Interfirm Adaptation in Business Relationships

On the basis of social exchange theory and the resource-dependence model, a structural model of interfirm adaptation is formulated. The model accounts for mutual adaptation as a consequence of trust-building as well as for unilateral adaptation due to imbalanced dependence between the parties. The view that interfirm adaptations are elements in a social exchange process is supported.

[1]  Amos H. Hawley,et al.  Human Ecology: A Theory of Community Structure , 1950 .

[2]  G. C. Homans,et al.  Social Behavior as Exchange , 1958, American Journal of Sociology.

[3]  H. Kelley,et al.  The social psychology of groups , 1960 .

[4]  R. Emerson.  Power-Dependence Relations , 1962, Power in Modern Societies.

[5]  P. Blau.  Exchange and Power in Social Life , 1964 .

[6]  E. Johnsen.  Richard M. Cyert & James G. March, A Behavioral Theory of The Firm, Prentice-Hall, Inc., Englewood Cliffs, New Jersey, 1963, 332 s. , 1964 .

[7]  M. Shubik,et al.  A Behavioral Theory of the Firm. , 1964 .

[8]  James D. Thompson.  Organizations in Action , 1967 .

[9]  P. Lawrence,et al.  Organization and environment , 1967 .

[10]  W. Keegan,et al.  Multinational Product Planning: Strategic Alternatives , 1969 .

[11]  W. Keegan.  Multinational product planning , 1969 .

[12]  Yoram Wind,et al.  Industrial Source Loyalty , 1970 .

[13]  P. Kotler.  A Generic Concept of Marketing , 1972 .

[14]  Harry Kaufmann,et al.  Social psychology;: The study of human interaction , 1973 .

[15]  R. Bagozzi.  Marketing as Exchange , 1975 .

[16]  H. Håkansson,et al.  Industrial marketing: An organizational problem? , 1975 .

[17]  M. Porter.  Interbrand Choice, Strategy, and Bilateral Market Power , 1977 .

[18]  Robert N. Stern,et al.  The External Control of Organizations: A Resource Dependence Perspective. , 1979 .

[19]  Eric von Hippel,et al.  Successful Industrial Products from Customer Ideas: Presentation of a new customer-active paradigm with evidence and implications. , 1978 .

[20]  Igor H.Ansoff.  Strategic Management , 1979 .

[21]  O. Williamson.  Transaction-Cost Economics: The Governance of Contractual Relations , 1979, The Journal of Law and Economics.

[22]  J. Arndt.  Toward a Concept of Domesticated Markets , 1979 .

[23]  Charles W. Hofer,et al.  Strategic management : a new view of business policy and planning , 1980 .

[24]  D. Ford.  The Development of Buyer‐Seller Relationships in Industrial Markets , 1980 .

[25]  B. Chakravarthy.  Adaptation: A Promising Metaphor for Strategic Management , 1982 .

[26]  H. Håkansson.  International Marketing and Purchasing of Industrial Goods: An Interaction Approach , 1982 .

[27]  James A. Narus,et al.  A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships , 1984 .

[28]  Barbara Bund,et al.  Winning and Keeping Industrial Customers: The Dynamics of Customer Relationships , 1985 .

[29]  Lars Hallén,et al.  A comparison of strategic marketing approaches , 1986 .

[30]  Anthony R White,et al.  Strategic management , 1986 .

[31]  Thomas W. Malone,et al.  Expert systems: the next challenge for managers , 1986 .

[32]  D. Carlton,et al.  The Rigidity of Prices , 1986 .

[33]  F. Dwyer,et al.  Developing Buyer-Seller Relationships: , 1987 .

[34]  F. Dwyer,et al.  Developing Buyer-Seller Relationships , 1987 .

[35]  Lars-Erik Gadde,et al.  Stability and change in network relationships , 1987 .

[36]  F. Dwyer,et al.  A Transaction Cost Perspective on Vertical Contractual Structure and Interchannel Competitive Strategies , 1988 .

[37]  Jan B. Heide,et al.  The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels , 1988 .

[38]  Gul T. Butaney,et al.  Distributor Power versus Manufacturer Power: The Customer Role , 1988 .

[39]  Robert E. Spekman,et al.  Just-In-Time Exchange Relationships in Industrial Markets , 1988 .

[40]  Jean G. Padioleau.  Decisions and Organizations , 1989 .

[41]  Nazeem Seyed-Mohamed,et al.  Relationships and exchange in international business , 1989 .

[42]  K. Eisenhardt.  Agency Theory: An Assessment and Review , 1989 .

[43]  Peter R. Dickson,et al.  The Price Knowledge and Search of Supermarket Shoppers , 1990 .

[44]  James A. Narus,et al.  A Model of Distributor Firm and Manufacturer Firm Working Partnerships , 1990 .

[45]  F. Webster.  Industrial Marketing Strategy , 1991 .