The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships

Smith, J. Brock; Barclay, Donald W.

doi:10.2307/1252186

Cited by 880 publications

(641 citation statements)

References 59 publications

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“…Because our study had a relatively small sample size (n = 202), we adopted PLS as the tool to analyze the path coefficients. In addition, PLS can be used to evaluate both the reliability and validity of the theoretical constructs, as well as examine the latent variables as the extracted linear combinations of the observed measures [93].…”

Section: Data Analysis and Resultsmentioning

confidence: 99%

Effects of Green Innovation on Environmental and Corporate Performance: A Stakeholder Perspective

2015

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"Going green" has become an important environmental issue in contemporary business practice worldwide. This study examined the influence of a number of factors on green innovation and the consequences in terms of performance. The stakeholder theory was adopted to observe the effects of each stakeholder on the green innovation practices of companies and to determine how green innovation practices influence environmental and business performance. A research model with eight hypotheses was proposed to determine the associations between the variables of interest. An empirical survey was conducted of 202 Taiwanese service and manufacturing companies. The survey found that pressure from competitors and the government, along with employee conduct, all had significant and positive effects on green innovation practices. Additionally, a moderating effect of innovation orientation existed only in the relationship between green product innovation practices and employee conduct. This study not only provides a systematic way to analyze the effects of green innovation practices but also suggests the best means for companies to adopt green innovation practices.

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Section: Data Analysis and Resultsmentioning

confidence: 99%

Effects of Green Innovation on Environmental and Corporate Performance: A Stakeholder Perspective

2015

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“…Previous research identifies that trust and commitment between partners play a fundamental role in buyer-seller relationship success (Gundlach et al 1995;Smith and Barclay 1997). Accordingly, this study attempts to add to extant knowledge by examining a new research context to validate the effects of the four antecedents of importer trust and commitment in enhancing relationship performance.…”

Section: Theoretical Implicationsmentioning

confidence: 92%

Antecedents of importer relationship performance in Latin America

Bianchi

Saleh

2011

Journal of Business Research

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Emerging market importers are increasingly engaging in relationships with foreign suppliers.Nevertheless, characteristics of the institutional and cultural environment of countries may affect relationship behavior. Furthermore, research on relationship marketing primarily focuses on the marketing activities of exporters from developed countries and much less attention is paid to the import side of the exchange process. Thus, the objective of this study is to empirically examine importer relationship performance in a Latin American context. This article proposes and tests a conceptual model that includes the antecedents and outcomes of trust and commitment with a survey of Chilean importers. The model uses confirmatory factor analysis (CFA) to develop the construct measures and structural equation modeling (SEM) to test the model. The findings of this study contribute to a better understanding of the driving forces of trust and commitment and their influence on importing firms' performance in an emerging market context.

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“…Several scholars and researchers have recently enriched our literature with relevant relationship marketing concepts and constructs. These include such constructs as trust, commitment, interdependence, interactions, shared values, power imbalance, adaptation, and mutual satisfaction [Gundlach, Cadotte 1994;Morgan, Hunt 1994;Kumar, Scheer, Steenkamp 1995;Lusch, Brown 1996;Doney, Cannon 1997;Smith, Barclay 1997] [Iacobucci, Hopkins 1992;Anderson, Håkansson, Johansson 1994] uses the social network theory to trace how relationships are developed among multiple actors and how relationship ties are strengthened through networks. Bagozzi [1995] makes a case for more conceptual models to understand the nature of group influence on relationship marketing.…”

Section: Evolution Process Of Relationshipmentioning

confidence: 99%

“…These include issues related to channel relationships [Robicheaux, Coleman 1994;Weitz, Jap 1995El-Ansary 1997; business-to-business marketing [Dwyer, Schurr, Oh 1987;Hallen, Johanson, SeyedMohamed 1991;Wilson 1995;Keep, Hollander, Dickinson 1998]; sales management [Smith, Barclay 1997;Boorom, Goolsby, Ramsey 1998]; services marketing [Berry 1983;Crosby, Stephens 1987;Crosby, Evans, Cowles 1990;Grönroos 1995;Gwinner, Gremler, Bitner 1998]; and consumer marketing [Gruen 1995;Sheth, Parvatiyar 1995a;Kahn 1998;Simonin, Ruth 1998]. Marketing scholars interested in strategic marketing have studied the alliance and strategic partnering aspects of relationship marketing [Sheth, Parvatiyar 1992;Bucklin, Sengupta 1993;Vardarajan, Cunningham 1995].…”

Section: The Domain Of Relationship Marketing Researchmentioning

confidence: 99%

The Conceptual Foundations of Relationship Marketing: Review and Synthesis

2015

Journal of Economic Sociology

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The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships

Cited by 880 publications

References 59 publications

Effects of Green Innovation on Environmental and Corporate Performance: A Stakeholder Perspective

Effects of Green Innovation on Environmental and Corporate Performance: A Stakeholder Perspective

Antecedents of importer relationship performance in Latin America

The Conceptual Foundations of Relationship Marketing: Review and Synthesis

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