Poisoning Relationships: Perceived Unfairness in Channels of Distribution:
TL;DR: This article showed that perceived unfairness truly acts as relationship poison by directly damaging relationships, aggravating the negative effects of both conflict and opportunism, and undermining the benefits of using contracts to manage channel relationships.
Abstract: Understanding how relationships are damaged is a critical component in building and preserving strong distribution channels. Using longitudinal data from a Fortune 500 firm and its channel members, this research shows that perceived unfairness truly acts as “relationship poison” by directly damaging relationships, aggravating the negative effects of both conflict and opportunism, and undermining the benefits of using contracts to manage channel relationships. Surprisingly, at low levels of perceived unfairness, conflict and opportunism have small or even insignificant effects on channel member outcomes, which implies that research investigating the negative impact of conflict and opportunism on exchange outcomes may need reevaluation because these effects are contingent and may vary depending on the levels of perceived unfairness. In addition, the findings support the premise that using contracts to manage channel relationships represents a double-edged sword that suppresses the negative effects ...
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TL;DR: The use of resource-based theory (RBT) in marketing research has increased by more than 500% in the past decade, which suggests its importance as a framework for explaining and predicting competitive advantages and performance outcomes as discussed by the authors.
Abstract: The use of resource-based theory (RBT) in marketing research has increased by more than 500% in the past decade, which suggests its importance as a framework for explaining and predicting competitive advantages and performance outcomes. This article provides a comprehensive review of RBT, including a contemporary definitional foundation for relevant terms and assumptions and a synthesis of empirical findings from marketing literature. This multidimensional analysis of RBT also evaluates extant marketing research according to four perspectives: the marketing domains that use RBT, the characteristics and uses of market-based resources that differentiate it from other research contexts, the extension of RBT to the “marketing exchange” as a unit of analysis, and the connection of RBT to related theories. This analysis also reveals some common pitfalls associated with prior research, offers tentative guidelines on how to improve the use of RBT in marketing, and suggests research directions to advance the theorization and empirical testing of RBT in the future.
538 citations
Cites background from "Poisoning Relationships: Perceived ..."
...…researchers in marketing are beginning to apply RBT to customer–seller dyads and interfirm relationships to explain the effect of exchange-level resources on exchange performance and detail the contingent factors that affect this linkage (Jap 1999; Palmatier et al. 2013: Samaha et al. 2011)....
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TL;DR: The use of resource-based theory (RBT) in marketing has increased by more than 500% in the past decade, which suggests its importance as a framework for explaining and predicting competitive advantages and per-formance outcomes as discussed by the authors.
Abstract: The use of resource-based theory (RBT) in mar- keting research has increased by more than 500% in the past decade, which suggests its importance as a framework for explaining and predicting competitive advantages and per- formance outcomes. This article provides a comprehensive review of RBT, including a contemporary definitional foun- dation for relevant terms and assumptions and a synthesis of empirical findings from marketing literature. This multidi- mensional analysis of RBT also evaluates extant marketing research according to four perspectives: the marketing domains that use RBT, the characteristics and uses of market-based resources that differentiate it from other re- search contexts, the extension of RBT to the "marketing exchange" as a unit of analysis, and the connection of RBT to related theories. This analysis also reveals some common pitfalls associated with prior research, offers tentative guide- lines on how to improve the use of RBT in marketing, and suggests research directions to advance the theorization and empirical testing of RBT in the future.
463 citations
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TL;DR: This article devises an S-D orientation, specified as a portfolio of six strategic capabilities, namely individuated, relational, ethical, empowered, developmental, and concerted interaction capability, which constitute a cocreation capability.
Abstract: Service-dominant (S-D) logic can function as a strategic business logic that portrays creating superior value in conjunction with—rather than for—customers as a source of competitive advantage for ...
306 citations
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TL;DR: In this paper, a new form of social contract is outlined, capable in her view of providing security and a fuller home life for the ordinary men and women of Great Britain within the framework of our democratic constitution, and without destroying or even greatly altering the present organization of industry, finance, and the machinery of government.
Abstract: Abstract“SOMETHING to Look Forward To” is the title of an ingenious pamphlet by Lady Rhys Williams in which a new form of social contract is outlined, capable in her view of providing security and a fuller home life for the ordinary men and women of Great Britain “within the framework of our democratic constitution, and without destroying or even greatly altering the present organization of industry, finance, and the machinery of Government”, She does not agree with those who maintain that economic security for the worker is only possible subject to the nationalization of the chief sources of production. If it can be proved that, under private enterprise and the profit motive, the system which has prevailed and made Great Britain relatively rich in the past, it is possible to preserve liberty and to banish want, then it would be unwise, argues Lady Williams, to scrap this old system and substitute a new one which at best is bound to be a gamble. She offers such a proof and supports it with statistics. While it is possible to check her arithmetic-one error may be noted in the total under A(4) on p. 40- the fundamental figures on which her estimates of cost are based are given in the form of averages and it is not clear how these have been determined.
238 citations
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TL;DR: A review of the literature reveals that the theoretical underpinnings of the majority of loyalty program research rest on psychological mechanisms from three specific domains (status, habit, and relational) as mentioned in this paper.
224 citations
References
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TL;DR: The dynamic capabilities framework as mentioned in this paper analyzes the sources and methods of wealth creation and capture by private enterprise firms operating in environments of rapid technological change, and suggests that private wealth creation in regimes of rapid technology change depends in large measure on honing intemal technological, organizational, and managerial processes inside the firm.
Abstract: The dynamic capabilities framework analyzes the sources and methods of wealth creation and capture by private enterprise firms operating in environments of rapid technological change. The competitive advantage of firms is seen as resting on distinctive processes (ways of coordinating and combining), shaped by the firm's (specific) asset positions (such as the firm's portfolio of difftcult-to- trade knowledge assets and complementary assets), and the evolution path(s) it has aflopted or inherited. The importance of path dependencies is amplified where conditions of increasing retums exist. Whether and how a firm's competitive advantage is eroded depends on the stability of market demand, and the ease of replicability (expanding intemally) and imitatability (replication by competitors). If correct, the framework suggests that private wealth creation in regimes of rapid technological change depends in large measure on honing intemal technological, organizational, and managerial processes inside the firm. In short, identifying new opportunities and organizing effectively and efficiently to embrace them are generally more fundamental to private wealth creation than is strategizing, if by strategizing one means engaging in business conduct that keeps competitors off balance, raises rival's costs, and excludes new entrants. © 1997 by John Wiley & Sons, Ltd.
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03 Mar 1992TL;DR: The Logic of Hierarchical Linear Models (LMLM) as discussed by the authors is a general framework for estimating and hypothesis testing for hierarchical linear models, and it has been used in many applications.
Abstract: Introduction The Logic of Hierarchical Linear Models Principles of Estimation and Hypothesis Testing for Hierarchical Linear Models An Illustration Applications in Organizational Research Applications in the Study of Individual Change Applications in Meta-Analysis and Other Cases Where Level-1 Variances are Known Three-Level Models Assessing the Adequacy of Hierarchical Models Technical Appendix
23,126 citations
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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
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TL;DR: This chapter discusses Hierarchical Linear Models in Applications, Applications in Organizational Research, and Applications in the Study of Individual Change Applications in Meta-Analysis and Other Cases Where Level-1 Variances are Known.
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TL;DR: The Economic Institutions of Capitalism as mentioned in this paper is a seminal work in the field of economic institutions of capitalism. Journal of Economic Issues: Vol. 21, No. 1, pp. 528-530.
Abstract: (1987). The Economic Institutions of Capitalism. Journal of Economic Issues: Vol. 21, No. 1, pp. 528-530.
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