Proposal of a social alliance success model from a relationship marketing perspective: A meta-analytical study of the theoretical foundations

Barroso-Méndez, María Jesús; Casquet, Clementina Galera

doi:10.1016/j.brq.2014.09.002

Cited by 26 publications

(31 citation statements)

References 81 publications

(141 reference statements)

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“…Chang et al (2015) concur and state that a relationship marketing approach to the management of relationships is founded on an all-inclusive approach, encompassing mutual understanding, mutual respect, a feeling of joy, and satisfaction for all parties to the relationship. Therefore, when a seller and a buyer consider a relational approach toward the building of long-term relationships, it becomes increasingly important to understand the level of commitment, trust, power, opportunistic behavior, and communication of both parties before a relationship is initiated or a long-term orientation is considered (Barroso-Méndez, Galera-Casquet, and Valero-Amaro 2015). Relationship marketing is therefore a strategy that is designed to foster a long-term commitment between parties and is founded on the creation of mutually beneficial value exchange (Badi, Wang, and Pryke 2017).…”

Section: Theories Grounding the Studymentioning

confidence: 99%

Opportunism and conflict as precursors of non-economic and economic satisfaction outcomes in seller–customer business relationships

Høgevold

Svensson

Roberts-Lombard

2020

Journal of Business-to-Business Marketing

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Purpose:The study explores a seller's perspective of the influence of opportunism and conflict, which are negatively loaded constructs, on non-economic satisfaction as a positively loaded construct. It further established the influence of non-economic satisfaction on economic satisfaction as a positively loaded construct from a sales perspective in a supplier-business relationship. Design/methodology/approach: The study followed a quantitative and exploratory approach. Respondents (sales or marketing managers/directors or key account managers) were asked to identify one main business customer with whom they had interacted in the last year. In addition, respondents were further required to keep the selected customer in mind when answering the questionnaire. Consequently, all 213 but one (one non-response bias) surveys were used in the data analysis. A 5-point Likert-type scale was used to determine the degree to which respondents agreed or disagreed with the items provided in the questionnaire relating to opportunism, conflict, noneconomic satisfaction and economic satisfaction in seller-business relationships. The SPSS/Amos 24.0 software was used to conduct the multivariate analysis in two phases. Phase one comprised a confirmatory factor analysis, while phase 2 comprised structural equation modeling. Confirmatory factor analysis was used to assess the measurement properties of each construct, while structural equation modeling was applied to evaluate the hypothesized relationships in the precursor and outcome research model. Findings: The findings show that in seller-business relationships, sellers are of the opinion that buyer opportunism and the existence of conflict do affect a seller's non-economic satisfaction directly, which in turn affects the economic satisfaction of seller-business relationships. Sellers further indicated a positive seller-business relationship can stimulate a long-term partnership if both opportunism and conflict are negatively related to non-economic satisfaction and noneconomic satisfaction relates positively to economic satisfaction. Research implications:The study makes a practical contribution through an improved understanding of a seller's perspective on how opportunism relates to conflict, how these two precursors influence non-economic satisfaction and how the latter relates to economic satisfaction in a sellerbusiness relationship environment. An improved understanding of a sellers perspective of the variables under study, can potentially stimulate a long-term partnership if both a seller and a buyer are in agreement that opportunism and conflict are negatively related to non-economic satisfaction and non-economic satisfaction relates positively to economic satisfaction.In terms of the theoretical contribution this study explores a seller's perspective in business relationships to validate whether the findings reported in previous studies based on buyer business relationships applies to seller-business relationships. This study therefore contributes to broaden the relevance of...

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Section: Theories Grounding the Studymentioning

confidence: 99%

Opportunism and conflict as precursors of non-economic and economic satisfaction outcomes in seller–customer business relationships

Høgevold

Svensson

Roberts-Lombard

2020

Journal of Business-to-Business Marketing

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“…Particularly, Bennett et al [42] have noted that one of the factors that influences effective knowledge transfer in BNPP is credibility of the source (the degree to which it is perceived as expert, reputable and trustworthy). Similarly, the meta-analysis developed by Barroso-Méndez et al [43] of a model of success for BNPP shows a strong positive effect of trust on relationship learning.…”

Section: The Effects Of the Process Of Learning And Empowerment On Comentioning

confidence: 79%

Lights and Shadows of Business-Nonprofit Partnerships: The Role of Nonprofit Learning and Empowerment in this Ethical Puzzle

2017

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Business-nonprofit partnerships have gained increased relevance in the context of the evolution of corporate social responsibility strategies and the existence of extremely complex societal and environmental challenges. However, these collaborations are also associated with important ethical concerns. Under such a scenario, this study attempts to shed light on the effects of high value-added partnerships-i.e., those characterized by a process of nonprofit empowerment-on two potential risks of business-nonprofit partnerships: co-optation and loss of personnel's identification with the nonprofit's social mission. Based on a two-step survey to a representative sample of Spanish nonprofits involved in social partnerships with firms, results reveal the existence of a mixed influence in both cases, positive and negative. Several implications for practitioners are drawn, specifically about how firms and nonprofits can reduce the negative ethical consequences of partnering.

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“…Since the arrival of social media and online networking, the importance of entrepreneurial networking has signi cantly increased. Entrepreneurial networks have received signi cant importance in the management research (Barroso-Méndez, Galera-Casquet, & Valero-Amaro, 2015). For getting better performance, entrepreneurial orientation (Cho & Lee, 2018) and entrepreneurial networks, both are considered to have a signi cant impact.…”

Section: Introductionmentioning

confidence: 99%

Entrepreneurial Networks, Entrepreneurial Orientation, and Performance of Small and Medium Enterprises: Are Dynamic Capabilities the Missing Link?

Abu-Rumman

Al-Shra'ah

Al-Madi

et al. 2020

Preprint

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Performance of small and medium enterprises (SMEs) has been addressed widely in the literature. Developed and developing both the countries are highly concerned about the growth and performance of small and medium enterprises. The literature over the performance is abundant, however, has certain controversies. To identify the reasons behind those controversies, this study has been conducted. the aim of the study was to identify the mediating role of dynamic capabilities which are developed by the entrepreneurial networks and entrepreneurial orientation. The study collected the data from those small and medium enterprises which were connected through a closed network and were the part of groups. The data was collected with the help of adopted questionnaire. 100 small and medium enterprises were contacted for the collection of data. The sample firms were chosen on purposive sampling basis. Structural equation modelling was applied to identify the direct impacts and the mediating impact. The findings identified that among the chosen firms, entrepreneurial networking has an insignificant impact, however, entrepreneurial orientation has shown a significant positive impact. Furthermore, the mediating role of dynamic capabilities was significant in both the relationships. The findings suggested that the sector should develop strong networks and should consider strategic alliances to gain competitive edge. Future researchers are guided to implement the same framework along with the dimensions of the variable.

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Proposal of a social alliance success model from a relationship marketing perspective: A meta-analytical study of the theoretical foundations

Abstract: Please cite this article in press as: Barroso-Méndez, M.J., et al., Proposal of a social alliance success model from a relationship marketing perspective: A meta-analytical study of the theoretical foundations. BRQ Bus. Res. Q. (2014), http://dx.

Cited by 26 publications

References 81 publications

Opportunism and conflict as precursors of non-economic and economic satisfaction outcomes in seller–customer business relationships

Opportunism and conflict as precursors of non-economic and economic satisfaction outcomes in seller–customer business relationships

Lights and Shadows of Business-Nonprofit Partnerships: The Role of Nonprofit Learning and Empowerment in this Ethical Puzzle

Entrepreneurial Networks, Entrepreneurial Orientation, and Performance of Small and Medium Enterprises: Are Dynamic Capabilities the Missing Link?

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