Factors Influencing Supplier Share Allocations in an Overseas Chinese Context

Published on Dec 1, 2007in Journal of International Marketing3.38
· DOI :10.1509/jimk.15.4.119
Gregory J. Brush5
Estimated H-index: 5
(UWA: University of Western Australia),
Nexhmi Rexha8
Estimated H-index: 8
(Curtin University)
Abstract Recent international attention has been drawn to marketing opportunities in Asia and the important role of customer relationships in supplier performance. However, empirical research on industrial buying behavior in Asia is sparse, and the extant literature indicates that buyer behavior may differ in non-Western industrial marketing relationships. Drawing on transaction cost economics and relational exchange theory, the authors develop a model that provides new insights into how international supplier behaviors affect manufacturer trust–performance perceptions and their business share allocation in a Chinese-dominated business environment. The results from 340 industrial relationships indicate the significant role of communications and adaptations in relationship development. Moreover, trust in suppliers and their performance are equally important factors in a manufacturer's business share allocation. The study contributes to the generalizability of relationship marketing theory and practice thro...
  • References (83)
  • Citations (11)
Published on Feb 1, 2004in Psychology & Marketing1.88
Jing Xu1
Estimated H-index: 1
(UM: University of Michigan),
Soyeon Shim33
Estimated H-index: 33
(UA: University of Arizona)
+ 1 AuthorsDavid Almeida1
Estimated H-index: 1
This study is designed to discover the degree to which ethnic identity and socialization factors influence the culture-specific consumption behaviors of Asian American young adults, in general as well as in specific situational settings. Findings indicated that perceived parental cultural identification tended to strengthen the ethnic identity, which in turn influenced Asian American young adults' culture-specific consumption behaviors. However, although their perceived parental acculturation le...
Published on Jan 1, 2004in Journal of Marketing7.82
Kenneth H. Wathne9
Estimated H-index: 9
(UW: University of Wisconsin-Madison),
Jan B. Heide27
Estimated H-index: 27
(UW: University of Wisconsin-Madison)
Abstract The authors examine how a firm’s strategy in a (downstream) customer relationship is contingent on how a related relationship outside of the focal dyad is organized. Drawing on emerging perspectives on interfirm governance and networks, the authors propose that the ability to show flexibility toward a (downstream) customer under uncertain market conditions depends on the governance mechanisms that have been deployed in an (upstream) supplier relationship. The governance mechanisms take ...
Published on Jan 1, 2004in Journal of The Asia Pacific Economy0.67
Jawaid Abdul Ghani8
Estimated H-index: 8
(LUMS: Lahore University of Management Sciences),
Jamshed H. Khan3
Estimated H-index: 3
(LUMS: Lahore University of Management Sciences)
This study empirically examines linkages between suppliers and assemblers in the car and tractor segments of the Pakistan auto industry. It builds upon the literature on transaction cost theory and lean network systems to develop a framework for understanding the relationship between inter-firm linkages, asset specificity and transaction costs in the presence of uncertainty. Asset specificity was found to be significantly correlated with transaction costs and with inter-firm linkages. Suppliers ...
Published on Jan 1, 2004in Journal of Business Research4.03
Tadayuki Miyamoto2
Estimated H-index: 2
(Curtin University),
Nexhmi Rexha8
Estimated H-index: 8
(Curtin University)
Abstract Interorganizational trust has attracted significant research attention as the determinant of the development of a cooperative long-term manufacturer–supplier relationship (CLMSR). It has been realized as a mechanism of organizational control in interfirm relationships. However, little is known about the critical business-marketing problem of how to build customer trust. This study proposes a CLMSR marketing model and tests it with data collected from 118 Japanese manufacturers from six ...
Published on Nov 1, 2003in Industrial Marketing Management4.78
Chris Styles23
Estimated H-index: 23
(UNSW: University of New South Wales),
Francis Chittenden35
Estimated H-index: 35
(LBS: London Business School)
Abstract Transaction and relational approaches to marketing have been promoted as alternative forms but recent evidence suggests that they may coexist. We explore this in the context of China. If firms operating in a highly relational society, such as China, exhibit transactional behavior, these two approaches must be compatible. We argue that Chinese values give rise to business practices consistent with both transactional and relational perspectives. These are summarized in six propositions fo...
Published on Oct 1, 2003in Journal of Marketing7.82
Jan B. Heide27
Estimated H-index: 27
(UW: University of Wisconsin-Madison)
Abstract This article examines the phenomenon of plural governance, a firm’s simultaneous use of market contracting and vertical integration for the same basic transaction. The author studies two particular aspects of plural governance, namely the conditions that motivate firms to deploy plural governance and the manner in which one governance form influences the other when the two coexist in a joint structure. Drawing on agency theory and information economics, the author develops a set of rese...
Published on Oct 1, 2003in Industrial Marketing Management4.78
Leonard V. Coote14
Estimated H-index: 14
(UQ: University of Queensland),
Edward Forrest7
Estimated H-index: 7
(UAA: University of Alaska Anchorage),
Terence W Tam1
Estimated H-index: 1
(Griffith University)
This paper reports an investigation into the antecedents of commitment in non-Western industrial marketing relationships. The authors draw the antecedents from extant literature and posit that commitment is related to trust (integrity and reliability), communication quality, conflict, and similarity (social, ethnic, and economic). It is further argued that trust mediates the effects of communication, conflict, and similarity on commitment. As an extension, the authors examine the moderating effe...
Published on Jan 15, 2003in Organization Science3.26
Bill McEvily23
Estimated H-index: 23
(CMU: Carnegie Mellon University),
Vincenzo Perrone6
Estimated H-index: 6
(Bocconi University),
Akbar Zaheer32
Estimated H-index: 32
Although research on trust in an organizational context has advanced considerably in recent years, the literature has yet to produce a set of generalizable propositions that inform our understanding of the organization and coordination of work. We propose that conceptualizing trust as an organizing principle is a powerful way of integrating the diverse trust literature and distilling generalizable implications for how trust affects organizing. We develop the notion of trust as an organizing prin...
Published on Jan 1, 2003in Journal of Business Research4.03
Daniel C. Bello25
Estimated H-index: 25
(GSU: Georgia State University),
Cristian Chelariu9
Estimated H-index: 9
(York University),
Li Zhang2
Estimated H-index: 2
(MSU: Minnesota State University, Mankato)
Abstract Since working with foreign-based intermediaries is difficult, manufacturers that export through nonintegrated channels often experience poor export performance. However, governance theory suggests that as these cross-border relationships shift away from arms-length trading arrangements and toward highly relational partnerships, performance can improve. In particular, the flexibility, solidarity, and information exchange that characterize close working relationships lead to the efficient...
Published on Sep 1, 2002in Psychology & Marketing1.88
Aron O'Cass43
Estimated H-index: 43
(Griffith University),
Kenny Lim3
Estimated H-index: 3
This study examines consumer brand associations, focusing on the differences in price perceptions, self-image, and brand–image congruency held for Western and Eastern brands of fashion clothing by young Singaporeans. The study also examines consumer ethnocentric tendencies (CET), finding very low levels of ethnocentrism among respondents, and that ethnocentrism had no effect on brand preference or purchase intention for brands from different origins. © 2002 Wiley Periodicals, Inc.
Cited By11
Published on Jan 1, 2019in Industrial Marketing Management4.78
Nima Heirati5
Estimated H-index: 5
(QMUL: Queen Mary University of London),
Stephan C. Henneberg30
Estimated H-index: 30
(QMUL: Queen Mary University of London)
+ 1 AuthorsRoland Harste2
Estimated H-index: 2
Abstract Managing business relationships successfully is critical for many professional service firms (PSFs) in order to be able to address complex client needs. Furthermore, the project-based nature of PSFs' work puts pressure on them to retain clients across project periods. Drawing on both net effect and configurational perspectives, this study provides a holistic understanding of the relative importance and of the interplay of social and economic determinants of business relationship perform...
Published on Nov 6, 2014in Scientia Plena
Gabriel Sperandio Milan6
Estimated H-index: 6
(UCS: University of Caxias do Sul),
Thiago Francisco Amado (UCS: University of Caxias do Sul)+ 2 AuthorsDeonir De Toni5
Estimated H-index: 5
(UCS: University of Caxias do Sul)
The present study aims to examine in greater depth the customer-supplier relationship, highlighting the main concepts on the subject: Organizational Consumer Behavior. The research was implemented through individual in-depth interviews, with companies in the segments of industry, trade and services, from small to large. The supplier goodwill, associated with low cost, and delivery time, were the most important attributes to respondents. Moreover, the strength of the results, combined with its so...
Federica Bressan4
Estimated H-index: 4
Paola Signori4
Estimated H-index: 4
The growing importance of emerging markets requires us to understand how to create and manage good relationships with all stakeholders in these specific contexts. Within the framework of International Relationship Marketing, this research aims to verify the importance of trust, commitment and cultural orientation in the early stages of relationships within emerging markets.
Published on Feb 1, 2014in Industrial Marketing Management4.78
Junichi Kato2
Estimated H-index: 2
(Cranfield University),
Richard Schoenberg11
Estimated H-index: 11
(Cranfield University)
Abstract While the impact of mergers and acquisitions (M&A) on internal stakeholders has generated considerable empirical study, comparatively little academic attention has been paid as to how external stakeholders such as customers are affected by, and respond to, M&A activity. This study adopts case-study methodology to illuminate how the customer–supplier relationship is affected by post-merger integration processes in the business-to-business context, with the aim of increasing our understan...
Published on Jan 1, 2013
Kenneth D. Hall (CSU: Cleveland State University)
As markets become more turbulent, dynamic, and competitive, and as customers become more sophisticated and demanding, the scope of capabilities and resources needed to meet customer needs, wants, and desires are less likely to be found in any one firm. Instead, firms must develop strong collaborative capabilities. Though the benefits of interfirm collaboration for focal firms (the firms responsible for the final offering) and suppliers are reasonably well understood, effectiveness and efficiency...
Published on Jan 1, 2013
Jalali Seyyed Mehdi1
Estimated H-index: 1
Khadem Mojgan1
Estimated H-index: 1
Javidani Masoud1
Estimated H-index: 1
This research aimed at designing and explaining a model of brand loyalty and repurchase intention and recognizing the effective factors on brand loyalty and repurchase intention among Iranian consumers. To conduct the research, a questionnaire was designed and then distributed among a sample composed of 400 shoppers of audio-visual appliances in three main markets of home appliances in Iran. Finally, having used structural equations modeling, the comprehensive model of brand loyalty and repurcha...
Emílio José Montero Arruda Filho4
Estimated H-index: 4
(Universidade da Amazônia)
The development of the communications sector of a given country is related to the economic development of that country, and it is possible to demonstrate this connection statistically, as has been shown by research institutions such as the International Telecommunications Union (ITU). As this data is shown only in simple numerical form, and do not take into account interlinking factors, it is important to carry out research which evaluates the connection between relevant variables in the field. ...
Published on Jun 1, 2012in Journal of International Marketing3.38
Steven H. Seggie10
Estimated H-index: 10
(Özyeğin University)
Abstract Transaction cost economics (TCE) has received much attention in the international marketing literature over the past 25 years. Many key issues in international marketing have been examined through the lens of TCE, including entry mode choice, the governance of international distribution channels, propensity to franchise, international pricing control, and the governance of international buyer–supplier relationships. The author presents a review and analysis of 43 empirical TCE internati...
Published on Dec 1, 2009 in IEEM (Industrial Engineering and Engineering Management)
Xiaocui Jiang (HIT: Harbin Institute of Technology), Haiqi Wang (HIT: Harbin Institute of Technology)+ 1 AuthorsXiaoling Zhang3
Estimated H-index: 3
(HIT: Harbin Institute of Technology)
This paper explores the effect of model change from direct to distribution on the behavior of buyer and supplier and their relationship. First, a theoretical framework is established to investigate the effect of model change based on literature review. Then, a case study is presented to illustrate the developing relationship between a world-class American company and its Chinese suppliers. Finally, comparisons between actual report and theoretical outcomes show that the results are consistent. T...
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