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Journal ArticleDOI

Interorganizational Ethical Conflict within Alliances: A Conceptual Framework and Research Propositions

11 Oct 2008-Journal of Business-to-business Marketing (Taylor & Francis Group)-Vol. 15, Iss: 1, pp 1-24
TL;DR: In this article, the impact of organizational culture on strategic alliances has been investigated from an ethical perspective and different types of ethical similarity have been shown to negatively affect the performance of strategic alliances.
Abstract: Differences in organizational culture between alliance partners have consistently been shown to negatively affect the performance of strategic alliances. This paper enriches researchers' and managers' understanding of the impact of organizational culture on alliances by considering ways in which the organizational culture of alliance partners may differ from an ethical perspective. The discussion reveals different ways in which alliance partners may differ with respect to each partner's ethical orientation and level of moral development and how ethical differences between alliance partners can impact alliance performance and important relational outcomes. In addition, the paper also suggests that not all types of ethical similarity are beneficial to alliance performance.
Citations
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Journal ArticleDOI
TL;DR: In this paper, the abstracts of 410 peer-reviewed journal articles connected to ethics in (international) marketing research are explored with software tools, using the freely available VOSviewer softwar...
Abstract: Purpose – The “academic revolution” that has taken place over the past 50-60 years has brought about many opportunities, but also challenges, in the lives of academics. The “publish or perish” phenomenon can be seen as one manifestation of the heated competition among universities for talent and resources. The resulting increase in publications, the decrease in the time academics have to read them, together with editors’ call for more originality, innovation, and meaning in submitted manuscripts lead to two questions. What techniques can help researchers and PhD students to effectively and efficiently navigate through large bodies of literature? What tools and techniques can be used to enhance the foundations for theorising? The purpose of this paper is to answer these two interrelated questions. Design/methodology/approach – The abstracts of 410 peer-reviewed journal articles connected to ethics in (international) marketing research are explored with software tools. The freely available VOSviewer softwar...

85 citations

01 Jan 2016
TL;DR: In this paper, the abstracts of 410 peer-reviewed journal articles connected to ethics in (international) marketing research are explored with software tools such as VOSviewer and NVivo.
Abstract: Purpose - The ?academic revolution? that has taken place over the past 50-60 years has brought about many opportunities, but also challenges, in the lives of academics. The ?publish or perish? phenomenon can be seen as one manifestation of the heated competition among universities for talent and resources. The resulting increase in publications, the decrease in the time academics have to read them, together with editors? call for more originality, innovation, and meaning in submitted manuscripts lead to two questions. What techniques can help researchers and PhD students to effectively and efficiently navigate through large bodies of literature? What tools and techniques can be used to enhance the foundations for theorising? The present paper aims at answering these two interrelated questions. Design/methodology/approach - The abstracts of 410 peer-reviewed journal articles connected to ethics in (international) marketing research are explored with software tools. The freely available VOSviewer software is used to visualise the specified body of literature. NVivo is employed to go deeper and explore specific themes identified through VOSviewer. Findings - 17 clusters were identified, representing the major themes in the selected body of literature. Additionally, a number of research avenues and research questions are presented. Originality/value - The paper contributes by demonstrating how software tools such as VOSviewer and NVivo can be used to explore large bodies of literature and to experiment with research ideas to enhance the foundations for theorising Keywords - VOSviewer, NVivo, theorising, bibliometric maps, marketing, international marketing. Paper type - Research paper

56 citations

Journal ArticleDOI
TL;DR: In this article, the authors investigated an industrial seller's KAM practice from the alignment perspective to develop a comprehensive process model that depicts the important underlying characteristics of focal firm dyadic relationships.
Abstract: Purpose: While extant key account management (KAM) research provide considerable insight into specific aspects of KAM, no studies have yet offered a process model that concurrently addresses the three important characteristics of KAM (i.e., temporality, dyadic interactions, and account heterogeneity). To fill this void, the present research investigates an industrial seller's KAM practice from the alignment perspective to develop a comprehensive process model that depicts the important underlying characteristics of focal firm–key accounts dyadic relationships. Methodology: Employing a case study approach, the present study adopts in-depth interviews with eleven informants involved in four dyadic relationships, respectively. Multiple dyads interviews helped us determine whether the emergent themes are resonant across dyads. On the other hand, cross-dyad analysis helped us identify idiosyncratic KAM treatment among heterogeneous key accounts. Findings: Drawing upon the literature and the field data, this st...

17 citations

01 Jan 2016

10 citations


Cites background from "Interorganizational Ethical Conflic..."

  • ...To achieve financial goals, the leadership might ignore business conduct and ethics rules, compromise product safety, or circumvent procedures to meet a deadline (Boyd & Webb, 2008)....

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Journal ArticleDOI
TL;DR: In this article, a survey of 179 alliance managers was conducted to investigate the interrelationship of alliance experience, alliance supportive culture and alliance performance, and found that experience with alliances leads to better alliance performance when this experience is translated into the organi...
Abstract: Purpose – The aim of this paper is to analyze the way in which organizational culture affects alliance performance. The literature has begun to focus on intra-firm antecedents of alliance success, but so far has mainly focused on structural aspects like the presence of an alliance department. This paper proposes that interrelated processes of sense-making in alliances and sense-making about alliances shape organizational culture to make it more supportive of alliances. Design/methodology/approach – A survey was developed to operationalize an alliance supportive culture construct. Results from 179 alliance managers were analyzed to investigate the inter-relationship of alliance experience, alliance supportive culture and alliance performance. Findings – Alliance supportive culture was found to fully mediate the relationship between alliance experience and performance. This finding suggests that experience with alliances leads to better alliance performance when this experience is translated into the organi...

9 citations

References
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Journal ArticleDOI
TL;DR: Relationship marketing, established, developing, and maintaining successful relational exchanges, constitutes a major shift in marketing theory and practice as mentioned in this paper, after conceptualizing relationship relationships as a set of relationships.
Abstract: Relationship marketing—establishing, developing, and maintaining successful relational exchanges—constitutes a major shift in marketing theory and practice. After conceptualizing relationship marke...

19,920 citations


"Interorganizational Ethical Conflic..." refers background in this paper

  • ...Commitment reflects the perception held by each alliance partner that the relationship should be maintained over time while trust reflects each partner's belief that the other will not act opportunistically in seeking its own self-interest at the expense of the other and that each partner is capable of carrying out its alliance-related activities in an effective manner ( Morgan and Hunt 1994 )....

    [...]

Book
01 Nov 1980
TL;DR: In his book Culture's Consequences, Geert Hofstede proposed four dimensions on which the differences among national cultures can be understood: Individualism, Power Distance, Uncertainty Avoidance and Masculinity as mentioned in this paper.
Abstract: In his bestselling book Culture's Consequences, Geert Hofstede proposed four dimensions on which the differences among national cultures can be understood: Individualism, Power Distance, Uncertainty Avoidance and Masculinity. This volume comprises the first in-depth discussion of the masculinity dimension and how it can help us to understand differences among cultures. The book begins with a general explanation of the masculinity dimension, and discusses how it illuminates broad features of different cultures. The following parts apply the dimension more specifically to gender (and gender identity), sexuality (and sexual behaviour) and religion, probably the most influential variable of all. Hofstede closes the book with a synthesizing statement about cultural values as they are linked to sexuality, gender and religion.

19,826 citations

Book ChapterDOI
01 Mar 2010

18,472 citations


"Interorganizational Ethical Conflic..." refers background in this paper

  • ...Further support for the moral development aspect of organizational culture appears in work by Logsdon and Yuthas (1997) who draw upon work in Stakeholder Theory ( Freeman and Gilbert 1988 ; Freeman 1984 ) in arguing that an organization's level of moral reasoning is reflected in the organization's recognition and actions regarding stakeholders....

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Book
01 Jan 1984
TL;DR: The Stakeholder Approach: 1. Managing in turbulent times 2. The stakeholder concept and strategic management 3. Strategic Management Processes: 4. Setting strategic direction 5. Formulating strategies for stakeholders 6. Implementing and monitoring stakeholder strategies 7. Conflict at the board level 8. The functional disciplines of management 9. The role of the executive as mentioned in this paper.
Abstract: Part I. The Stakeholder Approach: 1. Managing in turbulent times 2. The stakeholder concept and strategic management 3. Stakeholder management: framework and philosophy Part II. Strategic Management Processes: 4. Setting strategic direction 5. Formulating strategies for stakeholders 6. Implementing and monitoring stakeholder strategies Part III. Implications for Theory and Practice: 7. Conflict at the board level 8. The functional disciplines of management 9. The role of the executive.

17,404 citations

Book
01 Jan 1991
TL;DR: In this article, the differences in the way strategists and their followers think are discussed, and practical solutions for those in business to help solve conflict between different groups are proposed, with a focus on how to find common problems which demand cooperation for the solution of these problems.
Abstract: Despite calls for better co-operation between countries and different cultures, there is still confrontation between people, groups and nations. But at the same time they are exposed to common problems which demand cooperation for the solution of these problems. This book helps to understand the differences in the way strategists and their followers think, offering practical solutions for those in business to help solve conflict between different groups.

16,894 citations


"Interorganizational Ethical Conflic..." refers background in this paper

  • ...The national culture of an alliance partner captures the values, norms and beliefs shared by individuals within the home nation-state of the partner while the organizational culture of an alliance partner represents the values, norms, and beliefs shared by individuals within the partner firm ( Desphpande and Webster 1989 ; Hofstede 1997 , 1984 )....

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