Summary
Contents
Written by a group of top American and international scholars, Networks in Marketing provides an overview of what networks are and how they are used in marketing management practices. This timely volume examines a variety of topics, including customer-to-customer and business-to-business networks, relationships as investment opportunities, and strategic alliances. It also looks at market dynamics, specifically brand switching and the structure of consumer networks. In addition to these major topics, a stellar cast of marketing scholars–Lou Stern, Robert Spekman, Joseph Galaskiewicz, and others–contributes mini chapters that reflect on their own research and expertise. The final chapter explores several advanced methodological issues and discusses directions for future research. Researchers and professionals in marketing, consumer behavior, relationship marketing, and methodologists will find the information provided in this volume valuable. This book may also be of interest to organizational networkers and traditional social network scholars.
References
(1991). Managing brand equity. New York: Macmillan.
, & (1968). Organizational interdependence intraorganizational structure. American Sociological Review, 33912–930. http://dx.doi.org/10.2307/2092683
, & (1990). Understanding attitudes and predicting social behavior. Englewood Cliffs, NJ: Prentice Hall.
A good idea grows into profits. (1995, May 15). Evening Standard, p. B1.
(1982). Taking stock of network analysis: A decade's results. Research in the Sociology of Organizations, 139–74.
, & (1989). Meaning in context: The impact of eye contact and perception of threat on proximity. Journal of Social Psychology, 129525–531. http://dx.doi.org/10.1080/00224545.1989.9712070
(1965). Dynamic marketing behavior. Homewood, IL: Irwin.
(1971). Organizational boundaries and interorganizational conflict. Human Relations, 24279–293. http://dx.doi.org/10.1177/001872677102400401
(1979). Organizations and environments. Englewood Cliffs, NJ: Prentice Hall.
(1982). The origins and persistence of social networks. In P.V.Marsden & N.Lin (Eds.), Handbook of organizational design (pp. 281–293). Beverly Hills, CA: Sage.
, & (1981). Organization-sets, action-sets, and networks: Making the most of simplicity. In P.C.Nystrom & W.H.Starbuck (Eds.), Handbook of organizational design, 1 (pp. 385–408). New York: Oxford University Press.
, & (1986). Entrepreneurship through social networks. In D.L.Sexton & R.W.Smilor (Eds.), The art and science of entrepreneurship (pp. 3–23). Cambridge, MA: Bellinger.
(1975). Health care politics. Chicago: University of Chicago Press.
(1978). Economic interest groups and the corporate elite structure. Social Science Quarterly, 58597–615.
, & (1990). The measurement and antecedents of affective, continuance, and normative commitment to the organization. Journal of Occupational Psychology, 631–18. http://dx.doi.org/10.1111/j.2044-8325.1990.tb00506.x
, & (1993). Organizations working together. Newbury Park, CA: Sage.
, & (1992). Neo-Marshallian nodes in global networks. International Journal of Urban and Regional Research, 6571–587. http://dx.doi.org/10.1111/j.1468-2427.1992.tb00197.x
, & (1991). Thinking about people: Contributions of a typological alternative to associationistic and dimensional models of person perception. Journal of Personality and Social Psychology, 60203–217. http://dx.doi.org/10.1037/0022-3514.60.2.203
, & (1987). International market entry and expansion via independent or integrated channels of distribution. Journal of Marketing, 5271–82.
, , & (1987). Resource allocation behavior in conventional channels. Journal of Marketing Research, 2485–97. http://dx.doi.org/10.2307/3151756
, & (1986). Determinants of continuity in conventional channel dyads. Marketing Science, 8319–325.
, & (1992). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 2918–34. http://dx.doi.org/10.2307/3172490
, , & (1994). Dyadic business relationships within a business network context. Journal of Marketing, 581–15. http://dx.doi.org/10.2307/1251912
, , & (1993). Customer value assessment in business markets: A state-of-practice study. Journal of Business-to-Business Marketing, 13–29. http://dx.doi.org/10.1300/J033v01n01_02
, & (1984). A model of the distributor's perspective of distributor-manufacturer working relationships. Journal of Marketing Research, 4862–74.
, & (1990). A model of distributor firm and manufacturer firm working relationships. Journal of Marketing Research, 5442–58.
(1990). Toward an economic model of the Japanese firm. Journal of Economic Literature, 281–27.
Aoki, M., & Dore, R. (Eds.). (1994). The Japanese firm: The sources of competitive strength. Oxford: Oxford University Press. http://dx.doi.org/10.1093/acprof:oso/9780198288152.001.0001
, , , & (1981). Overlapping clustering: A new method for product positioning. Journal of Marketing Research, 18310–317. http://dx.doi.org/10.2307/3150972
, & (1994). Marketing and social networks. In S.Wasserman & J.Galaskiewicz (Eds.), Advances in social network analysis: Research in the social and behavioral sciences (pp. 254–273). Thousand Oaks, CA: Sage. http://dx.doi.org/10.4135/9781452243528
, & (1985). The anatomy of relationships. New York: Penguin.
, , & (1992). Which are the stimuli in facial displays of anger and happiness: Configurational bases of emotion recognition. Journal of Personality and Social Psychology, 621050–1066. http://dx.doi.org/10.1037/0022-3514.62.6.1050
(1984). Toward an appreciation of collective strategy: Social ecology of organizational environments. Academy of Management Review, 9526–535.
(1985). The two ecologies: Population and community perspectives on organization evolution. Administrative Science Quarterly, 30224–241. http://dx.doi.org/10.2307/2393106
, & (1983). Collective strategy: Social ecology of organizational environments. Academy of Management Review, 8576–587.
Axelsson, B., & Easton, G. (Eds.). (1992). Industrial networks: A new view of reality. London: Routledge.
, & (1993). A network view of innovation and entrepreneurship: The case of the evolution of VCR systems. International Social Science Journal, 4523–34.
, & (1980). Power and politics in organizations. San Francisco: Jossey-Bass.
(1991). The knowledge link: How firms compete through strategic alliances. Boston: Harvard Business School Press.
, & (1994). Consumer recycling goals and their effect on decisions to recycle: A means-end chain analysis. Psychology and Marketing, 11313–340. http://dx.doi.org/10.1002/mar.4220110403
, & (1990). Trying to consume. Journal of Consumer Research, 17127–140. http://dx.doi.org/10.1086/208543
, , , & (1994). Management by team. Journal of Services Marketing, 837–47. http://dx.doi.org/10.1108/08876049410053285
(1987). The role of the environment in marketing services: The consumer perspective. In J.A.Czepiel, C.A.Congram, & J.Shanahan (Eds.), The services challenge: Integrating for competitive advantage (pp. 79–84). Chicago: American Marketing Association.
(1984). The social structure of a national securities market. American Journal of Sociology, 89775–811. http://dx.doi.org/10.1086/227944
(1990). Market networks and corporate behavior. American Journal of Sociology, 96589–625. http://dx.doi.org/10.1086/229573
(1992). The network organization in theory and practice. In N.Nohria & R.G.Eccles (Eds.), Networks and organizations (pp. 397–429). Boston: Harvard Business School Press.
(1965). Roles: An introduction to the study of social relations. New York: Basic Books.
(1963). The house and home. London: Vista.
(1994). The direct option. College Station: Texas A&M University Press.
(1969). A new product growth model for consumer durables. Management Science, 15215–227. http://dx.doi.org/10.1287/mnsc.15.5.215
, & (1986). Crowding in the service environment. In M.Venkatesan, D.M.Schmalensee, & C.Marshall (Eds.), Creativity in services marketing: What's new, what works, what's developing (pp. 85–88). Chicago: American Marketing Association.
(1992). Brand loyalty and marketing strategy: An application to home appliances. Marketing Science, 1121–38. http://dx.doi.org/10.1287/mksc.11.1.21
(1984). Joint venture performance in developing countries. Unpublished doctoral dissertation, University of Western Ontario.
(1985, March 25). Cleaning up?Forbes, pp. 94–95.
, , & (1988). A naturalistic inquiry into buyer and seller behavior at a swap meet. Journal of Consumer Research, 14449–470. http://dx.doi.org/10.1086/209128
(1992). Benetton Italy: Beyond Fordism and flexible specialization to the evolution of the network firm model. In M.Swasti (Ed.), Computer-aided manufacturing and women's employment: The clothing industry in four EC countries (pp. 73–91). Berlin: Springer Verlag. http://dx.doi.org/10.1007/978-1-4471-1837-4_5
(1975). The interorganizational network as a political economy. Administrative Science Quarterly, 20229–249. http://dx.doi.org/10.2307/2391696
, , & (1990). Five imperatives for improving service quality. Sloan Management Review, 2929–38.
(1990). The new competition: Institutions for industrial restructuring. Cambridge, MA: Harvard University Press.
(1974). Toward a statistic for consumer decision net models. Journal of Consumer Research, 171–80. http://dx.doi.org/10.1086/208583
(1989). Charismatic capitalism: Direct selling organizations in America. Chicago: University of Chicago Press.
, & (1992). On the limits of a firm-based theory to explain business networks: The Western bias of neo-classical economics. In N.Nohria & R.G.Eccles (Eds.), Networks and organizations: Structure, form, and action (pp. 471–490). Cambridge, MA: Harvard Business School Press.
(1985). The role of networks in the entrepreneurial process. Journal of Business Venturing, 1107–117. http://dx.doi.org/10.1016/0883-9026%2885%2990010-2
, , & (1975). Discrete multivariate analysis: Theory and practice. Cambridge: MIT Press.
(1992). Servicescapes: The impact of physical surroundings on customers and employees. Journal of Marketing, 5657–71. http://dx.doi.org/10.2307/1252042
(1964). Exchange and power in social life. New York: John Wiley.
, & (1993). Collaborating to compete: Using strategic alliances and acquisitions in global markets. New York: Free Press.
, , & (1991). Leisure and the shopping mall. Advances In Consumer Research, 18445–449.
, & (1994). Constructive conflict management and social problems: An introduction. Journal of Social Issues, 501–12. http://dx.doi.org/10.1111/j.1540-4560.1994.tb02394.x
, & (1981). Effects of organizational strategies and constraints on centrality and attributions of influence in interorganizational networks. Administrative Science Quarterly, 26378–395. http://dx.doi.org/10.2307/2392513
(1987). Power and centrality: A family of measures. American Journal of Sociology, 921170–1182. http://dx.doi.org/10.1086/228631
(1991, February 18). This snake rises in bad times. Marketing News, 2516.
, & (1995). Strategic networks among small firms: Implications for strategy research methods. Journal of Management Studies, 32420–441. http://dx.doi.org/10.1111/j.1467-6486.1995.tb00783.x
, , & (1992). UCINET IV version 1.0 reference manual. Columbia, SC: Analytic Technologies.
, , & (1990). Trading places: Employees as customers, customers as employees. Journal of Services Marketing, 455–69. http://dx.doi.org/10.1108/EUM0000000002512
(1984). Being in the right place: A structural analysis of individual influence in organizations. Administrative Science Quarterly, 29518–539. http://dx.doi.org/10.2307/2392937
, & (1992). Centrality and power in organizations. In N.Nohria & R.G.Eccles (Eds.), Networks and organizations (pp. 191–215). Cambridge, MA: Harvard Business School Press.
, & (1993). Potential power and power use: An investigation of structure and behavior. Academy of Management Journal, 36441–470. http://dx.doi.org/10.2307/256588
, & (1991). Principles of corporate finance (
4th ed.
). New York: McGraw-Hill, , & (1975). An algorithm for clustering relational data, with applications to social network analysis and comparison with multidimensional scaling. Journal of Mathematical Psychology, 12328–383. http://dx.doi.org/10.1016/0022-2496%2875%2990028-0
, & (1983). A resource exchange theory analysis of consumer behavior. Journal of Consumer Research, 10330–338. http://dx.doi.org/10.1086/208972
(1989). Bowling motivation study. Washington, DC: National Bowling Council.
, & (1987). Social ties and word-of-mouth referral behavior. Journal of Consumer Research, 14350–362. http://dx.doi.org/10.1086/209118
, , & (1993). A theory of global strategic alliances: The case of the global auto industry. Strategic Management Journal, 14419–432. http://dx.doi.org/10.1002/smj.4250140603
, & (1990). Changing patterns or patterns of change: The effect of a change in technology on social network structure and power. Administrative Science Quarterly, 35104–127. http://dx.doi.org/10.2307/2393552
, & (1961). The management of innovation. London: Tavistock.
(1978). Cohesion versus structural equivalence as a basis for network subgroups. Sociological Methods and Research, 7189–212. http://dx.doi.org/10.1177/004912417800700205
(1980). Co-optive corporate actor networks: A reconsideration of interlocking directories involving American manufacturing. Administrative Science Quarterly, 25557–582. http://dx.doi.org/10.2307/2392281
(1982). Toward a structural theory of action. New York: Academic Press.
(1983). Corporate profits and cooptation: Networks of markets constraints and directorate ties in the American economy. New York: Academic Press.
(1987). Social contagion and innovation, cohesion versus structural equivalence. American Journal of Sociology, 921287–1335. http://dx.doi.org/10.1086/228667
(1988). The stability of American markets. American Journal of Sociology, 94356–395. http://dx.doi.org/10.1086/228995
(1992). Structural holes. Cambridge, MA: Harvard University Press.
, & (1983). Applied network methods. Beverly Hills, CA: Sage.
, & (1989). The conditional significance of communication for interpersonal influence. In M.Kochen (Ed.), The small world (pp. 67–87). Norwood, NJ: Ablex.
(1985). Amway: The cult of free enterprise. Boston: South End Press.
, , & (1993, February 8). The virtual corporation. Business Week, pp. 98–102.
, , , , & (1985). Waiting in line: A primary investigation. In D.M.Klein & A.E.Smith (Eds.), Marketing: The next decade (pp. 46–49). Boca Raton, FL: Southern Marketing Association.
(1994). From role-playing to role-using: Understanding role as resource. Social Psychology Quarterly, 57228–243. http://dx.doi.org/10.2307/2786878
(1986). The sociology of an actor-network: The case of the electric vehicle. In M.Callon, J.Law, & A.Rip (Eds.), The dynamics of science and technology: Sociology of science in the real world (pp. 19–34). London: Macmillan.
(1987). Society in the making: The study of technology as a tool for sociological analysis. In W.E.Bijker, T.P.Hughes, & T.J.Pinch (Eds.), The social construction of technical systems: New directions in the sociology and history of technology (pp. 83–103). London: MIT Press.
(1992). The dynamics of techno-economic networks. In R.Coombs, P.Saviotti, & V.Walsh (Eds.), Technology change and company strategies: Economic and sociological perspectives (pp. 72–102). London: Academic Press.
(1993). Variety and irreversibility in networks of technique conception and adoption. In D.Foray & C.Freeman (Eds.), Technology and the wealth of nations: The dynamics of constructed advantage (pp. 232–268). London: Pinter.
, & (1981). Unscrewing the big leviathan: How actors macro-structure reality and how sociologists help them to do so. In K.Knorr-Cetina & A.Cicourel (Eds.), Advances in social theory and methodology: Toward an integration of micro- and macro-sociologies (pp. 277–303). London: Routledge & Kegan Paul.
Camagni, R. (Ed.). (1991). Innovation networks: Spatial perspectives. London: Belhaven.
(1989). A history of flexible specialization and industrial districts in Emilia-Romagna. In F.Pyke, G.Becattini, & W.Sengenberger (Eds.), Industrial districts and interfirm cooperation in Italy (pp. 20–36). Geneva: International Institute for Labour Studies.
(1991). Putting the customer first: The key to service strategy. In C.H.Lovelock (Ed.), Services marketing (
2nd ed.
, pp. 424–432). Englewood Cliffs, NJ: Prentice Hall. (1991). The network marketing self-starter. Reading, UK: Cox and Wyman.
(1993). Network and multilevel marketing. Reading, UK: Cox and Wyman.
, , & (1994). Strategic investment decisions: A comparison of U.K. and German practices in the motor components industry (Research Report to the Institute of Chartered Accountants in England and Wales). Aldershot: Avebury.
, , & (1987). Comparing interpoint distances in correspondence analysis. Journal of Marketing Research, 24445–450. http://dx.doi.org/10.2307/3151394
(1989). Know-how trading as economic exchange. Research Policy, 18155–163. http://dx.doi.org/10.1016/0048-7333%2889%2990003-6
(1993). Strategic alliances in purchasing. International Journal of Purchasing and Material Management, 2910–17.
(1983). Intervention. In H.H.Kelley (Ed.), Close relationships (pp. 397–448). New York: W. H. Freeman.
, , & (1991). Relationship marketing: Bringing quality, customer service, and marketing together. Oxford: Butterworth-Heinemann.
, & (1994). Customer-to-customer: The forgotten relationship in relationship marketing. In J.N.Sheth & A.Parvatiyar (Eds.), Relationship marketing: Theory, methods, and applications (pp. 1–10). Atlanta, GA: Emory University, Center for Relationship Marketing.
(1990). Modem organizations. Newbury Park, CA: Sage.
Clegg, S., Redding, G., & Carter, M. (Eds.). (1990). Capitalism in contrasting cultures. Berlin: De Gruyter. http://dx.doi.org/10.1515/9783110865714
(1994). Multilevel marketing (
2nd ed.
). London: Kogan Page. (1938). The nature of the firm. In G.J.Stigler & K.Boulding (Eds.), Readings in price theory (pp. 331–352). Homewood, IL: Irwin.
(1991). Conclusion. In L.Resnick, J.Levine, & S.Teasley (Eds.), Perspectives on socially shared cognition (pp. 398–417). Washington, DC: American Psychological Association. http://dx.doi.org/10.1037/10096-036
(1988). Social capital in the creation of human capital. American Journal of Sociology, 94S95–S120. http://dx.doi.org/10.1086/229033
, , & (1966). Medical innovation. New York: Bobbs-Merrill.
, , & (1969). The diffusion of an innovation among physicians. Sociometry, 20253–270. http://dx.doi.org/10.2307/2785979
(1991). Fencing off: Central banks and networks in Canada and the United States. In B.Marin & R.Mayntz (Eds.), Policy networks: Empirical evidence and theoretical considerations (pp. 209–234). Frankfurt: Campus Verlag/Westview.
, , & (1994). The car challenge: Diversity in analyzing brand switching tables. Unpublished manuscript.
, & (1989), A brand switching model with implications for marketing strategies. Marketing Science, 889–99. http://dx.doi.org/10.1287/mksc.8.1.89
(1977). Exchange and power in networks of interorganizational relations. Sociological Quarterly, 1862–82. http://dx.doi.org/10.1111/j.1533-8525.1977.tb02162.x
(1982). Network structures from an exchange perspective. In P.V.Marsden & N.Lin (Eds.), Social structure and network analysis. Beverly Hills, CA: Sage.
, & (1984). Exchange networks and the analysis of complex organizations. Research in the Sociology of Organizations, 31–30.
, & (1978). Power, equity, and commitment in exchange networks. American Sociological Review, 43721–730. http://dx.doi.org/10.2307/2094546
, & (1993). The network paradigm: New departures in corporate and regional development. Environment and Planning: Society and Space, 11543–564. http://dx.doi.org/10.1068/d110543
, & (1994, April). Multilevel marketing executives] survey. Downline News, pp. 1–5.
(1994). A framework for the selection, implementation, measurement, and management of partnership sourcing strategies. Unpublished doctoral dissertation, University of Bath, U.K.
, & (1991). Supplier relations and management: A survey of Japanese, Japanese-transplant, and U.S. auto plants. Strategic Management Journal, 12563–588. http://dx.doi.org/10.1002/smj.4250120802
, & (1963). A behavioral theory of the firm. Englewood Cliffs, NJ: Prentice Hall.
(1975). Patterns of interorganizational communication and diffusion of a major technological innovation in a competitive industrial community. Academy of Management Journal, 186–24. http://dx.doi.org/10.2307/255621
(1979). Communication networks and innovation in industrial communities. In M.J.Baker (Ed.), Industrial innovation, technology, and policy (pp. 399–416). New York: Macmillan.
, , , & (1985). Service encounters: An overview. In J.A.Czepiel, M.R.Solomon, & C.F.Surprenant (Eds.), The service encounter: Managing employee/customer interaction in service businesses (pp. 3–15). Lexington, MA: Lexington Books.
(1994, December). Techno-boom. Success, pp. 43–46.
(1983). House and home in the Victorian city: Working-class housing 1850–1914. London: Edward Arnold.
, , & (1995). Observable oral participation in the servuction system: Toward a content and process model (Unpublished working paper). Manchester: Manchester Metropolitan University.
(1991). Agents without principles? The spread of the poison pill through the intercorporate network. Administrative Science Quarterly, 36583–613. http://dx.doi.org/10.2307/2393275
(1971). That's interesting: Toward a phenomenology of sociology and a sociology of phenomenology. Philosophy of Social Sciences, 1309–344. http://dx.doi.org/10.1177/004839317100100211
(1994). The capabilities of market-driven organizations. Journal of Marketing, 5837–52. http://dx.doi.org/10.2307/1251915
(in press). Assessing advantage: Frameworks for diagnosing the present and prospective competitive position. In G.S.Day & D.Reibstein (Eds.), Wharton on dynamic competitive strategies. New York: John Wiley.
, & (1994). Managerial representations of competitive positioning. Journal of Marketing, 5831–44. http://dx.doi.org/10.2307/1252267
, , & (1979), Customer-oriented approaches to identifying product-markets. Journal of Marketing, 438–19. http://dx.doi.org/10.2307/1250266
, & (1991). Networks of innovators: A review and introduction to the issue. Research Policy, 20363–380. http://dx.doi.org/10.1016/0048-7333%2891%2990063-V
, & (1989). Asset stock accumulation and sustainability of competitive advantage. Management Science, 351504–1511. http://dx.doi.org/10.1287/mnsc.35.12.1504
(1986). Structural analysis of the organizational fields. Research in Organizational Behavior, 8335–370.
(1988). Interest and agency in institutional theory. In L.G.Zucker (Ed.), Institutional patterns and organizations (pp. 3–21). Cambridge, MA: Ballinger.
, & (1983). The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields. American Sociological Review, 82147–160. http://dx.doi.org/10.2307/2095101
Direct Selling Association/UK Research Unit. (1995). The direct selling of consumer goods in the United Kingdom 1995 survey. London: Direct Selling Association.
Direct Selling Association/USA. (1995). 2995 industrywide growth and outlook survey. Washington, DC: Direct Selling Association.
(1994, July 18). Global way. Forbes, p. 318.
, & (1990). Nike just did it: International subcontracting and flexibility in international footwear. Regional Studies, 24537–552. http://dx.doi.org/10.1080/00343409012331346204
(1975). Devotions upon emergent occasions. In A.Raspa (Ed.), John Donne, 1573–1631 (p. 86). Montreal: McGill-Queens University Press.
, & (1982). Store atmosphere: An environmental psychology approach. Journal of Retailing, 5834–57.
, , & (1987). Developing buyer-seller relationships. Journal of Marketing, 5111–27. http://dx.doi.org/10.2307/1251126
(1992). Industrial networks: A review. In B.Axelsson & G.Easton (Eds.), Industrial networks: A new view of reality (pp. 3–27). London: Routledge.
(1995a). Methodology and industrial networks. In K.Moller & D.T.Wilson (Eds.), Business networks (pp. 411–492). Norwell, MA: Kluwer.
(1995b). Case research as a methodology for industrial networks: A realist apologia. In P.Turnbull, D.Yorke, & P.Naude (Eds.), Proceedings of the 11th Industrial Marketing and Purchasing Conference, Vol. 1: Group, interaction, relationships, and networks (pp. 368–391). Manchester: Manchester Federal School of Business and Management.
, & (1992). Industrial networks theory: A literary critique. In R.Salle, R.Spencer, & J.-P.Valla (Eds.), Business networks in an international context: Recent research developments. Proceedings of the 8th Industrial Marketing and Purchasing (IMP) Conference, 2 (pp. 101–118). Lyon, France: Lyon Graduate School of Business.
, & (1993). Language, metaphors, and networks. In D.Sharma (Ed.), Advances in international marketing, 5 (pp. 67–85). Greenwich, CT: JAI.
, & (in press). Interfirm responses to heterogeneity of demand over time. In M.Ebers (Ed.), Forms of interorganizational networks: Structures and processes. Oxford: Oxford University Press.
, & (1988). Doing deals: Investment banks at work. Cambridge, MA: Harvard Business School Press.
, , , , & (1977). Marketing consumer services: New insights. Cambridge, MA: Marketing Science Institute.
(1962). Power-dependence relations. American Sociological Review, 2731–41. http://dx.doi.org/10.2307/2089716
, & (1994). Network analysis, culture, and the problem of agency. American Journal of Sociology, 991411–1454. http://dx.doi.org/10.1086/230450
(1991, July 7). Marketing gem. Chicago Tribune, Section 1BSW, p. 1.
(1976). Channel domination and countervailing power in distribution channels. Journal of Marketing Research, 13254–262. http://dx.doi.org/10.2307/3150735
(1984). How to build a large successful multilevel marketing organization. Gig Harbor, WA: MLM International.
(1995). Strategic alliances. London: McGraw-Hill.
, & (1987). The market maven: A diffuser of marketplace information. Journal of Marketing, 5183–97. http://dx.doi.org/10.2307/1251146
, , & (1994). Implications and relative fit of several first-order Markov models of consumer variety seeking. European Journal of Operational Research, 76309–320. http://dx.doi.org/10.1016/0377-2217%2894%2990111-2
(1980). The analysis of cross-classified categorical data (
2nd ed.
). Cambridge: MIT Press., & (1975). Close for comfort: Sex differences in response to invasions of personal space. Journal of Personality and Social Psychology, 3215–21. http://dx.doi.org/10.1037/h0076837
(1994). Reality tests for relationship marketing. In J.N.Sheth & A.Parvatiyar (Eds.), Relationship marketing: Theory, methods, and applications (pp. 1–5). Atlanta, GA: Emory University, Center for Relationship Marketing.
(1990). The transformation of corporate control. Cambridge, MA: Harvard University Press.
, & (1992). Bank control, owner control, or organization dynamics: Who controls the modern corporation. American Journal of Sociology, 98280–307. http://dx.doi.org/10.1086/230009
, & (1980). Resource theory: Interpersonal behavior as exchange. In K.Gergen, M.S.Greenberg, & R.H.Willis (Eds.), Social exchange advances in theory and research. New York: Plenum.
(1988). Recent attribution research in consumer behavior: A review and new directions. Journal of Consumer Research, 5183–97.
(1982). Strategies for network research in organizations. Academy of Management Review, 7280–291.
(1983). Attributions of power across a social network. Human Relations, 36493–508. http://dx.doi.org/10.1177/001872678303600601
(1980). The development of buyer-seller relationships in industrial markets. European Journal of Marketing, 14291–353. http://dx.doi.org/10.1108/EUM0000000004910
(1989, September). One more time, what buyer-seller relationships are all about. Paper presented at the Industrial Marketing and Purchasing (IMP) Conference, Pennsylvania State University, University Park.
Ford, I.D. (Ed.). (1990). Understanding business markets. San Diego, CA: Academic Press.
(1994, November). Developing relationship strategy. Paper presented at the 2nd International Colloquium in Relationship Marketing, Cranfield University, U.K.
, , & (1986). How do companies interact?Industrial Marketing and Purchasing, 126–41.
(1983). What is social about social cognition?British Journal of Social Psychology, 22129–144. http://dx.doi.org/10.1111/j.2044-8309.1983.tb00574.x
, & (1970). Företagets anpassning till förändringar i omgivande system. En studie i massa och pappersindustrin. ACTA Universitatis Upsaliensis; Studia Oeconomica Negotiorum.
, & (1985). The emergence of technology strategy: A new dimension of strategic management. Technology in Society, 7143–178. http://dx.doi.org/10.1016/0160-791X%2885%2990023-5
, , & (1986). Just-in-time exchange relationships in industrial markets. Journal of Marketing, 5252–67. http://dx.doi.org/10.2307/1251633
(1991). Networks of innovators: A synthesis of research issues. Research Policy, 20499–514. http://dx.doi.org/10.1016/0048-7333%2891%2990072-X
(1979). Centrality in social networks: Conceptual clarification. Social Networks, 1215–239. http://dx.doi.org/10.1016/0378-8733%2878%2990021-7
, , & (1991). Centrality in valued graphs: A measure of betweenness based on network flow. Social Networks, 13141–154. http://dx.doi.org/10.1016/0378-8733%2891%2990017-N
, & (1990). Purchasing behavior in embedded markets. Journal of Consumer Research, 171–12. http://dx.doi.org/10.1086/208532
(1992). The Japanese enterprise system: Competitive strategies and cooperative structures. Oxford: Oxford University Press.
, & (1987). Stability and change in network relationships. International Journal of Research in Marketing, 429–41. http://dx.doi.org/10.1016/0167-8116%2887%2990012-7
(1979). Exchange networks and community politics. Beverly Hills, CA: Sage.
(1985a). Social organization of an urban grants economy. New York: Academic Press.
(1985b). Professional networks and the institutionalization of the single mind set. American Sociological Review, 50639–658. http://dx.doi.org/10.2307/2095379
(1995). An urban grants economy revisited: Company contributions in the Twin Cities, 1979–1981, 1987–1989. Minneapolis: University of Minnesota, Department of Sociology.
, & (1991). Interorganizational contagion in corporate philanthropy. Administrative Science Quarterly, 3688–105. http://dx.doi.org/10.2307/2393431
, & (1981). Leadership and networking among neighborhood human service organizations. Administrative Science Quarterly, 26434–448. http://dx.doi.org/10.2307/2392516
, & (1989). Mimetic processes within an interorganizational field: An empirical test. Administrative Science Quarterly, 34454–479. http://dx.doi.org/10.2307/2393153
, & (1993). Social network analysis: Concepts, methodology, and directions for the 1990s. Sociological Methods and Research, 223–22. http://dx.doi.org/10.1177/0049124193022001001
(1990). The Gallup poll: Public opinion 1990. Wilmington, DE: Scholarly Resources.
(1989). Approaches to studying formal and everyday reasoning. Psychological Bulletin, 105331–345. http://dx.doi.org/10.1037/0033-2909.105.3.331
, & (1983). Mental models. Hillsdale, NJ: Lawrence Erlbaum.
(1994). The organization of buyer-driven global commodity chains: How U.S. retailers shape overseas production networks. In G.Gereffi & M.Korzeniewicz (Eds.), Commodity chains and global capitalism (pp. 95–122). Westport, CT: Praeger.
, & (1991). Measuring performance of international joint ventures. Journal of International Business Studies, 22249–264. http://dx.doi.org/10.1057/palgrave.jibs.8490302
(1992). Alliance capitalism. Berkeley: University of California Press.
, & (1992). The organization of business networks in the United States and Japan. In N.Nohria & R.G.Eccles (Eds.), Networks and organizations: Structure, form, and action (pp. 491–520). Boston: Harvard Business School Press.
Ger-ro-mar. (1974). federal Trade Commission Decisions, 8495–162.
, & (1993). The multinational corporation as an interoganizational network. In S.Ghoshal & D.E.Westney (Eds.), Organization theory and the multinational corporation. New York: St. Martin's.
, & (1994). Cyclical patterns in brand switching behavior: An issue of pattern recognition. European Journal of Operational Research, 76290–297. http://dx.doi.org/10.1016/0377-2217%2894%2990109-0
(1973). The presentation of self in everyday life. Woodstock, NY: Overlook. (Original work published 1959)
(1987, Summer). Joint venture instability: It is a problem. Colombia Journal of World Business, pp. 97–102.
(1954). Patterns of industrial bureaucracy. New York: Free Press.
, & (1990). Tax implications of fraudulent income earning schemes: Ponzi and others. American Business Law Journal, 27599–610. http://dx.doi.org/10.1111/j.1744-1714.1989.tb01517.x
, & (1995). Interfirm networks: Antecedents, mechanisms, and forms. Organization Studies, 16183–214. http://dx.doi.org/10.1177/017084069501600201
(1973). The strength of weak ties: A network theory revisited. American Journal of Sociology, 783–30. http://dx.doi.org/10.1086/225469
(1985). Economic action and social structure: The problem of embeddedness. American Journal of Sociology, 91481–510. http://dx.doi.org/10.1086/228311
(1995). Getting a job: A study of contacts and careers (
2nd ed.
), Chicago: University of Chicago Press. (1991, Spring). The resource-based theory of competitive advantage: Implications for strategy formulation. California Management Review, pp. 112–135.
(1989). Collaborating. San Francisco: Jossey-Bass.
(in press). Commercial activity at home: The private servicescape. In J.F.Sherry (Ed.), Encountering servicescapes: Built environment and lived experience in contemporary marketplaces. Lincolnwood, IL: NTC Publishing.
, & (1987). The geometric interpretation of correspondence analysis. Journal of the American Statistical Association, 82437–447. http://dx.doi.org/10.1080/01621459.1987.10478446
(1981). Missouri lottery law: Of promotional games and pyramids. UMKC Law Review, 49320–337.
(1981). Internal marketing: An integral part of marketing theory. In J.H.Donnelly & W.R.George (Eds.), Marketing of services (pp. 236–239). Chicago: American Marketing Association.
(1990). Relationship approach to marketing in service contexts: The marketing and organizational behavior interface. Journal of Business Research, 203–11. http://dx.doi.org/10.1016/0148-2963%2890%2990037-E
, & (1983). The dramaturgy of services exchange: An analytical framework for services marketing. In L.L.Berry, G.L.Shostack, & G.D.Upah (Eds.), Emerging perspectives on services marketing (pp. 45–49). Chicago: American Marketing Association.
(1966). Relations among organizations. In R.V.Bowers (Ed.), Studies in the behavior of organizations (pp. 13–44). Athens: University of Georgia Press.
, & (1983). Industry self-regulation: An economic, organizational, and political analysis. Academy of Management Review, 8416–425.
(1982). A means-end chain model based on consumer categorization processes. Journal of Marketing, 4660–72. http://dx.doi.org/10.2307/3203341
(1991). Exploring the nature of linkages between consequences and values. Journal of Business Research, 21143–148. http://dx.doi.org/10.1016/0148-2963%2891%2990048-3
, & (1983). Structural models in anthropology. Cambridge: Cambridge University Press.
(1992). On investments and accounting with a focus on international investments. In I.Hagg & E.Segelod (Eds.), Issues in corporate investment research. New York: North-Holland/Elsevier.
Håkansson, H. (Ed.). (1982). International marketing and purchasing of industrial goods. New York: John Wiley.
Håkansson, H. (Ed.). (1987). Industrial technological development: A network approach. London: Croom Helm.
(1989). Corporate technological behavior: Cooperation and networks. London: Routledge.
, & ,). (1992). A model of industrial networks. In B.Axelsson & G.Easton (Eds.), Industrial networks: A new view of reality (pp. 28–34). London: Routledge.
, & (1995). Industrial networks and technological innovation. In K.E.Möller & D.T.Wilson (Eds.), Business marketing: An interaction and network approach. Boston: PWS Kent.
, & (1989). No business is an island: The network concept of business strategy. Scandanavian Journal of Management, 4187–200.
Håkansson, H., & Snehota, I. (Eds.). (1995). Developing relationships in business networks. London: Routledge.
(1984). The reckoning. London: Bloomsbury.
(1966). The hidden dimension. Garden City, NY: Doubleday.
(1986). A comparison of strategic marketing approaches. In P.W.Turnbull & J.-P.Valla (Eds.), Strategies for international industrial marketing (pp. 235–249). London: Croom Helm.
(1991). Competition for competence and interpartner learning within international strategic alliances. Strategic Management Journal, 1283–103. http://dx.doi.org/10.1002/smj.4250120908
(1994). Civilizations and the organization of economies. In N.J.Smelser & R.Swedberg (Eds.), The handbook of economic sociology (pp. 183–205). Princeton, NJ: Princeton University Press.
, & (1988). Market culture and authority: A comparative analysis of management and organization in the Far East. American Journal of Sociology, 94S52–S94. http://dx.doi.org/10.1086/228979
, , & (1990). The network structures of East Asian economies. In S.Clegg, G.Redding, & M.Carter (Eds.), Capitalism in contrasting cultures (pp. 105–129). Berlin: De Gruyter.
, & (1992). Revisiting old friends: Networks, implementation structures, and the management of interorganizational relations. European Journal of Political Research, 21163–180. http://dx.doi.org/10.1111/j.1475-6765.1992.tb00293.x
, & (1977). The population ecology of organizations. American Journal of Sociology, 82929–964. http://dx.doi.org/10.1086/226424
(1969). Graph theory. Reading, MA: Addison-Wesley.
, , & (1965). Structural models: An introduction to the theory of directed graphs. New York: John Wiley.
(1988). Joint ventures and competitive strategies. Strategic Management Journal, 9141–158. http://dx.doi.org/10.1002/smj.4250090205
, , & (1995). Customers as oral participants in a service setting. Journal of Services Marketing, 964–76. http://dx.doi.org/10.1108/08876049510094504
(1994). Lean and mean: The changing landscape of corporate power in the age of flexibility. New York: Basic Books.
(1993). Interoganizational imitation: The impact of interlocks on corporate acquisition activity. Administrative Science Quarterly, 38564–592. http://dx.doi.org/10.2307/2393337
, & (1980, July-August). Managing our way to economic decline. Harvard Business Review, pp. 67–77.
(1989). Managing word of mouth communications. Journal of Services Marketing, 355–68. http://dx.doi.org/10.1108/EUM0000000002486
(1995). Understanding portfolios of customers relations (Working Paper 21). Copenhagen: Management Research Institute, Copenhagen Business School.
(1993). Assumptions of hierarchy and heterarchy, with application to the management of the multinational corporation. In S.Ghoshal & C.A.Bartlett (Eds.), Organization theory and the multinational corporation (pp. 211–236). New York: St. Martin's.
(1994). Interorganizational governance in marketing channels. Journal of Marketing, 5871–85. http://dx.doi.org/10.2307/1252252
, & (1990). The shadow of the future: The effect of the anticipated interaction and frequency of delivery on buyer-seller cooperation. Unpublished manuscript.
(1958). The psychology of interpersonal relations. New York: John Wiley. http://dx.doi.org/10.1037/10628-000
, , , & (1993). The hollow core. Cambridge, MA: Harvard University Press.
(1993). Control in multinational firms: The role of price and hierarchy. In S.Ghoshal & D.E.Westney (Eds.), Organization theory and the multinational corporation (pp. 157–181). New York: St. Martin's.
(1993). The internationalization processes of freight transport companies: Toward a dynamic network model of internationalization. Doctoral dissertation. Stockholm: Stockholm School of Economics, Economic Research Institute (EFI).
(1988). Multilevel distribution companies: Regulate under business opportunities act. Legislative Review, 5228–234.
, & (1986). Correspondence analysis: Graphical representation of categorical data in marketing research. Journal of Marketing Research, 23213–217. http://dx.doi.org/10.2307/3151480
Holiday Magic. (1974). Federal Trade Commission Decisions, 84748–1078.
Hollingsworth, J.R., Schmitter, P.C., & Streeck, W. (Eds.). (1994). Governing capitalist economies: Performance and control of economic sectors. Oxford: Oxford University Press.
, , & (1995). Actor equivalence in networks: The business ties that bind. Journal of Business-to-Business Marketing, 23–31. http://dx.doi.org/10.1300/J033v02n01_02
(1994). A social cognitive conception of social structure. Social Psychological Quarterly, 57210–227. http://dx.doi.org/10.2307/2786877
(1987). Assignment methods in combinatorial data analysis. New York: Marcel Dekker.
, & (1978). Evaluating the conformity of sociometric measurements. Psychometrika, 4331–41. http://dx.doi.org/10.1007/BF02294087
, & (1993). Goal-oriented experiences and the development of knowledge. Journal of Consumer Research, 20190–207. http://dx.doi.org/10.1086/209343
(1989). Modeling multivariate sequential dyadic interactions. Social Networks, 11315–362. http://dx.doi.org/10.1016/0378-8733%2889%2990011-7
(1994). Toward defining relationship marketing. In J.N.Sheth & A.Parvatiyar (Eds.), Relationship marketing; Theory, methods, and applications (pp. 1–10). Atlanta, GA: Emory University, Center for Relationship Marketing.
, & (1993). Interpretation of parameters from the Holland-Leinhardt stochastic network models. In D.W.Cravens & P.R.Dickson (Eds.), Enhancing knowledge development in marketing, 4 (pp. 84–91). Chicago: American Marketing Association.
, & (1991). The relationship between the Scheiblechner model and the Holland-Leinhardt “p1” model. Social Networks, 13187–202. http://dx.doi.org/10.1016/0378-8733%2891%2990020-T
, & (1992). Modeling dyadic interactions and networks in marketing. Journal of Marketing Research, 295–17. http://dx.doi.org/10.2307/3172489
, & (1994). Detection of experimental effects in social network analysis. Social Networks, 161–41. http://dx.doi.org/10.1016/0378-8733%2894%2990009-4
, & (1993). Gender differences in the impact of “core” and “relational” aspects of services on the evaluation of service encounters. Journal of Consumer Psychology, 2257–286. http://dx.doi.org/10.1016/S1057-7408%2808%2980017-4
, & (1996). Commercial and interpersonal relationships: Using the structure of interpersonal relationships to understand individual-to-individual, individual-to-firm, and firm-to-firm relationships in commerce. International Journal of Research in Marketing, 1353–72. http://dx.doi.org/10.1016/0167-8116%2895%2900034-8
, & (1987). Dyadic social interactions. Psychological Bulletin, 102293–306. http://dx.doi.org/10.1037/0033-2909.102.2.293
, & (1988). A general framework for the statistical analysis of sequential dyadic interaction data. Psychological Bulletin, 103379–390. http://dx.doi.org/10.1037/0033-2909.103.3.379
(1992). Structural alignments, individual strategies, and managerial action: Elements toward a network theory of getting things done. In N.Nohria & R.G.Eccles (Eds.), Networks and organizations (pp. 165–188). Boston: Harvard Business School Press.
(1993). Network centrality, power, and innovation management: Determinants of technical and administrative roles. Academy of Management Journal, 36471–501. http://dx.doi.org/10.2307/256589
, & (1993). Power, social influence, and sensemaking: Effects of network centrality and proximity on employee perceptions. Administrative Science Quarterly, 38277–303. http://dx.doi.org/10.2307/2393414
International Customer Service Association (ICSA). (1995). Building effective customer service teams. Chicago: Author.
(1992). Japan's corporate networks. In S.Kumon & H.Rosovsky (Eds.), The political economy of Japan: Cultural and social dynamics (pp. 198–230). Palo Alto, CA: Stanford University Press.
, & (1984). Interpenetration of organization and market. International Journal of Industrial Organization, 2285–310. http://dx.doi.org/10.1016/0167-7187%2884%2990001-8
Inc. (1994, October). The 1994 Inc. 500 [Special issue], Jackson, B.B. (1985). Winning and keeping industrial customers: The dynamics of customer relationships. Lexington, MA: Lexington Books.
, & (1994). Analyzing household brand switching: A stochastic model. European Journal of Operational Research, 76298–308. http://dx.doi.org/10.1016/0377-2217%2894%2990110-4
(1988). On strategic networks. Strategic Management Journal, 931–41. http://dx.doi.org/10.1002/smj.4250090104
(1993). Strategic networks: Creating the borderless organization. Oxford: Butterworth-Heinemann.
(1994). Entrepreneurial networks: Some conceptual and methodological notes (Unpublished working paper). Lund: University of Lund, Institute of Economic Research.
, , , & (1994). Beyond anarchy and organization: Entrepreneurs in contextual networks. Entrepreneurship and Regional Development, 6329–356. http://dx.doi.org/10.1080/08985629400000020
, & (1987). Interorganizational relations in industrial systems: A network approach compared with a transactions cost approach. International Studies of Management and Organization, 1734–38.
, & (1988). Interorganizational relations in industrial systems: A network approach. In N.Hood & Vahlne, J.-E. (Eds.), Strategies in global competition (pp. 287–314). New Hampshire: Croom Helm.
, & (1992). Network positions and strategic action: An analytical framework. In B.Axelsson & G.Easton (Eds.), Industrial networks: A new view of reality (pp. 205–217). London: Routledge.
, & (1994). The markets-as-networks tradition in Sweden. In G.Laurent, G.L.Lilien, & B.Pras (Eds.), Research traditions in marketing (pp. 321–342). Norwell, MA: Kluwer. http://dx.doi.org/10.1007/978-94-011-1402-8_10
, & (1977). The internationalization process of the firm: A model of knowledge development and increasing foreign market commitments. Journal of International Business, 823–32. http://dx.doi.org/10.1057/palgrave.jibs.8490676
, & (1982). The reliability and validity of key informant data from dyadic relationships in marketing channels. Journal of Marketing Research, 19517–524. http://dx.doi.org/10.2307/3151724
(1993). The association between perceived customer-to-customer compatibility and selected characteristics of service/retail physical environments. Unpublished master's thesis, Wichita State University, Wichita, KS.
, & (1988). Beyond vertical integration: The rise of the value-adding partnership. Harvard Business Review, 8894–101.
, & (1982). Industrial buying behavior: A need for an integrated approach. Journal of Business Research, 10133–146. http://dx.doi.org/10.1016/0148-2963%2882%2990022-4
(1986, March 3). The hollow corporation. Business Week, pp. 56–59.
, & (1992). A preliminary ordering of policy networks. European Journal of Political Research, 217–27. http://dx.doi.org/10.1111/j.1475-6765.1992.tb00286.x
, & (1995). Long-term manufacturer-supplier relationships: Do they pay off for supplier firms?Journal of Marketing, 591–16. http://dx.doi.org/10.2307/1252010
, & (1989). Advanced management accounting (
2nd ed.
). Englewood Cliffs, NJ: Prentice Hall (1989). When giants learn to dance. London: Simon & Schuster.
, & (1995). Chronigami: Folding and unfolding time. Accounting, Management, and Information Technologies, 5103–121. http://dx.doi.org/10.1016/0959-8022%2895%2900010-7
(1983a). Perceived causal structures. In J.Jaspers, F.Fincham, & M.Hewstone (Eds.), Attribution theory and research: Conceptual, developmental, and social dimensions (pp. 343–370). London: Academic Press.
(1983b). Close relationships. New York: W. H. Freeman.
, & (1993). Beyond mass production: The Japanese system and its transfer to the U.S. Oxford: Oxford University Press.
, & (1986). Consequences of violating the independence assumption in analysis of variance. Psychological Bulletin, 99422–431. http://dx.doi.org/10.1037/0033-2909.99.3.422
(1990). A cross-cultural study of segmentation, architecture and the use of space. In S.Kent (Ed.), Domestic architecture and the use of space (pp. 127–152). Cambridge: Cambridge University Press.
(1990). The interpersonal structure of decision-making: A social comparison approach to organizational choice. Organizational Behavior and Human Decision Processes, 47270–288. http://dx.doi.org/10.1016/0749-5978%2890%2990039-C
, & (1994). Bringing the individual back in: A structural analysis of the internal market for reputation in organizations. Academy of Management Journal, 3787–108. http://dx.doi.org/10.2307/256771
(1988). Strategies for joint venture success. Beckenham: Croom Helm.
(1984). Strategy and structure of supplier relations in IKEA. In I.Hagg & F.Wiedersheim-Paul (Eds.), Between market and hierarchy (pp. 89–102). Uppsala: University of Uppsala.
, , & (1993). Networking as knowledge: A study of strategic interorganizational development in the financial services industry. Journal of Management Studies, 30975–995. http://dx.doi.org/10.1111/j.1467-6486.1993.tb00475.x
(1983). Organizational sponsorship and influence reputation of social influence associations. Social Forces, 611065–1087.
, & (1994). Networks in organizational structures and strategies. Current Perspectives in Social Theory, Suppl. 177–115.
, & (1982). Network analysis. Beverly Hills, CA: Sage.
, & (1979). A blockmodel analysis of interorganizational networks. Sociology and Social Research, 6428–52.
, & (1981). Organized for action. New Brunswick, NJ: Rutgers University Press.
Kogut, B. (Ed.). (1993). Country competitiveness: Technology and the organizing of work. New York: Oxford University Press.
Koscot Interplanetary, Inc. (1975). Federal Trade Commission Decisions, 861106–1192.
(1973). Atmospherics as a marketing tool. Journal of Retailing, 4948–64.
, & (1969). Broadening the concept of marketing. Journal of Marketing, 3310–15. http://dx.doi.org/10.2307/1248740
(1987). Greenmail: A study of board performance in corporate governance. Administrative Science Quarterly, 31163–185. http://dx.doi.org/10.2307/2393124
(1990). Assessing the political landscape: Structure, cognition, and power in organizations. Administrative Science Quarterly, 35342–369. http://dx.doi.org/10.2307/2393394
(1992). The strength of strong ties: The importance of philos in organizations. In N.Nohria & R.G.Eccles (Eds.), Networks and organizations: Structure, form, and action (pp. 216–239). Cambridge, MA: Harvard Business School Press.
, & (1994). Intraorganizational networks: The micro side. In S.Wasserman & J.Galaskiewicz (Eds.), Advances in social network analysis (pp. 207–229). Thousand Oaks, CA: Sage. http://dx.doi.org/10.4135/9781452243528
, & (1986). The snowball effect: Turnover embedded in communications networks. Journal of Applied Psychology, 7150–55. http://dx.doi.org/10.1037/0021-9010.71.1.50
, , & (1991). A strategic approach to managing buyer-seller relationships. European Journal of Marketing, 2522–37. http://dx.doi.org/10.1108/EUM0000000000622
(1992). Japan as a network society. In S.Kumon & H.Rosovsky (Eds.), The political economy of Japan: Cultural and social dynamics (pp. 109–141). Palo Alto, CA: Stanford University Press.
(1989). Technological development in industrial networks. Unpublished doctoral dissertation, University of Uppsala, Department of Business Administration.
, , , & (1981). Services marketing: New insights from consumers and managers. Cambridge, MA: Marketing Science Institute.
, & (1995). Firms, markets, and economic change: A dynamic theory of business institutions. London: Routledge. http://dx.doi.org/10.4324/9780203199237
, & (1984). Silicon Valley fever. New York: Basic Books.
(1992). Network dyads in entrepreneurial settings: A study of the governance of exchange relationships. Administrative Science Quarterly, 37761–774. http://dx.doi.org/10.2307/2393534
, & (1993). A network model of organization formation. Entrepreneurship: Theory and Practice, 175–16.
, & (1993). Groups as problem-solving units: Toward a new meaning of social cognition. British Journal of Social Psychology, 325–30. http://dx.doi.org/10.1111/j.2044-8309.1993.tb00983.x
(1987). Science in action: How to follow scientists and engineers through society. Cambridge, MA: Harvard University Press
(1988). The Pasteurization of France. Cambridge, MA: Harvard University Press.
(1993). We have never been modern. New York: Harvester Wheatsheaf.
, , & (1978). Community structure as interorganizational linkages. Annual Review of Sociology, 4455–484. http://dx.doi.org/10.1146/annurev.so.04.080178.002323
, & (1987). The organizational state. Madison: University of Wisconsin Press.
, & (1976). Networks of collective action. New York: Academic Press.
, , (with R.L.Nelson & R.H.Salisbury). (1992). The social organization of the Washington establishment during the first Reagan administration: A network analysis. In G.Moore and J.A.Whitt (Eds.), Research in politics and society, 4 (pp. 161–188). Greenwich, CT: JAI.
(1992a). Notes on a theory of actor-network: Ordering, strategy, and heterogeneity. Systems Practice, 5379–393. http://dx.doi.org/10.1007/BF01059830
(1992b). The Olympus 320 engine: A case study in design, development, and organizational control. Technology and Culture, 33409–440. http://dx.doi.org/10.2307/3106632
(1994). Organizing modernity. Oxford: Basil Blackwell.
, & (1967). Organization and environment: Managing differentiation and integration. Homewood, IL: Irwin.
(1990). Public collective and private space: A study of urban housing in Switzerland. In S.Kent (Ed.), Domestic architecture and the use of space (pp. 73–91). Cambridge: Cambridge University Press.
(1995). A new Phoenix?: Modern putting-out in the Modena knitwear industry, Administrative Science Quarterly, 4034–59. http://dx.doi.org/10.2307/2393699
(1972). Judged similarity and brand-switching data as similarity measures. Journal of Marketing Research, 9331–334. http://dx.doi.org/10.2307/3149549
, & (1991). Global strategic alliances: Payoffs and pitfalls. Organizational Dynamics, 1244–62. http://dx.doi.org/10.1016/0090-2616%2891%2990093-O
(1992). Core capabilities and core rigidities: A paradox in managing new product development. Strategic Management Journal, 13111–125. http://dx.doi.org/10.1002/smj.4250131009
(1972). The sphere of influence. American Sociological Review, 3714–27. http://dx.doi.org/10.2307/2093490
(1993). Cities with heart. American Demographics, 1546–54.
(1990). Partnership for profit: Structuring and measuring strategic alliances. New York: Free Press.
(1995). The dynamics of export channels: A network approach. Unpublished doctoral dissertation, University of Lancaster.
(1988). lnterdependens och dynamik i långsiktiga kundrelationer: Industriell försäljning i nätverksperspektiv. Doctoral dissertation. Stockholm: Economic Research Institute (EFI)/Market Technology Center.
(1982). Intra-(and inter-) organizational networks. Research in the Sociology of Organizations, 11–38.
, , & (1992). Keiretsu networks in the Japanese economy: A dyadic analysis of intercorporate ties. American Sociological Review, 57561–585. http://dx.doi.org/10.2307/2095913
, & (1993, March 15). Betcherlife Herbalife. Forbes, pp. 46–48.
, & (1962). Interorganizational analysis: A hypothesis on coordinating agencies. Administrative Science Quarterly, 6395–420. http://dx.doi.org/10.2307/2390723
, & (1988). Constellations of firms and new ventures. Journal of Business Venturing, 341–57. http://dx.doi.org/10.1016/0883-9026%2888%2990029-8
, & (1949). A method of matrix analysis of group structure. Psychometrika, 1495–116. http://dx.doi.org/10.1007/BF02289146
(1995). Technological innovation and network evolution. London: Routledge.
, & (1991). Everyday explanations for personal debt: A network approach. British Journal of Social Psychology, 30309–323. http://dx.doi.org/10.1111/j.2044-8309.1991.tb00948.x
(1985). The psychology of waiting lines. In J.A.Czepiel, M.R.Solomon, & C.F.Surprenant (Eds.), The service encounter: Managing employee/customer interaction in service businesses (pp. 113–123). Lexington, MA: Lexington Books.
(1994). Entrepreneurship in regional and local development. International Regional Science Review, 16119–153. http://dx.doi.org/10.1177/016001769401600107
Marin, B., & Mayntz, R. (Eds.). (1991). Policy networks: Empirical evidence and theoretical considerations. Frankfurt: Campus Verlag/Westview.
Marsh, D., & Rhodes, R.A. W. (Eds.). (1992). Policy networks in British government. Oxford: Clarendon. http://dx.doi.org/10.1093/acprof:oso/9780198278528.001.0001
(1971). Word of mouth communication in the industrial adoption process. Journal of Marketing Research, 8173–178. http://dx.doi.org/10.2307/3149757
(1993). New smoke signals. Bowlers Journal International, 80140–143.
(1995). The customer compatibility scale: Measuring service customers] perceptions of fellow customers. Journal of Consumer Studies and Home Economics, 19299–311. http://dx.doi.org/10.1111/j.1470-6431.1995.tb00552.x
(1996). Owning and operating a service business. Menlo Park, CA: Crisp.
(in press). Consumer-to-consumer relationships: Satisfaction with other consumers] public behavior. Journal of Consumer Affairs.
, & (1989). Compatibility management: Customer-to-customer relationships in service environments. Journal of Services Marketing, 35–15. http://dx.doi.org/10.1108/EUM0000000002488
(1969). Integration and efficiency in marketing systems. Doctoral dissertation. Stockholm: Stockholm School of Economics, Economic Research Institute (EFI)/Norstedts & Söner.
(1985). An application of a network approach to marketing: Defending and changing market positions. In N.Dholakia & J.Arndt (Eds.), Changing the course of marketing: Alternative paradigms for widening market theory, 2 (pp. 263–288). Greenwich, CT:JAI.
(1986, September). Indirect relationships in industrial networks: A conceptual analysis of their significance. Paper presented at the 3rd Industrial Marketing and Purchasing (IMP) International Seminar, IRE, Lyon, France.
(1987). Managing of strategic change in a “markets as networks” perspective. In A.Pettigrew (Ed.), Management of strategic change (pp. 236–255). London: Basil Blackwell.
(1988, August). Interaction strategies: A network approach. Paper presented at the Summer Marketing Educators Conference, American Marketing Association, Chicago, IL.
(1993). Modernization and the logic of interorganizational networks. In J.Child, M.Crozier, & R.Mayntz (Eds.), Societal change between market and organization (pp. 3–18). Aldershot: Avebury.
, & (1992). Tastes of America 1992. Restaurants & Institutions, 10224–29.
, , , & (1992). Estimating brand loyalty and switching with an application to the automobile market. Management Science, 381371–1393. http://dx.doi.org/10.1287/mnsc.38.10.1371
(1991). Relationship marketing: Successful strategies for the age of the customer. Reading, MA: Addison-Wesley.
, & (1974). An approach to environmental psychology. Cambridge: MIT.
(1980). Macro organizational behavior. Glenview, IL: Scott, Foresman.
, & (1986). Organizations: New concepts for new forms. California Management Review, 2862–73. http://dx.doi.org/10.2307/41165202
, & (1992). Causes of failure of network organizations. California Management Review, 3453–72. http://dx.doi.org/10.2307/41166703
, & (1994). The factory as a laboratory. Science in Context, 7469–496. http://dx.doi.org/10.1017/S0269889700001782
, & (1990). Capital flows and the process of financial hegemony. In S.Zukin & P.DiMaggio (Eds.), Structures of capital: The social organization of the economy (pp. 203–226). New York: Cambridge University Press.
(1983). Power in and around organizations. Englewood Cliffs, NJ: Prentice Hall.
(1991). Five ps for strategy. In H.Mintzberg & J.B.Quinn (Eds.), The strategy process: Concepts, contexts, and cases (pp. 12–19). Englewood Cliffs, NJ: Prentice Hall.
(1992). The structure of corporate political action. Cambridge, MA: Harvard University Press.
(1994). Social network analysis: Recent achievements and current controversies. Acta Sociologica, 37329–343. http://dx.doi.org/10.1177/000169939403700403
, & (1994). Networks of interorganizational relations. In S.Wasserman & J.Galaskiewicz (Eds.), Advances in social network analysis (pp. 230–253). Thousand Oaks, CA: Sage. http://dx.doi.org/10.4135/9781452243528
, , , & (1986). Techniques for disaggregating centrality scores in social networks. In N.B.Tuma (Ed.), Sociological methodology, 16 (pp. 26–48). Washington, DC: American Sociological Association.
Mizruchi, M.S., & Schwartz, M.S. (Eds.). (1987). Intercorporate relations: The structural analysis of business. Cambridge: Cambridge University Press.
, & (1994). A longitudinal study of borrowing by large American corporations. Administrative Science Quarterly, 39118–140. http://dx.doi.org/10.2307/2393496
, & (1994). Characteristics of partnership success: Partnership attributes, communications behavior, and conflict resolution techniques. Strategic Management Journal, 15135–152. http://dx.doi.org/10.1002/smj.4250150205
(1994). Group techniques for idea building. Thousand Oaks, CA: Sage.
, & (1988). Recent developments in research on family decisions. Advances in Consumer Research, 15454–460.
, , & (1992). Relationships between providers and users of marketing research: The dynamics of trust within and between organizations. Journal of Marketing Research, 29314–329. http://dx.doi.org/10.2307/3172742
, & (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 5820–38. http://dx.doi.org/10.2307/1252308
, & (1990). Mind and self in society: Linking social structures and social cognition. Social Psychological Quarterly, 53148–164. http://dx.doi.org/10.2307/2786676
, , & (1988). International cooperative ventures in the commercial aircraft industry: Gains, sure, but what's my share. In F.Contractor & P.Lorange (Eds.), Cooperative strategies in international business (pp. 255–278). Lexington, MA: D. C. Heath.
(1984). Interorganizational relations. New York: Human Sciences Press.
, , & (1993). Sport marketing. Champaign, IL: Human Kinetics.
(1995). Actor-networks and the evolution of economic forms: Combining description and explanation in theories of regulation, flexible specialization and networks. Environment and Planning A, 27731–757. http://dx.doi.org/10.1068/a270731
Negandhi, A.R. (Ed.). (1980). Interorganization theory. Kent, OH: Kent State University Press.
(1978). Children as information sources in the family decision to eat out. Advances in Consumer Research, 6419–423.
, & (1982). An evolutionary theory of economic change. Cambridge, MA: Belknap.
(1988). Cooperative strategies. Strategic Management Journal, 9475–492. http://dx.doi.org/10.1002/smj.4250090507
(1991). The evolution of strategic alliances: Opportunities for managerial influence. Journal of Business Venturing, 6237–257. http://dx.doi.org/10.1016/0883-9026%2891%2990018-9
(1994). Strategic industrial sourcing: The Japanese advantage. New York: Oxford University Press.
(1992). Is a network perspective a useful way of studying organizations? In N.Nohria & R.Eccles (Eds.), Networks and organizations (pp. 1–22). Cambridge, MA: Harvard Business School Press.
, & (1992). Face-to-face: Making network organizations work. In N.Nohria & R.G.Eccles (Eds.), Networks and organizations: Structure, form, and action (pp. 262–287). Boston: Harvard Business School Press.
, & (1995). The knowledge-creating company: How Japanese companies create the dynamics of innovation. New York: Oxford University Press.
, , & (1990). Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing, 5480–93. http://dx.doi.org/10.2307/1251761
(1993). Log-linear trees: Models of market structure in brand switching data. Journal of Marketing Research, 30267–287. http://dx.doi.org/10.2307/3172881
, & (1986). Organizational commitment and psychological attachment: The effects of compliance, identification and internalization on prosocial behavior. Journal of Applied Psychology, 71492–499. http://dx.doi.org/10.1037/0021-9010.71.3.492
(1983). Ogilvy on advertising. New York: Random House.
(1988). The collective strategy framework: An application to competing predications of isomorphism. Administrative Science Quarterly, 33543–561. http://dx.doi.org/10.2307/2392643
(1990). Determinants of interorganizational relationships: Integration and future directions. Academy of Managament Review, 15 (2), 241–265.
, & (1988). The Japanization of British industry. Oxford: Basil Blackwell.
(1995). Introduction [Special issue]. International Journal of Research in Marketing, 12189–191. http://dx.doi.org/10.1016/0167-8116%2895%2990024-1
, , & (1989). Patterns of interfirm control in Japanese business. Organization Studies, 10549–574.
, , & (1986). The ties that bind: Organizational and class stability in a corporate interlock network. American Sociological Review, 51781–796. http://dx.doi.org/10.2307/2095367
, , & (1993). Late adoption of the multidivisional form by large American corporations: Institutional, political, and economic accounts. Administrative Science Quarterly, 38100–131. http://dx.doi.org/10.2307/2393256
, & (1995). Generalizing new industrial districts: A theoretical agenda and an application from a non-Western economy. Environment and Planning A, 2781–104. http://dx.doi.org/10.1068/a270081
(1991). Interfirm diversity, organizational learning, and longevity in global strategic alliances. Journal of International Business Studies, 22579–601. http://dx.doi.org/10.1057/palgrave.jibs.8490315
(1993). Strategic alliance structuring: A game theory and transaction cost examination of interfirm cooperation, Academy of Management Journal, 36794–829. http://dx.doi.org/10.2307/256759
, & (1992, June). Paradigm shift in interfirm marketing relationships: Emerging research issues. Paper presented at the Conference on Customer Relationship Management: Theory and practice, Emory University, Atlanta, GA.
, & (1994, November). Relationship marketing, customer retention, and service firm profitability. Paper presented at the 2nd International Colloquium in Relationship Marketing, Cranfield University, U.K.
(1968). The use of religious revival techniques to indoctrinate personnel: The home-party sales organizations. Sociological Quarterly, Winter, 97–106. http://dx.doi.org/10.1111/j.1533-8525.1968.tb02290.x
, & (1977). Resource allocations in united funds: Examination of power and dependence. Social Forces, 55775–790.
, & (1974). Organizational decision making as political process: The case of a university budget. Administrative Science Quarterly, 19135–151. http://dx.doi.org/10.2307/2393885
, & (1978). The external control of organizations: A resource dependence perspective. New York: Harper and Row.
Pickering, A. (Ed.). (1992). Science as practice and culture. Chicago: University of Chicago Press. http://dx.doi.org/10.7208/chicago/9780226668208.001.0001
, & (1984). The second industrial divide. New York: Basic Books.
(1994). Market uncertainty and the social character of economic exchange. Administrative Science Quarterly, 39458–483. http://dx.doi.org/10.2307/2393299
(1990). The competitive advantage of nations. New York: Free Press.
(1990). Neither market nor hierarchy: Network forms of organization. In L.Cummings & B.Staw (Eds.), Research in organizational behavior (pp. 295–336). Greenwich, CT: JAI.
, & (1992). Competitive cooperation in biotechnology: Learning through networks? In N.Nohria & R.Eccles (Eds.), Networks and organizations (pp. 366–394). Boston: Harvard Business School Press.
, & (1994). Networks and economic life. In N.J.Smelser & R.Swedberg (Eds.), The handbook of economic sociology (pp. 368–402). Princeton, NJ: Princeton University Press.
, & (1990, May-June). The core competence of the corporation. Harvard Business Review, pp. 79–91.
, & (1991). Compatibility management: Roles in service performances. Journal of Services Marketing, 543–53. http://dx.doi.org/10.1108/08876049110035530
(1984). Interorganization cooperation and decision-making autonomy in a consortium multihospital system. Academy of Management Review, 9494–504.
, & (1994). Supplier commitment in relational contract exchanges with buyers: A study of interorganizational dependence and exercised power. Journal of Management Studies, 3155–68. http://dx.doi.org/10.1111/j.1467-6486.1994.tb00332.x
, & (1995). A preliminary theory of interorganizational network effectiveness: A comparative study of four community mental health systems. Administrative Science Quarterly, 401–33. http://dx.doi.org/10.2307/2393698
(1995). Bowling alone: America's declining social capital. Journal of Democracy, 665–78. http://dx.doi.org/10.1353/jod.1995.0002
, & (1981). Consumer satisfaction with professional services. In J.H.Donnelly & W.R.George (Eds.), Marketing of services (pp. 82–85). Chicago: American Marketing Association.
(1993). The intelligent enterprise. New York: Free Press.
(1990). Effective networking. Menlo Park, CA: Crisp.
(1992). Policy networks and issue networks: The politics of smoking. In D.Marsh & R.A. W.Rhodes (Eds.), Policy networks in British government (pp. 124–148). Oxford: Clarendon. http://dx.doi.org/10.1093/acprof:oso/9780198278528.003.0006
(1990). The spirit of Chinese capitalism. Berlin: Mouton de Gruyter. http://dx.doi.org/10.1515/9783110887709
, & (1990). Beyond bureaucracy: Toward a comparative analysis of forms of economic resource coordination and control. In S.Clegg, G.Redding, & M.Carter (Eds.), Capitalism in contrasting cultures (pp. 105–129). Berlin: De Gruyter. http://dx.doi.org/10.1515/9783110865714
, & (1986). Analysis of referral networks in marketing: Methods and illustration. Journal of Marketing Research, 23370–378. http://dx.doi.org/10.2307/3151813
(1990). Climate and culture: Interaction and qualitative differences in organizational meanings. Journal of Applied Psychology, 75668–681. http://dx.doi.org/10.1037/0021-9010.75.6.668
, & (1986). The relationships between interorganizational form, transaction climate, and economic performance in vertical interfirm dyads. In L.Pellegrini & S.Reddy (Eds.), Marketing channels (pp. 75–102). Lexington, MA: Lexington Books.
, & (1988, February-March). Laddering theory, method, analysis, and interpretation. Journal of Advertising Research, pp. 11–31.
, & (1992a). Policy networks in British politics: A critique of existing approaches. In D.Marsh & R.A. W.Rhodes (Eds.), Policy networks in British government. Oxford: Clarendon. http://dx.doi.org/10.1093/acprof:oso/9780198278528.001.0001
, & (1992b). New directions in the study of policy networks. European Journal of Political Research, 21181–205. http://dx.doi.org/10.1111/j.1475-6765.1992.tb00294.x
, & (1994). Developmental processes of cooperative interorganizational relationships. Academy of Management Review, 19 (1) 90–118.
, & (1987). Stormy open marriages are better. Columbia Journal of World Business, Summer, 87–95.
, & . (1939). Management and the worker. Cambridge, MA: Harvard University Press.
, & (1982). Interorganizational coordination: Theory, research, and implementation. Ames: Iowa State University Press.
(1962). The diffusion of innovation. New York: Free Press.
(1991, November). The ups and downs of “downlines.” Kiplinger's Personal Finance Magazine, pp. 63–70.
, , & (1989). Embedded influence patterns in organizational buying systems. Journal of Marketing, 5351–62. http://dx.doi.org/10.2307/1251379
(1993). The master trend. American Demographics, 1528–37.
(1989). Flexible specialization and the re-emergence of regional economies. In P.Hirst & J.Zeitlin (Eds.), Reversing industrial decline?: Industrial structure and policy in Britain and her competitors (pp. 17–70). Oxford: Berg.
(1991), Moebius-strip organizations and open labor markets: Some consequences of the reintegration of conception and execution in a volatile economy. In P.Bourdieu & J.S.Coleman (Eds.), Social theory for a changing society (pp. 23–54). Boulder, CO: Westview.
, & (1985). Historical alternatives to mass production. Past and Present, 108133–176. http://dx.doi.org/10.1093/past/108.1.133
(1992). Price, quality, and trust: An analysis of interfirm relations in Britain and Japan. New York: Cambridge University Press. http://dx.doi.org/10.1017/CBO9780511520723
(1995). WANTED: A good network theory of organization. Administrative Science Quarterly, 40345–349. http://dx.doi.org/10.2307/2393642
, & (1968). Role theory. In G.Lindzey & E.Aronson (Eds.), The handbook of social psychology (pp. 488–567). Reading, MA: Addison-Wesley.
(1989). In search of power: The organization of business interests in Silicon Valley and Route 128. Economy and Society, 1825–70. http://dx.doi.org/10.1080/03085148900000002
(1994). Regional advantage: Culture and competition in Silicon Valley and Route 128. Cambridge, MA: Harvard University Press.
, & (1991). The new social economy: Reworking the division of labor. London: Basil Blackwell.
(1985). The consumer of household services in the marketplace: An empirical study. In J.A.Czepiel, M.R.Solomon, & C.F.Surprenant (Eds.), The service encounter: Managing employee/customer interaction in service businesses (pp. 303–319). Lexington, MA: Lexington Books.
(1992). The structure of policy networks: A comparison of the “chemicals control” and the “telecommunications” policy domains in Germany. European Journal of Political Research, 21109–129. http://dx.doi.org/10.1111/j.1475-6765.1992.tb00291.x
, & (1995). Subcultures of consumption: An ethnography of the new bikers. Journal of Consumer Research, 2243–61. http://dx.doi.org/10.1086/209434
(1991). Informal technology transfer between firms: Cooperation through information trading. Research Policy, 10153–170. http://dx.doi.org/10.1016/0048-7333%2891%2990077-4
(1934). The theory of economic development. Cambridge, MA: Harvard University Press.
(1966). The interpersonal underworld. Palo Alto, CA: Science and Behavior Books.
(1991). Social network analysis. London: Sage.
(1992). The fifth discipline. New York: Century Publishing.
(in press). Analyzing technology investments: From NPV to SCM. Management Accounting Research.
(1964). Communication networks. In L.L.Berkowitz (Ed.), Advances in experimental social psychology (pp. 111–147). New York: Academic Press.
(1973). A model of industrial buyer behavior. Journal of Marketing, 3750–56. http://dx.doi.org/10.2307/1250358
, & (1993, June). The evolution of relationship marketing. Paper presented at the Conference on Historical Thought in Marketing, Atlanta, GA.
, , & (1990). Mapping competitive relationships: Practices, problems, and promise. In G.Day, B.Weitz, & R.Wensley (Eds.), The interfaces of marketing and strategy (pp. 9–56). Greenwich, CT: JAI.
(1976). The making of the modern family. London: Collins.
, & (1982). Measuring influence in organizational purchase decisions. Journal of Marketing Research, 19165–181. http://dx.doi.org/10.2307/3151617
, , & (1996). Microcultural analysis of sharing and variation in consumption behavior, journal of Consumer Research, 22345–372. http://dx.doi.org/10.1086/209455
(1991). Competitive ties: Subcontracting in the Japanese automobile industry. New York: Columbia University Press.
(1993). Markets as networks and the nature of the market process. In D.Sharma (Ed.), Advances in international marketing, 5 (pp. 31–41). Greenwich, CT: JAI.
(1974). Self-monitoring of expressive behavior. Journal of Personality and Social Psychology, 30526–537. http://dx.doi.org/10.1037/h0037039
(1983). The role of products as social stimuli: A symbolic interactionism perspective. Journal of Consumer Research, 10319–329. http://dx.doi.org/10.1086/208971
, & (1975). Interlocking directorates in the top U.S. corporations: A graph theory approach. Insurgent Sociologist, 5196–229.
(1979). The purchasing audit: A guide for management. Journal of Purchasing and Materials Management, 158–12.
, , , & (in press). Creating strategic alliances that endure. Long-Range Planning.
, & (1986). Conceptual and methodological issues in buying center research. European Journal of Marketing, 2050–64. http://dx.doi.org/10.1108/EUM0000000004656
, & (1986). Relationship management: Managing selling and buying centers. Journal of Business Research, 14519–531. http://dx.doi.org/10.1016/0148-2963%2886%2990012-3
, & (1992). A working consensus to collaborate: A field study of manufacturer and supplier dyads. (MSI Working Paper, Report 92–134). Cambridge, MA: Marketing Science Institute.
, , & (1992). Antecedents to buyer seller collaboration: An analysis from the buyer's perspective. Journal of Business Research, 25303–320. http://dx.doi.org/10.1016/0148-2963%2892%2990026-8
, , & (1984). A customer-oriented approach for determining market structures. Journal of Marketing, 4832–45. http://dx.doi.org/10.2307/1251212
, , & (1992). Competing on capabilities: The new rules of corporate strategy. Harvard Business Review, 7057–69.
(1976). Organizations and their environments. In M.D.Dunnette (Ed.), Handbook of industrial and organizational psychology (pp. 1089–1123). Chicago: Rand McNally.
, & (1993). Board composition and corporate financing: The impact of financial institution representation on type of borrowing. Academy of Management Journal, 36603–618. http://dx.doi.org/10.2307/256594
, & (1989). Rethinking centrality: Methods and examples. Social Networks, 111–37. http://dx.doi.org/10.1016/0378-8733%2889%2990016-6
, & . (1992). Marketing channels (
4th ed.
). Englewood Cliffs, NJ: Prentice Hall., & (1991). Power and influence in marketing channel research: Observations on the state of the art. In G.Frazier (Ed.), Advances in distribution channel research (pp. 259–275). Greenwich, CT: JAI.
, , & (1987). Confirmatory versus comparative approaches to judging theory tests. Journal of Consumer Research, 14114–125. http://dx.doi.org/10.1086/209097
(1965). Social structures in organizations. In J.G.March (Ed.), Handbook of organizations (pp. 316–338). Chicago: Rand McNally.
(1995). Family financial decision making: Implications for marketing strategy. Journal of Services Marketing, 924–32. http://dx.doi.org/10.1108/08876049510079862
, & (1984). The Federal Trade Commission and pyramid sales schemes. Pacific Law Journal, 15879–897.
, & (1991). Flexibility, hierarchy, and regional development: The changing structure of industrial production systems and their forms of governance in the 1990s. Research Policy, 20407–422. http://dx.doi.org/10.1016/0048-7333%2891%2990066-Y
Streeck, W., & Schmitter, P. (Eds.). (1985). Private interest government: Beyond market and state. London: Sage.
(1994). Making sense of chaos: Socio-technical networks, careers, and entrepreneurs. Acta Sociologica, 37401–417. http://dx.doi.org/10.1177/000169939403700407
(1990). Centrifugal versus centripetal growth processes: Contrasting ideal types for conceptualizing the developmental patterns of Chinese and Japanese firms. In S.Clegg, G.Redding, & M.Carter (Eds.), Capitalism in contrasting cultures (pp. 105–129). Berlin: De Gruyter.
(1986). Profiting from technological innovation: Implications for integration, collaboration, licensing, and public policy. Research Policy, 15285–305. http://dx.doi.org/10.1016/0048-7333%2886%2990027-2
(1980). A theory of self-enforcing agreements. Journal of Business, 5327–44. http://dx.doi.org/10.1086/296069
, & (1959). The social psychology of groups. New York: John Wiley.
, & (1993). Information processing in strategic alliances: A multiple case approach. Journal of Management Studies, 30779–814. http://dx.doi.org/10.1111/j.1467-6486.1993.tb00326.x
(1987, November). Ready, fire, aim. Nation's Business, pp. 77–78.
(1986). Networks: Between markets and hierarchies. Strategic Management Journal, 737–51. http://dx.doi.org/10.1002/smj.4250070105
(1979). In the office: Networks and coalitions. Social Networks, 247–64. http://dx.doi.org/10.1016/0378-8733%2879%2990010-8
, & (1995). The discipline of market leaders. Reading, MA: Addison-Wesley.
, , & (1994). A model of stochastic variety-seeking. Marketing Science, 13274–297. http://dx.doi.org/10.1287/mksc.13.3.274
, & (1992). The multidimensional nature of service facilities: Viewpoints and recommendations. Journal of Services Marketing, 637–45. http://dx.doi.org/10.1108/08876049210035926
, & (1994, September). Customer profitability in relationships life cycles. Paper presented at the 10th Industrial Marketing and Purchasing (IMP) Conference, Groningen.
Turnbull, P.W., & Valla, J.P. (Eds.). (1986). Strategies for international industrial marketing. London: Croom Helm.
, & (1995, September). Customer portfolios: Sales costs and profitability. Paper presented at the 11th Industrial Marketing and Purchasing (IMP) International Conference, Manchester, U.K.
(1987). Toward a sociological theory of motivation. American Sociological Review, 5215–27. http://dx.doi.org/10.2307/2095389
, & (1983). Uncertainty, social location, and influence in decision making: A sociometric analysis. Management Science, 2912–23. http://dx.doi.org/10.1287/mnsc.29.1.12
(1988). Japan's joint ventures in the United States. In F.Contractor & P.Lorange (Eds.), Cooperative strategies in international business (pp. 457–472). Lexington, MA: D. C. Heath.
, , , & (1994). A replication study of two brand-loyalty measures. European Journal of Operational Research, 76375–384. http://dx.doi.org/10.1016/0377-2217%2894%2990116-3
, , & (1984). Testing competitive market structure. Marketing Science, 383–112. http://dx.doi.org/10.1287/mksc.3.2.83
, , & (1992). The process of assisted negotiations: A network analysis. Croup Decision and Negotiation, 2117–135. http://dx.doi.org/10.1007/BF00406751
(1976). On the nature, formation, and maintenance of relations among organizations. Academy of Management Review, 1 (4), 24–36. http://dx.doi.org/10.2307/257722
, & (1980). Measuring and assessing organizations. New York: John Wiley.
, , , & (1989). Process of new business creation in different organizational settings. In A.Van de Ven, H.Angle, & M.S.Poole (Eds.), Research on the management of innovation: The Minnesota studies (pp. 221–298). New York: Ballinger/Harper & Row.
, & (1984). The dynamics of interorganizational cooperation. Administrative Science Quarterly, 29598–621. http://dx.doi.org/10.2307/2392941
(1992a). Emergence and development of business interest associations: An example from the Netherlands. Organization Studies, 13521–562. http://dx.doi.org/10.1177/017084069201300402
(1992b). Dimensions and types of policy networks. European Journal of Political Research, 2129–52. http://dx.doi.org/10.1111/j.1475-6765.1992.tb00287.x
(1992). After-marketing: How to keep customers for life through relationship marketing. Homewood, IL: Irwin.
(1992, August 23). When friends turn flack. The Washington Post, p. C5.
(1987). Cooperation between rivals: Informal know-how trading. Research Policy, 16291–302. http://dx.doi.org/10.1016/0048-7333%2887%2990015-1
(1988). The sources of innovation. Oxford: Oxford University Press.
, , & (1990). Golden parachutes: CEOs and the exercise of social influence. Administrative Science Quarterly, 35587–603. http://dx.doi.org/10.2307/2393510
, & (1994). The importance of servicescapes in leisure service settings. Journal of Services Marketing, 866–76. http://dx.doi.org/10.1108/08876049410065624
, & (1991). Means-end chains: Connecting products with self. Journal of Business Research, 22111–118. http://dx.doi.org/10.1016/0148-2963%2891%2990045-Y
, & (1990). Sociocognitive analysis of group decision making among consumers. Journal of Consumer Research, 17245–262. http://dx.doi.org/10.1086/208555
(1967). The interorganizational field as a focus for investigation. Administrative Quarterly, 12396–419. http://dx.doi.org/10.2307/2391312
, , & (1974). The structure of urban reform. Lexington, MA: Lexington Books.
(1985). How to get your first copywriting job. New York: Center for the Advancement of Advertising.
(1987). Conformity of two sociometric relations. Psychometrika, 523–18. http://dx.doi.org/10.1007/BF02293953
, & (1994). Social network analysis. New York: Cambridge University Press.
Wasserman, S., & Galaskiewicz, J. (Eds.). (1994). Advances in social network analysis: Research in the social and behavioral sciences. Thousand Oaks, CA: Sage. http://dx.doi.org/10.4135/9781452243528
, & (1986). Statistical analysis of discrete relational data. British Journal of Mathematical and Statistical Psychology, 3941–64. http://dx.doi.org/10.1111/j.2044-8317.1986.tb00844.x
, & (1988). Sequential social network data. Psychometrika, 53261–282. http://dx.doi.org/10.1007/BF02294137
(1992). The changing role of marketing in the corporation. Journal of Marketing, 561–17. http://dx.doi.org/10.2307/1251983
, & (1972). A general model for understanding organizational buying behavior. Journal of Marketing, 3612–19. http://dx.doi.org/10.2307/1250972
(1987). Transactive memory: A contemporary analysis of the group mind. In B.Mullen & G.A.Goethals (Eds.), Theories of group behavior (pp. 185–208). New York: Springer-Verlag. http://dx.doi.org/10.1007/978-1-4612-4634-3_9
(1988). Structural analysis: From method and metaphor to theory and substance. In B.Wellman & S.D.Berkowitz (Eds.), Social structures: A network approach (pp. 19–61). Cambridge: Cambridge University Press.
Wellman, B., & Berkowitz, S.D. (Eds.). (1988). Social structures: A network approach. Cambridge: Cambridge University Press.
(1985). The environmental psychology of service encounters. In J.A.Czepiel, M.R.Solomon, & C.F.Surprenant (Eds.), The service encounter: managing employee/customer interaction in service businesses (pp. 101–112). Lexington, MA: Lexington Books.
(1980). A rating scale for measuring product/service satisfaction. Journal of Marketing, 4468–72. http://dx.doi.org/10.2307/1251232
(1981). Interorganizational relations: A review of the field. Journal of Higher Education, 521–28. http://dx.doi.org/10.2307/1981150
, & (1979). Organization set size and diversity: People-processing organizations and their environments. Administration and Society, 11251–281. http://dx.doi.org/10.1177/009539977901100301
(1981). Where do markets come from?American Journal of Sociology, 87517–547. http://dx.doi.org/10.1086/227495
(1992). Identity and control. Princeton, NJ: Princeton University Press.
, , & (1976). Social structure from multiple networks. I. blockmodels of roles and positions. American Journal of Sociology, 81730–779. http://dx.doi.org/10.1086/226141
(1990). Eastern Asian enterprise structures and the comparative analysis of business enterprise. Organization Studies, 1147–74. http://dx.doi.org/10.1177/017084069001100105
Whitley, R. (Ed.). (1992). European business systems: Firms and markets in their national contexts. London: Sage.
(1995). Academic knowledge and work jurisdiction in management. Organization Studies, 1681–105. http://dx.doi.org/10.1177/017084069501600105
(1975). Markets and hierarchies. New York: Free Press.
(1985). The economic institution of capitalism. New York: Free Press.
(1981). The economics of organization: The transaction-cost approach. American Journal of Sociology, 87548–577. http://dx.doi.org/10.1086/227496
(1994). Commentary on and 's The markets-as-networks tradition in Sweden. In G.Laurent, G.L.Lilien, & B.Pras (Eds.), Research traditions in marketing (pp. 343–346). London: Croom Helm.
(1995). An integrated model of buyer-seller relationships. Journal of the Academy of Marketing Science, 23336–346. http://dx.doi.org/10.1177/009207039502300414
, & (1994). Understanding the value of a relationship. Asia-Australia Marketing Journal, 255–66. http://dx.doi.org/10.1016/S1320-1646%2894%2970278-1
, & (1991). Buyer-seller relationships: Alternative conceptualizations. In S.J.Paliwoda (Ed.), New perspectives on international marketing (pp. 87–107). New York: Routledge: New York.
, , & (1990). The machine that changed the world. New York: Rawson Associates.
(1992, January 3). Nu Skin to adopt new sales policies in pact with states. Wall Street Journal, p. C17.
(1994). Critical reviews of geographic perspectives on business organizations and the organization of production: Toward a network approach. Progress in Human Geography, 18460–490. http://dx.doi.org/10.1177/030913259401800403
(1992). The role of trust in interorganizational relationships in marketing channels. Unpublished doctoral dissertation, University of New South Wales, Australia.
(1994). A nonhierarchical brand switching model for inferring market structure. European Journal of Operational Research, 76344–358. http://dx.doi.org/10.1016/0377-2217%2894%2990114-7
, & (1993). From transaction cost to transactional value analysis: Implications for the study of interorganizational strategies. Journal of Management Studies, 30 (1), 131–145. http://dx.doi.org/10.1111/j.1467-6486.1993.tb00298.x
(1980). Interorganizational dialectics. Administrative Science Quarterly, 2572–88. http://dx.doi.org/10.2307/2392227
, & (1993). Inferring market structure with aggregate data: A latent segment logit model. Journal of Marketing Research, 30369–379. http://dx.doi.org/10.2307/3172888
(1995). Interorganizational properties and interorganizational perceptual agreement: A model and empirical test in marketing channel relations. Unpublished doctoral dissertation, Northwestern University, Evanston, IL.
Get a 30 day FREE TRIAL
-
Watch videos from a variety of sources bringing classroom topics to life -
Read modern, diverse business cases
-
Explore hundreds of books and reference titles
Read next
More like this
Sage Recommends
We found other relevant content for you on other Sage platforms.
Have you created a personal profile? Login or create a profile so that you can save clips, playlists and searches