The dynamics of networked power in a concentrated business network

Journal of Business Research

Volumn 67, Issue 12, 2014, Pages 2579-2589

  Olsen, Per Ingvar ^a   Prenkert, Frans ^b   Hoholm, Thomas ^a   Harrison, Debbie ^a  

^a BI NORWEGIAN BUSINESS SCHOOL   (Norway)

^b ÖREBRO UNIVERSITY   (Sweden)

Author keywords

Buyer power; Governance systems; Inter organizational power; Networked power; Power mechanisms

Indexed keywords

EID: 84926129533     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jbusres.2014.03.017     Document Type: Article

References (149)

1. Aldrich H.E. Organizations and environments 1979, Prentice-Hall, Englewood Cliffs, N.J.
2. Allen J. Lost geographies of power 2003, Blackwell, Oxford.
3. Allen R.W., Porter L.W. Organizational influence processes 1983, Scott Foresman, Glenview, IL.
4. Anderson H., Havila V., Andersen P., Halinen A. Position and role - conceptualizing dynamics in business networks. Scandinavian Journal of Management 1998, 14(3):167-186.
5. Angrosino Michael V. Recontextualizing Observation: Ethnography, Pedagogy, and the Prospects for a Progressive Political Agenda. The Sage Handbook of Qualitative Research 2005, 729-746. Sage, Thousand Oaks, CA. N.K. Denzin, K. Lincoln (Eds.).
6. Arrow K.J., Debreu G. Existence of a competitive equilibrium for a competitive economy. Econometrica 1954, 22(3):265-290.
7. Ashby W.R. Design for a brain 1952, John Wiley & Sons, New York.
8. Augier M., March J.G. Models of a man: Essays in memory of Herbert A. Simon 2004, MIT Press, Cambridge, MA.
9. Axelsson B. Corporate strategy models and networks - diverging perspectives. Industrial networks - A new view of reality 1992, 184-217. Routledge, London. B. Axelsson, G. Easton (Eds.).
10. Bacharach S.B., Lawler E.J. Power and Politics in Organizations 1980, Jossey-Bass, San Francisco, CA.
11. Bångens L., Araujo L. The structures and processes of learning: A case study. Journal of Business Research 2002, 55(7):571-581.
12. Baraldi E., Gressetvold E., Harrison D. Resource interaction in inter-organizational networks: Foundations, comparison, and a research agenda. Journal of Business Research 2012, 65(2):266-276.
13. Baraldi E., Nadin G. The challenges in digitalising business relationships. The construction of an IT infrastructure for a textile-related business network. Technovation 2006, 26(10):1111-1126.
14. Barzilai-Nahon K. Toward a theory of network gatekeeping: A framework for exploring information control. Journal of the American Society for Information Science and Technology 2008, 59(9):1493-1512.
15. Beier F.J., Stern L.W. Power in the channel of distribution. Distribution channels: Behavioral dimensions 1969, Houghton Mifflin, Boston, MA. L.W. Stern (Ed.).
16. Blackler F., McDonald S. Power, mastery and organizational learning. Journal of Management Studies 2000, 37(6):833-851.
17. Blois Keith B2B 'relationships'-A social construction of reality? A study of Marks and Spencer and one of its major suppliers. Marketing Theory 2003, 3(1):79-95.
18. Blois K. Self-interest and not benign power-a comment on Hingley's 'power to all our friends'. Industrial Marketing Management 2005, 34:662-859.
19. Blois K., Hopkinson G. The use and abuse of French and Raven in the channels literature. Journal of Marketing Management 2013, 29(9-10):1143-1162.
20. Boyle B.F., Dwyer R., Robicheaux R.A., Simpson J.T. Influence strategies in marketing channels: Measures and use in different relationship structures. Journal of Marketing Research 1992, November, 29:462-473.
21. Bradshaw A. A critique of Steven Lukes' 'Power: A Radical View'. Sociology 1976, 10(1):121-127.
22. Brass D.J. Being in the right place: A structural analysis of individual influence in an organization. Administrative Science Quarterly 1984, 29(4):518-539.
23. Brass D.J., Burkhardt M.E. Potential power and power use: An investigation of structure and behavior. Academy of Management Journal 1993, 36(3):441-470.
24. Brennan D.R., Turnbull P.W., Wilson D.T. Dyadic adaptation in business-to-business markets. European Journal of Marketing 2003, 37(11/12):1636-1666.
25. Briers M., Chua W.F. The role of actor-networks and boundary objects in management accounting change: a field study of an implementation of activity-based costing. Society 2001, 26:237-269.
26. Brown J.R., Frazier G.L. The application of channel power: Its effects and connotations. Research frontiers in marketing: Dialogues and directions 1978, 266-270. American Marketing Association, Chicago, IL. S.C. Jain (Ed.).
27. Brown J.R., Johnson J.L., Koenig H.F. Measuring the sources of marketing channel power: A comparison of alternative approaches. International Journal of Research in Marketing 1995, 12(4):333-354.
28. Brown J.R., Lusch R.F., Nicholson C.Y. Power and relationship commitment: Their impact on marketing. Journal of Retailing 1995, 71(4):363.
29. Bunge M.A. Causality and modern science 1979, Dover Publications, New York. 3rd revised ed.
30. Bunge M.A. Mechanism and explanation. Philosophy of the Social Sciences 1997, 27(4):410-465.
31. Burkhardt M.E., Brass D.J. Changing patterns or patterns of change: The effects of a change in technology on social network structure and power. Administrative Science Quarterly 1990, 35(1):104-127.
32. Buttriss G.J., Wilkinson I.F. Pinpointing the deeper structures, processes and mechanisms of change within interactional fields. Australasian Marketing Journal 2014, 22:45-50. 10.1016/j.ausmj.2013.12.007.
33. Callon M. Some elements of a sociology of translation: Domestication of the scallops and the fishermen of St Brieuc Bay. Power, action and belief: A new sociology of knowledge? 1986, 196-223. Routledge, London. J. Law (Ed.).
34. Clegg S.R. Frameworks of power 1989, Sage, London.
35. Cook K.S. Exchange and power in networks of interorganizational relations. The Sociological Quarterly 1977, Winter, 18:62-82.
36. Cook K.S., Emerson R.M. Power, equity and commitment in exchange networks. American Sociological Review 1978, 43:721-739.
37. Cook K.S., Emerson R.M., Gilmore M.R., Yamagishi T. The distribution of power in exchange networks: Theory and experimental results. American Journal of Sociology 1983, 89(2):275-305.
38. Dahl R.A. The concept of power. Behavioral Science 1957, 2:202-210.
39. de Rosney J. The macroscope: A new world scientific system 1979, Harper and Row, New York.
40. Duarte M., Davies G. Trust as a mediator of channel power. Journal of Marketing Channels 2003, 11(2/3):77.
41. Dubois A., Gadde L.-E. Systematic combining: An abductive approach to case research. Journal of Business Research 2002, 55(7):553-560.
42. Dwyer F.R., Schurr P.H., Oh S. Developing buyer-seller relationships. Journal of Marketing 1987, 51:11-27.
43. Easton G. Critical realism in case study research. Industrial Marketing Management 2010, 39(1):118-128.
44. Eisenhardt K.M. Building theories from case study research. Academy of Management Review 1989, 1:532-550.
45. Eisenhardt Kathleen M., Graebner Melissa E. Theory Building from Cases: Opportunities and Challenges. Academy of Management Journal 2007, 50(1):25-32.
46. El-Ansary A.I., Stern L.W. Power measurement in the distribution channel. Journal of Marketing Research 1972, 9(1):47-52.
47. Emerson R.M. Power-dependence relations. American Sociological Review 1962, 27(1):31-41.
48. Emerson R.M. Exchange theory, Part II: Exchange relations and networks. Sociological theories in progress 1972, Vol. 2:58-87. Houghton-Mifflin, Boton.
49. Etgar M. Channel domination and countervailing power in distributive channels. Journal of Marketing Research 1976, 13:254-262. (August).
50. Foucault M. Power/knowledge 1980, Harvester Press, Brighton.
51. Fox S. Communities of practice, Foucault and actor-network theory. Journal of Management Studies 2000, 37(6):853-867.
52. Frazier G.L. On the measurement of interfirm power in channels of distribution. Journal of Marketing Research 1983, 20(2):158-166.
53. Frazier G.L. Organizing and managing channels of distribution. Journal of the Academy of Marketing Science 1999, 27(2):226-240.
54. Frazier G.L., Antia K.D. Exchange relationships and interfirm power in channels of distribution. Journal of the Academy of Marketing Science 1995, 23(4):321-326.
55. Frazier G.L., Summers J.O. Perceptions of interfirm power and its use within a franchise channel of distribution. Journal of Marketing Research 1986, 23(2):169-176.
56. French J.R., Raven B. The bases of social power. Studies in social power 1959, 150-167. University of Michigan, Ann Arbor, MI. D. Cartwright (Ed.).
57. Gadde L.-E. Activity coordination and resource combining in distribution networks - Implications for relationship involvement and the relationship atmosphere. Journal of Marketing Management 2004, 20(1/2):157-184.
58. Gadde L.-E., Ford D. Distribution research and the industrial network approach. The IMP Journal 2008, 2(3):36-52.
59. Gadde L.-E., Mattsson L.-G. Stability and change in network relationships. International Journal of Research in Marketing 1987, 4:29-41.
60. Galbraith J. Designing complex organizations 1973, Addison-Wesley, Reading, MA.
61. Gaski J.F. The theory of power and conflict in channels of distribution. Journal of Marketing 1984, 48(3):9-29.
62. Gaski J.F. Interrelations among a channel entity's power sources: Impact of the exercise of reward and coercion on expert, referent, and legitimate power sources. Journal of Marketing Research 1986, 23(1):62-77.
63. Gaski J.F., Nevin J.R. The differential effects of exercised and unexercised power sources in a marketing channel. Journal of Marketing Research 1985, 22(2):130-142.
64. Grandori A. An organizational assessment of interfirm coordination modes. Organization Studies 1997, 18(6):897-925.
65. Gripsrud G. The marketing discipline and distribution research: Time to regain lost territory?. Rethinking marketing: Developing a new understanding of markets 2004, 189-206. John Wiley, Chichester. H. Håkansson, D. Harrison, A. Waluszewski (Eds.).
66. Gross N. A pragmatist theory of social mechanisms. American Sociological Review 2009, 74(3):358-379.
67. International marketing and purchasing of industrial goods: An interaction approach 1982, John Wiley and Sons, Chichester. H. Håkansson (Ed.).
68. Håkansson H. Business relationships and networks: Consequences for economic policy. Antitrust Bulletin 2006, 51(1):143-163.
69. Håkansson H., Ford D., Gadde L.-E., Snehota I., Waluszewski A. Business in networks 2009, John Wiley and Sons, Chichester.
70. Developing relationships in business networks 1995, Routledge, London. H. Håkansson, I. Snehota (Eds.).
71. Halinen A., Törnroos J.-Å. Using case methods in the study of contemporary business networks. Journal of Business Research 2005, 58(9):1285-1297.
72. Hardy C., Clegg S.R. Some dare call it power. Handbook of organization studies 1996, 622-641. Sage, London. C. Hardy, S.R. Clegg, W.R. Nord (Eds.).
73. Harrison Debbie Is a Long-term Business Relationship an Implied Contract? Two Views of Relationship Disengagement. Journal of Management Studies 2004, 41(1):107-136.
74. Hedström P., Swedberg R. Social mechanisms: An introductory essay. Social mechanisms: An analytical approach to social theory 1998, 1-31. Cambridge University Press, Cambridge. P. Hedström, R. Swedberg (Eds.).
75. Hidalgo C.A., Klinger B., Barabasi A.L., Hausmann R. The product space conditions the development of nations. Science 2007, 317(5837):482-487.
76. Hoholm T. The contrary forces of innovation: An ethnography of innovation in the food industry 2011, Palgrave Macmillan, Basingstoke.
77. Hopkinson G.C., Blois K. Power-base research in marketing channels: A narrative review. International Journal of Management Reviews 2013, 10.1111/ijmr.12013.
78. Hunt Shelby D., Nevin John R. Power in a Channel of Distribution: Sources and Consequences. Journal of Marketing Research 1974, 11(2):186-193.
79. Hunt Kenneth A., Mentzer John T., Danes Jeffrey E. The Effect of Power Sources on Compliance in a Channel of Distribution: A Causal Model. Journal of Business Research 1987, 15(5):377-395.
80. Ibarra H. Network centrality, power, and innovation involvement: Determinants of technical and administrative roles. Academy of Management Journal 1993, 36(3):471-501.
81. Ibarra H., Hunter M. How leaders create and use networks. Harvard Business Review 2007, 85(1):40-47.
82. Johanson J. Svenskt kvalitetsstål på utländska marknader. Licentiate thesis 1966, Uppsala University, Uppsala, (In Swedish).
83. Johanson J., Mattsson L.-G. Marketing investments and market investments in industrial networks. International Journal of Research in Marketing 1985, 2:185-19.
84. Johanson J., Mattsson L.-G. Network positions and strategic action - an analytical framework. Industrial networks - A new view of reality 1992, 205-217. Routledge, London. B. Axelsson, G. Easton (Eds.).
85. Johanson J., Vahlne J.-E. Commitment and opportunity development in the internationalization process: A note on the Uppsala internationalization process model. Management International Review 2006, 46(2):165-178.
86. Johnson J.L., Koenig H.F., Brown J.R. The bases of marketing channel power: An exploration and confirmation of their underlying dimensions. AMA Educator's Proceedings 1985, 160-165. American Marketing Association, Chicago, IL. R.F. Lusch (Ed.).
87. Johnson Jean L., Sakano Tomoaki, Cote Joseph A., Onzo Naoto The exercise of interfirm power and its repercussions in U.S.-Japanese channel relationships. Journal of Marketing 1993, 57(2):1-10.
88. Kilduff M., Brass D.J. Organizational social network research: Core ideas and key debates. The Academy of Management Annals 2010, 4(1):317-357.
89. Kinch N. Utlandsetableringar inom massa- och pappersindustrin. En studie av olika metoder att hantera en osäker marknad. Företagsekonomisk forskning om internationellt företagande 1974, 61-65. Norstedts, Stockholm, (In Swedish). J.-E. Vahlne (Ed.).
90. Kipnis D., Schmidt S.M., Wilkinson I.F. Intraorganizational influence tactics: Explorations in getting one's way. Journal of Applied Psychology 1980, 65(4):440-452.
91. Krackhardt D. Assessing the political landscape: Structure, cognition, and power in organizations. Administrative Science Quarterly 1990, 35(2):342-369.
92. Kutschker M. Power and dependence in industrial marketing. International marketing and purchasing of industrial goods: An interaction approach 1982, Wiley, Chichester. H. Håkansson (Ed.).
93. Laszlo E. Introduction to systems philosophy 1972, Gordon and Breach, New York.
94. Latour B. The powers of association. Power, action and belief: A new sociology of knowledge? 1986, 264-280. Routledge & Kegan Paul, London. J. Law (Ed.).
95. Latour B. Technology is society made durable. A sociology of monsters: Essays on power, technology and domination 1991, 103-131. London, Routledge. J. Law (Ed.).
96. Liu Yi, Yuan Li, Leinan Zhang Control mechanisms across a buyer-supplier relationship quality matrix. Journal of Business Research 2010, 63(1):3-12.
97. Luhmann N. Soziale Systeme: Grundrißeiner allgemeinen Theorie 1984, Suhrkamp, Frankfurt, (English translation: Social Systems. Stanford: Stanford University Press, 1995).
98. Lukes S. Power: A radical view 1974, Macmillan, London. 1st ed.
99. Lukes S. Power: A radical view 2005, Palgrave Macmillan, Basingstoke. 2nd ed.
100. Lusch R.F. Sources of power: Their impact on intrachannel conflict. Journal of Marketing Research 1976, 13(4):382-390.
101. Lusch R.F. An empirical examination of the dimensionality of power in a channel of distribution. Journal of the Academy of Marketing Science 1977, 5(4):361.
102. Mason K., Easton G., Lenney P. Causal social mechanism: From the what to the why. Industrial Marketing Management 2013, 42(3):347-355.
103. Mattsson L.-G. Development of firms in networks: Positions and investments. Advances in International Marketing 1989, 3:121-139.
104. McCall M.W. Power, authority, and influence. Organizational behavior 1979, 185-206. Grid, Columbus, OH. S. Kerr (Ed.).
105. Meehan J., Wright G.H. The origins of power in buyer-seller relationships. Industrial Marketing Management 2012, 41(4):669-679.
106. Mintzberg H. Power in and around organizations 1983, Prentice-Hall, Englewood-Cliffs, NJ.
107. Molm L.D. Structre, actions, and outcomes: The dynamics of power in social exchange. American Sociological Review 1990, 55(3):427-447.
108. Morgan R.M., Hunt S.D. The commitment-trust theory of relationship marketing. Journal of Marketing 1994, 58:20-38.
109. Morgan G., Smircich L. The case for qualitative research. Academy of Management Review 1980, 5(4):491-500.
110. Mottner S., Smith S. Wal-Mart: Supplier performance and market power. Journal of Business Research 2009, 62(5):535-541.
111. Muthusamy S.K., White M.A. Does power sharing matter? The role of power and influence in alliance performance. Journal of Business Research 2006, 59(7):811-819.
112. Olsen P.I. The re-formatting of electricity, and the making of a market. Actor-network theory and organizing 2005, Liber & Copenhagen Business School Press, Copenhagen. B. Czarniawska, T. Hernes (Eds.).
113. Ozanne U.B., Hunt S.D. The economic effects of franchising 1971, US Government Printing Office, Washington, DC.
114. Pfeffer J. Power in organizations 1981, Pitman, Marshfield, MA.
115. Pfeffer J., Salancik G.R. The external control of organizations. A resource dependence perspective 1978, Harper & Row, New York.
116. Prenkert F. A theory of organizing informed by activity theory: The locus of paradox, sources of change, and challenge to management. Journal of Organizational Change Management 2006, 19(4):471-490.
117. Prigogine I. From being to becoming 1980, Freeman, New York.
118. Prigogine I., Nicolis G. Self-organization in non-equilibrium systems 1977, Wiley, New York.
119. Quastler H. Information theory in biology 1953, University of Illinois Press, Urbana, IL.
120. Raven B.H., Kruglanski A.W. Control and power. The structure of conflict 1970, Academic Press, New York. P. Swingle (Ed.).
121. Ring P.S., Van de Ven A.H. Structuring cooperative relationships between organizations. Strategic Management Journal 1992, 13:483-498.
122. Ring P.S., Van de Ven A.H. Developmental processes of cooperative interorganizational relationships. Academy of Management Review 1994, 19(1):90-118.
123. Scheer L.K., Stern L.W. The effect of influence type and performance outcomes on attitude toward the influencer. Journal of Marketing Research 1992, February, 29:128-142.
124. Schilit W.K., Locke E.A. A study of upward influence in organizations. Administrative Science Quarterly 1982, 27(2):304-316.
125. Scott R.W. Organizations: Rational, natural, and open systems 1992, Prentice Hall, Englewood Cliffs, NJ. 3rd ed.
126. Snehota I. Notes on a theory of business enterprise 1990, Doctoral Thesis, Uppsala University, Uppsala.
127. Stake R.E. Case studies. Strategies of qualitative inquiry 2003, 134-164. Sage, Thousand Oaks, CA. 2nd ed. N.K. Denzin, Y.S. Lincoln (Eds.).
128. Stiglitz J.E. Markets, market failures, and development. American Economic Review 1989, 79(2):197-203.
129. Sydow J., Windeler A. Organizing and evaluating interfirm networks: A structurationist perspective on network processes and effectiveness. Organization Science 1998, 9(3):265-284.
130. Teece J.B. The lessons GM could learn for its supplier shakeup. Business Week 1992, 1-29.
131. Thibaut J.W., Kelley H.H. The social psychology of groups 1959, Wiley, New York.
132. Thomas R., Sargent L.D., Hardy C. Managing organizational change: Negotiating meaning and power-resistance relations. Organization Science 2010, 22(1):22-41.
133. Thompson J.D. Organizations in action 1967, McGraw-Hill, New York.
134. Thompson K.R., Luthans F. A behavioral interpretation of power. Organizational influence processes 1983, 72-86. Scott Foresman, Glenview, IL. R.W. Allen, L.W. Porter (Eds.).
135. Thorelli H.B. Networks: Between markets and hierarchies. Understanding business networks 1990, 443-457. Academic Press, London. D. Ford (Ed.).
136. von Bertalanffy L. General system theory. General systems: Yearbook of the Society for the Advancement of General Systems Theory 1956, Vol. 1:1-10. L. von Bertalanffy, A. Rapoport (Eds.).
137. Welch C., Wilkinson I.F. Network perspectives on interfirm conflict: Reassessing a critical case in international business. Journal of Business Research 2005, 58(2):205-213.
138. Wilkinson I.F. Power and influence structures in distribution channels. European Journal of Marketing 1973, 7(2):119-129.
139. Wilkinson I.F. Researching the distribution channels for consumer and industrial goods: The power dimension. Journal of the Market Research Society 1974, 16(1):12-32.
140. Wilkinson I.F. The sources of power in channels of distribution. Foundations of marketing channels 1978, 305-319. Austin Press, Austin, TX. A.G. Woodside, D.M. Lewison, J.T. Sims, I.F. Wilkinson (Eds.).
141. Wilkinson I.F. Power and satisfaction in channels of distribution. Journal of Retailing 1979, 55:79-94.
142. Wilkinson I.F. Distribution channel management: Power considerations. International Journal of Physical Distribution & Logistics Management 1996, 26(5):31.
143. Wilkinson I.F. A history of network and channels thinking in marketing in the 20th century. Australasian Marketing Journal 2001, 9:23-52.
144. Wilkinson I.F., Kipnis D. Interfirm use of power. Journal of Applied Psychology 1978, 63(3):315-320.
145. Wilkinson I.F., Young L. A view from the edge. Marketing Theory 2003, 3(1):179-181.
146. Wrong D.H. Some problems in defining social power. American Journal of Sociology 1968, 73(6):673-681.
147. Yamagishi T., Gilmore M.R., Cook K.S. Network connections and the distribution of power in exchange networks. American Journal of Sociology 1988, 93(4):835-851.
148. Yin R.K. Case study research: Design and methods 2009, Sage, Thousand Oaks. 4th ed.
149. Young L.C., Wilkinson I.F. The role of trust and co-operation in marketing channels: A preliminary study. European Journal of Marketing 1989, 23(2):109-122.