Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance

References

• Anderson E. M., Weitz B. A. The use of pledges to build and sustain commitment in distribution channels. J. Marketing Res. (1992) 29(February):18–34Crossref, Google Scholar
• Anderson J. C. Relationships in business markets: Exchange episodes, value creation, and their empirical assessment. J. Acad. Marketing Sci. (1995) 23(4):346–350Crossref, Google Scholar
• Ariño A., de la Torré J. Learning from failure: Towards an evolutionary view of collaborative ventures. Organ. Sci. (1998) 9(3):306–325Link, Google Scholar
• Ariño A., de la Torré J., Ring P. S. Relational quality: Managing trust in corporate alliances. California Management Rev. (2001) 44(1):109–131Crossref, Google Scholar
• Armstrong J. S., Overton T. S. Estimating nonresponse bias in mail surveys. J. Marketing Res. (1977) 14(August):396–402Crossref, Google Scholar
• Cannon J. P., Perreault W. D. Buyer-seller relationships in business markets. J. Marketing Res. (1999) 36(4):439–460Crossref, Google Scholar
• Cohen-Charash Y., Spector P. E. The role of justice in organizations: A meta-analysis. Organ. Behav. Human Decision Processes (2001) 86(2):278–321Crossref, Google Scholar
• Coughlan A. T., Anderson E., Stern L. W., El-Ansary A. I.Marketing Channels (2001) 6th ed.(Prentice Hall, Englewood Cliffs, NJ) Google Scholar
• Cravens D. The changing role of the sales force. Marketing Management (1995) 4(2):49–54Google Scholar
• Doty D. H., Glick W. H. Common methods bias: Does common methods variance really bias results? Organ. Res. Methods (1998) 1(4):374–406Crossref, Google Scholar
• Doz Y. L. The evolution of cooperation in strategic alliances: Initial conditions or learning process? Strategic Management J. (1996) 17(1):55–83Crossref, Google Scholar
• Dwyer F. R., Schurr P. H., Oh S. Developing buyer-seller relationships. J. Marketing (1987) 51(4):11–27Crossref, Google Scholar
• Emerson R. M. Power-dependence relations. Amer. Sociol. Rev. (1962) 27(February):31–41Crossref, Google Scholar
• Fornell C., Larcker D. F. Evaluating structural equation models with unobservable variables and measurement error: Algebra and statistics. J. Marketing Res. (1981) 18(August):382–388Crossref, Google Scholar
• Ghoshal S., Moran P. Bad for practice: A critique of the transaction cost theory. Acad. Management Rev. (1996) 21(1):13–47Crossref, Google Scholar
• Grewal R., Dharwadkar R. The role of the institutional environment in marketing channels. J. Marketing (2002) 66(3):82–97Crossref, Google Scholar
• Gulati R. Does familiarity breed trust? The implications of repeated ties for contractual choice in alliances. Acad. Management J. (1995) 38(1):85–112Crossref, Google Scholar
• Gulati R., Gargiulo M. Where do inter-organizational networks come from? Amer. J. Sociol. (1999) 104(5):1439–1493Crossref, Google Scholar
• Gulati R., Nohria N., Zaheer A. Strategic networks. Strategic Management J. (2000) 21:203–215Crossref, Google Scholar
• Hibbard J. D., Kumar N., Stern L. W. Examining the impact of destructive acts in marketing channel relationships. J. Marketing Res. (2001) 38(February):45–61Crossref, Google Scholar
• Hirschman A. O.Exit, Voice, and Loyalty: Responses to Decline in Firm, Organizations, and States (1970) (Harvard University Press, Cambridge, MA) Google Scholar
• House R., Rousseau D. M., Thomas-Hunt M. The meso paradigm: A framework for the integration of micro and macro organizational behavior. Res. Organ. Behav. (1995) 17:71–114Google Scholar
• Jap S. D. The strategic roles of the salesforce in developing customer satisfaction across the relationship lifecycle. J. Personal Selling Sales Management (2001) 21(2):95–108Google Scholar
• Jap S. D., Anderson E. Safeguarding interorganizational performance and continuity under ex post opportunism. Management Sci. (2003) 49(12):1684–1701Link, Google Scholar
• Jap S. D., Ganesan S. Control mechanisms and the relationship lifecycle: Implications for safeguarding specific investments and developing commitment. J. Marketing Res. (2000) 37(2):227–245Crossref, Google Scholar
• Jöreskog K. G., Sörbom D.LISREL 8: Structural Equation Modeling with the SIMPLIS Command Language (1993) (Lawrence Erlbaum Associates, Hillsdale, NJ) Google Scholar
• Koza M. P., Lewin A. Y. The co-evolution of strategic alliances. Organ. Sci. (1998) 9(3):255–264Link, Google Scholar
• Kumar N., Stern L. W., Achrol R. S. Assessing reseller performance from the perspective of the supplier. J. Marketing Res. (1992) 29(May):238–253Crossref, Google Scholar
• Larson A. Network dyads in entrepreneurial settings: A study of the governance of exchange relationships. Admin. Sci. Quart. (1992) 37:76–104Crossref, Google Scholar
• Lewin A. Y., Minton J. W. Determining organizational effectiveness: Another look, and an agenda for research. Management Sci. (1986) 32(5):514–538Link, Google Scholar
• Macneil I. R.The New Social Contract: An Inquiry into Modern Contractual Relations (1980) (Yale University Press, New Haven, CT and London, UK) Google Scholar
• Madhok A., Tallman S. Resources, transactions and rents: Managing value through collaborative relationships. Organ. Sci. (1998) 9(3):326–339Link, Google Scholar
• McEvily B., Perrone V., Zaheer A. Trust as an organizing principle. Organ. Sci. (2003) 14(1):91–103Link, Google Scholar
• McKnight D. H., Cummings L. L., Chervany N. L. Initial trust information in new organizational relationships. Acad. Management Rev. (1998) 23(3):473–490Crossref, Google Scholar
• Miller C. Chet, Cardinal L. B., Glick W. H. Retrospective reports in organizational research: A reexamination of recent evidence. Acad. Management J. (1997) 40:189–204Crossref, Google Scholar
• Nelson R. R. Recent evolutionary theorizing about economic change. J. Econom. Lite. (1995) 32(March):48–90Google Scholar
• Ogilvy J. The economics of trust. Harvard Bus. Rev. (1995) 73(6):46–47Google Scholar
• Ping R. A. The effects of satisfaction and structural constraints on retailer exiting, voice, loyalty, opportunism, and neglect. J. Retailing (1993) 69(3):320–352Crossref, Google Scholar
• Ring P. S., Van de Ven A. H. Developmental processes of cooperative interorganizational relationships. Acad. Management Rev. (1994) 19(1):90–118Crossref, Google Scholar
• Rousseau D. M., Sitkin S. B., Burt R. S., Camerer C. Not so different after all: A cross-discipline view of trust. Acad. Management Rev. (1998) 23(July):393–404Crossref, Google Scholar
• Smith J. B., Barclay D. W. The effects of organizational differences and trust on the effectiveness of selling partner relationships. J. Marketing (1997) 61(1):3–21Crossref, Google Scholar
• Soda G., Usai A., Grandori Anna. The dark side of dense networks: From embeddedness to indebtedness. Interfirm Networks: Organization and Industrial Competitiveness (1999) (Routledge, London, UK) 276–302Google Scholar
• Williams L. J., Podsakoff P. M. Longitudinal field methods for studying reciprocal relationships in organizational behavior research: Toward improved causal analysis. Res. Organ. Behav. (1989) 11:247–292Google Scholar
• Williamson O. E.The Mechanisms of Governance (1996) (Oxford University Press, New York) Crossref, Google Scholar
• Wortruba T. The evolution of personal selling. J. Personal Selling Sales Management (1991) 11(Summer):1–12Google Scholar