Developing an inter-organization relational management perspective

Journal of Marketing Channels

Volumn 7, Issue 4, 2000, Pages 23-44

  Harvey, Michael ^a   Speier, Cheri ^b  

^a UNIVERSITY OF OKLAHOMA   (United States)

^b MICHIGAN STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84992956459     PISSN: 1046669X     EISSN: 15407039     Source Type: Journal    
DOI: 10.1300/J049v07n04_02     Document Type: Article

References (88)

1. Alchien, A. & H. Demsetz (1972), “Production Information Costs and Economic Organization,” American Economic Review,” 62 (December), 777-795.
2. Allcorn, S. (1997, “Parallel Virtual Organizations: Managing and Working in the Virtual Workplace,” Administration & Society, 29(4), 412-439.
3. Allcorn, S. & M. Diamond (1997), Managing During Stressful Times: The Psychologically Defensive Workplace, Westport, CT: Quorum.
4. Amit, R. & P. Shoemaker (1993), “Strategic Assets and Organizational Rent,” Strategic Management Journal, 19(1), 36-46.
5. Anderson, E. & B. Weitz (1989), “Determinants of Continuity in Conventional Industrial Channel Dyads,” Marketing Science, 8 (Fall), 310-323.
6. Anderson, J. & J. Narus (1990), “A Model of Distributor Firm and Manufacturing Firm Working Partnerships,” Journal of Marketing, 54, January, 42-58.
7. Arndt, J. (1979), “Toward a Concept of Domesticated Markets,” Journal ofMarket- ing, 43 (Fall), 69-75.
8. Axelrod, R. (1984), The Evolution of Cooperation. New York: Basic Books.
9. Barney, J. (1991), “ Firms Resources and Sustained Competitive Advantage: A Comment,” Management Science, 32, 1512-1514.
10. Barney, J. & M. Hansen (1994), “Trustworthiness as a Source of Competitive Advantage,” Strategic Management Journal, 15, 175-190.
11. Barry, B. & T. Bateman (1992), “Perceptions of Influence in Managerial Dyads: The Role of Hierarchy, Medias, and Tactics,” Human Relations, 45(6), 555-574.
12. Bartlett, C. & S. Ghoshal (1997), “The Myth of the Generic Manager: New Personal Competencies for New Management Roles,” California Management Review, 40(1), 92-116.
13. Bejou, D. (1997), “Relationship Marketing: Evolution, Present State, and Future,” Psychology & Marketing, 14(8), 727-736.
14. Bendapudi, N. & L. Berry (1997), “Customers’ Motivation for Maintaining Relationships with Service Providers,” Journal of Retailing, 73(1), 15-38.
15. Bensaou, M. & N. Venkatraman (1995), “Configuration of Intraorganizational Relationships: A Comparison Between U.S. and Japanese Automakers,” Management Science, 41(9), 1471-1492.
16. Berry, L. (1995), “Relationship Marketing of Services: Growing Interest Emerging Perspectives,” Journal of the Academy of Marketing Science, 23 (Fall), 236-245.
17. Berry, L. (1997), “Listening to Consumers: The Concept of a Service-Quality Information System,” Sloan Management Review, 38(3), 65-77.
18. Berry, L. & A. Parasuraman (1991), “Marketing Services: Competing Through Quality,” New York, NY: The Free Press.
19. Berry, L. & L. Gresham (1986), “Relationship Retailing: Transforming Customers Into Clients,” Business Horizons, 29 (Nov-Dec), 43-47.
20. Blattberg, R. & J. Deighton (1991), “Interactive Marketing: Exploring the Age of Addressability,” Sloan Management Review, 33 (Autumn), 5-14.
21. Boyle, B., R. Dwyer, R. Robicheaux & J. Simpson (1992), “Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures,” Journal of Marketing Research, 29 (February), 18-34.
22. Brown, J., R. Lusch & C. Micholson (1995), “Power and relationship commitment: Their impact on marketing channel member performance,” Journal of Retailing, 29(4), 363-392.
23. Buchanan, L. (1992), “Vertical Trade Relationships: The Role of Dependence and Symmetry in Obtaining Organizational Goals,” Journal of Marketing Research, 29 (February), 65-75.
24. Collins, D. (1994), “Research Note: How Valuable are Organizational Capabilities?” Strategic Management Journal, 15(2), 143-152.
25. Copulsky, J. & M. Wolf (1990), “Relationship Marketing: Positioning for the Future,” Journal of Business Strategy, 11 (July-August), 16-26.
26. Czepiel, J. (1990), “Service Encounters and Service Relationships: Implications for Research,” Journal of Business Research, 20, 13-21.
27. Davidow, W.H. & M.S. Malone (1993) The Virtual Corporation, New York: Harper Business.
28. Day, G. (1990) Market-Driven Strategy: Processes for Creating Value, New York: The Free Press.
29. Day, G. (1994), “The Capabilities of Market-Driven Organizations,” Journal of Marketing, 58 (October), 37-52.
30. Douglas, S. & S. Craig (1991), “Spatial Dimensions of International Markets,” Spatial Analysis in Marketing: Theory, Methods and Applications. A. Ghosh & C. Ingene (eds) Greenwich, CT: JAI Press.
31. Douglas, S. & S. Craig (1996), “Global portfolio planning and market intercommunicativeness,” Journal of International Marketing, 4, 93-110.
32. Dwyer, R., P. Schurr & S. Oh (1987), “Developing Buyer-Seller Relationships,” Journal of Marketing, 51 (April), 11-27.
33. Easton, G. (1989), “Industrial Networks: A Review,” Proceedings of the Fifth IMP Conference, 161-182.
34. Flavin, J. (1997), “Organizing for Efficiency and Innovation,” in Cooperative Strategies: North American Perspectives. P. Beamish & P. Killing (eds) San Francisco: The New Lexington Press.
35. Ford, D. (ed.) (1990) Understanding Business Markets: Interaction, Relationships and Networks, London: Academic Press.
36. Fournier, S., S. Dobscha & D. Mick (1998), “Preventing the Premature Death of Relationship Marketing,” Harvard Business Review, (January-February), 42-51.
37. Frazier, G., R. Spekman & C. O’Neil (1988), “Just-in-Time Exchange Relationships in Industrial Markets,” Journal of Marketing, 52 (October), 52-67.
38. Glazer, R. (1991), “Marketing in an Information-Intensive Environment: Strategic Implications of Knowledge as an Asset,” Journal of Marketing, 55 (October), 1-19.
39. Gray, P. & M. Igbaria, (1996) “The Virtual Society,” ORMS Today, 44-48.
40. Grandori, A. & G. Soda (1995), “Inter-Firm Networks: Antecedents, Mechanisms and Forms,” Organization Studies, 16(2), 183-214.
41. Grönroos, C. (1990), “Relational Approaches to Marketing in Service Context: The Marketing and Organizational Behavior Interface,” Journal of Business Research, 29, 3-11.
42. Grönroos, C. (1994), “From Marketing Mix to Relationship Marketing: Towards a Paradigm Shift in Marketing,” Management Decision, 32(2), 4-20.
43. Gummesson, E. (1996), “Relationship Marketing and Imaginary Organizations: A Synthesis,” European Journal of Marketing, 30(2), 31-44.
44. Gundlach, G., R. Achrol & J. Mentzer (1995), “The Structural Commitment in Exchange,” Journal of Marketing, 59 (January), 78-92.
45. Gundlach, G. & P. Murphy (1993), “Ethical and Legal Foundations of Relational Marketing Exchanges,” Journal of Marketing, 57, 35-46.
46. Hallen, L., J. Johanson & N. Seyed-Mohammed (1991), “Interfirm Adaptation in Business Relationships,” Journal of Marketing, 55 (April), 29-37.
47. Hamel, G. & C.K. Pralahad (1994), Competing for the Future, Boston: Harvard Business School Press.
48. Heide, J. & G. John (1990), “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Seller Relationships,” Journal of Marketing Research, 27 (February), 24-26.
49. Heide, J. & G. John (1992), “Do Norms Matter in Marketing Relationships?” Journal of Marketing, 56 (April), 32-44.
50. Henderson, R. & I. Cockburn (1994), “Measuring Competence: Exploring Firm Effects in Pharmaceutical Research,” Strategic Management Journal, 15 (Winter special issue).
51. Heskett, J., T. Loveman, G. Sasser & L. Schleringer (1994), “Putting the ServiceProfit Chain to Work,” Harvard Business Review, (March-April), 164-174.
52. Hokansson, H. (ed.) (1982), International Marketing and Purchasing of Industrial Consumers: An Interaction Approach, Chickester, England, Wiley.
53. Holm, D., K. Eriksson & J. Johanson (1997), “Business Networks and Cooperation in International Business Relationships,” in Cooperative Strategies: European Perspectives. P. Beamish, P. Killing (eds) San Francisco: The New Lexington Press.
54. Joshi, A. (1993), “Long-Term Relationships, Strategic Partners and Networks: A Contingency Theory of Relational Marketing, in AMA Educators,” Proceedings, Chicago, IL, 138-139.
55. Jüttner, U. and H.P. Wehrli (1994), “Relationship Marketing from a Value System Perspective,” International Journal of Service & Industrial Management, 5(5), 54-73.
56. Kale, S. & R. McIntyre (1991), “Distribution Channel Relationships in Diverse Cultures,” International Marketing Review, 8(3), 31-45.
57. Kasulis, J. & A. Balazs (1997), “Relationship Marketing: A Synthesis of Three Research Arenas,” Working paper series, University of Oklahoma, Michael F. Price School of Business.
58. Kraut, R.E., C. Egido, & J. Galegher (1990) “Patterns of Contact and Communication in Scientific Research Collaborations,” in J. Galegher, R.E., Kraut, and C. Egido (Eds.) Intellectual Teamwork: Social and Technological Foundations of Cooperative Work, Hillsdale, NJ: Lawrence Erlbaum, 149-172.
59. Lusch, R., J. Brown & G. Brunswick (1992), “A general framework for explaining internal vs. external exchange,” Journal of the Academy of Marketing Science, 20(2), 119-134.
60. Lusch, R. & J. Brown (1996), “Interdependency, Contracting, and Relational Behavior in Marketing Channels,” Journal of Marketing, 60 (October), 19-38.
61. Morgan, R. & S. Hunt (1994), “The Commitment-Trust Theory of Relationship Marketing,” Journal of Marketing, 58 (July), 36-51.
62. Nevin, J. (1995), “Relationship Marketing and Distribution Channels: Exploring Fundamental Issues,” Journal of the Academy of Marketing Science, 23 (Fall), 327-334.
63. Noordewier, T., G. John & J. Nevin (1990), “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships,” Journal of Marketing, 54 (October), 80-93.
64. O’Reilly, C. & J. Chatman (1986), “Organizational Commitment and Psychological Attachment: The Effects of Compliance, Identification, and Internalization on Prosocial Behavior,” Journal of Applied Psychology, 68 (August), 429-438.
65. Palmer, J. & C. Speier (1998) “Teams: Virtualness and Media Choice”, forthcoming International Journal of Electronic Commerce, 3(1), 27-48.
66. Parkhe, A. (1993), “‘Messy’ Research, Methodogical Predispositions and Theory Development in International Joint Ventures,” Journal of International Business Studies, 22(3), 579-601.
67. Pine, J. (1993), “Mass Customizing Products and Services,” Planning Review, 22 (July-August), 7-55.
68. Ping, R. (1994), “Does Satisfaction Moderate the Association Between Alternative Attractiveness and Exit Intention in a Marketing Channel?” Journal of the Academy of Marketing Science, 22 (Fall), 364-371.
69. Ping, R. & A. Van de Ven (1994), “Development Processes of Cooperative Interorganizational Relationships,” Academy of Management Review, 19(1), 90-118.
70. Porter, M. (1980), Competitive Strategy, New York: Free Press.
71. Porter, M. (1990), The Competitive Advantage of Nations, New York: Free Press.
72. Pruden, D. (1995), “There’s a Difference Between Frequency Marketing and Relationship Marketing,” Direct Marketing, (June), 30-31.
73. Ravald, A. & C. Grönroos (1996), “The Value Concept and Relationship Marketing,” European Journal of Marketing, 30(2), 19-30.
74. Schein, E. (1990) “Organizational Culture,” American Psychologist, 45(2), 109-119.
75. Shani, D, & S. Chalasani (1992), “Exploiting Niches Using Relationship Marketing,” Journal of Service Marketing, 6 (Fall), 43-52.
76. Sharland, A. (1997), “Sourcing Strategy: The Impact of Costs on Relationship Outcomes,” International Journal of Physical Distribution & Logistics Management, 27(7), 395-409.
77. Sheth, J. & A. Parvatiyar (1995), “Relationship Marketing in Consumer Markets: Antecedents and Consequences,” Journal of the Academy of Marketing Science, 23 (Fall), 255-271.
78. Simpson, J. & D. Mayo (1997), “Relationship Management: A Call for Fewer Influence Attempts,” Journal of Business Research, 39 (July), 519-533.
79. Skinner, S., S. Gassenheimer & S. Kelley (1992), “Cooperation in Supplier-Dealer Relations,” Journal of Retailing, 68 (Summer), 174-193.
80. Stalk, G., P. Evans & L. Shulman (1992), “Competing on Capabilities: The New Rules of corporate strategy,” Harvard Business Review, 70, 57-69.
81. Teece, D., G. Pisano & A. Shuen (1994), “Dynamic Capabilities and Strategic Management,” working paper, Harvard Business School.
82. Treacy, M. & F. Wiersema (1993), “Customer Intimacy and Other Value Disciplines,” Harvard Business Review, (January-February), 84-93.
83. Venkatraman, N. (1995), “The IS Function in the Virtual Organization: Who’s Waging Whom?” Sixteenth International Conference on Information Systems, Amsterdam, December 10-13.
84. Vogl, H. (1994), “Inhuman Resources,” Across the Board, (July/August), 25-30.
85. Voss, G. & Z. Voss (1997), “Implementing a Relationship Marketing Program: A Case Study and Managerial Implications,” Journal of Service Marketing, 11(4), 278-298.
86. Webster, F. (1992), “The Changing Role of Marketing in the Corporation,” Journal ofMarketing, 56 (October) 1-17.
87. Williamson, O. (1975), Markets and Hierarchies: Analysis and Antitrust Implications, New York: Free Press.
88. Williamson, O. (1991), “Comparative Economic Organizations: The Analysis of Discrete Structural Alternatives,” Administrative Science Quarterly, 36,269-296.