PL EN


Preferencje help
Widoczny [Schowaj] Abstrakt
Liczba wyników
2006 | nr 694 | 135--146
Tytuł artykułu

Normy relacyjne w wertykalnych związkach partnerskich na rynku przedsiębiorstw

Warianty tytułu
Relational Norms in Vertical Partner Relationships on the Corporate Market
Języki publikacji
PL
Abstrakty
W pracy podjęto próbę wykazania, że głównym warunkiem powodzenia partnerstwa pomiędzy nabywcą a dostawcą jest ich długookresowe zorientowanie (long-term-orientaion) warunkujące przyjęcie przez podmioty konkretnych zachowań, określanych mianem relacyjnych.
EN
The development of long-term partner relationships between suppliers and purchasers has become a phenomenon of modern times. Partnership is a structure in which no room exists for the opportunistic behaviour of participants typical of the traditional competition model. Thus, in developing research on the relationships among firms, theorists increasingly point towards the existence of additional mechanisms to motivate organisations to create partnerships. Their basis lies in the specific behaviour and attitudes of firms. In this article, the author attempts to show that the most basic factor determining the success of a partnership between a purchaser and supplier is their long-term orientation; this, in turn, is a condition for businesses adopting required behaviours, known as relational norms. This concept includes such categories of behaviour as: flexibility, solidarity and Information exchange. (original abstract)
Rocznik
Numer
Strony
135--146
Opis fizyczny
Twórcy
Bibliografia
  • [1] Anderson E., Weitz B., The Use of Pledges to Build and Sustain Commitment in Distńbution Channels, „Journal of Marketing Research" 1992, vol. XXIX, Febru-ary.
  • [2] Brown J.R., Dev Ch.S., Lee D., Managing Marketing Channel Opportunism: The Efficacy of Alternative Governance Mechanisms, „Journal of Marketing" 2000, vol. 64, April.
  • [3] Cook K.S., Emerson R.M., Power, Equity and Commitment in Exchange Networks, „American Sociological Review" 1978, vol. 43, October.
  • [4] Doney P.M., Canon J.R, Ań Examination of the Nature of Trust in Buyer-Seller Relationships, „Journal of Marketing" 1997, vol. 61, April.
  • [5] Dwyer R., Schurr R, Oh S., Developing Buyer-Seller Relationships, „Journal of Marketing" 1987, vol. 51, April.
  • [6] Frazier G.L., Spekman R.E., O'Neal Ch.R., Just-ln-Time Exchange Relationships in Industrial Markets, „Journal of Marketing" 1988, vol. 52, October.
  • [7] Ganesan Sh., Determinants of Long-Term Orientation in Buyer-Seller Relationships, „Journal of Marketing" 1994, vol. 58, April.
  • [8] Ghemawat R, Ghadar F., The Dubious Logic of Global Megamergers, „Harvard Business Review" 2000, July-August.
  • [9] Gundlach G.T., Achrol R.S., Mentzer J.T., The Structure of Commitment in Exchange, „Journal of Marketing" 1995, vol. 59, January.
  • [10] Heide J.B., John G., Alliances in Industrial Purchasing: The Determinants ofjoint Action in Buyer-Supplier Relationships, „Journal of Marketing Research" 1990, vol. XXVII, February.
  • [11] Heide J.B., John G., Do Norms Matter in Marketing Relationships?, „Journal of Marketing" 1992, vol. 56, April.
  • [12]Hutt M.D., Speh Th.W., Zarządzanie marketingiem. Strategia rynku dóbr i usług przemysłowych, PWN, Warszawa 1997.
  • [13] Jackson B.B., Winning and Keeping Industrial Customers: The Dynamics of Customer Relationships, Lexington Books, Lexington MA 1985.
  • [14] Johnston R., Lawrence P.R., Beyond Vertical Integration - the Rise of the Value- -Adding Partnership, „Harvard Business Review" 1988, July-August.
  • [15] Joskow P.L., Contract Duration and Relationship-Specific Investments: Empirical Evidencefrom Coal Markets, „American Economic Review" 1987, 77 (1).
  • [16] Lusch R.F., Brown J.R., Interdependency, Contracting and Relaiional Behavior in Marketing Channels, „Journal of Marketing" 1996, vol. 60, October.
  • [17] Noordewier T.G., John G., Nevin J.R., Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships, „Journal of Marketing" 1990, vol. 54, October.
  • [18] Popularna encyklopedia powszechna, t. 11, Fogra Oficyna Wydawnicza, Kraków 1995.
  • [19] Spekman R.E., Strategic Supplier Selection: Understanding Long-Term Buyer Relationships, „Business Horizons" 1988, July-August.
  • [20] Światowiec J., Zależność i zaufanie w relacjach między nabywcą a dostawcą, „Marketing i Rynek" 2001, nr 4.
  • [21] Webster F.E. Jr, The Changing Role of Marketing in the Corporation, „Journal of Marketing" 1992, vol. 56, October.
Typ dokumentu
Bibliografia
Identyfikatory
Identyfikator YADDA
bwmeta1.element.ekon-element-000106470295

Zgłoszenie zostało wysłane

Zgłoszenie zostało wysłane

Musisz być zalogowany aby pisać komentarze.
JavaScript jest wyłączony w Twojej przeglądarce internetowej. Włącz go, a następnie odśwież stronę, aby móc w pełni z niej korzystać.