Skip to main content
SpringerLink
Log in

Theoretical Framework

  • Chapter
  • First Online:
Reputation Transfer to Enter New B-to-B Markets

Part of the book series: Contributions to Management Science ((MANAGEMENT SC.))

  • 770 Accesses

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 84.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 109.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 109.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

References

  • Aaker DA (1989) Managing asset and skills: the key to sustainable competitive advantage. Calif Manage Rev Winter:91–106

    Google Scholar 

  • Abdul-Muhmin AG (2005) Instrumental and Interpersonal determinants of relationship satisfaction and commitment in industrial markets. J Bus Res 58:619–628

    Article  Google Scholar 

  • Albert N, Merunka D, Valette-Florence P (2008) When consumers love their brands: exploring the concept and its dimensions. J Bus Res 61(10):1062–1075

    Article  Google Scholar 

  • Allen N, Meyer J (1990) The measurement and antecedents of affective, continuance and normative commitment to the organization. J Occup Psychol 63:1–18

    Google Scholar 

  • Anderson JC, Narus JA (1990) A model of distributor firm and manufacturer firm working partnership. J Market 54:42–58

    Article  Google Scholar 

  • Anderson EW, Weitz B (1992) The use of pledges to build and sustain commitment in distribution channels. J Market Res 29(1):18–34

    Article  Google Scholar 

  • Aumann RJ (1987) Game theory. In: Eatwell J, Milgate M, Newman P (eds) The new Palgrave: a dictionary of economics, vol 2. Macmillan, London, pp 460–482

    Google Scholar 

  • Barney JB (1991) Firm resources and sustained competitive advantage. J Manage 17:99–120

    Article  Google Scholar 

  • Barney JB (1996) The resource-based theory of the firm. Organ Sci 7(5):469–469

    Article  Google Scholar 

  • Berry LL (1983) Relationship marketing. In: Berry LL, Shostock GL, Upah GD (eds) Emerging perspectives on service marketing. American Marketing Association, Chicago, pp 25–28

    Google Scholar 

  • Berry LL, Parasuraman L (1991) Marketing services: competing through quality. The Free Press, New York

    Google Scholar 

  • Bhagat RS, Kedia BL, Harveston PD, Triandis HC (2002) Cultural variations in the cross-border transfer of organizational knowledge: an integrative framework. Acad Manag Rev 27(2):204–219

    Article  Google Scholar 

  • Blau PM (1960) A theory of social integration. Am J Sociol 65:550–553

    Article  Google Scholar 

  • Blau PM (1964) Exchange and power in social life. Wiley, New York

    Google Scholar 

  • Brown SP, Peterson RA (1993) Antecedents and consequences of salesperson job satisfaction: meta-analysis and assessment of causal effects. J Market Res 30:63–77

    Article  Google Scholar 

  • Conner KR, Prahalad CK (1996) A resource-based theory of the firm: knowledge vs opportunism. Organ Sci 7(5):477–501

    Article  Google Scholar 

  • Cropanzano R, Mitchell MS (2005) Social exchange theory: an interdisciplinary review. J Manag 31(6):874–900

    Article  Google Scholar 

  • Decarolis DM, Deeds DL (1999) The impact of stocks and flows of organizational knowledge on firms performance: an empirical investigation of the biotechnology industry. Manag Sci 20:953–968

    Google Scholar 

  • Doney P, Cannon J (1997) An examination of the nature of trust in buyer-seller relationships. J Market 61(2):35–51

    Article  Google Scholar 

  • Doney P, Cannon J, Mullen M (1998) Understanding the influence of national culture on the development of trust. Acad Manag Rev 23(3):601–620

    Article  Google Scholar 

  • Dyer JH, Singh H (1998) The relational view: cooperative strategy and sources of interorganizational competitive advantage. Acad Manag Rev 23(4):660–679

    Article  Google Scholar 

  • Eberl M (2006) Unternehmensreputation und Kaufverhalten. Deutscher Universitäts-Verlag, Wiesbaden

    Google Scholar 

  • Eisenhardt KM, Santos FM (2001) Knowledge-based view: a new theory of strategy? In: Pettigrew A, Thomas H, Wittington R (eds) Handbook of strategy and management. Sage, London, pp 139–165

    Google Scholar 

  • Fombrun CJ, Gardberg NA, Sever J (2000) The reputation quotient: a multi-stakeholder measure of corporate reputation. J Brand Manag 7(4):241–255

    Google Scholar 

  • Friman M, Gärling T, Millett B, Mattson J (2002) An analysis of international business-to-business relationships in the commitment-trust theory. Ind Market Manag 31:403–409

    Article  Google Scholar 

  • Fullerton G (2003) When does commitment lead to loyalty? J Serv Res 5(4):333–344

    Article  Google Scholar 

  • Ganesan S (1994) Determinants of long-term orientation in buyer-seller relationships. J Market 58(2):1–18

    Article  Google Scholar 

  • Gilliand DI, Bello DC (2002) Two sides to attitudinal commitment: the effect of calculative and loyalty commitment on enforcement mechanisms in distribution channels. J Acad Market Sci 30(1):24–43

    Article  Google Scholar 

  • Grant RM (1996) Toward a knowledge-based theory of the firm. Strat Manag J 17(Winter Special Issue):24–43

    Google Scholar 

  • Grant RM (2002) The knowledge-based view of the firm. In: Choo CW, Bontis N (eds) The strategic management of intellectual capital and organizational knowledge. Oxford University Press, Oxford, pp 133–145

    Google Scholar 

  • Griffith DA, Harvey MG (2001) A resource perspective of global dynamic capabilities. J Int Bus Stud 32(3):597–606

    Article  Google Scholar 

  • Griffith DA, Myers M, Harvey MG (2006) An investigation of national culture’s influence on relationship and knowledge resources in interorganizational relationships between Japan and the United States. J Int Market 14(3):1–32

    Article  Google Scholar 

  • Gruen T, Summers J, Acito F (2000) Relationship marketing activities commitment and membership behaviors in professional associations. J Market Sci 26(2):101–114

    Google Scholar 

  • Gummesson E (1995) Focus shifts in marketing: a new agenda for the third millenium. In: Presentation at the Twentieth Anniversary Program of the Marketing Technology Center, Stockholm, Sweden

    Google Scholar 

  • Hall R (1992) The strategic analysis of intangible resources. Strat Manag J 13:153–144

    Article  Google Scholar 

  • Helfat C, Finkelstein S, Mitchell W, Peteraf M, Singh H, Teece D, Winter S (2007) Dynamic capabilities: understanding strategic change in organisations. Blackwell, Malden

    Google Scholar 

  • Helm S (2007) Unternehmensreputation und Stakeholder-Loyalität, Neue Betriebswirtschaftliche Forschung, Bd. 356, Deutscher Universitätsverlag

    Google Scholar 

  • Henderson R, Cockburn I (1994) Measuring competence? Exploring firm effects in pharmaceutical research. Strat Manag J 15:63–84

    Article  Google Scholar 

  • Herbig P, Milewicz J (1993) The relationship of reputation and credibility to brand success. J Consum Market 10(3):18–24

    Article  Google Scholar 

  • Homans GC (1958) Human behavior as exchange. Am J Sociol 63:597–606

    Article  Google Scholar 

  • Homburg C, Krohmer H (2006) Marketingmanagement. Gabler Verlag, Wiesbaden

    Google Scholar 

  • Hoopes DG, Madsen TL, Walker G (2003) Guest editors’ introduction to the special issue: why is there a resource-based view? toward a theory of competitive heterogeneity. Strat Manag J 24(10):889–902

    Article  Google Scholar 

  • Hunt SD (2000) A general theory of competition. Sage, Thousand Oaks, London

    Google Scholar 

  • Hunt SD (2002) Foundations of marketing theory. M.E. Sharpe, Armonk, NY

    Google Scholar 

  • Hunt ST, Lambe CJ (2000) Marketing’s contribution to business strategy: market orientation, relationship marketing and resource-advantage theory. Int J Manag Rev 2(1):17–43

    Article  Google Scholar 

  • Hunt ST, Morgan R (1995) The comparative advantage theory of competition. J Market 59(2):1–15

    Article  Google Scholar 

  • Hunt ST, Morgan R (1997) Resource-advantage theory: a snake swallowing its tail or a general theory of competition? J Market 61:74–84

    Article  Google Scholar 

  • Jacobson R, Aaker DA (1985) Is market share all that it’s cracked up to be? J Market 49:11–22

    Article  Google Scholar 

  • Johnson MD, Selnes F (2004) Customer portfolio management: toward a dynamic theory of exchange relationships. J Market 68(April):1–17

    Article  Google Scholar 

  • Keller N, Stolper M (2006) Messung der Kundenbeziehungs-qualität im B2B Marketing-eine Studie im industriellen Großhandel. Working Paper no. 15, University of Dortmund, Germany

    Google Scholar 

  • Ko J-W, Price JL, Mueller CW (1997) Assessment of meyer and allen’s three-component model of organizational commitment in South Korea. J Appl Psychol 82(6):961–973

    Article  Google Scholar 

  • Kogut B, Zander U (1992) Knowledge of the firm, combinative capabilities, and the replication of technology. Organ Sci 3:383–397

    Article  Google Scholar 

  • Lafferty B, Goldsmith R (1999) Corporate credibility’s role in consumers’ attitudes and purchase intentions when a high versus a low credibility endorser is used in the Ad. J Bus Res 44(2):109–116

    Article  Google Scholar 

  • Lane PJ, Lubatkin M (1998) Relative absorptive capacity and interorganizational learning. Strat Manag J 19:461–477

    Article  Google Scholar 

  • Meyer JP, Stanley DJ, Herscovitch L, Topolnytsky L (2002) Affective, continuance, and normative commitment to the organization: a meta-analysis of antecedents, correlates, and consequences. J Vocat Behav 61:20–52

    Article  Google Scholar 

  • Miller K (2001) Communication theories: perspectives, processes, and contexts. McGraw-Hill, Boston

    Google Scholar 

  • Moorman C, Zaltman G, Deshpandé R (1992) Relationship between providers and users of marketing research: the dynamics of trust within and between organizations. J Market Res 29:314–329

    Article  Google Scholar 

  • Moorman C, Deshpandé R, Zaltman G (1993) Factors affecting trust in market research relationship. J Market 57:81–101

    Article  Google Scholar 

  • Morgan RM, Hunt SD (1994) The commitment-trust theory of relationship marketing. J Market 58:20–38

    Article  Google Scholar 

  • Morgan NA, Zou S, Vohries DW, Katsikeas CS (2003) Experiental and informational knowledge, architectural marketing capabilities, and the adaptive performance of export ventures: a cross-national study. Decis Sci 34(2):287–253

    Article  Google Scholar 

  • Mowday RT, Steers RM, Porter LW (1979) The measurement of organizational commitment. J Vocat Behav 14:224–247

    Article  Google Scholar 

  • Nonaka I (1990) Redundant, overlapping organization: a japanese approach to managing the innovation process. Calif Manag Rev 32(3):27–38

    Google Scholar 

  • Penrose E (1959) The theory of the growth of the firm. Oxford University Press, New York

    Google Scholar 

  • Peteraf MA (1993) The cornerstones of competitive advantage: a resource-based view. Strat Manag J 14(3):179–191

    Article  Google Scholar 

  • Porter ME (1980) Competitive advantage. The Free Press, New York

    Google Scholar 

  • Powell WW, Koput KW, Smith-Doerr L (1996) Interorganizational collaboration and the locus of innovation: networks of learning in biotechnology. Admin Sci Q 41:116–145

    Article  Google Scholar 

  • Prahalad CK, Hamel G (1990) The core competence of the corporation. Harv Bus Rev 33:79–91

    Google Scholar 

  • Price L, Arnould E (1999) Commercial friendship: service provider-client relationships in context. J Market 63(4):38–56

    Article  Google Scholar 

  • Priem R, Butler J (2001) Is the resource-based “view” a useful perspective for strategic management research. Acad Manag Rev 26(1):57–66

    Article  Google Scholar 

  • Pritchard M, Havitz M, Howard D (1999) Analyzing the commitment-loyalty link in service contexts. J Acad Market Res 27(3):333–348

    Article  Google Scholar 

  • Roberts PW, Dowling GR (2002) Corporate reputation and sustained superior financial performance. Strat Manag J 23:1077–1093

    Article  Google Scholar 

  • Santala M, Parvinen P (2007) From strategic fit to customer fit. Manag Decis J 45(3):582–601

    Article  Google Scholar 

  • Schweizer T, Wijnberg N (1999) Transferring reputation to the corporation in different cultures: individuals, collectives, systems and the strategic management of corporate reputation. Corp Reputation Rev 2(3):249–266

    Article  Google Scholar 

  • Simon HA (1991) Bounded rationality and organizational learning. Organ Sci 2:125–134

    Article  Google Scholar 

  • Spender J-C (1996) Making knowledge the basis of a dynamic theory of the firm. Strat Manag J 17(Special Issue):45–62

    Google Scholar 

  • Srivastava R, Fahey L, Christensen K (2001) The resource-based view and marketing: the role of market-based assets in gaining competitive advantage. J Manag 27:777–802

    Article  Google Scholar 

  • Vergin RC, Qoronfleh MW (1998) Corporate reputation and the stock market. Business Horizons 1:19–26

    Article  Google Scholar 

  • Weigelt K, Camerer C (1988) Reputation and corporate strategy: a review of recent theory and applications. Strat Manag J 9:443–454

    Article  Google Scholar 

  • Wernerfelt B (1984) A resource-based view of the firm. Strat Manag J 5(2):171–180

    Article  Google Scholar 

  • Windsperger J (1994) The evolution of the vertically integrated firm: a transaction cost analysis. In: Aiginger K, Finsinger J (eds) Applied industrial organization. Kluwer Academic Publishers, Dordrecht, Boston, London, pp 111–132

    Google Scholar 

  • Witzel R (2006) Relationship marketing in der pharmazeutischen industrie. Deutscher Universitätsverlag, Wiesbaden

    Google Scholar 

  • Zabala I, Panadero G, Amate GLM, CM Sanchez-Galindo M, Tena I, Villalba I (2005) Corporate reputation in professional service firms: reputation management based on intellectual capital management. Corp Rep Rev 8(1):59–71

    Article  Google Scholar 

  • Zahra SA, Sapienza HJ, Davidsson P (2006) Entrepreneurship and dynamic capabilities: a review, model and research agenda. J Manag Stud 43(4):917–955

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Head of International Marketing Research, University of Kassel, Mönchebergstr. 17, 34125, Kassel, Germany

    Dr. Christine Falkenreck

Authors
  1. Dr. Christine Falkenreck
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Christine Falkenreck .

Rights and permissions

Reprints and permissions

Copyright information

© 2010 Springer-Verlag Berlin Heidelberg

About this chapter

Cite this chapter

Falkenreck, C. (2010). Theoretical Framework. In: Reputation Transfer to Enter New B-to-B Markets. Contributions to Management Science. Physica-Verlag HD. https://doi.org/10.1007/978-3-7908-2357-8_2

Download citation

Publish with us

Policies and ethics

Search

Navigation