Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control

Mohr, Jakki J.; Fisher, Robert J.; Nevin, John R.

doi:10.2307/1251844

Cited by 605 publications

(517 citation statements)

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“…Recent studies also examine importer effectiveness (Nevins and opportunism (Morgan and Hunt 1994), communication (e.g., Mohr and Nevin 1990;Anderson and Weitz 1992;Mohr, Fisher, and Nevin 1996;Zineldin and Jonsson 2000), and environmental volatility (Kim and Oh 2002;Skarmeas et al 2002). Moreover, researchers explore relationship trust and commitment predominantly in developed country contexts (Geyskens, Steenkamp, Scheer, and Kumar 1996;Skarmeas et al 2002).…”

Section: Literature Reviewmentioning

confidence: 99%

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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Section: Literature Reviewmentioning

confidence: 99%

Antecedents of importer relationship performance in Latin America

Bianchi

Saleh

2011

Journal of Business Research

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“…It is therefore necessary to achieve social satisfaction in the relationship. Mohr, Fisher, and Nevin (1996) define retailer's social satisfaction as a positive and affective reaction to the psychosocial elements of the relationship, in a way that its transaction with the manufacturer is filled with fulfillment, satisfaction and ease. A retailer, who perceives satisfaction in a socio-psychological way, shows appreciation for interactions with the supplier and finds satisfaction working with the latter on a personal level.…”

Section: Retailer's Economic Satisfactionmentioning

confidence: 99%

The Impact of Retailer’s Economic and Social Satisfaction on Its Commitment, and the Moderating Effect of Manufacturer Brands’ Strength

Goaill¹,

Perumal²,

Noor³

2014

ASS

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Available literatures have confirmed that there are unstable and complex relationship between manufacturers and large retailers especially in the growing strength of retail organizations in the global context. This study thus examines the impacts of retailer's satisfaction dimensions on its commitment, and the moderating effect of the manufacturer brands' strength on the relationships between retailer's satisfaction dimensions, and its commitment. This quantitative study presents the empirical findings from a survey of 140 large retailers using partial least squares (PLS). The results indicate that retailer's economic and social satisfaction have strong positive influence on retailer's commitment, and surprisingly, the retailer's social satisfaction is more influential on its commitment than retailer's economic satisfaction. The study also found that the strength of manufacturer's brands enhances the relationship between retailer's economic satisfaction and its commitment, but not the relationship between retailer's social satisfaction and its commitment. Theoretical and managerial implications are extracted from these findings.

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“…The success of business relationships over the long run is contingent on the partners' ability to communicate effectively throughout the relationship's duration (Mohr, Fisher and Nevin, 1996), and indeed, effective communication between international business partners may be considered critical for global success (Griffith, 2002). The role of communication in a relationship with a foreign intermediary is somewhat extended compared to a domestic intermediary since the foreign intermediary is generally a more important information source regarding local domestic business factors (Benito et al, 1993;Gripsrud et al, 2006).…”

Section: Communicationmentioning

confidence: 99%

Antecedents and consequences of replacing international independent intermediaries

Nes

2014

European Business Review

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Purpose – What characterizes the relationships with intermediaries that are soon to be replaced, and are the replacements successful? The paper aims to discuss these issues. Design/methodology/approach – The study applies a longitudinal design. The paper conducted a survey among a sample of exporters concerning their relationships with independent intermediaries in terms of trust, commitment, communication, control and two performance variables; financial performance and strategic goal achievement. Five years thereafter the author contacted the same companies again and questioned which independent intermediaries had been replaced in the period. The author then compared the replaced intermediaries with the extended intermediaries before they were replaced and analysed changes in the evaluations of the relationships and of the performance after the replacement. Findings – The relationships with terminated intermediaries that were replaced by sales subsidiary or home-based direct sales were characterized having higher trust, communication and control than extended relationships before replacement. While it may be surprising that these quite successful relationships were terminated, this is in line with internationalization process theories. The replacements, both intermediaries that were replaced by other intermediaries and by sales subsidiary/home-based direct sales, were highly successful in terms of improvement in performance and behavioural relationship variables. Research limitations/implications – The empirical findings are limited by the sample and by data collection from the principal only in the dyadic relations. Practical implications – International independent intermediaries should analyse the likelihood of being replaced by the principal because the relationship or the performance is unsatisfactory, but also because of satisfactory evaluations. Terminations of satisfactory relationships tend to be accompanied by change in operation mode to internal organization. The independent intermediary should in such cases build a defence structure against unwanted termination and/or prepare for buyout. The success of the replacements suggests that international marketers benefit from being proactive in replacing intermediaries with new intermediaries or with a hierarchal entry mode. Originality/value – This is the first study that applies most of these variables from interorganizational relations theory in the study of international independent intermediary replacements. It is also the first to give insight into the consequences of intermediary terminations.

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Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control

Cited by 605 publications

References 0 publications

Antecedents of importer relationship performance in Latin America

Antecedents of importer relationship performance in Latin America

The Impact of Retailer’s Economic and Social Satisfaction on Its Commitment, and the Moderating Effect of Manufacturer Brands’ Strength

Antecedents and consequences of replacing international independent intermediaries

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