A Rules-Based Approach to Competitive Interaction

Thomas, Gloria P.; Soldow, Gary F.

doi:10.1177/002224298805200205

Cited by 20 publications

(10 citation statements)

References 23 publications

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“…One could argue that these organizations are structurally equivalent." This assertion is supported by a broad base of literature that suggests that in many industries, horizontally related firms have access to similar types of information because of common structural linkages through trade associations (Vives 1990), industry-based norms and procedures (Thomas and Soldow 1988), networks of informal knowhow trading (von Hippel 1987), and membership in a common technological community (Powell, Koput, and Smith-Doerr 1996). Not all horizontally related firms share high levels of redundant knowledge.…”

Section: Tie Strength and Alliance Compositionmentioning

confidence: 93%

The Acquisition and Utilization of Information in New Product Alliances: A Strength-of-Ties Perspective

Rindfleisch

Moorman

2001

Journal of Marketing

808

868

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In this article, the authors examine the acquisition and utilization of information in new product alliances. Drawing from research in social network theory with a focus on the strength-of-ties literature, the authors suggest that horizontal alliances have lower levels of relational embeddedness and higher levels of knowledge redundancy than vertical alliances. The authors then suggest that though embeddedness enhances both the acquisition and utilization of information in alliances, redundancy diminishes information acquisition but enhances information utilization. The authors test these ideas using a sample of 106 U.S. firms that recently have participated in new product alliances. Although the results are broadly supportive of the predictions, they are also surprising because they question key underlying assumptions of the strength-of-ties literature. For example, closely tied individual actors are typically assumed to share both high levels of embeddedness and high levels of redundancy, but the present research finds that this assumption does not hold for organizational actors. The authors discuss the implications of these findings specifically for new product alliances and for research on tie strength among organizations in general.

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Section: Tie Strength and Alliance Compositionmentioning

confidence: 93%

The Acquisition and Utilization of Information in New Product Alliances: A Strength-of-Ties Perspective

Rindfleisch

Moorman

2001

Journal of Marketing

808

868

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“…Rule-based fairness, advocated by Thomas and Soldow (1988), further shows that all marketing exchanges are subject to some rules. With the passage of time, these rules get established in practice and act to regulate the behaviour of the parties involved.…”

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

How consumers respond to social norms: an evidence from pay-what-you-want (PWYW) pricing

Narwal

Nayak

2019

JCM

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Purpose This paper aims to investigate consumer behaviour in response to social norms under pay-what-you-want (PWYW) pricing. Specifically, it explores the critical role of social norms such as norm priming and consumer prior trust in the retailer on consumers’ perceived price fairness, trust, willingness to pay, purchase intentions and intentions to spread negative word of mouth about the retailer. Design/methodology/approach Data on dependent measures were collected through the scenario-based online experimental approach and assessed using MANOVA analysis. Findings Results confirm the significance of norms by indicating the critical role of norm belief on consumer responses. Also, increasing the salience of norms by priming them usually intensifies negative behaviour, and pre-existing trust in the retailer serves as an imperfect cushion against consumer negative reactions to norm violation, but this effect is observed to be decreasing with increase in prior trust. Research limitations/implications Further research should consider the contextual (time, place, media) influences and assumptions to increase the generalizability of the findings. Originality/value To the best of the authors’ knowledge, this is the first paper to explicitly examine the effects of social-norm compliance by sellers on consumer behaviour in the context of PWYW pricing.

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“…Perceived violation of the implicit right to respect. A seller’s attitude that does not conform to the rules governing the dyadic relation between buyers and sellers (Thomas and Soldow, 1988), particularly regarding monetary compensation, may be perceived by consumers as a form of non-respect for their status as exchange partners (Maxwell, 2002). In addition to the rules, the notion of respect is inherent to the procedures used by the firm (procedural fairness) and/or to how these procedures are implemented by the employees (interactional fairness) (Ashworth and McShane, 2012).…”

Section: The Ethics Of Odpmentioning

confidence: 99%

Online dynamic pricing and consumer-perceived ethicality: Synthesis and future research

Ayadi

Paraschiv

Rousset

2017

Recherche et Applications en Marketing (English Edition)

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In the era of Big Data, online retailers’ pricing strategies are evolving towards an online dynamic pricing system, which consists in frequent modifications of the prices of goods and services in order to maximize sales and profits. This strategy raises important ethical questions, because consumers end up paying different prices for the same product. The aim of our article is to examine, from the consumer’s point of view, the ethical issues raised by online dynamic pricing. We propose a conceptual framework and a future research agenda with regard to consumers’ perceived ethicality about this strategy.

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A Rules-Based Approach to Competitive Interaction

Cited by 20 publications

References 23 publications

The Acquisition and Utilization of Information in New Product Alliances: A Strength-of-Ties Perspective

The Acquisition and Utilization of Information in New Product Alliances: A Strength-of-Ties Perspective

How consumers respond to social norms: an evidence from pay-what-you-want (PWYW) pricing

Online dynamic pricing and consumer-perceived ethicality: Synthesis and future research

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