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Full-Text Articles in Business
The Role Of Relational Knowledge Stores In Interfirm Partnering, Jean L. Johnson, Ravipreet S. Sohi, Rajdeep Grewal
The Role Of Relational Knowledge Stores In Interfirm Partnering, Jean L. Johnson, Ravipreet S. Sohi, Rajdeep Grewal
Department of Marketing: Faculty Publications
Drawing on the notions of relational capabilities and absorptive capacity, the authors examine the effects of interactional, functional, and environmental knowledge stores on relationship quality and relationship portfolio effectiveness. The results suggest that the knowledge stores affect the outcome variables differently and that the effects vary by levels of industry turbulence.
The Development Of Interfirm Partnering Competence: Platforms For Learning, Learning Activities, And Consequences Of Learning, Jean L. Johnson, Ravipreet S. Sohi
The Development Of Interfirm Partnering Competence: Platforms For Learning, Learning Activities, And Consequences Of Learning, Jean L. Johnson, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
This study investigated factors within the firm that encourage organizational learning activities. The authors suggest that when the appropriate factors are present, the firm will more likely engage in learning activities integral in the development of interfirm partnering competence. The conditions for building partnering competence are found in the firm's culture and climate in the form of learning intent, receptivity, and transparency. In addition, the authors suggested that learning-related activities would generate some positive influence on specific interfirm relationships (IFRs). The authors tested these ideas on data from a multiindustry mail survey. Results largely conformed to expectations. The platform variables, …
The Influence Of Firm Dispositions On Interfirm Relationship Formation In Business Markets, Jean L. Johnson, Ravipreet S. Sohi
The Influence Of Firm Dispositions On Interfirm Relationship Formation In Business Markets, Jean L. Johnson, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
The central premise of this paper is that firm level characteristics or behavioral traits, referred to as predispositions, influence how the firm behaves and interacts in its interfirm relationships (EFRs). This augments traditional approaches that focus on the intra-relationship perspective and/or on environmental influences on the relationship. Firm predispositions of strategic intent and relational proclivity are expected to individually, and in combination, increase the extent of connectedness between partners in interfirm relationships. In turn, through connectedness, they affect relationship effectiveness in terms of reciprocity, information exchange, and cooperation. Results indicated that the predispositions increased connectedness, but combinational effects were not …