메뉴 건너뛰기




Volumn 6, Issue 1, 2010, Pages 27-51

Partner selection, partner behavior, and business network performance: An empirical study on German business networks

Author keywords

Business performance; Germany; Networking; Partnership; Trust

Indexed keywords


EID: 84993073967     PISSN: 18325912     EISSN: None     Source Type: Journal    
DOI: 10.1108/18325911011025687     Document Type: Article
Times cited : (41)

References (89)
  • 1
    • 0033089763 scopus 로고    scopus 로고
    • Legal and social safeguards against opportunism in exchange
    • Achrol, R.S. and Grundlach, G.T. (1999), “Legal and social safeguards against opportunism in exchange”, Journal of Retailing, Vol. 75 No. 1, pp. 107-124.
    • (1999) Journal of Retailing , vol.75 , Issue.1 , pp. 107-124
    • Achrol, R.S.1    Grundlach, G.T.2
  • 2
    • 0042748862 scopus 로고
    • Towards a better understanding of distribution channel working partnerships
    • Springer Berlin
    • Anderson, J.C. and Narus, J.A. (1986), “Towards a better understanding of distribution channel working partnerships”, in Ed. Backhaus, K. and Ed. Wilson, D.T. (Eds), Industrial Marketing, Springer, Berlin.
    • (1986) Industrial Marketing
    • Anderson, J.C.1    Narus, J.A.2    Backhaus, K.3    Wilson, D.T.4
  • 3
    • 84992947270 scopus 로고
    • A model of distributor firm and manufacturer working partnerships
    • Anderson, J.C. and Narus, J.A. (1990), “A model of distributor firm and manufacturer working partnerships”, Journal of Marketing, Vol. 54 No. 1, pp. 42-58.
    • (1990) Journal of Marketing , vol.54 , Issue.1 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 4
    • 84993104668 scopus 로고
    • Determinants of continuity in conventional industrial channel dyads
    • Anderson, J.C. and Weitz, B. (1989), “Determinants of continuity in conventional industrial channel dyads”, Marketing Science, Vol. 8 No. 4, pp. 310-322.
    • (1989) Marketing Science , vol.8 , Issue.4 , pp. 310-322
    • Anderson, J.C.1    Weitz, B.2
  • 5
    • 84993065895 scopus 로고
    • The use of pledges to build and sustain commitment in distribution channels
    • February, pp.
    • Anderson, J.C. and Weitz, B. (1992), “The use of pledges to build and sustain commitment in distribution channels”, Journal of Marketing Research, Vol. 29 February, pp. 18-34.
    • (1992) Journal of Marketing Research , vol.29 , pp. 18-34
    • Anderson, J.C.1    Weitz, B.2
  • 6
    • 85054897705 scopus 로고
    • Gifts and exchanges
    • Arrow, K.J. (1972), “Gifts and exchanges”, Philosophy and Public Affairs, Vol. 1 No. 4, pp. 343-362.
    • (1972) Philosophy and Public Affairs , vol.1 , Issue.4 , pp. 343-362
    • Arrow, K.J.1
  • 8
    • 33747387739 scopus 로고    scopus 로고
    • The coordination of relations across organizational boundaries
    • Bachmann, R. (2003), “The coordination of relations across organizational boundaries”, International Studies of Management & Organization, Vol. 33 No. 2, pp. 7-21.
    • (2003) International Studies of Management & Organization , vol.33 , Issue.2 , pp. 7-21
    • Bachmann, R.1
  • 9
    • 0036591215 scopus 로고    scopus 로고
    • The role of information and opportunism in the choice of buyer-supplier relationships
    • Baiman, S. and Rajan, M. (2002), “The role of information and opportunism in the choice of buyer-supplier relationships”, Journal of Accounting Research, Vol. 40 No. 2, pp. 247-278.
    • (2002) Journal of Accounting Research , vol.40 , Issue.2 , pp. 247-278
    • Baiman, S.1    Rajan, M.2
  • 10
    • 0039005963 scopus 로고
    • Organizing successful co-marketing alliances
    • Bucklin, L.P. and Sengupta, S. (1993), “Organizing successful co-marketing alliances”, Journal of Marketing, Vol. 57 No. 2, pp. 32-46.
    • (1993) Journal of Marketing , vol.57 , Issue.2 , pp. 32-46
    • Bucklin, L.P.1    Sengupta, S.2
  • 11
    • 0037288655 scopus 로고    scopus 로고
    • Trust-based governance in interfirm R&D collaborations
    • Carson, S.J., Madhok, A., Varman, R. and John, G. (2003), “Trust-based governance in interfirm R&D collaborations”, Organization Science, Vol. 14 No. 1, pp. 45-56.
    • (2003) Organization Science , vol.14 , Issue.1 , pp. 45-56
    • Carson, S.J.1    Madhok, A.2    Varman, R.3    John, G.4
  • 13
    • 0030529485 scopus 로고    scopus 로고
    • Integrating variable risk preferences, trust, and transaction cost economics
    • Chiles, T.H. and Mc Mackin, J.F. (1996), “Integrating variable risk preferences, trust, and transaction cost economics”, Academy of Management Review, Vol. 21 No. 1, pp. 73-99.
    • (1996) Academy of Management Review , vol.21 , Issue.1 , pp. 73-99
    • Chiles, T.H.1    Mc Mackin, J.F.2
  • 14
    • 0032365776 scopus 로고    scopus 로고
    • Between trust and control: developing confidence in partner cooperation in alliances
    • Das, T.K. and Teng, B.S. (1998), “Between trust and control: developing confidence in partner cooperation in alliances”, Academy of Management Review, Vol. 23 No. 3, pp. 491-512.
    • (1998) Academy of Management Review , vol.23 , Issue.3 , pp. 491-512
    • Das, T.K.1    Teng, B.S.2
  • 15
    • 84993099434 scopus 로고    scopus 로고
    • Partner analysis, alliance conditions and alliance performance
    • working paper.
    • Das, T.K. and Teng, B.S. (2002 a), “Partner analysis, alliance conditions and alliance performance”, working paper.
    • (2002)
    • Das, T.K.1    Teng, B.S.2
  • 16
    • 0036661213 scopus 로고    scopus 로고
    • The dynamics of alliance conditions in the alliance development process
    • Das, T.K. and Teng, B.S. (2002 b), “The dynamics of alliance conditions in the alliance development process”, Journal of Management Studies, Vol. 39 No. 5, pp. 725-746.
    • (2002) Journal of Management Studies , vol.39 , Issue.5 , pp. 725-746
    • Das, T.K.1    Teng, B.S.2
  • 17
    • 0347129591 scopus 로고    scopus 로고
    • Control of inter-organizational relationships: evidence on appropriation concerns and cooperation requirements
    • Dekker, H.C. (2004), “Control of inter-organizational relationships: evidence on appropriation concerns and cooperation requirements”, Accounting, Organizations and Society, Vol. 29 No. 1, pp. 27-49.
    • (2004) Accounting, Organizations and Society , vol.29 , Issue.1 , pp. 27-49
    • Dekker, H.C.1
  • 18
    • 84993071051 scopus 로고    scopus 로고
    • Destatis
    • Destatis Wiesbaden available at: (accessed February 10, 2005).
    • Destatis (2004), Ad Hoc Befragung über Unternehmenskooperationen, Destatis, Wiesbaden, available at: www.destatis.de/download/insol/kooperationen_03.pdf (accessed February 10, 2005).
    • (2004) Ad Hoc Befragung über Unternehmenskooperationen
  • 19
    • 0002750342 scopus 로고
    • An analysis of vendor selection systems and decisions
    • Dickson, G. (1966), “An analysis of vendor selection systems and decisions”, Journal of Purchasing, Vol. 2 No. 1, pp. 5-17.
    • (1966) Journal of Purchasing , vol.2 , Issue.1 , pp. 5-17
    • Dickson, G.1
  • 20
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), “Developing buyer-seller relationships”, Journal of Marketing, Vol. 51 No. 2, pp. 11-27.
    • (1987) Journal of Marketing , vol.51 , Issue.2 , pp. 11-27
    • Dwyer, F.R.1    Schurr, P.H.2    Oh, S.3
  • 21
    • 0037288636 scopus 로고    scopus 로고
    • The role of trustworthiness in reducing transaction costs and improving performance: empirical evidence from the United States, Japan, and Korea
    • Dyer, J.H. and Chu, W. (2003), “The role of trustworthiness in reducing transaction costs and improving performance: empirical evidence from the United States, Japan, and Korea”, Organization Science, Vol. 14 No. 1, pp. 57-68.
    • (2003) Organization Science , vol.14 , Issue.1 , pp. 57-68
    • Dyer, J.H.1    Chu, W.2
  • 22
    • 0032348699 scopus 로고    scopus 로고
    • The relational view: cooperative strategy and sources of interorganizational competitive advantage
    • Dyer, J.H. and Singh, H. (1998), “The relational view: cooperative strategy and sources of interorganizational competitive advantage”, Academy of Management Review, Vol. 23 No. 4, pp. 660-679.
    • (1998) Academy of Management Review , vol.23 , Issue.4 , pp. 660-679
    • Dyer, J.H.1    Singh, H.2
  • 24
    • 0002525487 scopus 로고
    • The supplier selection decision in strategic partnership
    • Ellram, L.M. (1990), “The supplier selection decision in strategic partnership”, Journal of Purchasing and Materials Management, Vol. 26 No. 4, pp. 8-14.
    • (1990) Journal of Purchasing and Materials Management , vol.26 , Issue.4 , pp. 8-14
    • Ellram, L.M.1
  • 25
    • 0001896737 scopus 로고
    • A managerial guideline for the development and implementation of purchasing partnership
    • Ellram, L.M. (1991), “A managerial guideline for the development and implementation of purchasing partnership”, Journal of Purchasing and Materials Management, Vol. 27, pp. 9-16.
    • (1991) Journal of Purchasing and Materials Management , vol.27 , pp. 9-16
    • Ellram, L.M.1
  • 27
    • 85132293635 scopus 로고
    • Strategic determinants of partner selection criteria in international joint ventures
    • Geringer, J.M. (1991), “Strategic determinants of partner selection criteria in international joint ventures”, Journal of International Business Studies, Vol. 22 No. 1, pp. 41-62.
    • (1991) Journal of International Business Studies , vol.22 , Issue.1 , pp. 41-62
    • Geringer, J.M.1
  • 28
    • 0030526890 scopus 로고    scopus 로고
    • Bad for practice: a critique of the transaction cost theory
    • Ghoshal, S. and Moran, P. (1996), “Bad for practice: a critique of the transaction cost theory”, Academy of Management Review, Vol. 21 No. 1, pp. 13-47.
    • (1996) Academy of Management Review , vol.21 , Issue.1 , pp. 13-47
    • Ghoshal, S.1    Moran, P.2
  • 30
    • 0010656618 scopus 로고    scopus 로고
    • The determinants of commitment in the distributor-manufacturer relationship
    • Goodman, T.E. and Dion, P.A. (2001), “The determinants of commitment in the distributor-manufacturer relationship”, Industrial Marketing Management, Vol. 30, pp. 287-300.
    • (2001) Industrial Marketing Management , vol.30 , pp. 287-300
    • Goodman, T.E.1    Dion, P.A.2
  • 32
    • 21344443040 scopus 로고
    • Social structure and alliance formation patterns: a longitudinal analysis
    • Gulati, R. (1995), “Social structure and alliance formation patterns: a longitudinal analysis”, Administrative Science Quarterly, Vol. 40 No. 4, pp. 619-652.
    • (1995) Administrative Science Quarterly , vol.40 , Issue.4 , pp. 619-652
    • Gulati, R.1
  • 33
    • 0033092817 scopus 로고    scopus 로고
    • Where do interorganizational networks come from?
    • Gulati, R. and Gargiulo, M. (1999), “Where do interorganizational networks come from?”, American Journal of Sociology, Vol. 104 No. 5, pp. 1439-94.
    • (1999) American Journal of Sociology , vol.104 , Issue.5 , pp. 1439-1494
    • Gulati, R.1    Gargiulo, M.2
  • 35
    • 0000927765 scopus 로고
    • The shadow of the future: effects of anticipated interaction and frequency of contact on buyer-seller cooperation
    • Heide, J.B. and Miner, A.S. (1992), “The shadow of the future: effects of anticipated interaction and frequency of contact on buyer-seller cooperation”, Academy of Management Journal, Vol. 35 No. 2, pp. 265-291.
    • (1992) Academy of Management Journal , vol.35 , Issue.2 , pp. 265-291
    • Heide, J.B.1    Miner, A.S.2
  • 36
    • 84992955810 scopus 로고
    • Cooperation, opportunism, and the invisible hand: implications for transaction cost theory
    • Hill, C.W.L. (1990), “Cooperation, opportunism, and the invisible hand: implications for transaction cost theory”, Academy of Management Review, Vol. 15 No. 3, pp. 500-513.
    • (1990) Academy of Management Review , vol.15 , Issue.3 , pp. 500-513
    • Hill, C.W.L.1
  • 37
    • 0030376639 scopus 로고    scopus 로고
    • Business networks and cooperation in international business relationships
    • (special issue).
    • Holm, D.B., Eriksson, K. and Johanson, J. (1996), “Business networks and cooperation in international business relationships”, Journal of International Business Studies, Vol. 27 No. 5, pp. 1033-53 (special issue).
    • (1996) Journal of International Business Studies , vol.27 , Issue.5 , pp. 1033-1053
    • Holm, D.B.1    Eriksson, K.2    Johanson, J.3
  • 38
    • 21844495562 scopus 로고
    • Organizational commitment: one of many commitments or key mediating construct
    • Hunt, S.D. and Morgan, R.M. (1994), “Organizational commitment: one of many commitments or key mediating construct”, Academy of Management Journal, Vol. 37 No. 6, pp. 1568-87.
    • (1994) Academy of Management Journal , vol.37 , Issue.6 , pp. 1568-1587
    • Hunt, S.D.1    Morgan, R.M.2
  • 39
    • 0034341457 scopus 로고    scopus 로고
    • Control mechanisms and the relationship life cycle: implications for safeguarding specific investments and developing commitment
    • Jap, S.D. and Ganesan, S. (2000), “Control mechanisms and the relationship life cycle: implications for safeguarding specific investments and developing commitment”, Journal of Marketing Research, Vol. 37 No. 2, pp. 227-245.
    • (2000) Journal of Marketing Research , vol.37 , Issue.2 , pp. 227-245
    • Jap, S.D.1    Ganesan, S.2
  • 40
    • 84989103177 scopus 로고
    • On strategic networks
    • Jarillo, J.C. (1988), “On strategic networks”, Strategic Management Journal, Vol. 9 No. 1, pp. 31-41.
    • (1988) Strategic Management Journal , vol.9 , Issue.1 , pp. 31-41
    • Jarillo, J.C.1
  • 41
    • 0000131893 scopus 로고
    • An empirical investigation of some antecedents of opportunism in a marketing channel
    • John, G. (1984), “An empirical investigation of some antecedents of opportunism in a marketing channel”, Journal of Marketing Research, Vol. 21 No. 3, pp. 278-289.
    • (1984) Journal of Marketing Research , vol.21 , Issue.3 , pp. 278-289
    • John, G.1
  • 42
    • 0030373658 scopus 로고    scopus 로고
    • Stetting the stage for trust and strategic integration in Japanese-US cooperative alliances
    • Johnson, J.L., Cullen, J.B., Sakano, T. and Takenouchi, H. (1996), “Stetting the stage for trust and strategic integration in Japanese-US cooperative alliances”, Journal of International Business Studies, Vol. 27 No. 5, pp. 981-1004.
    • (1996) Journal of International Business Studies , vol.27 , Issue.5 , pp. 981-1004
    • Johnson, J.L.1    Cullen, J.B.2    Sakano, T.3    Takenouchi, H.4
  • 43
    • 0000884659 scopus 로고    scopus 로고
    • The dynamics of learning alliances: competition, cooperation and relative scope
    • 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.
    • (1998) Strategic Management Journal , vol.19 , Issue.3 , pp. 193-210
    • Khanna, T.1    Gulati, R.2    Nohria, N.3
  • 47
    • 0037289531 scopus 로고    scopus 로고
    • Trust as an organizing principle
    • Mc Eviliy, B., Perrone, V. and Zaheer, A. (2003), “Trust as an organizing principle”, Organization Science, Vol. 14 No. 1, pp. 91-103.
    • (2003) Organization Science , vol.14 , Issue.1 , pp. 91-103
    • Mc Eviliy, B.1    Perrone, V.2    Zaheer, A.3
  • 48
    • 0032384146 scopus 로고    scopus 로고
    • Resources, transactions and rents: managing value through interfirm collaborative relationships
    • Madhok, A. and Tallman, S.B. (1998), “Resources, transactions and rents: managing value through interfirm collaborative relationships”, Organization Science, Vol. 9 No. 3, pp. 326-339.
    • (1998) Organization Science , vol.9 , Issue.3 , pp. 326-339
    • Madhok, A.1    Tallman, S.B.2
  • 49
    • 84989085629 scopus 로고
    • Characteristics of partnership success: partnership attributes, communication behavior, and conflict resolution techniques
    • Mohr, J. and Spekman, R. (1994), “Characteristics of partnership success: partnership attributes, communication behavior, and conflict resolution techniques”, Strategic Management Journal, Vol. 15 No. 2, pp. 135-152.
    • (1994) Strategic Management Journal , vol.15 , Issue.2 , pp. 135-152
    • Mohr, J.1    Spekman, R.2
  • 50
    • 84993101429 scopus 로고
    • Relationships between providers and users of marketing research: the dynamics of trust within and between organizations
    • August, pp.
    • Moorman, C., Desphandé, R. and Zaltman, G. (1992), “Relationships between providers and users of marketing research: the dynamics of trust within and between organizations”, Journal of Marketing Research, Vol. 29 August, pp. 314-329.
    • (1992) Journal of Marketing Research , vol.29 , pp. 314-329
    • Moorman, C.1    Desphandé, R.2    Zaltman, G.3
  • 51
    • 84993039016 scopus 로고
    • Factors affecting trust in market research relationships
    • Moorman, C., Desphandé, R. and Zaltman, G. (1993), “Factors affecting trust in market research relationships”, Journal of Marketing, Vol. 57 No. 1, pp. 81-101.
    • (1993) Journal of Marketing , vol.57 , Issue.1 , pp. 81-101
    • Moorman, C.1    Desphandé, R.2    Zaltman, G.3
  • 52
    • 0030528999 scopus 로고    scopus 로고
    • Theories of economic organization: the case of realism and balance
    • Moran, P. and Ghoshal, S. (1996), “Theories of economic organization: the case of realism and balance”, Academy of Management Journal, Vol. 21 No. 1, pp. 20-38.
    • (1996) Academy of Management Journal , vol.21 , Issue.1 , pp. 20-38
    • Moran, P.1    Ghoshal, S.2
  • 53
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R.M. and Hunt, S.D. (1994), “The commitment-trust theory of relationship marketing”, Journal of Marketing, Vol. 58 No. 3, pp. 58-72.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 58-72
    • Morgan, R.M.1    Hunt, S.D.2
  • 54
    • 33645876784 scopus 로고    scopus 로고
    • Accounting, network complementarities and the development of inter-organisational relations
    • Mouritsen, J. and Thrane, S. (2006), “Accounting, network complementarities and the development of inter-organisational relations”, Accounting, Organisations and Society, Vol. 31 No. 3, pp. 241-275.
    • (2006) Accounting, Organisations and Society , vol.31 , Issue.3 , pp. 241-275
    • Mouritsen, J.1    Thrane, S.2
  • 56
    • 0039491300 scopus 로고    scopus 로고
    • Networking network studies: an analysis of conceptual configurations in the study of inter-organizational relationships
    • Oliver, A.L. and Ebers, M. (1998), “Networking network studies: an analysis of conceptual configurations in the study of inter-organizational relationships”, Organization Studies, Vol. 19 No. 4, pp. 549-583.
    • (1998) Organization Studies , vol.19 , Issue.4 , pp. 549-583
    • Oliver, A.L.1    Ebers, M.2
  • 57
    • 0018519695 scopus 로고
    • A conceptual framework for the design of organizational control mechanism
    • Ouchi, W.G. (1979), “A conceptual framework for the design of organizational control mechanism”, Management Science, Vol. 25 No. 9, pp. 833-848.
    • (1979) Management Science , vol.25 , Issue.9 , pp. 833-848
    • Ouchi, W.G.1
  • 58
    • 84993023269 scopus 로고
    • Markets, bureaucracies, and clans
    • Ouchi, W.G. (1980), “Markets, bureaucracies, and clans”, Administrative Science Quarterly, Vol. 25 No. 1, pp. 129-142.
    • (1980) Administrative Science Quarterly , vol.25 , Issue.1 , pp. 129-142
    • Ouchi, W.G.1
  • 59
    • 21144478795 scopus 로고
    • Strategic alliance structuring: a game theoretic and transaction cost examination of interfirm cooperation
    • Parkhe, A. (1993), “Strategic alliance structuring: a game theoretic and transaction cost examination of interfirm cooperation”, Academy of Management Journal, Vol. 36 No. 4, pp. 794-829.
    • (1993) Academy of Management Journal , vol.36 , Issue.4 , pp. 794-829
    • Parkhe, A.1
  • 60
    • 21844516001 scopus 로고
    • Supplier selection and evaluation in small versus large electronics firms
    • Pearson, J.N. and Ellram, L.M. (1995), “Supplier selection and evaluation in small versus large electronics firms”, Journal of Small Business Management, Vol. 33 No. 4, pp. 53-65.
    • (1995) Journal of Small Business Management , vol.33 , Issue.4 , pp. 53-65
    • Pearson, J.N.1    Ellram, L.M.2
  • 61
    • 0031312752 scopus 로고    scopus 로고
    • Transaction cost analysis: past, present, and future applications
    • Rindfleisch, A. and Heide, J.B. (1997), “Transaction cost analysis: past, present, and future applications”, Journal of Marketing, Vol. 61 No. 4, pp. 30-54.
    • (1997) Journal of Marketing , vol.61 , Issue.4 , pp. 30-54
    • Rindfleisch, A.1    Heide, J.B.2
  • 62
    • 84989064901 scopus 로고
    • Structuring cooperative relationships: between organizations
    • Ring, P.S. and Van de Van, A.H. (1992), “Structuring cooperative relationships: between organizations”, Strategic Management Journal, Vol. 9 No. 1, pp. 483-498.
    • (1992) Strategic Management Journal , vol.9 , Issue.1 , pp. 483-498
    • Ring, P.S.1    Van de Van, A.H.2
  • 63
    • 84993010485 scopus 로고
    • Developmental processes of cooperative interorganizational relationships
    • Ring, P.S. and Van de Van, A.H. (1994), “Developmental processes of cooperative interorganizational relationships”, Academy of Management Journal, Vol. 19 No. 1, pp. 90-118.
    • (1994) Academy of Management Journal , vol.19 , Issue.1 , pp. 90-118
    • Ring, P.S.1    Van de Van, A.H.2
  • 64
    • 0010265022 scopus 로고    scopus 로고
    • Management von Netzwerkorganisationen: Zum Stand der Forschung
    • 3rd ed. Gabler Wiesbaden
    • Sydow, J. (2003), “Management von Netzwerkorganisationen: Zum Stand der Forschung”, in Ed. Sydow, J. (Ed.), Management von Netzwerkorganisationen, 3rd ed., Gabler, Wiesbaden.
    • (2003) Management von Netzwerkorganisationen
    • Sydow, J.1    Sydow, J.2
  • 65
    • 10344258646 scopus 로고    scopus 로고
    • The antecedents and consequences of organizational and personal commitment in business service relationships
    • Tellefsen, T. and Thomas, G.P. (2005), “The antecedents and consequences of organizational and personal commitment in business service relationships”, Industrial Marketing Management, Vol. 34 No. 1, pp. 23-37.
    • (2005) Industrial Marketing Management , vol.34 , Issue.1 , pp. 23-37
    • Tellefsen, T.1    Thomas, G.P.2
  • 66
    • 0035285362 scopus 로고    scopus 로고
    • Interdependencies, trust and information in relationships, alliances and networks
    • Tomkins, C. (2001), “Interdependencies, trust and information in relationships, alliances and networks”, Accounting, Organizations and Society, Vol. 26 No. 2, pp. 161-191.
    • (2001) Accounting, Organizations and Society , vol.26 , Issue.2 , pp. 161-191
    • Tomkins, C.1
  • 67
    • 0033634560 scopus 로고    scopus 로고
    • Management control of interfirm transactional relationships: the case of industrial renovation and maintenance
    • Van der Meer-Kooistra, J. and Vosselmann, E.G.J. (2000), “Management control of interfirm transactional relationships: the case of industrial renovation and maintenance”, Accounting, Organizations and Society, Vol. 25 No. 1, pp. 51-77.
    • (2000) Accounting, Organizations and Society , vol.25 , Issue.1 , pp. 51-77
    • Van der Meer-Kooistra, J.1    Vosselmann, E.G.J.2
  • 68
    • 0034365509 scopus 로고    scopus 로고
    • Opportunism in interfirm relationships: forms, outcomes, and solutions
    • Wathne, K.H. and Heide, J.B. (2000), “Opportunism in interfirm relationships: forms, outcomes, and solutions”, Journal of Marketing, Vol. 64 No. 4, pp. 36-51.
    • (2000) Journal of Marketing , vol.64 , Issue.4 , pp. 36-51
    • Wathne, K.H.1    Heide, J.B.2
  • 71
    • 84989060111 scopus 로고
    • Relational governance as an interorganizational strategy: an empirical test of the role of trust in economic exchange
    • Zaheer, A. and Venkatraman, N. (1995), “Relational governance as an interorganizational strategy: an empirical test of the role of trust in economic exchange”, Strategic Management Journal, Vol. 16 No. 5, pp. 373-392.
    • (1995) Strategic Management Journal , vol.16 , Issue.5 , pp. 373-392
    • Zaheer, A.1    Venkatraman, N.2
  • 72
    • 0032391619 scopus 로고    scopus 로고
    • Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance
    • Zaheer, A., Mc Evily, B. and Perrone, V. (1998), “Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance”, Organization Science, Vol. 6 No. 2, pp. 141-159.
    • (1998) Organization Science , vol.6 , Issue.2 , pp. 141-159
    • Zaheer, A.1    Mc Evily, B.2    Perrone, V.3
  • 73
    • 85025214884 scopus 로고
    • From transaction cost to transaction value analysis: implications for the study of interorganizational strategies
    • Zajac, E.J. and Olsen, C.P. (1993), “From transaction cost to transaction value analysis: implications for the study of interorganizational strategies”, Journal of Management Studies, Vol. 30 No. 1, pp. 131-145.
    • (1993) Journal of Management Studies , vol.30 , Issue.1 , pp. 131-145
    • Zajac, E.J.1    Olsen, C.P.2
  • 74
    • 67649084317 scopus 로고
    • Trust and managerial problem solving
    • Zand, D.E. (1972), “Trust and managerial problem solving”, Administrative Science Quarterly, Vol. 17 No. 2, pp. 229-239.
    • (1972) Administrative Science Quarterly , vol.17 , Issue.2 , pp. 229-239
    • Zand, D.E.1
  • 75
    • 0000864676 scopus 로고
    • Collective strategy: social ecology of organizational environments
    • Astley, W.G. and Fombrun, C.J. (1983), “Collective strategy: social ecology of organizational environments”, Academy of Management Review, Vol. 8 No. 4, pp. 576-587.
    • (1983) Academy of Management Review , vol.8 , Issue.4 , pp. 576-587
    • Astley, W.G.1    Fombrun, C.J.2
  • 76
    • 0242269927 scopus 로고    scopus 로고
    • Interactive selection model for supplier selection process: an analytical hierarchy process approach
    • Chan, F.T.S. (2003), “Interactive selection model for supplier selection process: an analytical hierarchy process approach”, International Journal of Production Research, Vol. 41 No. 15, pp. 3549-79.
    • (2003) International Journal of Production Research , vol.41 , Issue.15 , pp. 3549-3579
    • Chan, F.T.S.1
  • 77
    • 0001258080 scopus 로고
    • The evolution of collective strategies in fragmented industries
    • Dollinger, M.J. (1990), “The evolution of collective strategies in fragmented industries”, Academy of Management Review, Vol. 15 No. 2, pp. 266-285.
    • (1990) Academy of Management Review , vol.15 , Issue.2 , pp. 266-285
    • Dollinger, M.J.1
  • 78
    • 0022013369 scopus 로고
    • Control: organizational and economic approaches
    • Eisenhardt, K.M. (1985), “Control: organizational and economic approaches”, Management Science, Vol. 31 No. 2, pp. 134-149.
    • (1985) Management Science , vol.31 , Issue.2 , pp. 134-149
    • Eisenhardt, K.M.1
  • 79
    • 84989023439 scopus 로고
    • Understanding the rationale of strategic technology partnering: interorganizational modes of cooperation and sectoral differences
    • Hagedoorn, J. (1993), “Understanding the rationale of strategic technology partnering: interorganizational modes of cooperation and sectoral differences”, Strategic Management Journal, Vol. 14 No. 5, pp. 371-385.
    • (1993) Strategic Management Journal , vol.14 , Issue.5 , pp. 371-385
    • Hagedoorn, J.1
  • 81
    • 0034339548 scopus 로고    scopus 로고
    • Resource commitment, entry timing, and market performance of foreign direct investments in emerging economies: the case of Japanese international joint ventures in China
    • Isobe, T., Makino, S. and Montgomery, D.B. (2000), “Resource commitment, entry timing, and market performance of foreign direct investments in emerging economies: the case of Japanese international joint ventures in China”, Academy of Management Journal, Vol. 42 No. 3, pp. 468-484.
    • (2000) Academy of Management Journal , vol.42 , Issue.3 , pp. 468-484
    • Isobe, T.1    Makino, S.2    Montgomery, D.B.3
  • 82
    • 84993095276 scopus 로고
    • Network dyads in entrepreneurial settings: a study of the governance of exchange relationships
    • Larson, A. (1992), “Network dyads in entrepreneurial settings: a study of the governance of exchange relationships”, Administrative Science Quarterly, Vol. 37 No. 3, pp. 77-101.
    • (1992) Administrative Science Quarterly , vol.37 , Issue.3 , pp. 77-101
    • Larson, A.1
  • 84
    • 0000015175 scopus 로고    scopus 로고
    • Why too many alliances end in divorce
    • Medcof, J.W. (1997), “Why too many alliances end in divorce”, Long Range Planning, Vol. 30 No. 5, pp. 718-732.
    • (1997) Long Range Planning , vol.30 , Issue.5 , pp. 718-732
    • Medcof, J.W.1
  • 85
    • 0042526915 scopus 로고    scopus 로고
    • Institutions and forms of co-ordination in innovation systems
    • Nooteboom, B. (2000), “Institutions and forms of co-ordination in innovation systems”, Organization Science, Vol. 21 No. 5, pp. 915-939.
    • (2000) Organization Science , vol.21 , Issue.5 , pp. 915-939
    • Nooteboom, B.1
  • 86
    • 84928838459 scopus 로고
    • The collective strategy framework: an application to competing predictions isomorphism
    • Oliver, C. (1988), “The collective strategy framework: an application to competing predictions isomorphism”, Administrative Science Quarterly, Vol. 33 No. 4, pp. 543-561.
    • (1988) Administrative Science Quarterly , vol.33 , Issue.4 , pp. 543-561
    • Oliver, C.1
  • 87
    • 0030306449 scopus 로고    scopus 로고
    • Interorganizational collaboration and the locus of innovation: networks of learning in biotechnology
    • Powell, W.W., Koput, K.W. and Smith-Doerr, L. (1996), “Interorganizational collaboration and the locus of innovation: networks of learning in biotechnology”, Administrative Science Quarterly, Vol. 41 No. 1, pp. 116-145.
    • (1996) Administrative Science Quarterly , vol.41 , Issue.1 , pp. 116-145
    • Powell, W.W.1    Koput, K.W.2    Smith-Doerr, L.3
  • 88
    • 84923992667 scopus 로고    scopus 로고
    • Reviewing the evaluation perspective: on criteria, occasions, procedures, and practices
    • paper presented at the Special Interest Group (SIG) on Interorganizational Partnerships (IOR) within the 10th International Conference on Multi-Organisational Partnerships, Alliances and Networks (MOPAN) University of Strathclyde Glasgow, June 27.
    • Sydow, J. and Milward, H.B. (2003), “Reviewing the evaluation perspective: on criteria, occasions, procedures, and practices”, paper presented at the Special Interest Group (SIG) on Interorganizational Partnerships (IOR) within the 10th International Conference on Multi-Organisational Partnerships, Alliances and Networks (MOPAN), University of Strathclyde, Glasgow, June 27.
    • (2003)
    • Sydow, J.1    Milward, H.B.2
  • 89
    • 0041739262 scopus 로고    scopus 로고
    • Partnering with resellers in business markets
    • Weber, J.A. (2001), “Partnering with resellers in business markets”, Industrial Marketing Management, Vol. 30 No. 4, pp. 1-17.
    • (2001) Industrial Marketing Management , vol.30 , Issue.4 , pp. 1-17
    • Weber, J.A.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.