Collaborative B2B sales partnerships in supply chainsan integrative framework of social and action alignment

Referencias bibliográficas

• Alexander, E. R. (1995). How organizations act together: Interorganizational coordination in theory and practice. Amsterdam: Gordon and Breach
• Arli, D., Bauer, C., & Palmatier, R. W. (2018). Relational selling: Past, present and future. Industrial Marketing Management, 69, 169–184. https://doi.org/10.1016/j. indmarman.2017.07.018
• Baker, G., Gibbons, R., & Murphy, K. J. (2002). Relational contracts and the theory of the firm. Quarterly Journal of Economics, 117(1), 39–84. https://www.jstor.org/stable/ 2696482.
• Berry, L. L. (1983). Relationship marketing. In L. L. Berry, G. L. Shostack, & U. Gregory (Eds.), Emerging perspectives in services marketing (pp. 25–28). Chicago: American Marketing Association.
• Camarinha-Matos, L. M., & Afsarmanesh, H. (2006). Collaborative networks: Value creation in a knowledge industry. In Proceedings of PROLAMAT, IFIP International Conference on Knowledge Enterprise – New Challenges.
• Camerer, C., & Knez, M. (1996). Coordination, organizational boundaries and fads in business practices. Industrial and Corporate Change, 5, 89–112. https://doi.org/ 10.1093/icc/5.1.89
• Camerer, C., & Knez, M. (1997). Coordination in organizations: A game theoretic perspective. Shapira (Ed.) organizational decision making (pp. 158–188). Cambridge, UK: Cambridge University Press.
• Chen, Z., Huang, Y., & Sternquist, B. (2011). Guanxi practice and Chinese buyer–supplier relationships: The buyer’s perspective. Industrial Marketing Management, 40(4), 569–580. https://doi.org/10.1016/j.indmarman.2010.12.013
• Colvin, A. J. S., & Boswell, W. R. (2007). The problem of action and interest alignment: Beyond job requirements and incentive compensation. Human Resource Management Review, 17(1), 38–51. https://doi.org/10.1016/j.hrmr.2006.11.003
• Corsten, D., & Felde, J. (2005). Exploring the performance effects of key-supplier collaboration: An empirical investigation into Swiss buyer-supplier relationships. International Journal of Physical Distribution & Logistics Management, 35(6), 445–461. https://doi.org/10.1108/09600030510611666
• Das, T. K., & Teng, B.-S. (1998). Between trust and control: Developing confidence in partner cooperation in alliances. Academy of Management Review, 23(3), 491–512. https://doi.org/10.5465/amr.1998.926623
• Day, G. S. (2000). Managing market relationships. Journal of the Academy of Marketing Science, 28(1), 24–30. https://doi.org/10.1177/0092070300281003
• Di Benedetto, C. A., Lindgreen, A., Storgaard, M., & Clarke, A. H. (2019). How to collaborate really well with practitioners. Industrial Marketing Management, 82, 1–8. https://doi.org/10.1016/j.indmarman.2019.08.001
• Ferro, C., Padin, C., Svensson, G., & Payan, J. (2016). Trust and commitment as mediators between economic and non-economic satisfaction in manufacturer- supplier relationships. Journal of Business & Industrial Marketing, 31(1), 13–23. https://doi.org/10.1108/JBIM-03-2019-0118
• Field, J. M., & Meile, L. C. (2008). Supplier relations and supply chain performance in financial services processes. International Journal of Operation & Production Management, 282(2), 185–206. https://doi.org/10.1108/01443570810846892
• Fill, C., & Fill, K. (2005). Business-to-business marketing: Relationships, systems and communications. Financial times. Harlow: Prentice Hall.
• Foss, N. J. (2001). Leadership, beliefs and coordination: An explorative discussion. Industrial and Corporate Change, 10(2), 357–388. https://doi.org/10.1093/icc/ 10.2.357
• Gassenheimer, J. B., & Ramsey, R. (1994). The impact of dependence on dealer satisfaction: A comparison of reseller-supplier relationships. Journal of Retailing, 70 (3), 253–266. https://doi.org/10.1016/0022-4359(94)90035-3
• Geyskens, I., & Steenkamp, J. E. M. (2000). Economic and social satisfaction: Measurement and relevance to marketing channel relationships. Journal of Retailing, 76(1), 11–32. https://doi.org/10.1016/S0022-4359(99)00021-4
• Geyskens, I., Steenkamp, J. E. M., & Kumar, N. (1999). A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research, 36(2), 223–239. https://doi.org/10.2307/3152095
• Gligor, D., Bozkurt, S., G¨ olgeci, I., & Maloni, M. J. (2020). Does supply chain agility create customer value and satisfaction for loyal B2B business and B2C end- customers? International Journal of Physical Distribution & Logistics Management, 50(7/ 8), 721–743. https://doi.org/10.1108/IJPDLM-01-2020-0004
• Grandori, A. (1997). An organizational assessment of interfirm coordination modes. Organization Studies, 18(6), 897–925. https://doi.org/10.1177/ 017084069701800601
• Grandori, A., & Soda, G. (1995). Inter-firm networks: Antecedents, mechanisms and forms. Organization Studies, 16(2), 183–214. https://doi.org/10.1177/ 017084069501600201
• Guan, J.-L., Lee, T.-R., Otero-Neira, C., Svensson, G., & Høgevold, N. (2022). Action and social alignment constituents of collaboration in business relationships: Buyer and seller perspectives. Journal of Relationship Marketing, 21(3), 194–225. https://doi. org/10.1080/15332667.2021.1933876
• Guiltinan, J., Rejab, I., & Rodgers, W. (1980). Factors influencing coordination in a franchise channel. Journal of Retailing, 56(3), 41–58.
• Gulati, R., Lawrence, P. R., & Puranam, P. (2005). Adaptation in vertical relationships: Beyond incentive conflict. Strategic Management Journal, 26(5).https://doi.org/415- 440.10.1002/smj.458
• Gulati, R., Wohlgezogen, F., & Zhelyazkov, P. (2012). The two facets of collaboration: Cooperation and coordination in strategic alliances. Academy of Management Annals, 6(1), 531–583. http://nrs.harvard.edu/urn-3:HUL.InstRepos:10996795.
• Ha, J. B., Karande, K., & Singhapakdi, A. (2004). Importers’ relationship with exporters: Does culture matter? International Marketing Review, 21(4/5), 447–461. https://doi. org/10.1108/02651330410547135
• Hair, J. F., Black, W. C., Babin, B. J., Anderson, R. E., & Tatham, R. L. (2006). Multivariate data analysis (6th Ed). Upper Saddle River, NJ: Pearson Prentice Hall.
• Heide, J. B., & John, G. (1988). The Role of dependence balancing in safeguarding transaction-specific assets in conventional channels. Journal of Marketing, 52(1), 20–35. https://doi.org/10.1177/002224298805200103
• Høgevold, N., Svensson, G., & Otero-Neira, C. (2020b). Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: A sales perspective. Journal of Business & Industrial Marketing, 35(11), 1685–1700. https://doi.org/10.1108/JBIM-03-2019-0118
• Høgevold, N. M., Svensson, G., Mostert, P., & Zietsman, M. L. (2020a). Continuity, coordination and cooperation as mediators between economic and non-economic satisfaction – A sales perspective. Journal of Business Economics and Management, 21 (6), 1752–1773. https://doi.org/10.3846/jbem.2020.13506
• Høgevold, N. M., Svensson, G., & Otero-Neira, C. (2019). Validating action and social alignment constituents of collaboration in business relationships: A sales perspective. Marketing Intelligence & Planning, 37(7), 721–740. https://doi.org/10.1108/MIP-12- 2018-0577
• Homburg, C., Artz, M., & Wieseke, J. (2012). Marketing performance measurement systems: Does comprehensiveness really improve performance? Journal of Marketing, 76(3), 56–77. https://doi.org/10.1509/jm.09.0487
• Jöreskog, K. G., & S¨orbom, D. (1976). LISREL III: Estimation of linear structural equations systems by maximum likelihood methods. Chicago: National Educational Resources.
• Kale, P., & Singh, H. (2009). Managing strategic alliances: What do we know now, and where do we go from here? Academy of Management Perspectives, 23(3), 45–62. https://doi.org/10.5465/amp.2009.43479263
• Kanter, R. M. (1994). Collaborative advantage: The art of alliances. Harvard Business Review, 72(4), 96–108.
• Knez, M., & Camerer, C. (2000). Increasing cooperation in prisoner’s dilemmas by establishing a precedent of efficiency in coordination games. Organizational Behavior and Human Decision Processes, 82(2), 194–216. https://doi.org/10.1006/ obhd.2000.2882
• Kumar, S., & Seth, A. (1998). The design of coordination and control mechanisms for managing joint venture-parent relationships. Strategic Management Journal, 19, 579–599. https://doi.org/10.1002/(SICI)1097-0266(199806)19:6<579::AID- SMJ959>3.0.CO;2-8
• Labovitz, G., & Rosansky, V. (1997). The power of alignment: How great companies stay centered and accomplish extraordinary things. New York, NY: John Wiley & Sons, Inc. Lambert, D. M. (2009). Customer relationship management as a business process. Journal of Business & Industrial Marketing, 25(1), 4–17. https://doi.org/10.1108/ 08858621011009119
• Marqui, A. C., de Moura, K. S., & Alcantara, R. L. C. (2013). Collaborative supply chain: A conceptual model for operationalization. International Journal of Management and Decision Making, 12(3), 195–214. https://doi.org/10.1504/IJMDM.2013.056458
• Martin, J. H., & Grbac, B. (2003). Using supply chain management to leverage a firm’s market orientation. Industrial Marketing Management, 32(1), 25–38. https://doi.org/ 10.1016/S0019-8501(01)00192-4
• Morgan, R. M. (2000). Relationship marketing and marketing strategy: The evolution of relationship marketing strategy within the organization. In J. Sheth, & A. Parvatiyar (Eds.), Handbook of relationship marketing (pp. 71–87). Thousand Oaks, CA: SAGE Publications.
• Mpinganjira, M., Roberts-Lombard, M., & Svensson, G. (2017). Validating the relationship between trust, commitment, economic and non-economic satisfaction in South African buyer-supplier relationships. Journal of Business-to-Business Marketing, 32(3), 421–431. https://doi.org/10.1108/JBIM-04-2015-0073
• Nurdin, N., Stockadale, R., & Scheepers, H. (2014). Coordination and cooperation in e- government: An Indonesian local e-government case. The Electronic Journal of Information Systems in Developing Countries, 61(3), 1–21. https://doi.org/10.1002/ j.1681-4835.2014.tb00432.x
• Palmatier, R. W. (2008). Relevant knowledge series: Relationship marketing. Cambridge, Massachusetts: Marketing Science Institute.
• Payan, J. M. (2007). A review and delineation of cooperation and coordination in marketing channels. European Business Review, 19(3), 216–233. https://doi.org/ 10.1108/09555340710746473
• Payan, J. M., Padín, C., Ferro, C., & Svensson, G. (2019). Action and social alignment components of collaboration in SME business relationships. Journal of Small Business & Entrepreneurship, 31(6), 463–481. https://doi.org/10.1080/ 08276331.2018.1459014
• Payan, J. M., & Svensson, G. (2007). Cooperation, coordination, and specific assets in interorganizational relationships. Journal of Marketing Management, 23(7/8), 797–812. https://doi.org/10.1362/026725707×230045
• Prahinski, C., & Benton, W. C. (2004). Supplier evaluations: Communication strategies to improve supplier performance. Journal of Operations Management, 22(1), 39–62. https://doi.org/10.1016/j.jom.2003.12.005
• Roberts-Lombard, M., Mpinganjira, M., & Svensson, G. (2019). The antecedents and postcedents of satisfaction in business-to-business relationships in South Africa. South African Journal of Business Management, 50(1), 1–11. https://doi.org/10.4102/ sajbm.v50i1.212
• Rodríguez del Bosque Rodríguez, I., Collado Agudo, J., & San Martin Guti´ errez, H. (2006). Determinants of economic and social satisfaction in manufacturer–distributor relationships. Industrial Marketing Management, 35(6), 666–675. https://doi.org/10.1016/j.indmarman.2005.05.006
• Sanzo, M. J., Santos, M. L., V´ asquez, R., & ´ Alvarez, L. I. (2003). The effect of market orientation on buyer-seller relationship satisfaction. Industrial Marketing Management, 32(4), 327–345. https://doi.org/10.1016/S0019-8501(01)00200-0
• Sarmah, S. P., Acharya, D., & Goyal, S. K. (2006). Buyer vendor coordination models in supply chain management. European Journal of Operational Research, 175(1), 1–15. https://doi.org/10.1016/j.ejor.2005.08.006
• Scherpereel, C. M. (2006). Alignment: The duality of decision problems. Management Decision, 44(9), 1258–1276. https://doi.org/10.1108/00251740610707721
• Sheth, J. N., Gardner, D. M., & Garrett, D. E. (1988). Marketing theory: Evolution and evaluation. New York, NY: Wiley.
• Skarmeas, D., Katsikeas, C. S., Spyropoulou, S., & Salehi-Sangari, E. (2008). Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products. Industrial Marketing Management, 37(1), 23–36. https://doi.org/10.1016/j.indmarman.2007.04.004
• Skinner, S. J., Gassenheimer, J. B., & Kelley, S. W. (1992). Cooperation in supplier-dealer relations. Journal of Retailing, 68(2), 174–193.
• Spekman, R., & Davis, E. W. (2016). The extended enterprise: A decade later. International Journal of Physical Distribution & Logistics Management, 46(1), 43–61. https://doi.org/10.1108/IJPDLM-07-2015-0164
• Svensson, G., & Mysen, T. (2011). A construct of META-RELQUAL: Measurement model and theory testing. Baltic Journal of Management, 6(2), 227–244. https://doi.org/ 10.1108/17465261111131820
• Ting, S.-C. (2011). The role of justice in determining relationship quality. Journal of Relationship Marketing, 10(2), 57–75. https://doi.org/10.1080/ 15332667.2011.577732
• Viio, P., & Gronroos, C. (2014). Value-based sales process adaptation in business relationships. Industrial Marketing Management, 43(6), 1085–1095. https://doi.org/ 10.1016/j.indmarman.2014.05.022
• Walz, A. M. (2009). The definition, creation, and evolution of buyer-seller relationships. LSU Doctoral Dissertations. No., 3751. https://digitalcommons.lsu.edu/gradschool _dissertations/3751.
• Zacharia, Z. G., Nix, N. W., & Lusch, R. F. (2011). Capabilities that enhance outcomes of an episodic supply chain collaboration. Journal of Operations Management, 29(6), 591–603. https://doi.org/10.1016/j.jom.2011.02.001