:::

詳目顯示

回上一頁
題名:關係黑暗因子對關係績效的影響-社會交換理論觀點
作者:黃識銘 引用關係
作者(外文):Shyh-Ming Huang
校院名稱:國立中興大學
系所名稱:企業管理學系所
指導教授:方世榮
學位類別:博士
出版日期:2008
主題關鍵詞:關係黑暗因子關係績效關係黑暗面the dark side relationship factorsrelationship performancethe dark side of relationship
原始連結:連回原系統網址new window
相關次數:
  • 被引用次數被引用次數:期刊(1) 博士論文(0) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:1
  • 共同引用共同引用:0
  • 點閱點閱:17
揆諸以往關係行銷之相關研究,過度強調關係光明面的好處,卻鮮少探討某些隱藏黑暗因素會對緊密關係產生不利的關係黑暗面。造成此種關係黑暗面的因素,本文綜整相關文獻,提出認知面(期望提高、失去客觀性)、關係成本面(投機主義、關係負擔)及張力對抗面(合作與競爭、長期與短期、彈性與僵化)等關係黑暗因子,並探討這些關係黑暗因子對關係績效的影響。此外,本文依據社會交換理論,提出共同價值、相互依賴、信任及承諾等構念,探討其對關係黑暗因子與關係績效的干擾作用。
本文採便利抽樣法,實際有效問卷為412份,有效回收率為92.37%。無反應偏差及同源偏差的情況在回收樣本之檢定並未發現。此外,本文之各構念具有高信度、收斂效度與區別效度。實證以LISREL進行假設驗證,結果發現關係黑暗因子認知面中的「期望提高」對關係績效之非財務績效及財務績效皆有顯著負向影響,關係黑暗因子張力對抗面中的「行為張力」對非財務績效有顯著負向影響,其他的黑暗因子對財務績效及非財務績效皆不顯著。在干擾的驗證方面,本文發現共同價值、相互依賴、信任與承諾皆扮演重要的干擾角色,且共同價值與相互依賴的抑制能力比信任與承諾佳;然而,有些干擾因素也會助長關係黑暗因子對關係績效的負向影響。最後,本研究根據研究結果提出管理意涵及未來研究方向。
The previous research of relationship marketing enthusiasm on the light side of relationship, but there are few research that discuss the dark side of factors that are negative impact on closed relationship. There are many factors that cause the dark side of relationship, which are cognitive dimension (rising expectation, loss of objectivity), relation cost dimension (opportunism, relationship burden) and internal tension dimension (cooperation versus competition, rigidity versus flexibility). Furthermore, this research use social exchange theory to suggest some constructs with are share value, interdependency, trust and commitment. These elements have a moderating effect on the dark side of relationship factors and relationship performance.
This study use convenient sampling, valid sample are 412, valid response rate is 92.37%. The 412 usable responses were tested for non-response bias and common-method bias; they seem to indicate that these biases were not a serious threat. All the constructs have high reliability, convergent validity, discriminant validity. The research was tested by LISREL. The empirical results reveal that rising expectation of cognitive have negatively effects on financial and non-financial performance, behavior tension has negatively effects on non-financial performance. But the other dark side relationship factors have no effects on relationship performance. This research found that share value, interdependency, trust and commitment construct play a moderating role on the dark side relationship factors and relationship performance. Furthermore, share value and interdependency construct has suppressor abilities more than trust and commitment construct. But, some moderating factors also encourage the dark side of relationship factors have negative effect on relationship performance. Finally, these results suggest theoretical implications and the direction of future researches.
Abdul-Muhmin, A. G. (2002). Effects of suppliers’ marketing program variables on industrial buyers’ relationship satisfaction and commitment. Journal of Business & Industrial Marketing, 17(7), 637-651.
Achrol, R. S. (1991). Evolution of the marketing organization: New forms for dynamic environments. Journal of Marketing, 55(October), 77-93.
Achrol, R. S., & Stern, L. W. (1988). Environmental determinants of decision making uncertainty in marketing channels. Journal of Marketing Research, 25(1), 36-50.
Adobor, H. (2006). Optimal trust? Uncertainty as a determinant and limit to trust in inter-firm alliances. Leadership & Organization Development Journal, 27(7), 537-553.
Ahuja, G. (2000). Collaboration networks, structural holes, and innovation: A longitudinal study. Administrative Science Quarterly, 45(3), 425-455.
Alajoutsija, K., Mouller, K., & Tahtinen, J. (2000). Beautiful exit: How to leave your business partner. European Journal of Marketing, 34(11/12), 1270-1289.
Anand, B. N., & Khanna, T. (2000). Do firms learn to create value? The case of alliances. Strategic Management Journal, 21(3), 295-316.
Andalleb, S. S. (1996). An experimental investigation of satisfaction and commitment in marketing channels: The role of trust and dependence. Journal of Retailing, 72(1), 77-93.
Anderson, E. (1990). Two firms, one frontier: On assessing joint venture performance. Sloan Management Review, 31(2), 19-30.
Anderson, E. W., Fornell, C., & Rust, R. T. (1997). Customer satisfaction, productivity, and profitability: Differences between goods and srvices. Marketing Science, 16(2), 129-145.
Anderson, E., & Jap, S. D. (2005). The dark side of close relationships. MIT Sloan Management Review, 46(3), 74-82.
Anderson, E., & Weitz, B. (1989). Determinants of continuity in conventional industrial channel dyads. Marketing Science, 8(Fall), 310-323.
Anderson, E., & Weitz, B. (1992). The use of pledges to build and sustain commitment in distribution channel. Journal of Marketing Research, 29(1), 12-84.
Anderson, E., Leonard, M. L., & Barton, A. W. (1987). Resource allocation behavior in conventional channels. Journal of Marketing Research, 24(1), 85-97.
Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103(3), 411-423.
Anderson, J. C., & Narus, J. A. (1990). A Model of distributor firm and manufacture firm working relationships. Journal of Marketing, 54(1), 42-58.
Anderson, J. C., Håkansson, H., & Johanson, J. (1994). Dyadic business relationships within a business network context. Journal of Marketing, 58(4), 1-15.
Anderson, J., & Narus, J. A. (1984). A model of the distributor’s perspective of distributor-manufacturer working relationships. Journal of Marketing, 48(4), 62-74.
Angle, H. L., & Perry, J. L. (1981). An empirical assessment of organizational commitment and organizational effectiveness. Administrative Science Quarterly, 26(1), 1-14.
Armstrong, J. S., & Overton, T. S. (1977). Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14(3), 396-402.
Arnold, H. J. (1982). Moderator variables: A clarification of conceptual, analytic, and psychometric issues. Organizational Behavior & Human Performance, 29(2), 143-174.
Arnott, D. C. (2007). Research on trust: A bibliography and brief bibliometric analysis of the special issue submissions. European Journal of Marketing, 41(9/10), 1203-1240.
Artz, K. W. (1999). Buyer-supplier performance: The role of asset specificity, reciprocal investments and relational exchange. British Journal of Management, 10(2), 113-126.
Aulakh, P. S., Kotable, M., & Sahay, A. (1996). Trust and performance in cross-border marketing partnerships: A behavioral approach. Journal of International Business Studies, 27(Special Issue), 1005-1032.
Avlonitis, G. J., & Gounaris, S. P. (1998). Marketing orientation and company Performance: industrial vs. consumer goods companies. Industrial Marketing Management, 26(5), 385-402.
Axelrod, R. (1984). The evolution of cooperation. New York: Basic Books.
Babin, B. J., & Boles, J. S. (1998). Employee behavior in a service environment: A model and test of potential difference between man and woman. Journal of Marketing, 62(2), 77-91.new window
Bacharach, S. B., & Lawler, E. J. (1981). Bargaing: Power, Tcatics and Outcome. San Francico, CA: Jossey-Bass Ins.,
Bagozzi, R. P. (1981). Evaluating structural equation model with unobservable and measurement error: A comment. Journal of Marketing Research, 18(3), 375-381.
Bagozzi, R. P., & Yi, Y. (1988). On the evaluation for structural equation models. Journal of the Academy of Marketing Science, 16(1), 74-94.
Bantham, J. H., Celuch, K. G., & Kasouf, C. J. (2003). A perspective of partnerships based on interdependence and dialectical theory. Journal of Business Research, 56(4), 265-274.
Baranson, J. (1990). Transnational strategic alliances: Why, what, where and how. Multinational Business, Summer, 54-61.
Barber, B. (1983). The logic and limits of trust, N.J.: Rutgers University Press.
Barnes, B. R., Naudé, P., & Michell, P. (2005). Exploring commitment and dependency in dyadic relationships. Journal of Business-to-Business Marketing, 12(3), 1-26.
Barney, J. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99-120.
Barney, J. B., & Hansen, M. (1994). Trustworthiness as a source of competitive advantage. Strategic Management Journal, 15(Special Issue), 175-190.
BarNir, A., & Smith, K. A. (2002). Interfirm alliances in the small business: The role of social networks. Journal of Small Business Management, 40(3), 219-232.
Barth, F. (1966). Models of social organization. London: Royal Anthropological Institute.
Batt, P., & Purchase, S. (2004). Managing collaboration within networks and relationships. Industrial Marketing Management, 33(3), 169-174.
Battencourt, L. (1997). Customer voluntary performance: Customers as partners in service delivery. Journal of Retailing, 73(3), 383-406.
Bauer, R. (1967). Consumer behavior as risk taking. In D. F. Cox (Ed.), Risk-taking and information handling in consumer behavior (pp. 23-33). Boston: Boston University Press.
Baumgartner, H., & Homburg, C. (1996). Applications of structural modeling in marketing and consumer research: A review. International Journal of Research in Marketing, 13(2), 139-161.
Beamish, P. W. (1985). The characteristics of joint venture in developed and developing countries. Journal of Columbia World Business, 20(3), 13-19.
Bengtsson, M., & Kock, S. (1999). Cooperation and competition in relationships between competitors in business networks. The Journal of Business & Industrial Marketing, 14(3), 17-19.
Bengtsson, M., & Kock, S. (2000). Cooperation in business network- to cooperate and compete simultaneously. Industrial Marketing Management, 29(5), 411-426.
Bennett, R. (1996). Relationship formation and governance in consumer markets: transactional analysis versus the behaviorist approach. Journal of Marketing Management, 12(5), 417-436.
Bergen, M., Dutta, S., & Walker, O. C. (1998). Agency relationships in marketing: A review of the implications and applications of agency and related theories. Journal of Marketing, 56(3), 1-24.
Bitner, M. J. (1990). Evaluating service encounters effects of physical surroundings and employee responses. Journal of Marketing, 54(2), 69-82.
Blankenburg Holm, D., Eriksson, K., & Johansson, J. (1999). Creating value through mutual commitment to business network relationships. Strategic Management Journal, 20(5), 467-486.
Blau, P. M. (1964). Exchange and Power in Social Life. New York: John Wiley & Sons.
Blau, P. M. (1968). Interaction: Social exchange. International Encyclopedia of the Social Science, 7, 452-458.
Bleeke, J. and Ernst, D. (1991). The way to win in cross-border alliances. Harvard Business Review, 69(6), 127-135.
Bleeke, J., & Emst, D. (1993). Collaborating to compete: Using strategic alliances and acquisitions in the global marketplace. New York: Wiley.
Blois, K. (1997). Are business to business relationships inherently unstable. Journal of Marketing Management, 13(5), 367-382.
Blois, K. J. (1972). Vertical quasi-integration. Journal of Industrial Economic, 20(3), 253-272.
Boles, J. S., Barksdale, H. C. Jr., & Johnson, J. T. (1997). Business relationships: An examination of the effects of buyer-salesperson relationship on customer retention and willingness to refer and recommend. Journal of Business & Industrial Marketing, 12(34), 253-264.
Boles, J., Brashear, T., Bellenger, D., & Barksdale, H. (2000). Relationship selling behaviors: Antecedents and relationship with performance. Journal of Business & Industrial Marketing, 15(2/3), 141-153.
Bollen, K. A. (1989). Structural equations with latent variables. New York: John Wiley & Son, Inc.
Bolton, R. N. (1998). A Dynamic model of the duration of the customer’s relationship with a continuous service provider: the role of satisfaction. Marketing Science, 17(1), 45-65.
Bozzo, C. C. (2002). Understanding inertia in an industrial context. Journal of Customer Behaviour, 1(3), 335-355.
Brandenburger, A. M., & Nalebuff, B. J. (1996). Inside Intel. Harvard Business Review, 74(6), 168-172.
Brashear, T. G., Boles, J. S., Bellenger, D. N., & Brooks, C. M. (2003). An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships. Journal of the Academy of Marketing Science, 31(2), 189-200.new window
Bredemeier, H. C. (1978). Exchange theory. In T. Bottomore and R. Nisbet (Eds.), A history of sociological analysis (pp. 418-456). New York: Basic Books.
Brennan, R. (1997). Buyer/supplier partnering in British industry: The automotive and telecommunications. Journal of Marketing Management, 13(8), 758-786.
Brouthers, K. D., Brouthers, L. E., & Wilkinson, T. J. (1995). Strategic alliance: Choose your partner. Long Rang Planning, 28(3), 18-25.
Buchanan, L. (1992). Vertical trade relationships: The role of dependence and symmetry in attaining organizational goals. Journal of Marketing Research, 29(1), 65-75.
Bucklin, L. P., & Sengupta, S. (1993). Organizing successful co-marketing alliances. Journal of Marketing, 57 (2), 32-64.
Buzzel, R. D., & Ortmeyer, G. (1995). Channel partnerships streamline distribution. Sloan Management Review, Spring, 85-96.
Calantone, R., Garcia, R., & Droge, C. (2003). The effect of enviornmental turbulence on new product development strategy planning. Journal of Product Innovation Management, 20(2), 90-103.
Cannon, J. P., & Homburg, C. (2001). Buyer-supplier relationships and customer firm cost, Journal of Marketing, 65(1), 29-43.
Cannon, J. P., Achrol, R. S., & Gundlach, G. T. (2000). Contracts, norms, and plural form governance. Academy of Marketing Science, 28(2), 180-194.
Capron, L. (1999). The long-term performance of horizontal acquistions. Strategic Management Journal, 20(11), 103-118.
Carr, C. L. (2006). Reciprocity: The golden rule of IS-user service relationship quality and cooperation. Communication of the ACM, 49(6), 77-83.
Chakravarthy, B. S. (1986). Measuring strategic performance. Strategic Management Journal, 7(3), 437-458.
Chatman, J. A. (1991). Matching people and organizations: Selection and socialization in public accounting firms. Administative Science Quarterly, 36(3), 459-484.
Chin, W. W., & Todd, P. A. (1995). On the use, usefulness, and ease of use of structural equation modeling in MIS research. MIS Quarter, 19(2), 237-246.
Chua, A. (2002). The influence of social interaction on knowledge creation. Journal of Intellectual Capital, 3(4), 375-392.
Coleman, J. S. (1990). Foundations of social capital. Cambridge. MA: Belknap Press of Harvard University Press.
Conner, P. E., & Becker, B. W. (1975). Values and the organization: Suggestions for research. Academy Management Journal, 18(3), 550-561.
Cook, K. S., & Emerson R. M. (1978). Power, equity and commitment in exchange networks. American Sociological Review, 43(October), 721-739.
Cooper, M. C., Ellram, L. M., Grdner, J. T., & Hanks, A. M. (1997). Meshing multiple alliances. Journal of Business Logistics, 18(1), 67-89.
Corfman, K. P., & Lehmann, D. R. (1993). The Importance of others’ welfare in evaluating bargaining outcome. Journal of Consumer Research, 20(1), 124-137.
Coughlan, A. T., Anderson, E., Stern, L. W., & El-Ansary, A. I. (2001). Marketing channels. (international ed.). New Jersey: Prentice Hall International, Inc.
Crosby, L. A., Evans, K. R., & Cowles, D. (1990). Relationship quality in services selling: An interpersonal influence perspective. Journal of Marketing, 54(3), 68-81.
Cullen, J. B., Johnson, J. L., & Sakno, T. (1995). Japanese and local partner commitment to IJVs: Psychological consequences and investments in the IJV relationship. Journal of International Business Studies, 26(1), 91-115.
Cummings, T. (1984). Transorganizational development. Research in Organizational Behavior, 6, 367-422.
Cunningham, S. M. (1967). Perceived risk and brand loyalty. In D. F. Cox (Ed.), Risk-taking and information handling in consumer behavior (pp. 507-523). Boston: Boston University Press.
Czepiel, J. A. (1990). Service encounters and service relationships: Implications for research. Journal of Business Research, 20(1), 13-21.
Dant, P. R., & Schul, P. L. (1992). Conflict resolution processes in contractual channels of distribution. Journal of Marketing, 56(1), 38-54.
Das, S., Sen, P. K., & Sengupta, S. (1998). Impact of strategic alliances on firm –valuation. Academy of Management Journal, 41(1), 27-41.
Das, T. K. (2006). Strategic alliance temporalities and partner opportunism. British Journal of Management, 17(1), 1-21.
Das, T. K., & Teng, B. S. (1998). Between trust and control: developing confidence in partner cooperation in alliances. Academy of Management Review, 23(3), 491-512.
Das, T. K., & Teng, B. S. (1999). Managing risks in strategic alliances. The Academy of Management Executive, 13(4), 50-62.
Das, T. K., & Teng, B. S. (2000a). A resource-based theory of strategic alliance. Journal of Management, 26(1), 31-61.
Das, T. K., & Teng, B. S. (2000b). Instabilities of strategic alliances: An internal tensions perspective. Organization Science, 11(1), 77-101.
Day, G. S. (2000). Market driven strategy-process for creating value. New York: The Free Press.
de Ruyter, K., Moorman, L., & Lemmink, J., (2001). Antecedents of commitment and trust in customer-supplier relationships in high technology markets. Industrial Marketing Management, 30(3), 271-286.
De Wulf, K. D., Odekerken-Schroder, G., & Iacobucci, D. (2001). Investments in consumer relationships: A cross-country and cross-Industry exploration. Journal of Marketing, 65(4), 33-50.
Ding, L., Velicer, W., & Harlow, L. (1995). Effect of estimation methods, number of indicators per factor and improper solutions on structural equation modeling fit indices. Structural Equation Modeling, 2, 119-143.
Dodgson, M. (1993). Organizational learning: A review of some literatures. Organization Studies, 14(3), 375-394.
Donaldson, B., & O’Toole, T. (2001). Strategic marketing relationship. New York: John Wiley & Sons, Inc.
Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35-51.
Doz, Y. L. (1996). The evolution of cooperation in strategic alliances: Initial conditions or learning processes. Strategic Management Journal, 17(Summer Special Issue), 55-83.
Dwyer, F. R, Schurr, P. H., & Oh, S. (1987) Developing buyer-seller relationships. Journal of Marketing, 51(2), 11-27.
Dyer, J. H. (1996). How Chrysler created an American keiretsu. Harvard Business Review, July-August, 42-56.
Dyer, J. H. (1997). Effective interfirm collaboration: How firms minimize transaction cost and maximize transaction value. Strategic Management Journal, 18(7), 535-556.
Dyer, J. H., & Chu, W., (2000). The determinants of trust in supplier-automaker relationships in the US, Japan, and Korea. Journal of International Business Studies, 31(2), 259-285.
Dyer, J. H., & Nobeoka, K. (2000). Creating and managing a high–performance knowledge-sharing network: The Toyota case. Strategic Management Journal, 21(3), 11-27.
Dyer, J. H., & Singh, H. (1998). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review, 23(4), 345-367.
Dyer, J. H., Kale, P., & Singh, H. (2004). When to ally and when to acquire. Harvard Business Review, 82(7-8), 109-115.
Edelman, L. F., Bresenen, M., Newell, S., Scarborough, H., & Swan, J. (2004). The benefits and pitfalls of social capital: Empirical evidence from two organizations in the United Kingdom. British Journal of Management, 15(S1), S59-S69.
Egan, J. (2004). Relationship marketing: Exploring relational strategies in marketing. Harlow: Financial Times Prentice Hall.
Eisenhardt, K. M. (1985). Control: Organizational and economic approach. Management Science, 31(2), 131-149.
Eliashberg, J. & Michie, D. A. (1984). Multiple business goals sets as determinants of marketing channel conflict: An empirical study. Journal of Marketing Research, 21 (February), 75-88.
Ellram, L. M., & Cooper, M. C. (1990). Supply chain management, partnerships and the shipper-third party relationship. The International Journal of Logistics Management, 1(2), 1-10.
Ellram, L. M., & Edis, O. R. (1996). A Case study of successful partnering implementation. The Journal of Supply Chain Management, 32(4), 20-28.
Emerson, R. M. (1962). Power-dependence relations. American Sociological Review, 27(February), 32-41.
Emerson, R. M. (1981). Social exchange theory. In M. Rosenberg and R. H. Turner (Eds.), Social psychology: Sociological perspectives (pp. 30-65). New York: Basic Books.
Evan, J. R., & Laskin, R. L. (1994). The relationship marketing process: A conceptualization and application. Industrial Marketing Management, 23(5), 439-452.
Festinger, L. (1957). A Theory of cognitive dissonance. Stanford, CA: Standford University Press.
Fichman, M., & Goodman, P. S. (1996). Customer-supplier ties in interorganizational relations. In B. M. Staw and L. L. Cummings (Eds.), CT: JAI Press, Research in Organizational Behavior, 18, 215-329.
Fisher, M. L. Hammond, J. L., Obermeyer, W. R., & Raman, A. (1994). Making supply meet demand in an uncertain world. Harvard Business Review, May/June, 83-93.
Ford, D. (1980). The development of buyer-seller relationships in industrial markets. European Journal of Marketing, 14(5/6), 339-354.
Ford, D. I. (1990), Understanding Business Markets: Interaction, relationships, networks. Orlando, FL: Harcourt Brace.
Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable and measurement errors. Journal of Marketing Research, 18(February), 39-50.
Frazier, G. L. (1983). Interorganizational exchange behavior in marketing channels: A broadened perspective. Journal of Marketing, 47(4), 68-78.
Frazier, G. L. (1999). Organizing and managing channels of distribution. Journal of the Academy of Marketing Science, 27(2), 226-240.
Frazier, G. L. and Summers, J. O. (1984). Interfirm Influence strategies and their application within distribution channels. Journal of Marketing, 48(3), 43-55.
Frazier, G. L., & Rody, R. (1991). The use of influence strategies in interfirm relationships in industrial product channels. Journal of Marketing, 55(January), 52-69.
Frazier, G. L., Gill, J. D., & Kale, S. H. (1989). Dealer dependence levels and reciprocal action in a channel of distribution in a developing country. Journal of Marketing, 53(January), 52-69.
Fredericks, E. (2005). Infusing flexibility into business-to-business firms: A contingency theory and resource-based view perspective and practical implications. Industrial Marketing Management, 34(6), 555-565.
Gadde L., & Snehota, I. (2000). Making the most of supplier relationships. Industrial Marketing Management, 29(4), 305-316.
Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1-19.
Garbarino, E., & Johnson, M. S. (1999). The difference roles of satisfaction, trust, and commitment in customer relationships. Journal of Marketing, 63(2), 70-87.
Gargiulo, M., & Benassi, M. (1999). The dark side of social capital. In S. Gabbay and R. Leenders (Eds), Corporate social capital and social liability (pp. 298-322). Boston: Kluwer Academy Publishers.
Gassenheimer, J. B., Baucus, D. B., & Baucus, M. S. (1996). Cooperative arrangements among entrepreneurs: An analysis of opportunism and communication in franchise structures. Journal of Business Research, 36(1), 67-79.
Geringer, M. J., & Hebert, L. (1991). Measuring performance of international joint ventures. Journal of International Business Studies, 22(2), 249-264.
Geyskens, I., Steenkamp, J. B., Scheer, L. K., & Kumar, N. (1996). The effects of trust and interdependence on relationship commitment: A Trans-Atlantic study. International Journal of Research in Marketing, 13(4), 303-317.
Geyskens, I., Steenkamp, J. E. M., & Kumar, N. (1999). A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research, 36(2), 223-238.
Geyskens, I., Steenkamp, J.–B. E. M., & Kumar, N. (1998). Generations about trust in marketing channel relationships using meta-analysis. International Journal of Research in Marketing, 15(3), 223-248.
Giller, C., & Matear, S. (2001). The termination of inter-firm relationships. Journal of Business & Industrial Marketing, 16(2), 94-112.
Glaister, K. W., & Buckley, W. P. (1996). Strategic motives for international alliance formation. Journal of Management Studies, 33(3), 301-332.
Glicket, W. H., Huber, G. p., Doty, H. D., & Sutcliffe, K. M. (1990). Studying changes in organizational design and effectiveness: Retrospective event histories and periodic assessment. Organization Science, 1(3), 293-312.
Good, D. J., & Evans, K. R. (1999). Relationship unrest a strategic perspective for business-to-business marketers. European Journal of Marketing, 35(5/6), 549-565
Goodman, l. E., & Dion, P. A. (2001). The determinants of commitment in the distributor-manufacturer relationship. Industrial Marketing Management, 30(3), 287-300.
Gounaris, S. P., & Venetis, K. (2002). Trust in industrial service relationships: Behavioral consequences, antecedents and the moderating effect of the duration of the relationship. Journal of Service Marketing, 16(7), 636-655.
Grayson, K., & Ambler, T. (1999). The dark side of long-term relationships in marketing services. Journal of Marketing Research, 36(1), 132-141.
Greenberg, M. S. (1980). A theory of indebtedness. In K. J. Gergen, M. S. Greenberg and R. H. Willis (Eds.), Social exchange: Advance in theory and research (pp. 3-26). New York: Plenum Press.
Grönroos, G. (1997). Value-driven relational marketing products to resources and competences. Journal of Marketing Management, 13(5), 407-420.
Gruen, T. W. (1995). The outcome set of relationship marketing in consumer markets. International Business Review, 4(4), 447-469.
Gruen, T. W. Summers, J. O., & Acito, F. (2000). Relationship marketing activities, commitment, and membership behaviors in professional associations. Journal of Marketing, 64(July), 34-49.
Gulati, R. (1995a). Does familiarity breeds trust? The implications of repeated ties for contractual choice in alliances. Academy Management Journal, 38(1), 85-112.
Gulati, R. (1995b). Social structure and alliance formation patterns: A longitudinal analysis. Administrative Science Quarterly, 40(4), 619-652.
Gulati, R. (1998). Alliance and networks. Strategic Management Journal, 19(4), 293-317.
Gulati, R. (1999). Network location and learning: The influence of network resources and firm capabilities on alliance formation. Strategic Management Journal, 20(5), 397-420.
Gulati, R., Nohria, N., & Zaheer, A. (2000). Strategic networks. Strategic Management Journal, 21(3), 203-236.
Gundlach, G. T., & Cadotte, E. R. (1994). Exchange interdependence and infirm interaction: Research in a simulated channel setting. Journal of Marketing Research, 31(November), 516-532.
Gundlach, G. T., & Murphy, P. E. (1993). Ethical and legal foundations of relational marketing exchange. Journal of Marketing, 57(October), 35-46.
Gundlach, G. T., Achrol. R. S., & Mentzer, J. (1995). The structure of commitment in exchange. Journal of Marketing, 59(January), 78-92.
Hagedoorn, J. (1993). Understanding the rationale of strategic technology partnering: interorganizational modes of cooperation and sectoral differences. Strategic Management Journal, 14(5), 371-385.
Hair, J. F., Black, B W. C. Babin, J. Anderson, R. E., & Thatam, R. L. (2006). Multivariate data analysis. (6th Ed.), Upper Saddle River, New Jersey: Pearson Prentice-Hall,
Håkansson, H., & Snehota, I. (1998). The burden of relationships or who’s next. In P. Naudé and P. W. Turbull (Eds.), Network dynamics in international marketing (pp. 16-25). UK, Oxford: Pergamon.
Håkansson, H., & Snehota, I. (2000). The IMP perspective: Assets and liabilities of business relationships. In J. N. Sheth and A. Paravatyar (Eds.), Handbook of relationship marketing (pp. 69-93). Thousand Oaks, California: Sage Publications.
Halinen, A., & Törnroos, J-Å. (1995). The meaning of time in the study of industrial buyer-seller relationships. In Möller, K and D. Wilson (Eds.), Business marketing: An interaction and network perspective. Kluwer Academic Publishers.
Halinen; A., & Tahtinen, J. (2002). A process theory of relationship ending. International Journal of Service Industry Management, 13(2), 163-180.
Hallén, L., Johanson, J., & Seyed-Mohamed, N. (1991). Interfirm adaption in business relationships. Journal of Marketing, 55(April), 29-37.
Han, S.- L., Wilson, D. T., & Dant, S. P. (1993). Buyer-supplier relationships today. Industrial Marketing Management, 22(4), 331-338.
Harman, H. H. (1976). Modern factor analysis. Chicago: The University of Chicago Press.
Hatfiedld, I., & Pearce, J. A. (1994). Goal achievement and satisfaction of joint venture partners. Journal of Business Venturing, 9(5), 423-440.
Heide, J. B. (1994). Interorganizational governance in marketing channels. Journal of Marketing, 58(January), 71-85.
Heide, J. B. (2003). Plural governance in industrial purchasing. Journal of Marketing, 67(October), 18-29.
Heide, J. B., & John, G. (1988). The role of dependence balancing in safeguarding transaction-specific assets in conventional channels. Journal of Marketing, 52(2), 20-35.
Heide, J. B., & John, G. (1990). Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships. Journal of Marketing Research, 27(January), 24-36
Heide, J. B., & John, G. (1992). Do norms matter in marketing relationships. Journal of Marketing, 56(April), 32-44.
Heide, J. B., & Weiss, A. M. (1995). Vendor consideration and switching behavior for buyers in high-technology markets. Journal of Marketing, 59(3), 30-43.
Helper, S. (1990). Comparative supplier relations in the US and Japanese industries: An exit-voice approach. Business and Economic History, 19, 153-162
Hennig-Thurau, T., & Klee, A. (1997). The impact of customer satisfaction and relationship quality on customer retention: A critical reassessment and model development. Psychology & Marketing, 14(8), 737-764.
Hennig-Thurau, T., Gwinner, K. P., & Gremler, D. D. (2002). Understanding relationship outcomes. Journal of Service Research, 4(3), 230-247.
Hermens, A. (2001). Knowledge exchange in strategic alliances: Learning in tension knowledge. Creativity & Innovation Management, 10(3), 189-200.
Hibbard, J. D., Brunel, F. F., Dant, R. P., & Iacobucci, D. (2001). Does relationship marketing age well. Business Strategy Review, 12(4), 29-35.
Hibbard, J. D., Kumar, N., & Stern, L. W. (2001). Examining the impact of destructive acts in marketing channel relationships. Journal Marketing Research, 38(1), 45-61.
Hildebrandt, L. (1987). Consumer retail satisfaction in rural areas: A reanalysis of survey data. Journal of Economic Psychology, 8(11), 19-42.
Hill, C. W. L. (1990). Cooperation, opportunism, and the invisible hand: Implications for transaction cost theory. Academy of Management Review, 15(3), 500- 513.
Hitt, M. A., Keats, B. W., & Demarie, S. M. (1998). Navigating in the new competitive landscape: Building strategic flexibility and competitive advantage in the 21st century. Academy of Management Executive, 12(4), 22-42.
Hoch, S. J., & Deighton, J. (1989). Managing what consumers learn from experience. Journal of Marketing, 53(April), 1-20.
Hoch, S. J., & Ha, Y. W. (1986). Consumer learning: Advertising and the ambiguity of product experience. Journal of Consumer Research, 13(September), 221-233.
Hogar-Scott, S. (1999). Retailer-supplier partnership: Hostages to fortune or the way forward for the millennium. British Food Journal, 101(9), 668-682.
Homans, G. C. (1958). Social behavior as exchange. The American Journal of Sociology, 63(6), 597-606.
Homans, G. C. (1961). Social behavior: Its elementary forms. New York: Harcourt Brace Jovanovich.
Hunt, S. D. (1997). Competing through relationships: Grounding relationship marketing resource-advantage theory. Journal of Marketing Management, 13(5), 431-445.
Hunt, S. D. (2000). A general theory of competition. Thousand Oaks, CA: Sage Publications, Inc.,
Hunt, S. D., & Nevin, J. R. (1974). Power in a channel of distribution: Sources and consequences. Journal of Marketing Research, 11(2), 186-193.
Hunt, S. D., Arnett, D. B., & Madhavaran, S. (2006). The explanatory foundations of relationship marketing theory. Journal of Business & Industrial Marketing, 21(2), 72-87.
Iacobucci, D., & Hibbert, J. D. (1999). Toward an encompassing theory of business marketing relationships and interpersonal commercial relationships: An empirical generation. Journal of Interactive Marketing, 13(3), 13-33.
Inkpen, A. C., & Curral, S. C. (1997). International joint venture trust: An empirical examination. In P. W. Beamish and J. P. Killing (Eds.), Cooperative strategies: North American perspectives, Vol. 11. (pp. 308-334). San Francisco, CA: New Lexington Press.
Jackson, B. (1985). Winning and keeping industrial customers. Lexington, M. A.: Lexington Books.
Jacobs, D. (1974). Dependency and vulnerability: An exchange approach to the control of organizations. Adminstrative Science Quarterly, 19(1), 45-59.
Jansen, E., & Von Glinow, M. A. (1985). Ethical ambience and organizational reward systems. Academy of Management Review, 10(4), 814-822.
Jap, S. D. (1999). Pie-expansion efforts: Collaboration processes in buyer-supplier relationships. Journal of Marketing Research, 36(4), 461-475.
Jap, S. D. (2001). The strategic role of the salesforce in developing customer satisfaction across the relationship lifecycle. Journal of Personal Selling & Sales Management, 21(2), 95-109.
Jap, S. D., & Anderson, E. (2003). Safeguarding interorganizational performance and continuity under ex post opportunism. Management Science, 49(12), 1684-1701.
Johanson, J., & Mattsson, L.-G. (1985). Marketing investments and market investments in industrial networks. International Journal of Research, in Marketing, 2(3), 185-195.
Johnson, D., & Grayson, K. (2005). Cognitive and affective trust in service relationships. Journal of Business Research, 58(4), 500-507.
Johnson, J. L. (1999). Strategic integration in industrial distribution channels: Managing the interfirm relationship as a strategic asset. Journal of the Academy of Marketing Science, 27(1), 4-18.
Johnson, J. T., Barksdale, H. C. Jr., & Boles, J. S. (2003). Factors associated with customer willingness to refer lead to salespeople. Journal of Business Research, 56(4), 257-263.
Johnston, M. W., Parasuraman, A., Futrell, C. M., & Black, W. C. (1990). A longitudinal assessment of the impact of selected organizational influences on salespeople’s organizational commitment during early employment. Journal of Marketing Research, 27(3), 333-334.
Jones, C., Hesterly, W. S., & Borgatti, S. P. (1997). A general theory of network governance: exchange conditions and social mechanisms. Academy Management Review, 22(4), 911-945.
Jones, G. R., & George, J. M. (1998). The experience and evolution of trust: Implications for cooperation and teamwork. Academy of Management Review, 23(3), 513-546.
Jones, T. O., & Sasser, W E. Jr. (1995). Why satisfied customers defect. Harvard Business Review, 73(6), 88-109.
Jonsson, P., & Zineldin, M. (2003). Achieving high satisfaction in supplier-dealer working relationships. Supply Chain Management: An International Journal, 8(3), 224-240.
Jöreskog, K. G., & Sörborm, D. (1993). LISREL: A Guide to the Program and Applications. Chicago: Scientific Software International, Inc.
Joskow, P. (1987). Contract duration and relationship-specific investment: Empirical evidence from coal market. American Economic Review, 77(1), 168-185
Kabadayi, S., & Ryu, S. (2007). The protection of the trustor through the use of control mechanisms its performance implications. Journal of Business & Industrial Marketing, 22(4), 260-271.
Kale, P., Dyer, J., & Singh, H. (2001). Value creation and success in strategic alliances: Alliancing skills and the role of alliance structure and systems. European Management Journal, 19(5), 463-471.
Kalwani, M. U., & Narayandas, N. (1995). Long-term manufacturer-supplier relationships: do they pay off for supplier firms. Journal of Marketing, 59(1), 1-16.
Kanter, R. M. (1994), Collaborative advantage: The art of alliances. Harvard Business Review, 72(4), 96-108.
Kast, F. E., & Rosenzweig, J. E. (1985). Organization and management. (4th ed.). New York: McGraw-Hill.
Kaufman, A, Wood, C. H., & Theyel, G. (2000). Collaboration and technology linkages: Strategic supplier typology. Strategic Management Journal, 21(6), 649-663.
Keaveney, S. M. (1995). Customer switching behavior in service industries: An exploratory study. Journal of Marketing, 59(2), 71-82.
Keil, M., Tan, B. C. G., Wei, K-K, Saarinen, T., Tuunainen, V., & Wassenaar, A. (2000). A cross-cultural study on escalation of commitment behavior in software project. MIS Quarterly, 24(2), 299-325.
Kelley, H., & Thibaut, J. W. (1978). Interpersonal relations: A theory interdependence. New York: Wiley.
Kelley, S. W., & Davis, M. A. (1994). Antecedents to customer expectations for service recovery. Journal of the Academy of marketing Science, 22(1), 52-61.
Kelman, H. C. (1961). Processes of opinion change. Public Opinion Quarterly, 25(1), 57-78.
Kennedy, M. S., Ferrell, L. K., & Le Clair, D. T. (2001). Consumers; trust of salesperson and manufacturer: An empirical study. Journal of Business Research, 5(1), 73-86.
Khanna, T., Gulati, R., & Nohria, N. (1998). The dynamics of learning alliances: Competition, cooperation, and relative scope. Strategic Management Journal, 19(3), 193-210.
Killing, J. P. (1988). Understanding alliances: The role of task and organizational Complexity. In F. J. Contractor, P. Lorange (Eds.), Cooperative strategies in international business (pp. 55-68). MA: Lexington Books, Lexington,
Kim K. (1999). On determinants of joint action in industrial distributor-supplier relationship: Beyond economic efficiency. International Journal of Research in Marketing, 16(3), 217-236.
Kingshot, R. P. J. (2006). The impact of psychological contracts upon trust and commitment within supplier-buyer relationships: A social exchange view. Industrial Marketing Management, 35(6), 724-739.
Kitchener, K. S. (1988). Dual role relationships: What makes them so problematic. Journal of Counseling and Development, 67(4), 217-221.
Klein, B. (1996). Why hold-ups occur: The self-enforcing range of contractual relationships. Journal of Marketing Research, 38(1), 45-61.
Kline, R. B. (2005). Principles and practice of structural equation modeling. (2nd ed.). New York: The Guilford Press.
Kline, T. J. B., Sulsky, L. M., & Rever-Moriyama, S. D. (2000). Common method variance and specification errors: A practical approach to detection. Journal of Psychology, 134(4), 401-421.
Kogut, B. (1988). Joint ventures: Theoretical and empirical perspectives. Journal of Strategic Management. 9(4), 319-332.
Koot, W. T. M. (1988). Underlying dilemmas in the management of international joint ventures. In E. J. Contractor and P. Lorange (Eds.), Cooperative strategies in international business (pp. 347-367). MA: Lexington Books, Lexington.
Kothandaraman, P., & Wilson, D. T. (2000). Implementing relationship strategy. Industrial Management Marketing, 29(4), 339-349.
Krishnan, R., & Martin, X. (2006). When does trust matter to alliance performance. Academy of Management Journal, 49(5), 894-917.
Kumar N., Scheer, L. K., & Steenkamp, Jan-Benedict E. M. (1995a). The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32(3), 348-356.
Kumar N., Scheer, L. K., & Steenkamp, Jan-Benedict E. M. (1995b). The effects of perceived interdependence on supplier fairness on vulnerable resellers. Journal of Marketing Research, 32(1), 54-65.
Kumar, N., Stern, L. W., & Achrol, R. S. (1992). Assessing retailer performance from the perspective of the supplier. Journal of Marketing Research, 29(2), 238-253.
Kumar, N., Stern, L. W., & Anderson, J. C. (1993). Conducting interorganizational research using key informants. Academy of Management Journal, 36(6), 1633-1651.
Labianca, G., & Brass, D. J. (2006). Exploring the social ledger: Negative relationships and negative asymmetry in social networks in organizations. Academy of Management Review, 31(3), 596-614.
Laere, K. V., & Heene, A. (2003). Social networks as A source of competitive advantage for the firm. Journal of Workplace Learning, 15(6), 248-258.
Lambe, C. J., Wittmann, C. M., & Spekman, R. E. (2001). Social exchange theory and research on Business-to-Business relational exchange. Journal of Business-to-Business Marketing, 8(3), 1-36.
Lambert, D. M., Emmelhainz, M. A., & Gardner, J. T. (1996). Developing and implementing supply chain partnerships. The International Journal of Logistics Management, 7(2), 1-17.
Larson, A. (1992). Network dyads in entrepreneurial settings: A study of the governance of exchange process. Administrative Science Quarterly, 37(1), 76-104.
Lavie, D. (2006). The competitive advantage of interconnected firms: An extension of the resource-based view. Academy of Management Review, 31(3), 638-658.
Lee, J., & Kim, Y. (1999). Effect of partnership quality on IS outsourcing success: Conceptual framework and empirical validation. Journal of Management Information System, 15(4), 29-61.
Lemon, K. N., White, T. B., & Winer, R. S. (2002). Dynamic customer relationship management: Incorporating future considerations into the service retention decision. Journal of Marketing, 66(1), 1-14.
Leonidou, L. C., Palihawadana, D., & Theodosiou, M. (2006). An integrated model of the behavior dimensions of industrial buyer-seller relationships. European Journal of Marketing, 40(1/2), 145-173.
Levinthal, D. A., & Fichman, M. (1988). Dynamics of interorganizational attachments: auditor-client relationships. Adminstrative Science Quarterly, 33(3), 345-369.
Locke, E. A. (1999). Dialogue: Some reservations about social capital. Academy of Management Review, 24(1), 8-11.
Lorenz, E. H. (1988). Neither friends nor strangers: Informal networks of subcontracting in French industrial. In Gambetta, D. (Ed.), Trust: Making and breaking cooperative relations (pp. 194-210). New York: Blackwell.
Lusch, R, F. (1976). Franchise satisfaction: Cause and consequences. International Journal of Physical Distribution, 7(3), 128-140.
Lusch, R. F., Brown, J. R. (1996). Interdependency, contracting, and relational behavior in marketing channels. Journal of Marketing, 60(October), 19-38.
Lyles, M. A., & Baird, I. S. (1994). Performance of international joint ventures in two eastern European countries: The case of Hungary and Poland. Management International Review, 34(4), 313-330.
MacKenzie, S. B., Podsakoff, P. M., & Rich, G. A. (2001). Transformational and transactional leadership and salesperson performance. Journal of the Academy of Marketing Science, 29(2), 115-134.
MacNei, I. R. (1980). The new social contract, An inquiry into modern contractual relations. New Haven, CT: Yale University Press.
Maculay, S. (1963). Non-contractual elations in business: A preliminary study. American Sociological Review, 28, 55-69.
Madhok, A., & Tallman, S. B. (1998). Resources, transactions and rents: Managing value through interfirm collaborative relationships. Organization Science, 9(3), 326-339.
Manfred, B. (2003). Relationship marketing: Management of customer relationships. England: Pearson Education Limited.
Mauri, A. J., & Michales, M. P. (1998). Firm and industry effects within strategic management: An empirical examination. Strategic Management Journal, 19(3), 211-219.
Mayer, R. C., & Davis, J. H. (1995). An integrative model of organizational trust. Academy of Management Review, 20(3), 709-734.
McAllister, D. J. (1995). Affect- and cognition-trust as foundation for inerpersonal cooperation in organizations. Academy of Management Journal, 38(1), 24-59.
Mckenna, R. (1991). Marketing is everything. Harvard Business Review, Jan/Feb, 65-79
McKenna, R. (1993). Relationship marketing: Successful strategies for the age of the customer, New York: Addison-Wesley.
McKnight, D. H., Cummings, L. L., & Chervany, N. L. (1998). Initial trust formation in new organizational relationships. The Academy of Management Review, 23(3), 473-490.
Menon, A., Bharadwaj, S. G., Adidam, P. T., & Edison, S. W. (1999). Antecedents and consequences of marketing strategy making: A model and a test. Journal of Marketing, 63(April), 18-40.new window
Menon, A., Bharadwaj, S.G., & Howell, R. D. (1996). The quality and effectiveness of marketing strategy: Effect of functional and dysfunctional conflict in intra-organizational relationships. Journal of the Academy of Marketing Science, 24(Fall), 299-313.
Metcalf, L. E., Frear, C. R., & Krishnan, R. (1992). Buyer-seller relationships: An application of the IMP interaction model. European Journal of Marketing, 26(2), 27-46.
Meyer, J. P., & Allen, N. J. (1984). Testing the ‘side-bet theory’ of organizational commitment: Some methodological consideration. Journal of Applied Psychology, 69(3), 372-378.
Meyer, J. W., & Rowan, B. (1977). Institutionalized organizations: Formal structure as myth and ceremony. The American Journal of Sociology, 83(2), 340-363.
Mody. A. (1993). Learning through alliances. Journal of Economic Behavior & Organization, 20(2), 151-170.
Mohr, J J., & Nevin, J. R. (1990). Communication strategies in marketing channels: A theoretical perspective. Journal of Marketing, 54(Oct), 36-51.
Mohr, J., & Spekman, R. (1994). Characteristics of partnership success: Partnerships attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal, 15(2), 135-152.
Moore, K. R. (1998). Trust and relationship commitment in logistics alliances: A buyer perspective. International Journal of Purchasing and Materials Management, Winter, 24-37.
Moorman, C., Zaltman, G., & Deshpande, R. (1992). Relationships between providers and users of market research: The dynamics of trust within and between organizations. Journal of Marketing Research, 29(August), 314-328.
Moorman, G., Deshpande, C., & Zaltmal, G. (1993). Factors affecting trust in market research relationships. Journal of Marketing, 57(1), 81-102.
Morgan, M. R., & Hunt, D. S. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(July), 20-38.
Münch, R. (1993). Sociological theory: from the 1850s to present. Chicago: Nelson-Hall Publishers.
Nahapiet, J., & Ghoshal, S. (1998). Social capital, intellectual capital, and the organizational advantage. Academy of Management Review, 23(2), 242-266.
Neilsen, E. H., & Rao, M. V. H. (1987). The strategy-legitimacy nexus: A thick description. Academy Management Review, 12(3), 523-533.
Newell, F. (2003). Why CRM doesn’t work: How to win by letting customers manage the relationship. New Jersey: Bloomberg Press.
Nicholson, C.Y., Compeau, L. D., & Sethi, R. (2001). The role of interpersonal liking in building trust in long-term channel relationships. Journal of the Academy of Marketing Science, 29(1), 3-15.
Noordewier, T. G., John, G., & Nevin, J. R. (1990). Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing, 54(4), 80-93.
Nunlee, M. P. (2005). The control of intra-channel opportunism through the use of inter-channel communication. Industrial Marketing Management, 34(5), 515-525.
Nunnally, J. C., & Berstein, I. H. (1994). Psychometric theory. New York: McGraw-Hall.
O’Neal, C. R. (1989). JIT procurement and relationship marketing. Industrial Marketing Management, 18(1), 55-63.
O’Toole, T., & Donaldson, B. (2002). Relationship performance dimensions of buyer-supplier exchange. European Journal Purchasing & Supply Management, 8(4), 197-207.
Oliver, C. (1990). Determinants of interorganizational relationships: Integration and future directions. Academy of Management Review, 15(2), 241-265.
Oliver, R. L. (1997). Satisfaction: A behavioral perspective on the consumer. Boston, M. A. :Irwin-McGraw-Hill.
Orton, J. D., & Weick, K. E. (1990). Loosely coupled systems: A reconceptualization. Academy Management Review, 15(2), 203-223
Ouchi, W. G. (1980). Markets, bureaucraties, and clans. Adminstrative Science Quarterly, 25(1), 129-141.
Palmatier, R. W., Dant, R. P., & Grewal, D. (2007). A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. Journal of Marketing, 71(October), 172-194.
Palmer, A., Barrett, S., & Ponsonby, S. (2000). A behavioral analysis of co-operative marketing organizations. Journal of Marketing Management, 16(1-3), 273-290.
Park, S. H., & Ungson, G. R. (1997). The effect of national culture, organizational complementarity, and economic motivation on joint venture dissolution. Academic of Management Journal, 40(2), 279-307.
Parkhe, A. (1993). Strategic alliance structuring: A game theoretic add transaction cost examination of interfirm cooperation. Academy of Management Journal, 36(4), 794-829.
Parkhe, A. (1998a). Understanding trust international alliances. Journal of World Business, 33(3), 219-240.
Parkhe, A. (1998b). Building trust international alliances. Journal of World Business, 33(4), 417-437.
Peteraf, M. A. (1993). The cornerstones of competitive advantage: A resource-based view. Strategic Management Journal, 14(3), 179-191.
Pfeffer, J., & Nowak, P. (1976). Joint ventures and interorganizational dependence. Administrative Science Quarterly, 21(3), 394-418.
Pfeffer, J., & Salancik, G. R. (1978). The external control of organizations. New York: Happer and Row.
Pillai, K. G., & Sharma, A. (2003). Mature relationships: Why does relational orientation turn into transaction orientation? Industrial Marketing Management, 32(8), 643-651.
Podsakoff, P. M., & Organ, D. E. (1986). Self-report in organizational research: Problems and prospects. Journal of Management, 12(4), 531-544.
Porter, M. E. (1980). Competitive strategy: Techniques for analyzing industries and competitors. New York: Free Press.
Pressey, A. D., & Mathews, B. P. (2000). Barriers to relationship marketing in consumer retailing. Journal of Service Marketing, 14(3), 274-280.
Pressey, A., & Tzokas, N. (2004). Lighting up the ‘dark side’ of international export/import relationships: Evidence from UK exporters. Management Decision, 42(4), 694-708.
Rackham, Frifdman, L. & Ruff, R. (1995). Getting partnering right: How to market leaders are creating long-term competitive advantage. NY:McGraw-Hill Int’l Enterprises Inc.
Reichheld, F. F., & Sasser, W. E. Jr. (1990). Zero defections: Quality comes to services. Harvard Business Review, 68(5), 105-111.
Reinartz, W. J., & Kumar, V. (2000). On profitability of –long-life customers in a non-contractual settings: An empirical investigation and implication for marketing. Journal of Marketing, 64(4), 17-35.
Rindfleisch, A, & Heide, J. B. (1997). Transaction cost analysis: Past, present, and future applications. Journal of Marketing, 61(October), 30-54.
Rindfleisch, A. and Moorman, C. (2001). The acquistion and utilization of information in new product alliances: A strength-of-ties perspective. Journal of Marketing, 65(April), 1-18.
Ring, P. S., & Van de Ven, A. H. (1992). Structuring cooperative relationships between organizations. Strategic Management Journal, 13(7), 483-498.
Roberts, K., Varki, S., & Brodie, R. (2003). Measuring the quality of relationships in consumer service: An empirical study. European Journal of Marketing, 37(1/2), 169-196.
Rodríguez, N. G., Pérez, M. F. S., & Gutiérrez, F. A. T. (2007). Interfunctiona, climate and a new product performance: Dependence as a moderator. Journal of Business & Industrial Marketing, 22(7), 459-473.
Rousseau, D. M., Sitkin, B., Burt, S., & Camerer, C. (1998). Not so different after all: A cross discipline view of trust, introduction to special topic forum. Academy of Management Review, 23(3), 393-404.
Ruekert, R. W., & Churchill, G. A. (1984). Reliability and validity of alternative measures of channel member satisfaction. Journal of Marketing Research, 21(May), 226-233.
Rust, R. T., & Zahorik, A. J. (1993). Customer satisfaction, customer retention and market share. Journal of Retailing, 69(Summer), 145-156.
Ryu, S., Min, S., & Zushi, N. (2008). The moderating role of trust in manufacturer-supplier relationships. Journal of Business & Industrial Marketing, 23(1), 48-58.
Sanchez, J., Korbin, W., & Viscarra, D. (1995). Corporate support in the aftermath of a natural disaster: Effects on employee strains. Academy of Management Journal, 38(2), 504-521.
Sanchez, R. (1997). Preparing for an uncertain future: Managing organizations for strategic flexibility. International Studies of Management & Organization, 27(2), 71-94.
Schellhase, R., Hardock, P., & Ohlwein, M. (2000). Customer satisfaction in business-to-business marketing: the case of retail organizations and their suppliers. Journal of Business & Industrial Marketing, 15(2/3), 106-121.
Schoonhoven, C. B. (1981). Problems with contingency theory: Testing assumption hidden within the language of contingency theory. Administration Science Quarterly, 26(3), 349-377.
Selnes, F. (1998). Antecedents and consequences of trust and satisfaction in buyer-seller relationships. European Journal of Marketing, 32(3/4), 305-322.
Selnes, F., & Salllis, J. (2003). Promoting relationship learning. Journal of Marketing, 67(July), 80-95.
Seppänen, R., Blomqvist, K., & Sundqvist, S. (2007). Measuring inter-organizational trust- a critical review of the empirical research in (1990)-(2003). Industrial Marketing Management, 36(3), 249-265.
Shamdasani, P. N., & Sheth, J. N. (1995). An experimental approach to investigating satisfaction and continuity in marketing alliances. European Journal of Marketing, 29(4), 6-23.
Sharman, S. (1996). Applied multivariate techniques. New York: John Wiley & Sons, Inc.
Sheppard, B. H., & Sherman, D. M. (1998). The grammars of trust: A model and general implications. Academy of Management Review, 23(3), 423-437.
Sheth, J. N., & Parvartiyar, A. (1995). The evolution of relationship marketing. International Business Review, 4(4), 397-418.
Sheth, J., & Sharma, A. (1997). Supplier relationships. Industrial Marketing Management, 26(2), 91-100.
Simmel, G., (1978). The philosophy of money. (T. Bottomore and D. Frisby, trans.). Boston: Routledge & Kegan Paul.
Sin, L.Y.M., Tse, A. C. B., Yau, O. H. M., Lee, J. S. Y., & Chow, R. (2002). The effect of relationship orientation on business performance in a service-orientated economy. Journal of Service Marketing, 16(7), 656-676.
Singh, J. (2000). Performance productivity and quality of frontline employees in service organizations. Journal of Marketing, 64(April), 15-34.
Singh, J., & Sirdeshnukh, D., (2000). Agency and trust mechanisms in customer satisfaction and loyalty judgments. Journal of the Academy of Marketing Science, 28(1), 150-167.
Sivadas, E., & Dwyer, F. R. (2000). An examination of organizational factors influencing new product success in internal and alliance-based process. Journal of Marketing, 64(1), 31-49.
Smith, J. B. (1998a). Buyer–seller relationships: Similarity, relationship management, and quality. Psychology & Marketing, 13(2), 3-21.
Smith, J. B. (1998b). Buyer-seller relationships: Bonds, relationship management and sex-type. Canadian Journal of Administtrative Science, 15(1), 76-92.
Smith, J. B., & Barclay, D. W. (1997). The effects of organizational differences and trust on the effectiveness of selling partner relationships. Journal of Marketing, 61(January), 3-21.
Smith, J. B., & Barclay, D. W. (1999). Selling partner relationships: The role of interdependence and relative influence. Journal of Personal Selling & Sales Management, 19(4), 21-40.
Smith, W., & Higgins, M. (2000). Cause-related marketing: Ethics and the ecstatic. Business and Society, 39(3), 304-322.
Soda, G., & Usai, A. (1999). The dark side of dense networks: From embeddedness to indebtedness. In A. Grandori (Ed.), Interfirm networks organization and industrial competitiveness, (pp. 276-318.). Londenand New York: Routledge Taylor & Francis Group.
Spekman, R. E, Isabella, L. A. & MacAvoy, T. C. (2000). Alliance competence, maximizing the value of your partnership (pp. 208-239). New York:John Wiley & Sons, Inc.
Spekman, R. E. (1988). Strategic supplier selection: Understanding long-term buyer relationships. Business Horizons, 31(July-August), 75-81.
Srivastava, R. K., Fahey, L., & Christensen, H. K. (2001). The resource-based view and marketing: The role of market-based asset in gaining competitive advantage. Journal of Management, 27(6), 777-802.
Stuckey, A. (1983). Vertical integrative and joint ventures in the aluminum industry. MA.: Harvard University Press, Cambridge,
Stump, R. L., & Heide, J. B. (1996). Controlling supplier opportunism in industrial relationships. Journal of Marketing Research, 33(November), 431-441.
Sussland, W. A. (2004). Business value and corporate governance: A new approach. Journal of Business Strategy, 25(1), 49-56.
Tahtinen, J. (2002). The process of business relationship ending-its stages and actors. Journal of Market-Focused Management, 5(4), 331-353.
Tahtinen, J., & Vaaland, T. I. (2006). Business relationships facing the end: Why restore them. Journal of Business & Industrial Marketing, 21(2), 14-23.
Teece, D. J. (1992). Competition, cooperation, and innovation: Organizational arrangements for regimes of rapid technological progress. Journal of Economic Behavior Organization, 18(1), 1-25.
Teece, D.J., Pisano, G., & Shuen, A. (1997). Dynamic capabilities and strategic management. Strategic Management Journal, 18(7), 509-533.
Thibaut, J. W., & Kelly, H. (1959). The social psychology of groups. New York: John Wiley & Sons, Inc.
Tsai, W., & Ghoshal, S. (1998). Social capital and value creation: The role of infirm network. Academy of Management Review, 41(4), 464-476.
Turnbull, P. Ford, D., & Cunningham, M. (1996). Interaction, relationships and networks: an evolving perspective. Journal of Business & Industrial Marketing, 11(3/4), 44-62.
Turner, J. H. (1986). The structure of sociologically theory. Chicago: The Dorsey Press.
Upton, D. M. (1995). Flexibility as process mobility: The management of plant capabilities for quick response manufacturing. Journal of Operations Management, 12(3-4), 205-224.
Uzzi, B. (1996). The sources and consequences of embeddedness for the economic performance of organizations: The network effect. American Sociological Review, 61(4), 674-698.
Uzzi, B. (1997). Social structure and competition in interfirm networks: The paradox of embeddedness. Administriative Science Quarterly, 42(1), 35-67.
Vaaland T. I. (2002). Counteracting forces to industrial friendship. Journal of General Management, 28(1), 57-69.
Verhoef, P. C. (2003). Understanding the effect of customer relationship management efforts on customer retention and customer share development. Journal of Marketing, 67(4), 30-45.
Verhoef, P. C., Franses, P. H., & Hoekstra, J. C. (2002). The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: Does age of relationship matter. Journal of the Academy of Marketing Science, 30(3), 202-216.
Vickery, S., Calatone, R., & Droge, C. (1999). Supply chain flexibility: An empirical study. The Journal of Supply Chain Management, 35(Summer), 16-24.
Walker, G., Kogut, B., & Shan, W. (1997). Social capital, structure holes and the forms of industry. Organization Science, 8(2), 109-125.
Walter, A., & Gemünden, H. G. (2000). Bridging the gap between suppliers and customers through relationship promoters: Theoretical considerations and empirical results. Journal of Business & Industrial Marketing, 15(2/3), 86-105.
Walter, A., Auer, M., & Ritter, T. (2006). The impact of network capabilities and entrepreneurial orientation on university spin-off performance. Journal of Business Venturing, 21(4), 541-567.
Wathe, K. H., & Heide, J. B. (2000). Opportunism in interfirm relationships: Forms, outcomes, and solutions. Journal of Marketing, 64(October), 36-51.
Wathne, K. H., & Heide, J. B. (2004). Relationship governance in a supply chain network. Journal of Marketing, 68(January), 73-89.
Weber, J. A. (2000). Partnering with distributors to stimulate sales: A case study. Journal of Business & Industrial Marketing, 15(2/3), 154-162
Webster, F. E. (1992). The changing role of marketing in the corporation. Journal of Marketing, 56(4), 1-17.
Weems, C. F., Berman, S. L., Silverman, W. K., & Rodriguez, E. T. (2001). The relationship between anxiety, sensitivity and attachment style in adolescence and early adulthood. Journal of Psychopathology and Behavioral Assessment, 24(3), 159-168.
Weiss, A. M., & Anderson, E. (1992). Converting from independent to employee salesforces: The role of perceived switching costs. Journal of Marketing Research, 29(1), 101-115
Weiss, A. M., & Kurland, N. (1997). Holding distribution channel relationships together: The role of transaction-specific assets and length of prior relationship. Organization Science, 8(6), 612-623.
Wernerfelt, B. (1984). A resource-based view of the firm. Strategic Management Journal, 5(2), 171-180.
Wilkie, W. L. (1986). Consumer behavior. New York: John Wiley & Sons, Inc
Williams, M. (2001). In whom we trust: Group membership as an effective context for trust development. The Academy of Management Review, 26(3), 377-396.
Williamson, O. E. (1975). Markets and hierarchies: Analysis and antitrust implications. New York: Free Press.
Williamson, O. E. (1985). The economic institutions of capitalism. New York: Free Press.
Williamson, O. E. (1993). Calcuativeness, trust and economic organization. Journal of Law and Economics, 36(1), 453-486.
Williamson, O. E. (1996). The mechanisms of governance. New York: Oxford University Press.
Wilson, D. T. (1995). An integrated model of buyer-seller relationships. Journal of the Academy of Marketing Science, 23(4), 335-345.
Wilson, D. T., & Mummalaneni, V. (1986). Bonding and commitment in buyer-seller relationships: A preliminary conceptualization. Industrial Marketing and Purchasing, 1(3), 44-58.
Wong, A., & Sohal, A. (2002). An examination of the relationship between trust, commitment and relationship quality. International Journal of Retail and Distribution Management, 30(1), 34-50.
Wong, A., Tjosvold, D., & Zhang, P. (2005). Developing relationships in strategic alliances: Commitment to quality and cooperative interdependence. Industrial Marketing, Management, 34(7), 722-731.
Wuyts, S, Dutta, S., & Stremersch, S. (2004). Portfolios of interfirm agreements in technology-intensive markets: Consequences for innovation and profitability. Journal of Marketing, 68(2), 88-100.
Yan, A., & Gray, B. (1994). Bargaining power, management control, and performance in United States-China joint ventures: A comparative case study. Academy of Management Journal, 37(6), 478-517.
Yilmaz, C., Sezen, B., & Ozdemir, O. (2005). Joint and interactive effects of trust and (inter) depenence on relational behaviors in long-term channel dyads. Industrial Marketing Management, 34(3), 235-248.
Yli-Reniko, H., Autio, E., & Sapienza, H. J. (2001). Social capital, knowledge acquisition, and knowledge exploitation in young technology-based firms. Strategic Management Journal, 22(6/7), 587-613.
 
 
 
 
第一頁 上一頁 下一頁 最後一頁 top
:::
無相關博士論文
 
無相關書籍
 
無相關著作
 
無相關點閱
 
QR Code
QRCODE