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  • 1. Berthon, Pierre
    et al.
    Ewing, Michael
    Monash University, Melbourne, VIC.
    Pitt, Leyland
    Naudé, Peter
    Department of Management, University of Bath.
    Understanding B2B and the Web: the acceleration of coordination and motivation2003Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 32, nr 7, s. 553-561Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    This paper explores business-to-business (13213) marketing on the Internet, and how the confluence of the two may transform the 13213 landscape. Specifically, it discusses the notion of linkage value to demonstrate why the 13213 phenomenon on the Internet is so significant. It then considers the mechanisms and enablers that have made the Web such an important 13213 marketing channel. It also explores how the Web can reduce transaction costs, thereby facilitating more efficient exchanges and markets. The concepts of links and nodes are then introduced and the processes of disintermediation, reintermediation, disaggregation and reaggregation are explored. Finally, Web B2B configurations are considered by way of a model that describes four archetypal configurations, and the factors that are antecedent to these modes and how the Web may influence them.

  • 2.
    Berthon, Pierre
    et al.
    McCallum School of Business, Bentley College, Waltham, MA.
    Pitt, Leyland
    Berthon, Jean-Paul
    Campbell, Colin
    Simon Fraser University, Vancouver.
    Thwaites, Des
    University of Leeds.
    e-Relationships for e-Readiness: culture and corruption in international e-B2B2008Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 37, nr 1, s. 83-91Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The role of electronic networks in B2B relationships has been growing exponentially. From massive internet B2B exchanges to tiny RFID chips, B2B is increasingly becoming e-B2B. Whilst e-B2B has been explored intra-nationally, its international counterpart is less well documented; as has been the role that culture might play in the development of international e-B2B relationships. In this paper we address this important issue of international e-business relationships. Specifically we explore the interconnection between national e-readiness and cultural values, and address the research question: How do cultural values impact a nation's readiness to engage in e-business? Drawing upon international surveys we link cultural values with national e-business infrastructure. Our findings suggest an intriguing link between cultural values and a nation's readiness for e-B2B. From these results we develop managerial recommendations and extrapolate research opportunities.

  • 3.
    Biedenbach, Galina
    et al.
    Umeå School of Business and Economics, Umeå University.
    Bengtsson, Maria
    Umeå School of Business and Economics, Umeå University.
    Wincent, Joakim
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Brand equity in the professional service context: Analyzing the impact of employee role behavior and customer–employee rapport2011Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 40, nr 7, s. 1093-1102Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The study examines whether factors related to customers' perception of employees' behavior in terms of customer perceived role ambiguity, role overload and customer–employee rapport influence the development of brand equity in the professional service context. 632 customers of one of the Big Four auditing companies participated in the study. The results of structural equation modeling show negative effects of role ambiguity and role overload on brand associations, perceived quality and brand loyalty, which constitute brand equity. The findings indicate a positive effect of customer–employee rapport on the enhancement of B2B brand equity. However, the negative influences of role ambiguity and role overload on customer–employee rapport transfer detrimental indirect effects on brand equity. The study contributes to an understanding of how the real interaction between service providers and customers can influence brand equity in the professional service setting.

  • 4.
    Cenamor, Javier
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design. Department of Management, University of Vaasa, Vaasa, Finland.
    Oghazi, Pejvak
    School of Social Sciences, Södertörn University, Södertörn, Sweden.
    Pesämaa, Ossi
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Wincent, Joakim
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design. Entrepreneurship and Management, Hanken School of Economics, Finland.
    Addressing dual embeddedness: The roles of absorptive capacity and appropriabilitymechanisms in subsidiary performance2019Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 78, s. 239-249Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    This study examines how subsidiaries can manage dual embeddedness with both local partners and a multinational enterprise. Specifically, we examine the role of absorptive capacity and appropriability mechanisms on subsidiary performance. We analyse how absorptive capacity and appropriability enable subsidiaries to successfully address knowledge challenges related to internal and external networks. We conducted an empirical analysis on a sample of 165 subsidiaries. Our results suggest that absorptive capacity has a direct, positive effect on subsidiary performance, which is greater in emerging countries. The study also found an indirect effect of absorptive capacity on subsidiary performance, which is mediated through appropriability mechanisms. These findings extend the literature on international networks, dual embeddedness and absorptive capacity.

  • 5.
    Chirumalla, Koteshwar
    et al.
    School of Innovation, Design and Engineering, Mälardalen University.
    Oghazi, Pejvak
    Business Studies, School of Social Sciences, Södertörn University.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design. Department of Management, University of Vaasa.
    Social media engagement strategy: Investigation of marketing and R&D interfaces in manufacturing industry2018Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 74, s. 138-149Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Research shows that effective marketing and R&D interface is pivotal in a company's new product development performance and future competitiveness. The increased popularity of social media promised to enhance interaction, collaboration, and networking between the two functions. However, there is limited knowledge regarding the key activities, infrastructure requirements, and potential benefits of social media in the marketing and R&D interface. This study aims to advance the current understanding of social media engagement strategies, which facilitates improved marketing and R&D interfaces and ultimately NPD performance for manufacturing companies. Based on a multiple-case study in two manufacturing companies, this study first presents the role of social media in facilitating improved marketing and R&D interface within a B2B context. Second, it presents the adoption process of the social media engagement strategy for an evolving marketing and R&D interface. The adoption process is divided into three phases, namely coordination, cooperation, and coproduction, to provide detailed insights regarding full-scale social media engagement. Taken together, the study provides novel insights into industrial marketing management literature by exemplifying the role of social media and proposing a systematic social engagement strategy for improved marketing and R&D interface in the manufacturing industry.

  • 6.
    Einola, Suvi
    et al.
    University of Vaasa, Department of Management,.
    Kohtamäki, Marko
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design. University of Vaasa, Department of Management.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design. University of Vaasa, Department of Management.
    Wincent, Joakim
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design. Hanken School of Economics.
    Retrospective relational sensemaking in R&D offshoring2017Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 63, s. 205-216Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    To address the increasing relational challenges in international R&D collaboration, the present study develops a framework for understanding retrospective relational sensemaking in R&D offshore relationships. Using a comparative case study methodology, this study analyzes relational data from 56 interviews regarding four R&D offshore relationships between two large Swedish multinational companies and four R&D offshore partners. This study contributes to existing sensemaking theory by constructing a framework for retrospective relational sensemaking, including triggers and the phases of enactment, selection, and retention, to improve relational learning in R&D offshore relationships.

  • 7.
    Huikkola, Tuomas
    et al.
    University of Vaasa.
    Ylimäki, Juho
    University of Vaasa.
    Kohtamäki, Marko
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Joint learning in R&D collaborations and the facilitating relational practices2013Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 42, nr 7, s. 1167-1180Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The present study considers joint learning as a relational dynamic capability and examines the role of relational practices as enablers of joint learning in R&D collaboration between suppliers and their customers. The study applies a qualitative comparative case method to analyze seven dyadic cases, selected based on a quantitative dataset and cluster analysis. Our results indicate that in dyadic relationships, firms would benefit from developing practices related to relational investments, relational structures, and relational capital that facilitate joint learning and yield collaborative advantages from R&D interactions. This paper contributes to the existing literature on joint learning in R&D collaborations by defining joint learning as a relational dynamic capability and by focusing on the practices that facilitate it in R&D collaboration.

  • 8.
    Kohtamäki, Marko
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Partanen, Jukka
    Aalto University.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Wincent, Joakim
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilities2013Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 42, nr 8, s. 1374-1385Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    In an effort to approach the mixed findings regarding the relationship between a firm’s industrial service offering and its performance, this study analyzes the impact of the industrial service offering on sales growth and the moderating role of network capabilities. The proposed research model is tested based on data from 91 Finnish manufacturing firms. Our results demonstrate a non-linear effect of the service offering on sales growth. We also find that network capabilities enhance the effect of the service offering on sales growth. For managers of manufacturing firms, the results imply that the active development of a comprehensive service offering should be implemented in conjunction with the development of organizational capabilities, such as network capabilities, to create value and promote improved performance.

  • 9.
    Kohtamäki, Marko
    et al.
    University of Vaasa, Department of Management.
    Partanen, Jukka
    Aalto University, School of Business.
    Möller, Kristian E.
    Aalto University, School of Business.
    Making a profit with R&D services: The critical role of relational capital2013Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 42, nr 1, s. 71-81Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Services are expected to become the key source of profit and competitive advantage for industrial firms in the transition from product business to customized and integrated solutions. At the core of this transformation are complex and knowledge-intensive R&D services that enable the customization of solutions, and particularly the relational capabilities needed for R&D service interactions. However, little research has been conducted on the profitability of suppliers' R&D services and the factors that facilitate profit generation from such complex and knowledge-intensive services. Our primary aim is to identify the factors that influence the relationship between R&D services and suppliers' profit performance in customer relationships. Using data from 91 supplier-customer relationships, the study demonstrates how the relational form of social capital (relational capital) facilitates the profit impact of R&D services in the supplier-customer relationship. The results contribute to the study of industrial servitization, R&D service interactions, and the factors that facilitate financial value creation via complex and knowledge-intensive services by industrial suppliers. The results enhance the study of service networks, R&D collaboration, alliance capabilities, industrial marketing, and inter-organizational networks.

  • 10.
    Kohtamäki, Marko
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design. Department of Management, University of Vaasa.
    Rabetino, Rodrigo
    Department of Management, University of Vaasa.
    Möller, Kristian
    Department of Marketing, Aalto University School of Business.
    Alliance capabilities: A systematic review and future research directions2018Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 68, s. 188-201Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The ability to manage, integrate and learn from strategic alliances is essential in today's interconnected and globalized economy. Despite the managerial relevance of alliance capability, there remain several open questions related to the conceptualization of alliance capabilities, their antecedents, processes and outcomes, and future research needs. We address these issues through a systematic review of 94 articles from top-tier journals focused on alliance capabilities. This study makes three contributions. The study (1) defines the concept of alliance capabilities when operating in a dyadic relational context by reviewing the rich alliance capability literature, acknowledging and bridging the works conducted in different fields. We (2) identify the main processes, antecedents and outcomes of alliance capabilities and, through this analysis, pave the way for (3) the creation of a comprehensive research agenda to direct future research efforts. Overall, this study extends the existing literature by providing an integrative view of alliance capability research in various fields.

  • 11.
    Kohtamäki, Marko
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Rahala, Risto
    Aalto University, School of Science, Department of Industrial Engineering and Management.
    Theory and practice of value co-creation in B2B systems2016Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 56, s. 4-13Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The co-creation of value and the coproduction of value proposition have attracted enormous interest in the B2B service and solutions research. To analyze this body of knowledge, we searched for published studies on co-creation and coproduction in top-tier journals in the areas of management, marketing, strategy, and operations. We selected 54 papers for further analysis. Our review demonstrates that research of value co-creation and the coproduction of value proposition covers a myriad of viewpoints to the economic and social exchange among actors in multi-actor service ecosystems. We identify a variety of definitions and meanings associated with value co-creation. Our analysis provides insight into the theories and methods used in the area. We also discuss the need to study the co-creation of value in the B2B context from the institutional and practice theory perspectives, and suggest some avenues for future research

  • 12.
    Kohtamäki, Marko
    et al.
    University of Vaasa, Department of Management.
    Vesalainen, Jukka
    University of Vaasa, Department of Management.
    Henneberg, Stephan C.M.
    Manchester Business School.
    Naudé, Peter
    Manchester Business School.
    Ventresca, Marc J.
    University of Oxford, Saïd Business School, Institute for Science, Innovation and Society.
    Enabling relationship structures and relationship performance improvement: The moderating role of relational capital2012Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 41, nr 8, s. 1298-1309Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Based on data from 248 asymmetric subcontractor-customer relationships in Finland, this study analyzes the direct impact of relationship structures, relational capital, and the subcontractor's relationship-specific investments on the improvement of operational relationship performance. In addition, the study investigates the moderating role of relational capital on the links between relationship structures, relationship-specific investments, and relationship performance improvement. We found that both relational capital and relationship-specific investments directly affect the relationship performance improvement, while relationship structures do not. However, relational capital positively moderates the link between relationship structures and relationship performance improvement by creating enabling structures. Thus, our findings contribute to the existing literature and discussion on enabling organizational and relationship structures by demonstrating how relational capital changes the role and impact of relationship structures

  • 13.
    Pitt, Leyland
    et al.
    Business Administration, Simon Fraser University.
    Merwe, Rian van der
    Surveys.com, San Jose.
    Berthon, Pierre
    Department of Marketing, Bentley College, Waltham, Mass..
    Salehi-Sangari, Esmail
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Caurana, Albert
    eCentre for Communication Technology, University of Malta.
    Global alliance networks: a comparison of biotech SMEs in Sweden and Australia2006Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 35, nr 5, s. 600-610Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The role of networks in business operations is widely recognized. We discuss social network theory, identify its main constituents, and outline a methodology and procedure that enable the identification and valuation of informal networks in an international business-to-business environment. Research is carried on informal Internet networks among firms in the biotechnology industry from Sweden and Australia. We use the methodology to recognize salient nodes, determine prominence and identify structural holes that allow the unveiling of brokerage opportunities that lie latent in networks. Global firms and suppliers of industrial products that are or can position themselves effectively in a social network are in a position to leverage considerable value.

  • 14.
    Rabetino, Rodrigo
    et al.
    University of Vaasa, Department of Management.
    Kohtamäki, Marko
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Lehtonen, Heini
    Aalto University, School of Science, Department of Industrial Engineering and Management.
    Kostama, Hanna
    Aalto University, School of Science, Department of Industrial Engineering and Management.
    Developing the concept of life-cycle service offering2015Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 49, s. 53-66Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    To extend the previous literature on industrial services, this study develops the concept of the life-cycle service offering by reviewing previous studies and collecting empirical data from seven cases. In particular, the present study develops a framework for life-cycle service offering by synthesizing 11 main categories of services based on an empirical categorization of 1638 services. These categories include administrative services, basic (installed base) services, consulting services, customer services, financial services, maintenance services, operational/outsourcing services, optimization services, research and development services, recycling services, and supply management and warehousing services. The concepts, dimensions and services developed in this study may enable managers of manufacturing firms to better analyze, benchmark, and develop their firms' life-cycle offerings to facilitate value creation and appropriation.

  • 15.
    Reim, Wiebke
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Sjödin, David
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Mitigating adverse customer behaviour for product-service system provision: An agency theory perspective2018Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 74, s. 150-161Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Offering product-service systems (PSS) arguably results in economic, environmental and social benefits but also entails significant challenges related to relational dynamics between the provider and the customer. Although prior studies suggest that adverse customer behaviour during PSS provision is likely, they provide a limited theoretical understanding of the conceptualization of such relational problems and, more importantly, offer few possible ways to address these problems. By applying the lens of agency theory, this study examines PSS provider-customer relational problems and solutions. Therefore, the purpose of this study is to identify agency problems and propose mechanisms to mitigate adverse customer behaviour in PSS provision. Based on a multiple case study approach involving two manufacturing companies, several results are presented. First, we identify and describe two underlying reasons for adverse customer behaviour. These reasons are associated with goal differentiation and monitoring challenges. Second, different agency mechanisms (i.e. sharing, monitoring and trust) are presented as approaches to mitigate the likelihood of adverse customer behaviour. The matching of agency problems with agency mechanisms to mitigate these problems lays the groundwork for developing a framework for agency situation evaluation during the formation and ongoing phases of the PSS agreement. In addition, the choice of agency mechanism is found to be correlated with the maturity and type of customer relationship and can change over time as new customers become known and then become loyal. The proposed framework has major theoretical implications for the PSS literature as well as managerial implications for large manufacturing companies engaged in PSS provision.

  • 16.
    Sjödin, David Rönnberg
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Wincent, Joakim
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Value co-creation process of integrated product-services: Effect of role ambiguities and relational coping strategies2016Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 56, s. 108-119Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Co-creating value is central to providing product–service solutions. The present study contributes to a better understanding of the transition process from traditional transaction-oriented roles to future co-creation roles within provider–customer relationships. Our inductive analysis of cross-comparative case studies, including eight provider–customer relationships, identifies significant role ambiguities among actors involved in this transition. In addition to identifying challenges, we explain how relational coping strategies help the partners manage the presence of role ambiguities during the value co-creation process. Notably, three types of role ambiguities (vague role expectations, unclear role descriptions and uncertain role scripts) often serve as barriers to co-creating value across different phases of the value co-creation process and require different relational response strategies (role clarification, role redefinition and role adaption) to cope with unclear expectations, responsibilities and demands. The present study contributes to the emerging literature on value co-creation by underlining the role dynamics in provider and customer relationships during the co-creation process of product–service solutions.

  • 17.
    Skarmeas, Dionysis
    et al.
    Department of Industrial Management and Technology, University of Piraeus.
    Katsikeas, Constantine S.
    Leeds University Business School, University of Leeds.
    Spyropoulou, Stavroula
    Leeds University Business School, University of Leeds.
    Salehi-Sangari, Esmail
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products2008Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 37, nr 1, s. 23-36Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Although we are beginning to comprehend the fundamental importance of relationship quality in interorganizational exchange, a relatively small, but growing, body of literature that has not kept pace with the tremendous growth in global channel transactions has been devoted to the development of cross-border relationship quality. This study addresses this gap in the literature by investigating the extent to which certain market and exporter characteristics affect the development of relationship quality in the context of importing distributors trading with exporting manufacturers of industrial products. Relationship quality is viewed as a higher-order construct composed of trust, commitment, and satisfaction. Findings reveal that psychic distance is related negatively to relationship quality, while transaction-specific investments and role performance are associated positively with relationship quality. No link is found between environmental uncertainty and relationship quality. Managerial implications of the findings are considered and limitations along with future research directions discussed.

  • 18.
    Vesalainen, J.
    et al.
    University of Vaasa, Finland.
    Rajala, A.
    University of Vaasa, Finland.
    Wincent, Joakim
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Purchasers as boundary spanners: Mapping purchasing agents' persuasive orientations2019Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    This study introduces a framework of persuasive communication that is central to understanding how individual purchasers behave as boundary spanners to manage customer–supplier relationships. Drawing on the institutional theory and multiple governance approach, we assume authoritarian, competitive, and relational behavioral orientations reflect institutional logics at an individual level. Purchasers' boundary-spanner behavior thus manifests itself as individual purchasers' rhetorical orientations. In a sample of 349 purchasers, we find support for the existence of four configurations of orientations: competitive/authoritarian, relational, comprehensive, and neutral. A subsequent follow-up study of 20 interviews with the most typical representatives of each group suggests storylines that reflect the background and logic of different persuasive styles. The findings highlight purchaser persuasive orientation as one facet of a purchaser capability set making it possible to cope with the transactional versus relational paradox in buyer–seller relationship contexts. 

  • 19.
    Vesalainen, Jukka
    et al.
    University of Vaasa, Department of Management.
    Kohtamäki, Marko
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
    Toward a typological view of buyer–supplier relationships: Challenging the unidimensional relationship continuum2015Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 49, s. 105-115Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Building on the configurational approach to buyer–supplier relationships (BSRs), we attempt to define a parsimonious framework for relationship integration to create a holistic understanding of relational configurations. Following the principles of typological theory building, this study aims to understand the mechanisms underlying relationship integration and type-specific performance. To that end, we use the relational governance theory to build a three-dimensional (economic, structural, and social) framework that distinguishes BSRs. Using the dimensions from previous BSR-typologies, we propose eight relational configurations, which we test against empirical data from 246 dyadic industrial BSRs. Our results show eight distinct BSR-configurations with varying levels of operational performance. Our work contributes to the BSR literature by providing a unified framework of relational configurations and by demonstrating the link between relational configurations and performance

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