Skip to main content
Top

2017 | OriginalPaper | Chapter

The Antecedents of Relationship Phase Affect in Alliances

Author : Muhammad Zafar Yaqub

Published in: Management and Governance of Networks

Publisher: Springer International Publishing

Activate our intelligent search to find suitable subject content or patents.

search-config
loading …

Abstract

The primary aim of this paper is to extend the interfirm exchange relationships’ literature by examining antecedents of the transitions that take place in the life cycles of business relationships. While making an appeal to the relational exchange theory, transaction cost economics, (network) bargaining power theory, and the organizational control model, the author proposes a (theoretical) model that takes an account of the antecedents of changes that take place in the firms’ states of affect during different phases of the development/evolution of their exchange relationships with other firms. It has been theorized that the varying extents of relational governance, relationship quality, interorganizational commitment, relational investments, behavioral uncertainty, bargaining influence, and perceived control affect changes in the affective states of exchange partners across different phases/stages of development/evolution of their exchange relationships. The paper sets an agenda for the future research to regard phases of business relationship life cycle as a (behavioral) outcome construct and explain its antecedents instead of merely considering it as a moderating condition as has been done in the interfirm relationships’ literature in the last few decades.

To get access to this content you need the following product:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

Literature
go back to reference Abreu D (1988) On the theory of infinitely repeated games with discounting. Econometrica 56:383–396CrossRef Abreu D (1988) On the theory of infinitely repeated games with discounting. Econometrica 56:383–396CrossRef
go back to reference Allen NJ, Meyer JP (1990) The measurement and antecedents of affective, continuance and normative commitment to the organization. J Occup Psychol 63(1):1–18CrossRef Allen NJ, Meyer JP (1990) The measurement and antecedents of affective, continuance and normative commitment to the organization. J Occup Psychol 63(1):1–18CrossRef
go back to reference Alstyne MV (1997) The state of network organization: a survey in three frameworks. J Organ Comput 7(3):88–151 Alstyne MV (1997) The state of network organization: a survey in three frameworks. J Organ Comput 7(3):88–151
go back to reference Anderson E, Jap SD (2005) The dark side of close relationships (customers and suppliers relationships). MIT Sloan Manag Rev 46(3):75–82 Anderson E, Jap SD (2005) The dark side of close relationships (customers and suppliers relationships). MIT Sloan Manag Rev 46(3):75–82
go back to reference Anderson E, Weitz BA (1989) Determinants of continuity in conventional industrial channel dyads. Mark Sci 8(4):310–323CrossRef Anderson E, Weitz BA (1989) Determinants of continuity in conventional industrial channel dyads. Mark Sci 8(4):310–323CrossRef
go back to reference Anderson E, Weitz BA (1992) The use of pledges to build and sustain commitment in distribution channels. J Mark Res 29:18–34CrossRef Anderson E, Weitz BA (1992) The use of pledges to build and sustain commitment in distribution channels. J Mark Res 29:18–34CrossRef
go back to reference Ariño A, de la Torré J (1998) Learning from failure: towards an evolutionary view of collaborative ventures. Organ Sci 9(3):306–325CrossRef Ariño A, de la Torré J (1998) Learning from failure: towards an evolutionary view of collaborative ventures. Organ Sci 9(3):306–325CrossRef
go back to reference Axelrod R (1984) The evolution of cooperation. Basic Books, New York Axelrod R (1984) The evolution of cooperation. Basic Books, New York
go back to reference Baker TL, Simpson PM, Siguaw JA (1999) The impact of suppliers’ perceptions of reseller market orientation on key relationship constructs. J Acad Mark Sci 27(1):50–57CrossRef Baker TL, Simpson PM, Siguaw JA (1999) The impact of suppliers’ perceptions of reseller market orientation on key relationship constructs. J Acad Mark Sci 27(1):50–57CrossRef
go back to reference Baldauf A, Cravens DW, Piercy NF (2001) Examining the consequences of sales management control strategies in European field sales organizations. Int Mark Rev 18(5):474–508CrossRef Baldauf A, Cravens DW, Piercy NF (2001) Examining the consequences of sales management control strategies in European field sales organizations. Int Mark Rev 18(5):474–508CrossRef
go back to reference Bercovitz J, Jap SD, Nickerson JA (2006) Antecedents and implications of cooperative exchange norms. Organ Sci 17(6):724–740CrossRef Bercovitz J, Jap SD, Nickerson JA (2006) Antecedents and implications of cooperative exchange norms. Organ Sci 17(6):724–740CrossRef
go back to reference Blau P (1964) Exchange and power in social life. Wiley, New York Blau P (1964) Exchange and power in social life. Wiley, New York
go back to reference Blios KJ, Ivens BS (2006) Measuring relational norms: some methodological issues. Eur J Mark 40(3/4):352–365CrossRef Blios KJ, Ivens BS (2006) Measuring relational norms: some methodological issues. Eur J Mark 40(3/4):352–365CrossRef
go back to reference Blodgett LL (1991) Towards a resource-based theory of bargaining power in international joint ventures. J Glob Mark 5:35–54CrossRef Blodgett LL (1991) Towards a resource-based theory of bargaining power in international joint ventures. J Glob Mark 5:35–54CrossRef
go back to reference Bloemer J, Odekerken-Schroeder G, Kestens L (2003) The impact of need for social affiliation and consumer relationship proneness on behavioral intentions: an empirical study in a hairdresser’s context. J Retail Consum Serv 10(4):231–240CrossRef Bloemer J, Odekerken-Schroeder G, Kestens L (2003) The impact of need for social affiliation and consumer relationship proneness on behavioral intentions: an empirical study in a hairdresser’s context. J Retail Consum Serv 10(4):231–240CrossRef
go back to reference Boddewyn J, Brewer T (1994) International business political behavior: new theoretical directions. Acad Manag Rev 19(1):119–143 Boddewyn J, Brewer T (1994) International business political behavior: new theoretical directions. Acad Manag Rev 19(1):119–143
go back to reference Bonacich P (1987) Power and centrality: a family of measures. Am J Sociol 92(5):1170–1182CrossRef Bonacich P (1987) Power and centrality: a family of measures. Am J Sociol 92(5):1170–1182CrossRef
go back to reference Boyle B, Dwyer RF, Robicheaux RA, Simpson JT (1992) Influence strategies in marketing channels: measures and use in different relationship structures. J Mark Res 29(November):462–473CrossRef Boyle B, Dwyer RF, Robicheaux RA, Simpson JT (1992) Influence strategies in marketing channels: measures and use in different relationship structures. J Mark Res 29(November):462–473CrossRef
go back to reference Brewer T (1992) An issue-area approach to the analysis of MNE-government relations. J Int Bus Stud 23(2):295–309CrossRef Brewer T (1992) An issue-area approach to the analysis of MNE-government relations. J Int Bus Stud 23(2):295–309CrossRef
go back to reference Bueno de Mesquita B (2006) A predictive model of international affairs. In: Bueno de Mesquita B (ed) Principles of international politics. CQ Press, Washington, pp 627–659 Bueno de Mesquita B (2006) A predictive model of international affairs. In: Bueno de Mesquita B (ed) Principles of international politics. CQ Press, Washington, pp 627–659
go back to reference Campion MA, Lord RG (1982) A control systems conceptualization of the goal-setting and changing processes. Organ Behav Hum Resour 30:265–287CrossRef Campion MA, Lord RG (1982) A control systems conceptualization of the goal-setting and changing processes. Organ Behav Hum Resour 30:265–287CrossRef
go back to reference Cannon JP, Achrol RA, Gundlach GT (2000) Contracts, norms, and plural form governance. J Acad Mark Sci 28(2):180–194CrossRef Cannon JP, Achrol RA, Gundlach GT (2000) Contracts, norms, and plural form governance. J Acad Mark Sci 28(2):180–194CrossRef
go back to reference Cardinal LB, Sitkin SB, Long CP (2004) Balancing and rebalancing in the creation and evolution of organizational control. Organ Sci 15(4):411–431CrossRef Cardinal LB, Sitkin SB, Long CP (2004) Balancing and rebalancing in the creation and evolution of organizational control. Organ Sci 15(4):411–431CrossRef
go back to reference Carson SJ, Madhok A, Wu T (2006) Uncertainty, opportunism, and governance: the effects of volatility and ambiguity on formal and relational contracting. Acad Manag J 49(5):1058–1077CrossRef Carson SJ, Madhok A, Wu T (2006) Uncertainty, opportunism, and governance: the effects of volatility and ambiguity on formal and relational contracting. Acad Manag J 49(5):1058–1077CrossRef
go back to reference Carver CS, Scheier MF (1981) Attention and self-regulation: a control-theory approach to human behavior. Springer, NewYorkCrossRef Carver CS, Scheier MF (1981) Attention and self-regulation: a control-theory approach to human behavior. Springer, NewYorkCrossRef
go back to reference Cetinkaya B, Cuthbertson R, Ewer G, Klaas-Wissing T, Piotrowicz W, Tyssen C (2011) Sustainable supply chain management: practical ideas for moving towards best practice. Springer, Berlin/Heidelberg Cetinkaya B, Cuthbertson R, Ewer G, Klaas-Wissing T, Piotrowicz W, Tyssen C (2011) Sustainable supply chain management: practical ideas for moving towards best practice. Springer, Berlin/Heidelberg
go back to reference Chattopadhyay SP (2001) Relationship marketing in an enterprise resource planning environment. Mark Intell Plan 19(2):136–139CrossRef Chattopadhyay SP (2001) Relationship marketing in an enterprise resource planning environment. Mark Intell Plan 19(2):136–139CrossRef
go back to reference Chaturvedi S, Gaur A (2009) A dynamic model of trust and commitment development in strategic alliances. IIMB Manag Rev 21:173–188 Chaturvedi S, Gaur A (2009) A dynamic model of trust and commitment development in strategic alliances. IIMB Manag Rev 21:173–188
go back to reference Chen D, Paik Y, Park S (2010) Control in IJVs: evidence from China. J Int Bus Stud 41(3):526–537CrossRef Chen D, Paik Y, Park S (2010) Control in IJVs: evidence from China. J Int Bus Stud 41(3):526–537CrossRef
go back to reference Choi CB, Beamish PW (2004) Split management control and international joint venture performance. J Int Bus Stud 35(3):201–215CrossRef Choi CB, Beamish PW (2004) Split management control and international joint venture performance. J Int Bus Stud 35(3):201–215CrossRef
go back to reference Choudhury V, Sabherwal R (2003) Portfolios of control in outsourced software development projects. Inf Syst Res 14(3):291–314CrossRef Choudhury V, Sabherwal R (2003) Portfolios of control in outsourced software development projects. Inf Syst Res 14(3):291–314CrossRef
go back to reference Claycomb C, Frankwick GL (2005) The dynamics of buyer perceived costs during a relationship development process: an empirical assessment. J Bus Res 58(12):1662–1671CrossRef Claycomb C, Frankwick GL (2005) The dynamics of buyer perceived costs during a relationship development process: an empirical assessment. J Bus Res 58(12):1662–1671CrossRef
go back to reference Colgate M, Danaher P (2000) Implementing a customer relationship strategy: the asymmetric impact of poor versus excellent execution. J Acad Mark Sci 28(3):373–385CrossRef Colgate M, Danaher P (2000) Implementing a customer relationship strategy: the asymmetric impact of poor versus excellent execution. J Acad Mark Sci 28(3):373–385CrossRef
go back to reference Cooke EF (1999) Control and motivation in sales management through compensation plan. J Mark Theory Pract 7(1):80–83CrossRef Cooke EF (1999) Control and motivation in sales management through compensation plan. J Mark Theory Pract 7(1):80–83CrossRef
go back to reference Crosby LA, Evans KR, Cowels D (1990) Relationship quality in service selling: an interpersonal influence perspective. J Mark 54(3):68–81CrossRef Crosby LA, Evans KR, Cowels D (1990) Relationship quality in service selling: an interpersonal influence perspective. J Mark 54(3):68–81CrossRef
go back to reference Crosby LA, Corner BA, Rieger CG (2009) Breaking up should be hard to do. Mark Manag 18(1):14–17 Crosby LA, Corner BA, Rieger CG (2009) Breaking up should be hard to do. Mark Manag 18(1):14–17
go back to reference Croteau AM, Leger PM, Cassivi L (2008) The role of life cycle concepts in the assessment of interorganizational alignment. Ind Manag Data Syst 108(2):145–161CrossRef Croteau AM, Leger PM, Cassivi L (2008) The role of life cycle concepts in the assessment of interorganizational alignment. Ind Manag Data Syst 108(2):145–161CrossRef
go back to reference Cyert RM, March JG (1963/1992) A behavioral theory of the firm, 2nd edn. Prentice Hall, Englewood Cliffs Cyert RM, March JG (1963/1992) A behavioral theory of the firm, 2nd edn. Prentice Hall, Englewood Cliffs
go back to reference De Wulf K, Odekerken-Schröder G, Iacobucci D (2001) Investments in consumer relationships: a cross-country and cross-industry exploration. J Mark 65(4):33–50CrossRef De Wulf K, Odekerken-Schröder G, Iacobucci D (2001) Investments in consumer relationships: a cross-country and cross-industry exploration. J Mark 65(4):33–50CrossRef
go back to reference Doz YL (1996) The evolution of cooperation in strategic alliances: initial conditions or learning processes? Strateg Manag J 17(1):55–83CrossRef Doz YL (1996) The evolution of cooperation in strategic alliances: initial conditions or learning processes? Strateg Manag J 17(1):55–83CrossRef
go back to reference Dwyer RF, Schurr P, Oh S (1987) Developing buyer-seller relationships. J Mark 51(April):11–27CrossRef Dwyer RF, Schurr P, Oh S (1987) Developing buyer-seller relationships. J Mark 51(April):11–27CrossRef
go back to reference Eden L, Molot MA (2002) Insiders, outsiders, and host country bargains. J Int Manag 8(4):359–388CrossRef Eden L, Molot MA (2002) Insiders, outsiders, and host country bargains. J Int Manag 8(4):359–388CrossRef
go back to reference Eggert A, Ulga W, Schultz F (2006) Value creation in the relationship life cycle: a quasi-longitudinal analysis. Ind Mark Manag 35(1):20CrossRef Eggert A, Ulga W, Schultz F (2006) Value creation in the relationship life cycle: a quasi-longitudinal analysis. Ind Mark Manag 35(1):20CrossRef
go back to reference Eisenhardt KM (1985) Control: organizational and economic approaches. Manag Sci 31(2):134–149CrossRef Eisenhardt KM (1985) Control: organizational and economic approaches. Manag Sci 31(2):134–149CrossRef
go back to reference Emerson RM (1972) “Exchange theory, Part I: a psychological basis for social exchange” and “Exchange theory, Part II: exchange relations and network structures”. In: Berger J, Zelditch M, Anderson B (eds) Sociological theories in progress. Houghton Mifflin, Boston Emerson RM (1972) “Exchange theory, Part I: a psychological basis for social exchange” and “Exchange theory, Part II: exchange relations and network structures”. In: Berger J, Zelditch M, Anderson B (eds) Sociological theories in progress. Houghton Mifflin, Boston
go back to reference Falk A, Kosfeld M (2006) The hidden costs of control. Am Econ Rev 96(5):1611–1630CrossRef Falk A, Kosfeld M (2006) The hidden costs of control. Am Econ Rev 96(5):1611–1630CrossRef
go back to reference Ferguson JR, Paulin M, Möslein KM, Müller C (2005) Relational governance, communication and the performance of biotechnology partnerships. J Small Bus Enterp Dev 12(3):395–408CrossRef Ferguson JR, Paulin M, Möslein KM, Müller C (2005) Relational governance, communication and the performance of biotechnology partnerships. J Small Bus Enterp Dev 12(3):395–408CrossRef
go back to reference Finn A (2005) Reassessing the foundations of customer delights. J Serv Res 8(2):103–116CrossRef Finn A (2005) Reassessing the foundations of customer delights. J Serv Res 8(2):103–116CrossRef
go back to reference Flint DJ, Woodruff RB, Gardial SF (2002) Exploring the phenomenon of customers’ desired value change in business-to-business context. J Mark 66(4):102–117CrossRef Flint DJ, Woodruff RB, Gardial SF (2002) Exploring the phenomenon of customers’ desired value change in business-to-business context. J Mark 66(4):102–117CrossRef
go back to reference Ganesan S (1994) Determinants of long-term orientation in buyer–seller relationships. J Mark 58(2):1–19CrossRef Ganesan S (1994) Determinants of long-term orientation in buyer–seller relationships. J Mark 58(2):1–19CrossRef
go back to reference Garbarino E, Johnson MS (1999) The different roles of satisfaction, trust, and commitment in customer relationships. J Mark 63(2):70–87CrossRef Garbarino E, Johnson MS (1999) The different roles of satisfaction, trust, and commitment in customer relationships. J Mark 63(2):70–87CrossRef
go back to reference Geringer M, Hebert L (1989) Control and performance of international joint ventures. J Int Bus Stud 20(2):235–254CrossRef Geringer M, Hebert L (1989) Control and performance of international joint ventures. J Int Bus Stud 20(2):235–254CrossRef
go back to reference Geyskens I, Steenkamp JEM, Scheer LK, Kumar N (1996) The effects of trust and Interdependence on relationship commitment: a trans-Atlantic study. Int J Res Mark 13(4):303–315CrossRef Geyskens I, Steenkamp JEM, Scheer LK, Kumar N (1996) The effects of trust and Interdependence on relationship commitment: a trans-Atlantic study. Int J Res Mark 13(4):303–315CrossRef
go back to reference Ghosh M, John G (2005) Strategic fit in industrial alliances: an empirical test of governance value analysis. J Mark Res 37(August):346–357CrossRef Ghosh M, John G (2005) Strategic fit in industrial alliances: an empirical test of governance value analysis. J Mark Res 37(August):346–357CrossRef
go back to reference Goles T, Chin WW (2002) Relational exchange theory and IS outsourcing: developing a scale to measure relationship factors. In: Hirschheim R, Heinzl A, Dibbern J (eds) Information systems outsourcing. Springer, Berlin, pp 221–250CrossRef Goles T, Chin WW (2002) Relational exchange theory and IS outsourcing: developing a scale to measure relationship factors. In: Hirschheim R, Heinzl A, Dibbern J (eds) Information systems outsourcing. Springer, Berlin, pp 221–250CrossRef
go back to reference Gourevitch P (1999) The governance problem in international relations. In: Lake DA, Powell R (eds) Strategic choice and international relations. Princeton University Press, Princeton, pp 137–164 Gourevitch P (1999) The governance problem in international relations. In: Lake DA, Powell R (eds) Strategic choice and international relations. Princeton University Press, Princeton, pp 137–164
go back to reference Gruen TW, Summers JO, Acito F (2000) Relationship marketing activities, commitment, and membership behaviors in professional associations. J Mark 64(3):34–49CrossRef Gruen TW, Summers JO, Acito F (2000) Relationship marketing activities, commitment, and membership behaviors in professional associations. J Mark 64(3):34–49CrossRef
go back to reference Gundlach GT, Achrol RS, Mentzer JT (1995) The structure of commitment in exchange. J Mark 59(1):78–92CrossRef Gundlach GT, Achrol RS, Mentzer JT (1995) The structure of commitment in exchange. J Mark 59(1):78–92CrossRef
go back to reference Hafsi T, Kiggundu MN, Jorgensen JJ (1987) Strategic apex configurations in state-owned enterprises. Acad Manag Rev 12(4):714–730 Hafsi T, Kiggundu MN, Jorgensen JJ (1987) Strategic apex configurations in state-owned enterprises. Acad Manag Rev 12(4):714–730
go back to reference Hamel G, Doz YL, and. Prahalad C.K. (1989) Collaborate with your competitors—and win. Harv Bus Rev 67(1):133–139 Hamel G, Doz YL, and. Prahalad C.K. (1989) Collaborate with your competitors—and win. Harv Bus Rev 67(1):133–139
go back to reference Heffernan T (2004) Trust formation in cross-cultural business-to-business relationships. Qual Mark Res 7(2):114–125CrossRef Heffernan T (2004) Trust formation in cross-cultural business-to-business relationships. Qual Mark Res 7(2):114–125CrossRef
go back to reference Heide J, John G (1990) Alliances in industrial purchasing: the determinants of joint action in buyer–supplier relationships. J Mark Res 27(1):24–36CrossRef Heide J, John G (1990) Alliances in industrial purchasing: the determinants of joint action in buyer–supplier relationships. J Mark Res 27(1):24–36CrossRef
go back to reference Henning-Thurau T, Klee A (1997) The impact of customer satisfaction and relationship quality on customer retention: a critical reassessment and model development. Psychol Mark 14(8):737–764CrossRef Henning-Thurau T, Klee A (1997) The impact of customer satisfaction and relationship quality on customer retention: a critical reassessment and model development. Psychol Mark 14(8):737–764CrossRef
go back to reference Henning-Thurau T, Gwinner KP, Gremler DD (2002) Understanding relationship marketing outcomes: an integration of relationship benefits and relationship quality. J Serv Res 4(3):230–247CrossRef Henning-Thurau T, Gwinner KP, Gremler DD (2002) Understanding relationship marketing outcomes: an integration of relationship benefits and relationship quality. J Serv Res 4(3):230–247CrossRef
go back to reference Hess J, Story J (2005) Trust-based commitment: multidimensional consumer-brand relationships. J Consum Mark 22(6):313–322CrossRef Hess J, Story J (2005) Trust-based commitment: multidimensional consumer-brand relationships. J Consum Mark 22(6):313–322CrossRef
go back to reference Hibbard JD, Brunel FF, Dant RP, Iacobucci D (2001) Does relationship marketing age well? Bus Strateg Rev 12(4):29–35CrossRef Hibbard JD, Brunel FF, Dant RP, Iacobucci D (2001) Does relationship marketing age well? Bus Strateg Rev 12(4):29–35CrossRef
go back to reference Hill CWL (1990) Cooperation, opportunism, and the invisible hand: implications for transaction cost theory. Acad Manag Rev 15:500–513 Hill CWL (1990) Cooperation, opportunism, and the invisible hand: implications for transaction cost theory. Acad Manag Rev 15:500–513
go back to reference Holmlund M (2004) Analyzing business relationships and distinguishing different interaction levels. Ind Mark Manag 33(4):279–287CrossRef Holmlund M (2004) Analyzing business relationships and distinguishing different interaction levels. Ind Mark Manag 33(4):279–287CrossRef
go back to reference Hsieh Y, Chie H, Hsu Y (2008) Supplier market orientation and accommodation of the customer in different relationship phases. Ind Mark Manag 37(4):380–393CrossRef Hsieh Y, Chie H, Hsu Y (2008) Supplier market orientation and accommodation of the customer in different relationship phases. Ind Mark Manag 37(4):380–393CrossRef
go back to reference Hwang P (2006) Asset specificity and the fear of exploitation. J Econ Behav Organ 60(3):423–438CrossRef Hwang P (2006) Asset specificity and the fear of exploitation. J Econ Behav Organ 60(3):423–438CrossRef
go back to reference Ivens BS (2004) How relevant are different forms of relational behavior? An empirical test based on Mcneil’s exchange framework. J Bus Ind Mark 19(5):300–309CrossRef Ivens BS (2004) How relevant are different forms of relational behavior? An empirical test based on Mcneil’s exchange framework. J Bus Ind Mark 19(5):300–309CrossRef
go back to reference Ivens BS (2006) Norm-based relational behaviors: is there an underlying dimensional structure. J Bus Ind Mark 21(2):9–105 Ivens BS (2006) Norm-based relational behaviors: is there an underlying dimensional structure. J Bus Ind Mark 21(2):9–105
go back to reference Jap SD (2001) The strategic role of the sales force in developing customer satisfaction across the relationship lifecycle. J Pers Sell Sales Manag 21(2):95–108 Jap SD (2001) The strategic role of the sales force in developing customer satisfaction across the relationship lifecycle. J Pers Sell Sales Manag 21(2):95–108
go back to reference Jap SD, Anderson E (2007) Testing a life-cycle theory of cooperative inter-organizational relationships: movement across stages and performance. Manag Sci 53(2):260–275CrossRef Jap SD, Anderson E (2007) Testing a life-cycle theory of cooperative inter-organizational relationships: movement across stages and performance. Manag Sci 53(2):260–275CrossRef
go back to reference Jap SD, Ganesan S (2000) Control mechanism and the relationship life cycle: implications for safeguarding specific investments and developing commitment. J Mark Res 37(2):227–245CrossRef Jap SD, Ganesan S (2000) Control mechanism and the relationship life cycle: implications for safeguarding specific investments and developing commitment. J Mark Res 37(2):227–245CrossRef
go back to reference Jap SD, Manolis C, Weitz BA (1999) Relationship quality and buyer-seller interactions in channels of distribution. J Bus Res 46(3):303–313CrossRef Jap SD, Manolis C, Weitz BA (1999) Relationship quality and buyer-seller interactions in channels of distribution. J Bus Res 46(3):303–313CrossRef
go back to reference John G, Weitz BA (1988) Forward integration into distribution: an empirical test of transaction cost analysis. J Law Econ Organ 4:337–355 John G, Weitz BA (1988) Forward integration into distribution: an empirical test of transaction cost analysis. J Law Econ Organ 4:337–355
go back to reference Johnson MD, Selnes F (2004) Customer portfolio management: toward a dynamic theory of exchange relationships. J Mark 68(2):1–17CrossRef Johnson MD, Selnes F (2004) Customer portfolio management: toward a dynamic theory of exchange relationships. J Mark 68(2):1–17CrossRef
go back to reference Joshi AW, Stump RL (1999) Transaction cost analysis: integration of recent refinements and empirical test. J Bus-to-Bus Mark 5:37–71CrossRef Joshi AW, Stump RL (1999) Transaction cost analysis: integration of recent refinements and empirical test. J Bus-to-Bus Mark 5:37–71CrossRef
go back to reference Kamminga PE, Van der Meer-Kooistra J (2007) Management control patterns in joint venture relationships: a model and an exploratory study. Acc Organ Soc 32:131–154CrossRef Kamminga PE, Van der Meer-Kooistra J (2007) Management control patterns in joint venture relationships: a model and an exploratory study. Acc Organ Soc 32:131–154CrossRef
go back to reference Kaufman PJ, Stern LW (1988) Relational exchange norms, perceptions of unfairness, and retained hostility in commercial litigation. J Confl Resolut 32(3):534–552CrossRef Kaufman PJ, Stern LW (1988) Relational exchange norms, perceptions of unfairness, and retained hostility in commercial litigation. J Confl Resolut 32(3):534–552CrossRef
go back to reference Kirsch LJ (1996) The management of complex tasks in organizations: controlling the systems development process. Organ Sci 7(1):1–21CrossRef Kirsch LJ (1996) The management of complex tasks in organizations: controlling the systems development process. Organ Sci 7(1):1–21CrossRef
go back to reference Kirsch LJ (1997) Portfolios of control modes and IS project management. Inf Syst Res 8(3):215–239CrossRef Kirsch LJ (1997) Portfolios of control modes and IS project management. Inf Syst Res 8(3):215–239CrossRef
go back to reference Kirsch LJ (2004) Deploying common systems globally: the dynamics of control. Inf Syst Res 15(4):374–395CrossRef Kirsch LJ (2004) Deploying common systems globally: the dynamics of control. Inf Syst Res 15(4):374–395CrossRef
go back to reference Knoke D (1990) Political networks: the structural perspective. Cambridge University Press, CambridgeCrossRef Knoke D (1990) Political networks: the structural perspective. Cambridge University Press, CambridgeCrossRef
go back to reference Koza MP, Lewin AY (1998) The co-evolution of strategic alliances. Organ Sci 9(3):255–264CrossRef Koza MP, Lewin AY (1998) The co-evolution of strategic alliances. Organ Sci 9(3):255–264CrossRef
go back to reference Krishnan R, Martin X, Noorderhaven NG (2006) When does trust matter to alliance performance. Acad Manag J 49(5):894–917CrossRef Krishnan R, Martin X, Noorderhaven NG (2006) When does trust matter to alliance performance. Acad Manag J 49(5):894–917CrossRef
go back to reference Larson A (1992) Network dyads in entrepreneurial settings: a study of the governance of exchange relationships. Adm Sci Q 37(1):76–104CrossRef Larson A (1992) Network dyads in entrepreneurial settings: a study of the governance of exchange relationships. Adm Sci Q 37(1):76–104CrossRef
go back to reference Lazonick W, O’Sullivan M (1996) Organization, finance, and international competition. Ind Corp Chang 5(1):1–49CrossRef Lazonick W, O’Sullivan M (1996) Organization, finance, and international competition. Ind Corp Chang 5(1):1–49CrossRef
go back to reference Lazzarini SJ, Miller GJ, Zenger TR (2008) Dealing with the Paradox of embeddedness: the role of contracts and trust in facilitating movement out of committed relationships. Organ Sci 19(5):709–728CrossRef Lazzarini SJ, Miller GJ, Zenger TR (2008) Dealing with the Paradox of embeddedness: the role of contracts and trust in facilitating movement out of committed relationships. Organ Sci 19(5):709–728CrossRef
go back to reference Leuthesser L (1997) Supplier relational behavior: an empirical assessment. Ind Mark Manag 26(3):245–254CrossRef Leuthesser L (1997) Supplier relational behavior: an empirical assessment. Ind Mark Manag 26(3):245–254CrossRef
go back to reference Lord RG, Hanges PJ (1987) A control system model of organizational motivation: theoretical and applied implications. Behav Sci 32:161–178CrossRef Lord RG, Hanges PJ (1987) A control system model of organizational motivation: theoretical and applied implications. Behav Sci 32:161–178CrossRef
go back to reference Luthans F (2006) Organizational behaviour. McGraw-Hill, New York Luthans F (2006) Organizational behaviour. McGraw-Hill, New York
go back to reference Macneil IR (1978) Contracts: adjustment of long-term economic relations under classical, neo-classical, and relational contract law. Northwest Univ Law Rev 72(6):854–905 Macneil IR (1978) Contracts: adjustment of long-term economic relations under classical, neo-classical, and relational contract law. Northwest Univ Law Rev 72(6):854–905
go back to reference Macneil IR (1980) The new social contract. Yale University Press, New Haven Macneil IR (1980) The new social contract. Yale University Press, New Haven
go back to reference Mahon J, Heugens P, Lamertz K (2004) Social networks and non-market strategy. J Public Aff 4(2):170–189CrossRef Mahon J, Heugens P, Lamertz K (2004) Social networks and non-market strategy. J Public Aff 4(2):170–189CrossRef
go back to reference McDonald GW (1981) Structural exchange and marital interaction. J Marriage Fam 43:825–839CrossRef McDonald GW (1981) Structural exchange and marital interaction. J Marriage Fam 43:825–839CrossRef
go back to reference Medlin CJ (2004) Interaction in business relationships: a time perspective. Ind Mark Manag 33(2):185–193CrossRef Medlin CJ (2004) Interaction in business relationships: a time perspective. Ind Mark Manag 33(2):185–193CrossRef
go back to reference Mohr JI, Spekman RE (1994) Characteristics of partnership success: partnership attributes, communication behavior and conflict resolution techniques. Strateg Manag J 57(1):135–152CrossRef Mohr JI, Spekman RE (1994) Characteristics of partnership success: partnership attributes, communication behavior and conflict resolution techniques. Strateg Manag J 57(1):135–152CrossRef
go back to reference Moorman C, Zaltman G, Deshpande R (1992) Relationships between providers and users of market research: dynamics of trust within and between organizations. J Mark Res 29(8):314–328CrossRef Moorman C, Zaltman G, Deshpande R (1992) Relationships between providers and users of market research: dynamics of trust within and between organizations. J Mark Res 29(8):314–328CrossRef
go back to reference Morgan RM, Hunt SD (1994) The commitment-trust theory of relationship marketing. J Mark 58(3):20–38CrossRef Morgan RM, Hunt SD (1994) The commitment-trust theory of relationship marketing. J Mark 58(3):20–38CrossRef
go back to reference Nebus J, Rufin C (2010) Extending the bargaining power model: explaining bargaining outcomes among nations, MNEs and NGOs. J Int Bus Stud 41:996–1015CrossRef Nebus J, Rufin C (2010) Extending the bargaining power model: explaining bargaining outcomes among nations, MNEs and NGOs. J Int Bus Stud 41:996–1015CrossRef
go back to reference Noordewier T, John G, Nevin J (1990) Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. J Mark 54:80–93CrossRef Noordewier T, John G, Nevin J (1990) Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. J Mark 54:80–93CrossRef
go back to reference Ouchi W (1977) The relationship between organizational structure and organizational control. Adm Sci Q 22:95–113CrossRef Ouchi W (1977) The relationship between organizational structure and organizational control. Adm Sci Q 22:95–113CrossRef
go back to reference Ouchi W (1979) A conceptual framework for the design of organizational control mechanisms. Manag Sci 25:833–848CrossRef Ouchi W (1979) A conceptual framework for the design of organizational control mechanisms. Manag Sci 25:833–848CrossRef
go back to reference Paine LS (1995) Managing for organizational integrity. Harv Bus Rev 72(2):106–117 Paine LS (1995) Managing for organizational integrity. Harv Bus Rev 72(2):106–117
go back to reference Palmatier RW, Dant RP, Grewal D, Evans KR (2006) Factors influencing the effectiveness of relationship marketing: a meta-analysis. J Mark 70(4):136–153CrossRef Palmatier RW, Dant RP, Grewal D, Evans KR (2006) Factors influencing the effectiveness of relationship marketing: a meta-analysis. J Mark 70(4):136–153CrossRef
go back to reference Palmatier RW, Dant RP, Grewal D (2007) A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. J Mark 71(4):172–194CrossRef Palmatier RW, Dant RP, Grewal D (2007) A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. J Mark 71(4):172–194CrossRef
go back to reference Park SH, Ungson G (2001) Inter-firm rivalry and managerial complexity: a conceptual framework of alliance failure. Organ Sci 12(1):37–53CrossRef Park SH, Ungson G (2001) Inter-firm rivalry and managerial complexity: a conceptual framework of alliance failure. Organ Sci 12(1):37–53CrossRef
go back to reference Parkhe A (1993) The structure of strategic alliances: a game-theoretic and transaction cost examination on the dissolution of joint ventures. Acad Manag J 40(2):279–307CrossRef Parkhe A (1993) The structure of strategic alliances: a game-theoretic and transaction cost examination on the dissolution of joint ventures. Acad Manag J 40(2):279–307CrossRef
go back to reference Paulin M, Ferguson RJ, Salazar AMA (1999) External effectiveness of service management: a study of business-to-business relationships in Mexico, Canada and the USA. Int J Serv Ind Manag 10(5):409–429CrossRef Paulin M, Ferguson RJ, Salazar AMA (1999) External effectiveness of service management: a study of business-to-business relationships in Mexico, Canada and the USA. Int J Serv Ind Manag 10(5):409–429CrossRef
go back to reference Powell WW, Koput K, Smith-Doer L (1996) Interorganizational collaboration and the locus of innovation: networks of learning in biotechnology. Adm Sci Q 41:115–145CrossRef Powell WW, Koput K, Smith-Doer L (1996) Interorganizational collaboration and the locus of innovation: networks of learning in biotechnology. Adm Sci Q 41:115–145CrossRef
go back to reference Rajaobelina L, Bergeron J (2009) Antecedents and consequences of buyer-seller relationship quality in the financial services industry. Int J Bank Mark 27(5):359–380CrossRef Rajaobelina L, Bergeron J (2009) Antecedents and consequences of buyer-seller relationship quality in the financial services industry. Int J Bank Mark 27(5):359–380CrossRef
go back to reference Ramamurti R (2001) The obsolescing ‘bargain model’? MNC-host developing country relations revisited. J Int Bus Stud 32(1):23–39CrossRef Ramamurti R (2001) The obsolescing ‘bargain model’? MNC-host developing country relations revisited. J Int Bus Stud 32(1):23–39CrossRef
go back to reference Redendo YP, Fierro JJC (2006) Moderating effect of relationship life cycle in long-term orientation of firm-supplier relationships: an empirical study in the Spanish context. J Glob Mark 19(3/4):63–91CrossRef Redendo YP, Fierro JJC (2006) Moderating effect of relationship life cycle in long-term orientation of firm-supplier relationships: an empirical study in the Spanish context. J Glob Mark 19(3/4):63–91CrossRef
go back to reference Reve T, Stern LW (1976) The relationship between interorganizational form, transaction climate and economic performance in vertical interfirm dyads. In: Pellergrini L, Reddy S (eds) Marketing channels: relationships and performance. Lexington Books, Lexington, pp 75–102 Reve T, Stern LW (1976) The relationship between interorganizational form, transaction climate and economic performance in vertical interfirm dyads. In: Pellergrini L, Reddy S (eds) Marketing channels: relationships and performance. Lexington Books, Lexington, pp 75–102
go back to reference Ring PS, Van de Ven AH (1992) Structuring cooperative relationships between organizations. Strateg Manag J 13(7):483–498CrossRef Ring PS, Van de Ven AH (1992) Structuring cooperative relationships between organizations. Strateg Manag J 13(7):483–498CrossRef
go back to reference Ring PS, Van de Ven AH (1994) Developmental processes of cooperative interorganizational relationships. Acad Manag Rev 19(1):90–118 Ring PS, Van de Ven AH (1994) Developmental processes of cooperative interorganizational relationships. Acad Manag Rev 19(1):90–118
go back to reference Roehrich G, Spencer R, Valette-Florence P (2002) The nature of relationship atmosphere and links with the value of relationships: the case of Europe and Asia. In: Proceedings from the 18th IMP conference in Perth, Australia Roehrich G, Spencer R, Valette-Florence P (2002) The nature of relationship atmosphere and links with the value of relationships: the case of Europe and Asia. In: Proceedings from the 18th IMP conference in Perth, Australia
go back to reference Rousseau DM, Sitkin SB, Burt RS, Camerer C (1998) Not so different after all: a cross-discipline view of trust. Acad Manag Rev 23:393–404CrossRef Rousseau DM, Sitkin SB, Burt RS, Camerer C (1998) Not so different after all: a cross-discipline view of trust. Acad Manag Rev 23:393–404CrossRef
go back to reference Rustagi S, King WR, Kirsch LJ (2008) Predictors of formal control usage in IT outsourcing partnerships. Inf Syst Res 19(2):126–143CrossRef Rustagi S, King WR, Kirsch LJ (2008) Predictors of formal control usage in IT outsourcing partnerships. Inf Syst Res 19(2):126–143CrossRef
go back to reference Ryu S, Park JE, Min S (2007) Factors of determining long-term orientation in interfirm relationships. J Bus Res 60(12):1225–1233CrossRef Ryu S, Park JE, Min S (2007) Factors of determining long-term orientation in interfirm relationships. J Bus Res 60(12):1225–1233CrossRef
go back to reference Sacconi L (2007) Incomplete contracts and corporate ethics: a game theoretical model under fuzzy information. In: Caffagi F, Nicita A, Pagano U (eds) Legal orderings and economic institutions. Routledge, London Sacconi L (2007) Incomplete contracts and corporate ethics: a game theoretical model under fuzzy information. In: Caffagi F, Nicita A, Pagano U (eds) Legal orderings and economic institutions. Routledge, London
go back to reference Schul PL, Taylor EL, William MP (1985) Channel climate: its impact on channel members’ satisfaction. J Retail 61(2):9–38 Schul PL, Taylor EL, William MP (1985) Channel climate: its impact on channel members’ satisfaction. J Retail 61(2):9–38
go back to reference Selnes F (1998) Antecedents and consequences of trust and satisfaction in buyer–seller relationships. Eur J Mark 32(3/4):305–322CrossRef Selnes F (1998) Antecedents and consequences of trust and satisfaction in buyer–seller relationships. Eur J Mark 32(3/4):305–322CrossRef
go back to reference Seppänen R, Blomqvist K, Sundqvist S (2007) Measuring inter-organizational trust: a critical review of the empirical research in 1990–2003. Ind Mark Manag 36:249–265CrossRef Seppänen R, Blomqvist K, Sundqvist S (2007) Measuring inter-organizational trust: a critical review of the empirical research in 1990–2003. Ind Mark Manag 36:249–265CrossRef
go back to reference Skarmeas D, Katsikeas CS, Schlegelmilch BB (2002) Drivers of commitment and its impact on performance in cross-cultural buyers-seller relationships: the importer’s perspective. J Int Bus Stud 33(4):757–783CrossRef Skarmeas D, Katsikeas CS, Schlegelmilch BB (2002) Drivers of commitment and its impact on performance in cross-cultural buyers-seller relationships: the importer’s perspective. J Int Bus Stud 33(4):757–783CrossRef
go back to reference Spekman RE (1988) Strategic supplier selection: understanding long-term buyer. Bus Horiz 31(4):75–81CrossRef Spekman RE (1988) Strategic supplier selection: understanding long-term buyer. Bus Horiz 31(4):75–81CrossRef
go back to reference Spekman RE, Kamauff JW, Myhr N (1998) An empirical investigation into supply chain management: a perspective on partnerships. Supply Chain Manag 3(2):53–67CrossRef Spekman RE, Kamauff JW, Myhr N (1998) An empirical investigation into supply chain management: a perspective on partnerships. Supply Chain Manag 3(2):53–67CrossRef
go back to reference Steensma HK, Lyles ML (2000) Explaining IJV survival in a transitional economy through social exchange and knowledge-based perspectives. Strateg Manag J 21:831–851CrossRef Steensma HK, Lyles ML (2000) Explaining IJV survival in a transitional economy through social exchange and knowledge-based perspectives. Strateg Manag J 21:831–851CrossRef
go back to reference Storbacka K, Strandvik T, Grönroos C (1994) Managing customer relationships for profit: the dynamics of relationship quality. Int J Serv Ind Manag 5(5):21–38CrossRef Storbacka K, Strandvik T, Grönroos C (1994) Managing customer relationships for profit: the dynamics of relationship quality. Int J Serv Ind Manag 5(5):21–38CrossRef
go back to reference Sun H (2010) Transferring attributes of e-commerce systems into business benefits: a relationship quality perspective. J Electron Commer Res 11(2):92–109 Sun H (2010) Transferring attributes of e-commerce systems into business benefits: a relationship quality perspective. J Electron Commer Res 11(2):92–109
go back to reference Sutcliffe KM, Zaheer A (1998) Uncertainty in the transaction environment: an empirical test. Strateg Manag J 19(1):1–23CrossRef Sutcliffe KM, Zaheer A (1998) Uncertainty in the transaction environment: an empirical test. Strateg Manag J 19(1):1–23CrossRef
go back to reference Turner KL, Makhija MV (2006) The role of organizational controls in managing knowledge. Acad Manag Rev 31(1):197–217CrossRef Turner KL, Makhija MV (2006) The role of organizational controls in managing knowledge. Acad Manag Rev 31(1):197–217CrossRef
go back to reference Ulaga W, Eggert A (2006) Relationship value and relationship quality: broadening the nomological network of business-to-business relationships. Eur J Mark 40(3/4):311–327CrossRef Ulaga W, Eggert A (2006) Relationship value and relationship quality: broadening the nomological network of business-to-business relationships. Eur J Mark 40(3/4):311–327CrossRef
go back to reference Ural T (2007) The antecedents and consequences of relationship quality according to stages of the relationship between exporters and importers. Probl Perspect Manag 5(3):111–138 Ural T (2007) The antecedents and consequences of relationship quality according to stages of the relationship between exporters and importers. Probl Perspect Manag 5(3):111–138
go back to reference Verbeke A, Greidanus NS (2009) The end of the opportunism vs trust debate: bounded reliability as a new envelope concept in research on MNE governance. J Int Bus Stud 40(9):1471–1495CrossRef Verbeke A, Greidanus NS (2009) The end of the opportunism vs trust debate: bounded reliability as a new envelope concept in research on MNE governance. J Int Bus Stud 40(9):1471–1495CrossRef
go back to reference Verhoef PC, Franses PH, Hoekstra JC (2002) The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: does age of relationship matter? J Acad Mark Sci 30(3):202–216CrossRef Verhoef PC, Franses PH, Hoekstra JC (2002) The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: does age of relationship matter? J Acad Mark Sci 30(3):202–216CrossRef
go back to reference Voss KE, Johnson JL, Culln JB, Sakano T, Takenouchi H (2006) Relational exchange in US-Japanese marketing strategic alliances. Int Mark Rev 23(6):610–635CrossRef Voss KE, Johnson JL, Culln JB, Sakano T, Takenouchi H (2006) Relational exchange in US-Japanese marketing strategic alliances. Int Mark Rev 23(6):610–635CrossRef
go back to reference Walter A, Muller T, Helfert G, Ritter T (2003) Functions of industrial supplier relationships and their impact on relationship quality. Ind Mark Manag 32(2):159–169CrossRef Walter A, Muller T, Helfert G, Ritter T (2003) Functions of industrial supplier relationships and their impact on relationship quality. Ind Mark Manag 32(2):159–169CrossRef
go back to reference Wang Q, Li JJ, Ross WT, Craighead CW (2012) The interplay of drivers and deterrents of opportunism in buyer-supplier relationships. J Acad Mark Sci 41(1):111–131CrossRef Wang Q, Li JJ, Ross WT, Craighead CW (2012) The interplay of drivers and deterrents of opportunism in buyer-supplier relationships. J Acad Mark Sci 41(1):111–131CrossRef
go back to reference Wathne KH, Heide JB (2000) Opportunism in interfirm relationships: forms, outcomes, and solutions. J Mark 64(3):36–51CrossRef Wathne KH, Heide JB (2000) Opportunism in interfirm relationships: forms, outcomes, and solutions. J Mark 64(3):36–51CrossRef
go back to reference Williamson OE (1975) Markets and hierarchies: analysis and antitrust implications. The Free Press, New York Williamson OE (1975) Markets and hierarchies: analysis and antitrust implications. The Free Press, New York
go back to reference Williamson OE (1979) Transaction-cost economics: the governance of contractual relations. J Law Econ 22(2):233–261CrossRef Williamson OE (1979) Transaction-cost economics: the governance of contractual relations. J Law Econ 22(2):233–261CrossRef
go back to reference Williamson OE (1985) The economic institutions of capitalism. The Free Press, New York Williamson OE (1985) The economic institutions of capitalism. The Free Press, New York
go back to reference Wilson DT (1995) An integrated model of buyer-seller relationships. J Acad Mark Sci 23(4):335–345CrossRef Wilson DT (1995) An integrated model of buyer-seller relationships. J Acad Mark Sci 23(4):335–345CrossRef
go back to reference Windsperger J, Kocsis E, Rosta M (2009) Exploring the relationship between decision and ownership rights in joint ventures: evidence from Hungarian joint ventures. Int Stud Manag Organ 39:43–59CrossRef Windsperger J, Kocsis E, Rosta M (2009) Exploring the relationship between decision and ownership rights in joint ventures: evidence from Hungarian joint ventures. Int Stud Manag Organ 39:43–59CrossRef
go back to reference Wong A, Sohal A (2002) An examination of the relationship between trust, commitment and relationship quality. Int J Retail Distrib Manag 30(1):34–50CrossRef Wong A, Sohal A (2002) An examination of the relationship between trust, commitment and relationship quality. Int J Retail Distrib Manag 30(1):34–50CrossRef
go back to reference Woo GK, Cha Y (2002) Antecedents and consequences of relationship quality in hotel industry. Int J Hosp Manag 21(4):321–338CrossRef Woo GK, Cha Y (2002) Antecedents and consequences of relationship quality in hotel industry. Int J Hosp Manag 21(4):321–338CrossRef
go back to reference Wray B, Palmer A, Bejou D (1994) Using neural network analysis to evaluate buyer–seller relationships. Eur J Mark 28(10):32–48CrossRef Wray B, Palmer A, Bejou D (1994) Using neural network analysis to evaluate buyer–seller relationships. Eur J Mark 28(10):32–48CrossRef
go back to reference Xu D, Meyer KE (2013) Linking theory and context: strategy research in emerging markets after Wright et al. (2005). J Manag Stud 50(7):1322–1346 Xu D, Meyer KE (2013) Linking theory and context: strategy research in emerging markets after Wright et al. (2005). J Manag Stud 50(7):1322–1346
go back to reference Yadong L (2007) An integrated anti-opportunism system in international exchange. J Int Bus Stud 38:855–877CrossRef Yadong L (2007) An integrated anti-opportunism system in international exchange. J Int Bus Stud 38:855–877CrossRef
go back to reference Yadong L, Shenkar O, Nyaw M-K (2001) A dual parent perspective on control and performance in international joint ventures. J Int Bus Stud 32(1):41–58CrossRef Yadong L, Shenkar O, Nyaw M-K (2001) A dual parent perspective on control and performance in international joint ventures. J Int Bus Stud 32(1):41–58CrossRef
go back to reference Yan A, Gray B (1994) Bargaining power, management control, and performance in US China joint ventures: a comparative case study. Acad Manag J 37:1478–1517CrossRef Yan A, Gray B (1994) Bargaining power, management control, and performance in US China joint ventures: a comparative case study. Acad Manag J 37:1478–1517CrossRef
go back to reference Yan A, Gray B (2001) Antecedents and effects of parent control in international joint ventures. J Manag Stud 38:393–416CrossRef Yan A, Gray B (2001) Antecedents and effects of parent control in international joint ventures. J Manag Stud 38:393–416CrossRef
go back to reference Yaqub MZ (2009) The antecedents, consequences, and control of opportunistic behavior in strategic networks. J Bus Econ Res 7(2):15–31 Yaqub MZ (2009) The antecedents, consequences, and control of opportunistic behavior in strategic networks. J Bus Econ Res 7(2):15–31
go back to reference Yaqub M (2013a) The impact of relational norms on key relational outcomes in supplier–buyer relationships. In: Ehrman T, Windsperger J, Cliquet G, Hendrikse G (eds) Network governance: alliances, cooperatives and franchise chains. Springer, Heidelberg, pp 51–72CrossRef Yaqub M (2013a) The impact of relational norms on key relational outcomes in supplier–buyer relationships. In: Ehrman T, Windsperger J, Cliquet G, Hendrikse G (eds) Network governance: alliances, cooperatives and franchise chains. Springer, Heidelberg, pp 51–72CrossRef
go back to reference Yaqub MZ (2013b) Value enhancement through value creating relational investments in inter-firm relationships: the moderating role of leverage potential and relational polygamy. Manag Decis Econ 34(3–5):328–346CrossRef Yaqub MZ (2013b) Value enhancement through value creating relational investments in inter-firm relationships: the moderating role of leverage potential and relational polygamy. Manag Decis Econ 34(3–5):328–346CrossRef
go back to reference Yaqub MZ, Hussain D (2013) How do the relational investments affect relational outcomes? J Appl Bus Res 29(2):433–442CrossRef Yaqub MZ, Hussain D (2013) How do the relational investments affect relational outcomes? J Appl Bus Res 29(2):433–442CrossRef
go back to reference Yaqub MZ, Vetschera R (2011) The efficacy of relational governance and value-creating relational investments in revenue-enhancement in downstream networks. In: Hendrikse G, Tunnanen M, Windsperger J, Cliquet G (eds) New developments in the theory of networks: franchising, alliances and cooperatives. Springer, Berlin Yaqub MZ, Vetschera R (2011) The efficacy of relational governance and value-creating relational investments in revenue-enhancement in downstream networks. In: Hendrikse G, Tunnanen M, Windsperger J, Cliquet G (eds) New developments in the theory of networks: franchising, alliances and cooperatives. Springer, Berlin
go back to reference Yaqub MZ, Yaqub RMS, Nazar MS (2010) Dynamics of motivation in strategic networks. Eur J Econ Finance Adm Sci 19:28–33 Yaqub MZ, Yaqub RMS, Nazar MS (2010) Dynamics of motivation in strategic networks. Eur J Econ Finance Adm Sci 19:28–33
go back to reference Zaheer A, Venkatraman N (1995) Relational governance as an organizational strategy: an empirical test of the role of trust in economic exchange. Strateg Manag J 16(5):373–392CrossRef Zaheer A, Venkatraman N (1995) Relational governance as an organizational strategy: an empirical test of the role of trust in economic exchange. Strateg Manag J 16(5):373–392CrossRef
go back to reference Zhang C, Cavusgil ST, Roath A (2003) Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market? J Int Bus Stud 34(6):550–566CrossRef Zhang C, Cavusgil ST, Roath A (2003) Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market? J Int Bus Stud 34(6):550–566CrossRef
go back to reference Zhou KZ, Poppo L (2010) Exchange hazards, relational reliability, and contracts in China: the contingent role of legal enforceability. J Int Bus Stud 41(5):861–881CrossRef Zhou KZ, Poppo L (2010) Exchange hazards, relational reliability, and contracts in China: the contingent role of legal enforceability. J Int Bus Stud 41(5):861–881CrossRef
go back to reference Zineldin M (1996) Bank-corporate client “partnership” relationship: benefits and life cycle. Int J Bank Mark 14(3):14–22CrossRef Zineldin M (1996) Bank-corporate client “partnership” relationship: benefits and life cycle. Int J Bank Mark 14(3):14–22CrossRef
go back to reference Zineldin M (2002) Developing and managing a romantic business relationship: life cycle and strategies. Manag Audit J 17(9):546–558CrossRef Zineldin M (2002) Developing and managing a romantic business relationship: life cycle and strategies. Manag Audit J 17(9):546–558CrossRef
Metadata
Title
The Antecedents of Relationship Phase Affect in Alliances
Author
Muhammad Zafar Yaqub
Copyright Year
2017
DOI
https://doi.org/10.1007/978-3-319-57276-5_15

Premium Partner