July-August, pp. 7-11.
13. Conner, K. R. (1991), "A historical comparison of resource-based theory and five schools of thought within industrial organization economics: do we have a new theory of the firm?, " Journal of Management, Vol. 17, No. 1, pp. 121-154.
14. Cook, K. S. and Emerson, R. M. (1978), "Power equity, commitment in exchange networks, " American Sociological Review, Vol. 43, (October), pp. 721-738.
15. Coyne, K. P. (1986), "Sustainable competitive advantage-what it is and what it isn't, " Business Horizons, Vol. 29, No. 1 (January/February), pp. 54-61.
16. Dierickx, I. and Cool, K. (1989), "Asset stock accumulation and sustainability of competitive advantage, " Management Science, Vol. 35, No. 12, pp. 1504-1511.
17. DiMaggio, P. and Powell, W. W. (1983), "The iron cage revisited: institutional isomorphism and collective rationality in organizational fields, " American Sociological Review, Vol. 48, No. 2, pp. 147-160.
18. Dyer, J. H. and Singh, H. (1998), "The relational view: cooperative strategies and sources of interorganizational competitive advantage, " Academy of Management Review, Vol. 23, No. 4, pp. 660-679.
19. Dyer, J. H. and Nobeoka, K. (2000), "Creating and managing a high-performance knowledgesharing network: the Toyota case, " Strategic Management Journal, Vol. 21, No. 8, pp. 345-367.
20. Dyer, J. H. and Hatch, N. W. (2006), "Relation-specific capabilities and barriers to knowledge transfers: creating advantage through network relationships, " Strategic Management Journal, Vol. 27, No. 8, pp. 701-719.
21. Eisenhardt, K. M. (1989), "Building a theory from case research, " Academy of Management Review, Vol. 14, No. 4, pp. 532-550.
22. Emerson, R. M. (1981), "Social Exchange Theory. " In: Rosenberg, M. and Turner, R., (eds.), Social psychology: sociological perspectives, New York: Basic Books, pp. 30-65.
23. Eng, T. Y. (2004a), "Does customer portfolio analysis relate to customer performance? An empirical analysis of alternative strategic perspective, " Journal of Business & Industrial Marketing, February, Vol. 19, No. 1, pp. 49-67.
24. Eng, T. Y. (2004b), "The role of e-marketplaces in supply chain management, " Industrial Marketing Management, February, Vol. 33, No. 2, pp. 97-105.
25. Eng, T. Y. (2005a), "An empirical analysis of the influence of cross-relational impact of strategic analysis on relationship performance in a business network context, " Journal of Strategic Marketing, September, Vol. 13, No. 3, pp. 219-237.
26. Eng, T. Y. (2005b), "Conceptualization of strategy in business networks: an assessment, " Journal of Marketing Channels, Vol. 13, No. 1, pp. 79-92.
27. Fiocca, R. (1982), "Account portfolio analysis for strategy development, " Industrial Marketing Management, Vol. 11, No. 1, pp. 53-62.
28. Ford, D. and Saren, M. (1996), Technology Strategy for Business, London: International Thomson Business Press.
29. Ford, D. and McDowell, R. (1999), "Managing business relationships by analyzing the effects and value of different actions, " Industrial Marketing Management, Vol. 28, No. 5, pp. 429-442.
30. Foss, N. J. (1999), "Networks, capabilities, and competitive advantage, " Scandinavian Journal of Management, Vol. 15, No. 1, pp. 1-15.
31. Gale, B. T. (1972), "Market share and rate of return, " Review of Economics and Statistics, Vol. 54, No. 4, pp. 421-423.
32. Ganesan, S., Malter, A. J. and Rindfleisch, A. (2005), "Does distance still matter? geographic proximity and new product development, " Journal of Marketing, Vol. 69, No. 2, pp. 44-60.
33. Gargiulo, M. and Benassi, M. (2000), "Trapped in your own net? Network cohesion, structural holes and the adaptation of social capital, " Organization Science, Vol. 11, No. 4, pp. 183-196.
34. Giddens, A. (1984), The construction of society, Cambridge: Cambridge Policy Press.
35. Grandori, A. and Soda, G. (1985), "Interfirm networks: antecedents, mechanisms and forms, " Organisation Studies, Vol. 16, No. 2, pp. 183-204.
36. Granovetter, M. S. (1973), "The strength of weak ties, " American Journal of Sociology, Vol. 78, No. 6, pp. 1360-1380.
37. Hagedoorn, J. (2006), "Understanding the cross-level embeddedness of interfirm partnership formation, " Academy of Management Review, Vol. 31, No. 3, pp. 670-680.
38. Håkansson, H. and Johanson, J. (1993), "Industrial functions of business relationships. " In: Sharma, D. D. (ed.), Advances in International Marketing, Greenwich, CT: JAI Press, Vol. 5, pp. 15-31.
39. Håkansson, H. and Snehota, I. (eds.) (1995), Developing relationships in business networks. London: Routledge.
40. Håkansson, H. and Waluszewski, A. (2002), "Path dependence: restricting or facilitating technical development?, " Journal of Business Research, Vol. 55, No. 7, pp. 561-570.
41. Hall, R. (1993), "A framework linking intangible resources and capabilities to sustainable competitive advantage, " Strategic Management Journal, Vol. 14, No. 8, pp. 607-618.
42. Hall, R. (1992), "The strategic analysis of intangible resources, " Strategic Management Journal, Vol. 13, No. 2, pp. 135-144.
43. Hamel, G. (1991), "Competition for competence and interpartner learning within international strategic alliances, " Strategic Management Journal, Vol. 12, Summer Special Issue: Global Strategy, pp. 83-103.
44. Holm, D. B. and Eriksson, K. (1999), "Creating value through mutual commitment to business network relationships, " Strategic Management Journal, Vol. 20, No. 5, pp. 467-486.
45. Inkpen, A. C. and Beamish, P. W. (1997), "Knowledge, bargaining power and the instability of international joint ventures, " Academy of Management Review, Vol. 22, No. 1, pp. 177-202.
46. Johnson, M. D. and Selnes, F. (2004), "Customer portfolio management: toward a dynamic theory of exchange relationships, " Journal of Marketing, Vol. 68, No. 2, pp. 1-17.
47. Kaleka, A. (2002), "Resources and capabilities driving competitive advantage in export markets: guidelines for industrial exporters, " Industrial Marketing Management, Vol. 31, No. 3, pp. 273-283.
48. Kelly, J. S. and Thibaut, J. W. (1978), Interpersonal relations: a theory of interdependence, New York: Wiley.
49. Khanna, T., Gulati, R. and Nohria, N. (1998), "The dynamics of learning alliances: competition, cooperation and relative scope, " Strategic Management Journal, Vol. 19, No. 3, pp. 193-210.
50. Koh, J. and Venkatraman, N. (1991), "Joint venture formations and stock market reactions: an assessment in the information technology sector, " Academy of Management Journal, Vol. 34, No. 4, pp. 869-892.
51. Lavie, D. (2006), "The competitive advantage of interconnected firms: an extension of the resource-based view, " Academy of Management Review, Vol. 31, No. 3, pp. 638-658.
52. Lee, C., Lee, K. and Pennings, J. M. (2001), "Internal capabilities, external networks, and performance: a study on technology-based ventures, " Strategic Management Journal, Vol. 22, No. 6/7, pp. 615-640.
53. Macher, J. T. and Boerner, C. (2006), "Experience and scale and scope economies trade-offs and performance in development, " Strategic Management Journal, Vol. 27, No. 9, pp. 845-865.
54. Mattsson, L-G. (1987), "Management of strategic change in a 'markets-as-networks' perspective. " In: Pettigrew, A., (ed.), The Management of Strategic Change. London: Basil Blackwell, pp. 234-256.
55. McGahan, A. M. and Porter, M. E. (1997), "How much does industry matter, really?, " Strategic Management Journal, Summer Special Issue, Vol. 18, No. 1, pp. 15-30.
56. Miles, M. P. and Snow, C. C. (1978), Organizational strategy, structure, and process, New York: McGraw-Hill.
57. Möller, K. K., and Halinen, A. (1999), "Business relationships and networks: managerial challenge of network era, " Industrial Marketing Management, Vol. 28, No. 5, pp. 413-427.
58. Nohria, N. (1992), "Introduction: is a network perspective a useful way of studying organizations?. " In: Nohria, N. and Eccles, R. G. (eds.), Networks and Organizations: Structure, Form and Action. Boston: Harvard Business School Press, pp. 1-22.
59. Pfeffer, J. and Salancik, G. (1978), The external control of organisations, New York: Harper and Row.
60. Porter, M. E. (1990), The competitive advantages of nations, London: Macmillan.
61. Reuer, J. J. and Koza, M. P. (2000), "Asymmetric information and joint venture performance: theory and evidence for domestic and international joint ventures, " Strategic Management Journal, Vol. 21, No. 1, pp. 81-88.
62. Roquebert, J. A., Phillips, R. P. and Westfall, P. A. (1996), "Markets vs. management: what 'drives' profitability?, " Strategic Management Journal, Vol. 17, No. 8, pp. 653-664.
63. Rothaermel, F. T. (2001), "Incumbent's advantage through exploiting complementary assets via interfirm cooperation, " Strategic Management Journal, Vol. 22, No. 6-7, pp. 687-699.
64. Rumelt, R. (1991), "How much does industry matter?, " Strategic Management Journal, Vol. 12, No. 3, pp. 167-185.
65. Saxton, T. (1997), "The effects of partner and relationship characteristics on alliance outcomes, " Academy of Management Journal, Vol. 40, No. 2 (Special Research Forum on Alliances & Networks), pp. 443-461.
66. Scherer, F. M. (1980), Industrial Market Structure and Market Performance, Chicago, IL.: Rand McNally.
67. Shapiro, C., and Varian, H. R. (1999), Information Rules: a strategic guide to the network economy, Boston: Harvard Business School Press.
68. Srivastava, R. K., Fahey, L. and Christensen, H. K. (2001), "The resource-based view and marketing: the role of market-based assets in gaining competitive advantage, " Journal of Management, Vol. 27, No. 6, pp. 777-802.
69. Stuart, T. E. (2000), "Interorganizational alliances and the performance of firms: a study of growth and innovation rates in a high-technology industry, " Strategic Management Journal, Vol. 21, No. 7, pp. 719-811.
70. Thomas, R. Wilkinson, I. F. and Johnston, W. J. (2004), "Managing in complex business networks, " Industrial Marketing Management, Vol. 33, No. 3, pp. 175-183.
71. Turnbull, P. W. (1990), "A review of portfolio planning models for industrial marketing and purchasing management, " European Journal of Marketing, Vol. 24, No. 3, pp. 7-22.
72. Wernerfelt, B. (1984), "A resource-based view of the firm, " Strategic Management Journal, Vol. 5, No. 2, pp. 171-180.