create a website

Better to be the same or different? Paired customer and selling orientations and their impact on the exploitation of relationship-specific investments (RSIs) in dyads. (2024). Zerbini, Fabrizio ; Miceli, Gaetano Nino ; de Carlo, Manuela.
In: European Management Journal.
RePEc:eee:eurman:v:42:y:2024:i:3:p:385-396.

Full description at Econpapers || Download paper

Cited: 0

Citations received by this document

Cites: 118

References cited by this document

Cocites: 22

Documents which have cited the same bibliography

Coauthors: 0

Authors who have wrote about the same topic

Citations

Citations received by this document

    This document has not been cited yet.

References

References cited by this document

  1. Adams, P. ; Freitas, I.M.B. ; Fontana, R. Strategic orientation, innovation performance and the moderating influence of marketing management. 2019 Journal of Business Research. 97 129-140

  2. Ahearne, M. ; Atefi, Y. ; Lam, S.K. ; Pourmasoudi, M. The future of buyer–seller interactions: A conceptual framework and research agenda. 2022 Journal of the Academy of Marketing Science. 50 22-45

  3. Al Mamun, A. ; Syed, A.F. ; Muhammad, M. ; Zhan, S. Strategic orientations, the mediating effect of absorptive capacity and innovation: A study among Malaysian manufacturing SMEs. 2019 International Journal of Innovation Management. 23 1-25

  4. Alvesson, M. ; Willmott, H. Identity regulation as organizational control: Producing the appropriate individual. 2002 Journal of Management Studies. 39 619-644

  5. Anderson, E.W. ; Fornell, C. ; Lehmann, D.R. Customer satisfaction, market share, and profitability: Findings from Sweden. 1994 Journal of Marketing. 58 53-66
    Paper not yet in RePEc: Add citation now
  6. Anderson, E.W. ; Fornell, C. ; Mazvancheryl, S.K. Customer satisfaction and shareholder value. 2004 Journal of Marketing. 68 172-185
    Paper not yet in RePEc: Add citation now
  7. Arslanagic-Kalajdzic, M. ; Kadic-Maglajlic, S. ; Miocevic, D. The power of emotional value: Moderating customer orientation effect in professional business services relationships. 2020 Industrial Marketing Management. 88 12-21
    Paper not yet in RePEc: Add citation now

  8. Asanuma, B. Manufacturer-supplier relationships in Japan and the concept of relation-specific skill. 1989 Journal of the Japanese and International Economies. 3 1-30

  9. Ashforth, B.E. ; Mael, F. Social identity theory and the organization. 1989 Academy of Management Review. 14 20-39
    Paper not yet in RePEc: Add citation now

  10. Atuahene-Gima, K. ; Ko, A. An empirical investigation of the effect of market orientation and entrepreneurship orientation alignment on product innovation. 2001 Organization Science. 12 54-74

  11. Auh, S. ; Bell, S.J. ; McLeod, C.S. ; Shih, E. Co-production and customer loyalty in financial services. 2007 Journal of Retailing. 83 359-370
    Paper not yet in RePEc: Add citation now
  12. Autry, C.W. ; Golicic, S.L. Evaluating buyer–supplier relationship–performance spirals: A longitudinal study. 2010 Journal of Operations Management. 28 87-100
    Paper not yet in RePEc: Add citation now
  13. Baber, R. ; Kaurav, R.P.S. ; Paul, J. Impact of individual market orientation on selling and customer orientation. 2020 Journal of Strategic Marketing. 28 288-303
    Paper not yet in RePEc: Add citation now
  14. Bengtsson, M. ; Kock, S. Coopetition—quo vadis? Past accomplishments and future challenges. 2014 Industrial Marketing Management. 43 180-188
    Paper not yet in RePEc: Add citation now
  15. Bengtsson, M. ; Kock, S. Coopetition” in business Networks—to cooperate and compete simultaneously. 2000 Industrial Marketing Management. 29 411-426
    Paper not yet in RePEc: Add citation now
  16. Biernacki, P. ; Waldorf, D. Snowball sampling: Problems and techniques of chain referral sampling. 1981 Sociological Methods & Research. 10 141-163
    Paper not yet in RePEc: Add citation now
  17. Blocker, C.P. ; Flint, D.J. ; Myers, M.B. ; Slater, S.F. Proactive customer orientation and its role for creating customer value in global markets. 2011 Journal of the Academy of Marketing Science. 39 216-233
    Paper not yet in RePEc: Add citation now
  18. Brown, J.R. The role of similarity in intergroup relations. 1984 En : Tajfel, H. The social dimension: European developments in social psychology. Cambridge Univ. Press: London
    Paper not yet in RePEc: Add citation now
  19. Cambra-Fierro, J. ; Lourdes Perez, J.F. ; Whitelock, J. Inter-firm market orientation as antecedent of knowledge transfer, innovation and value creation in networks. 2011 Management Decision. 49 444-467
    Paper not yet in RePEc: Add citation now

  20. Chaganti, R. ; Sambharya, R. Strategic orientation and characteristics of upper management. 1987 Strategic Management Journal. 8 393-401

  21. Chen, M.J. Competitor analysis and interfirm rivalry: Toward a theoretical integration. 1996 Academy of Management Review. 21 100-134
    Paper not yet in RePEc: Add citation now
  22. Chen, P. ; Chen, K.Y. ; Wu, L.Y. The impact of trust and commitment on value creation in asymmetric buyer–seller relationships: The mediation effect of specific asset investments. 2017 Journal of Business & Industrial Marketing. 32 457-471
    Paper not yet in RePEc: Add citation now
  23. Chen, Y. ; Tang, G. ; Jin, J. ; Xie, Q. ; Li, J. CEO s’ transformational leadership and product innovation performance: The roles of corporate entrepreneurship and technology orientation. 2014 Journal of Product Innovation Management. 31 2-17
    Paper not yet in RePEc: Add citation now
  24. Cheng, C.C.J. ; Huizingh, E.K.R.E. When is open innovation beneficial? The role of strategic orientation. 2014 Journal of Product Innovation Management. 31 1235-1253
    Paper not yet in RePEc: Add citation now
  25. Christensen, L.T. Buffering organizational identity in the marketing culture. 1995 Organization Studies. 16 651-672
    Paper not yet in RePEc: Add citation now
  26. Colclough, S.N. ; Moen, O. ; Hovd, N.S. ; Chan, A. SME innovation orientation: Evidence from Norwegian exporting SMEs. 2019 International Small Business Journal-Researching Entrepreneurship. 37 780-803
    Paper not yet in RePEc: Add citation now
  27. Czakon, W. ; Kawa, A. ; Scott, S. Network orientation of logistics service providers: The construct, dimensionality and measurement scale. 2020 International Journal of Logistics Research and Applications. 23 474-492
    Paper not yet in RePEc: Add citation now

  28. DeSarbo, W.S. ; Anthony Di Benedetto, C. ; Song, M. ; Sinha, I. Revisiting the miles and snow strategic framework: Uncovering interrelationships between strategic types, capabilities, environmental uncertainty, and firm performance. 2005 Strategic Management Journal. 26 47-74

  29. Deshpandé, R. ; Farley, J.U. Organizational culture, market orientation, innovativeness, and firm performance: An international research odyssey. 2004 International Journal of Research in Marketing. 21 3-22
    Paper not yet in RePEc: Add citation now
  30. Deshpandé, R. ; Farley, J.U. ; Webster, F.E. Corporate culture, customer orientation, and innovativeness in Japanese firms: A quadrad analysis. 1993 Journal of Marketing. 57 23-37
    Paper not yet in RePEc: Add citation now

  31. Deshpandé, R. ; Grinstein, A. ; Ofek, E. Strategic orientations in a competitive context: The role of strategic orientation differentiation. 2012 Marketing Letters. 23 629-643

  32. Deshpandé, R. ; Webster, F.E. Organizational culture and marketing: Defining the research agenda. 1989 Journal of Marketing. 53 3-15
    Paper not yet in RePEc: Add citation now
  33. Dwyer, F.R. ; Schurr, P.H. ; Oh, S. Developing buyer-seller relationships. 1987 Journal of Marketing. 51 11-27
    Paper not yet in RePEc: Add citation now
  34. Dyer, J.H. Specialized supplier networks as a source of competitive advantage: Evidence from the auto industry. 1996 Strategic Management Journal. 17 271-291
    Paper not yet in RePEc: Add citation now
  35. Dyer, J.H. ; Singh, H. The relational view: Cooperative strategy and sources of interorganizational competitive advantage. 1998 Academy of Management Review. 23 660-679
    Paper not yet in RePEc: Add citation now

  36. Elg, U. Market orientation as inter-firm cooperation: An international study of the grocery sector. 2007 European Management Journal. 25 283-297

  37. Feng, T. ; Wang, D. ; Lawton, A. ; Luo, B.N. Customer orientation and firm performance: The joint moderating effects of ethical leadership and competitive intensity. 2019 Journal of Business Research. 100 111-121

  38. Franke, G.R. ; Park, J.E. Salesperson adaptive selling behavior and customer orientation: A meta-analysis. 2006 Journal of Marketing Research. 43 693-702
    Paper not yet in RePEc: Add citation now

  39. Gabuthy, Y. ; Muthoo, A. Bargaining and hold-up: The role of arbitration. 2019 Oxford Economic Papers. 71 292-308

  40. Gatignon, H. ; Xuereb, J.-M. Strategic orientation of the firm and new product performance. 1997 Journal of Marketing Research. 34 77-90
    Paper not yet in RePEc: Add citation now
  41. Gebhardt, G.F. ; Carpenter, G.S. ; Sherry, J.F. Creating a market orientation: A longitudinal, multifirm, grounded analysis of cultural transformation. 2006 Journal of Marketing. 70 37-55
    Paper not yet in RePEc: Add citation now
  42. Goad, E.A. ; Jaramillo, F. The good, the bad and the effective: A meta-analytic examination of selling orientation and customer orientation on sales performance. 2014 Journal of Personal Selling and Sales Management. 34 285-301
    Paper not yet in RePEc: Add citation now
  43. Goff, B.G. ; Boles, J.S. ; Bellenger, D.N. ; Stojack, C. The influence of salesperson selling behaviors on customer satisfaction with products. 1997 Journal of Retailing. 73 171-183
    Paper not yet in RePEc: Add citation now
  44. Guenzi, P. Antecedents and consequences of a firm's selling orientation. 2003 European Journal of Marketing. 37 706-727
    Paper not yet in RePEc: Add citation now
  45. Han, C. ; Zhang, S. Multiple strategic orientations and strategic flexibility in product innovation. 2021 European Research on Management and Business Economics. 27 -
    Paper not yet in RePEc: Add citation now
  46. Han, J.K. ; Kim, N. ; Srivastava, R.K. Market orientation and organizational performance: Is innovation a missing link?. 1998 Journal of Marketing. 62 30-45
    Paper not yet in RePEc: Add citation now

  47. Haruvy, E. ; Katok, E. ; Ma, Z. ; Sethi, S. Relationship-specific investment and hold-up problems in supply chains: Theory and experiments. 2019 Business Research. 12 45-74

  48. Hedaa, L. ; Ritter, T. Business relationships on different waves: Paradigm shift and marketing orientation revisited. 2005 Industrial Marketing Management. 34 714-721
    Paper not yet in RePEc: Add citation now
  49. Homburg, C. ; Hoyer, W.D. ; Fassnacht, M. Service orientation of a retailer's business strategy: Dimensions, antecedents, and performance outcomes. 2002 Journal of Marketing. 66 86-101
    Paper not yet in RePEc: Add citation now
  50. Homburg, C. ; Müller, M. ; Klarmann, M. When should the customer really be king? On the optimum level of salesperson customer orientation in sales encounters. 2011 Journal of Marketing. 75 55-74
    Paper not yet in RePEc: Add citation now
  51. Hong, J. ; Song, T.H. ; Yoo, S. Paths to success: How do market orientation and entrepreneurship orientation produce new product success?. 2013 Journal of Product Innovation Management. 30 44-55
    Paper not yet in RePEc: Add citation now
  52. Høgevold, N.M. ; Svensson, G. ; Mpinganjira, M. A seller perspective on economic and non-economic satisfaction as precursors to formalisation, specific investments and dependence in business relationships. 2021 International Journal of Physical Distribution & Logistics Management. 51 281-304
    Paper not yet in RePEc: Add citation now
  53. Huang, C.C. ; Tsay, C.Y. ; Fang, S.C. ; Huang, S.M. A contingency model in establishing brand loyalty: Relationship age as a moderator. 2022 Corporate Reputation Review. 1-14
    Paper not yet in RePEc: Add citation now
  54. Huang, K. ; Shang, C. ; Zhang, C. Working hard for long‐distance relationships: Geographic proximity and relationship‐specific investments. 2021 Financial Management. 50 985-1011
    Paper not yet in RePEc: Add citation now
  55. Jääskeläinen, A. The relational outcomes of performance management in buyer-supplier relationships. 2021 International Journal of Production Economics. 232 1-14
    Paper not yet in RePEc: Add citation now
  56. Jap, S.D. Perspectives on joint competitive advantages in buyer–supplier relationships. 2001 International Journal of Research in Marketing. 18 19-35
    Paper not yet in RePEc: Add citation now
  57. Jap, S.D. Pie sharing" in complex collaboration contexts. 2001 Journal of Marketing Research. 38 86-99
    Paper not yet in RePEc: Add citation now
  58. Jap, S.D. Pie-expansion efforts: Collaboration processes in buyer-supplier relationships. 1999 Journal of Marketing Research. 36 461-475
    Paper not yet in RePEc: Add citation now
  59. Jap, S.D. ; Ganesan, S. Control mechanisms and the relationship life cycle: Implications for safeguarding specific investments and developing commitment. 2000 Journal of Marketing Research. 37 227-245
    Paper not yet in RePEc: Add citation now
  60. Jaramillo, F. ; Ladik, D.M. ; Marshall, G.W. ; Mulki, J.P. A meta‐analysis of the relationship between sales orientation‐customer orientation (SOCO) and salesperson job performance. 2007 Journal of Business & Industrial Marketing. 22 302-310
    Paper not yet in RePEc: Add citation now
  61. Jia, N. Competition, governance, and relationship‐specific investments: Theory and implications for strategy. 2013 Strategic Management Journal. 34 1551-1567
    Paper not yet in RePEc: Add citation now
  62. John, G. ; Reve, T. The reliability and validity of key informant data from dyadic relationships in marketing channels. 1982 Journal of Marketing Research. 19 517-524
    Paper not yet in RePEc: Add citation now

  63. Kadic-Maglajlic, S. ; Micevski, M. ; Arslanagic-Kalajdzic, M. ; Lee, N. Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach. 2017 Journal of Business Research. 80 53-62

  64. Kim, K. ; Park, J. A study on the effect of market orientation on relationship specific investment and performance. 2019 Management & Information Systems Review. 38 113-136
    Paper not yet in RePEc: Add citation now
  65. Kirca, A.H. ; Jayachandran, S. ; Bearden, W.O. Market orientation: A meta-analytic review and assessment of its antecedents and impact on performance. 2005 Journal of Marketing. 69 24-41
    Paper not yet in RePEc: Add citation now
  66. Klein, R. ; Rai, A. Interfirm strategic information flows in logistics supply chain relationships. 2009 MIS Quarterly. 33 735-762
    Paper not yet in RePEc: Add citation now

  67. Kopalle, P.K. ; Kumar, V. ; Subramaniam, M. How legacy firms can embrace the digital ecosystem via digital customer orientation. 2020 Journal of the Academy of Marketing Science. 48 114-131

  68. Kwok, L. ; Xie, K.L. Buyer-seller similarity. 2018 International Journal of Contemporary Hospitality Management. 30 2925-2944
    Paper not yet in RePEc: Add citation now

  69. Laurent, G. ; Kapferer, J.N. Measuring consumer involvement profiles. 1985 Journal of Marketing Research. 22 41-53

  70. Lee, C.M.J. ; Che-Ha, N. ; Alwi, S.F.S. Service customer orientation and social sustainability: The case of small medium enterprises. 2021 Journal of Business Research. 122 751-760

  71. Liu, Y. ; Chen, D.Q. ; Gao, W. How does customer orientation (in) congruence affect B2B electronic commerce platform firms' performance?. 2020 Industrial Marketing Management. 87 18-30
    Paper not yet in RePEc: Add citation now
  72. Lumpkin, G.T. ; Dess, G.G. Clarifying the entrepreneurial orientation construct and linking it to performance. 1996 Academy of Management Review. 21 135-172
    Paper not yet in RePEc: Add citation now

  73. Luo, Y. ; Liu, Y. ; Xue, J. Relationship investment and channel performance: An analysis of mediating forces. 2009 Journal of Management Studies. 46 1113-1137

  74. Morita, H. ; Servátka, M. Group identity and relation-specific investment: An experimental investigation. 2013 European Economic Review. 58 95-109

  75. Mu, J. ; Thomas, E. ; Peng, G. ; Di Benedetto, A. Strategic orientation and new product development performance: The role of networking capability and networking ability. 2017 Industrial Marketing Management. 64 187-201
    Paper not yet in RePEc: Add citation now
  76. Nag, R. ; Corley, K.G. ; Gioia, D.A. The intersection of organizational identity, knowledge, and practice: Attempting strategic change via knowledge grafting. 2007 Academy of Management Journal. 50 821-847
    Paper not yet in RePEc: Add citation now
  77. Narver, J.C. ; Slater, S.F. Market orientations and the learning organization. 1995 Journal of Marketing. 59 63-74
    Paper not yet in RePEc: Add citation now
  78. Narver, J.C. ; Slater, S.F. The effect of a market orientation on business profitability. 1990 Journal of Marketing. 54 20-35
    Paper not yet in RePEc: Add citation now
  79. Noble, C. ; Sinha, R. ; Kumar, A. Market orientation and alternative strategic orientations: A longitudinal assessment of performance implications. 2002 Journal of Marketing. 66 25-39
    Paper not yet in RePEc: Add citation now

  80. Nöldeke, G. ; Schmidt, K.M. Option contracts and renegotiation: A solution to the hold-up problem. 1995 The RAND Journal of Economics. 26 163-179

  81. Palmatier, R.W. Interfirm relational drivers of customer value. 2008 Journal of Marketing. 72 76-89
    Paper not yet in RePEc: Add citation now
  82. Palmatier, R.W. ; Dant, R.P. ; Grewal, D. A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. 2007 Journal of Marketing. 71 172-194
    Paper not yet in RePEc: Add citation now
  83. Palmatier, R.W. ; Dant, R.P. ; Grewal, D. ; Evans, K.R. Factors influencing the effectiveness of relationship marketing: A meta-analysis. 2006 Journal of Marketing. 70 136-153
    Paper not yet in RePEc: Add citation now
  84. Palmatier, R.W. ; Jarvis, C.B. ; Bechkoff, J.R. ; Kardes, F.R. The role of customer gratitude in relationship marketing. 2009 Journal of Marketing. 73 1-18
    Paper not yet in RePEc: Add citation now
  85. Pelham, A.M. Market orientation and other potential influences on performance in small and medium-sized manufacturing firms. 2000 Journal of Small Business Management. 38 48-67
    Paper not yet in RePEc: Add citation now
  86. Podsakoff, P.M. ; MacKenzie, S.B. ; Lee, J.Y. ; Podsakoff, N.P. Common method biases in behavioral research: A critical review of the literature and recommended remedies. 2003 Journal of Applied Psychology. 88 879-903
    Paper not yet in RePEc: Add citation now
  87. Reese, S. The learning organization and the open system beyond the organization's boundaries. 2021 The Learning Organization. 28 502-504
    Paper not yet in RePEc: Add citation now
  88. Reynolds, K.E. ; Beatty, S.E. Customer benefits and company consequences of customer-salesperson relationships in retailing. 1999 Journal of Retailing. 75 11-32
    Paper not yet in RePEc: Add citation now
  89. Ring, P.S. ; Van de Ven, A.H. Development processes of cooperative interorganizational relationships. 1994 Academy of Management Review. 19 90-118
    Paper not yet in RePEc: Add citation now
  90. Ring, P.S. ; Van de Ven, A.H. Structuring cooperative relationships between organizations. 1992 Strategic Management Journal. 13 483-498
    Paper not yet in RePEc: Add citation now

  91. Ritter, T. ; Gemünden, H.G. Network competence: Its impact on innovation success and its antecedents. 2003 Journal of Business Research. 56 745-755

  92. Rokkan, A.I. ; Heide, J.B. ; Wathne, K.H. Specific investments in marketing relationships: Expropriation and bonding effects. 2003 Journal of Marketing Research. 40 210-224
    Paper not yet in RePEc: Add citation now
  93. Ross, W.T. ; Robertson, D.C. Compound relationships between firms. 2007 Journal of Marketing. 71 108-123
    Paper not yet in RePEc: Add citation now
  94. Rubera, G. ; Kirca, A.H. Firm innovativeness and its performance outcomes: A meta-analytic review and theoretical integration. 2012 Journal of Marketing. 76 130-147
    Paper not yet in RePEc: Add citation now
  95. Saebi, T. ; Lasse, L. ; Foss, N.J. What drives business model adaptation? The impact of opportunities, threats and strategic orientation. 2017 Long Range Planning. 50 567-581
    Paper not yet in RePEc: Add citation now
  96. Saxenian, A. Regional networks: Industrial adaptation in silicon valley and route, 128. 1994 Cityscape: A Journal of Policy Development and Research. 2 41-60
    Paper not yet in RePEc: Add citation now
  97. Scheer, L.K. ; Miao, C.F. ; Palmatier, R.W. Dependence and interdependence in marketing relationships: Meta-analytic insights. 2015 Journal of the Academy of Marketing Science. 43 694-712
    Paper not yet in RePEc: Add citation now
  98. Scott, W.R. ; Davis, G.F. Organizations and organizing: Rational, natural and open systems perspectives. 2015 Routledge:
    Paper not yet in RePEc: Add citation now
  99. Shin, H. ; Collier, D.A. ; Wilson, D.D. Supply management orientation and supplier/buyer performance. 2000 Journal of Operations Management. 18 317-333
    Paper not yet in RePEc: Add citation now
  100. Siemsen, E. ; Roth, A. ; Oliveira, P. Common method bias in regression models with linear, quadratic, and interaction effects. 2010 Organizational Research Methods. 13 456-476
    Paper not yet in RePEc: Add citation now
  101. Siguaw, J.A. ; Simpson, P.M. ; Enz, C.A. Conceptualizing innovation orientation: A framework for study and integration of innovation research. 2006 Journal of Product Innovation Management. 23 556-574
    Paper not yet in RePEc: Add citation now
  102. Slot, J.H. ; Wuyts, S. ; Geyskens, I. Buyer participation in outsourced new product development projects: The role of relationship multiplexity. 2020 Journal of Operations Management. 66 578-612
    Paper not yet in RePEc: Add citation now

  103. Sorenson, R.L. ; Folker, C.A. ; Brigham, K.H. The collaborative network orientation: Achieving business success through collaborative relationships. 2008 Entrepreneurship: Theory and Practice. 32 615-634

  104. Steinman, C. ; Deshpandé, R. ; Farley, J.U. Beyond market orientation: When customers and suppliers disagree. 2000 Journal of the Academy of Marketing Science. 28 109-119
    Paper not yet in RePEc: Add citation now
  105. Storey, C. ; Hughes, M. The relative impact of culture, strategic orientation and capability on new service development performance. 2013 European Journal of Marketing. 47 833-856
    Paper not yet in RePEc: Add citation now
  106. Tajfel, H. ; Turner, J.C. An integrative theory of intergroup conflict. 1979 The Social Psychology of Intergroup Relations. 56 33-47
    Paper not yet in RePEc: Add citation now
  107. Tajfel, H.E. ; Fraser, C.E. Introducing social psychology: An analysis of individual reaction and response. 1978 Penguin Press:
    Paper not yet in RePEc: Add citation now
  108. Tanner, J.F. The state of business to business marketing research. 2021 Journal of Marketing Theory and Practice. 29 92-100
    Paper not yet in RePEc: Add citation now
  109. Turner, J.C. ; Oakes, P.J. The significance of the social identity concept for social psychology with reference to individualism, interactionism and social influence. 1986 British Journal of Social Psychology. 25 237-252
    Paper not yet in RePEc: Add citation now
  110. Turner, J.C. ; Oakes, P.J. ; Paulus, P. Self-categorization theory and social identity: Social change, social categorization and the interpersonal-intergroup continuum. 1989 En : The psychology of group influence. Erlbaum: Hillsdale, NJ
    Paper not yet in RePEc: Add citation now
  111. Van Bruggen, G.H. ; Antia, K.D. ; Jap, S.D. ; Reinartz, W.J. ; Pallas, F. Managing marketing channe l multiplicity. 2010 Journal of Service Research. 13 331-340
    Paper not yet in RePEc: Add citation now
  112. Vázquez-Casielles, R. ; Iglesias, V. ; Varela-Neira, C. Manufacturer–distributor relationships: Role of relationship-specific investment and dependence types. 2017 Journal of Business & Industrial Marketing. 32 1245-1260
    Paper not yet in RePEc: Add citation now
  113. Wagner, J.A. ; Klein, N.M. ; Keith, J.E. Selling strategies: The effects of suggesting a decision structure to novice and expert buyers. 2001 Journal of the Academy of Marketing Science. 29 290-307
    Paper not yet in RePEc: Add citation now
  114. Wang, G.I. ; Wang, X. ; Zheng, Y. Investing in guanxi: An analysis of interpersonal relation-specific investment (RSI) in China. 2014 Industrial Marketing Management. 43 659-670
    Paper not yet in RePEc: Add citation now
  115. Weber, K. ; Waeger, D. Organizations as polities: An open systems perspective. 2017 The Academy of Management Annals. 11 886-918
    Paper not yet in RePEc: Add citation now
  116. Wilson, D.T. An integrated model of buyer-seller relationships. 1995 Journal of the Academy of Marketing Science. 23 335-345
    Paper not yet in RePEc: Add citation now
  117. Zerbini, F. ; Castaldo, S. Stay in or get out the janus? The maintenance of multiplex relationships between buyers and sellers. 2007 Industrial Marketing Management. 36 941-954
    Paper not yet in RePEc: Add citation now

  118. Zhou, K.Z. ; Gao, G.Y. ; Yang, Z. ; Zhou, N. Developing strategic orientation in China: Antecedents and consequences of market and innovation orientations. 2005 Journal of Business Research. 58 1049-1058

Cocites

Documents in RePEc which have cited the same bibliography

  1. The Effects of Strategic Orientation on Mass Customization Capacity in Iran: The Mediating Role of Intellectual Capital. (2024). Tumer, Mustafa ; Dastjerdi, Abbasali Hosseinian.
    In: SAGE Open.
    RePEc:sae:sagope:v:14:y:2024:i:3:p:21582440241264447.

    Full description at Econpapers || Download paper

  2. Better to be the same or different? Paired customer and selling orientations and their impact on the exploitation of relationship-specific investments (RSIs) in dyads. (2024). Zerbini, Fabrizio ; Miceli, Gaetano Nino ; de Carlo, Manuela.
    In: European Management Journal.
    RePEc:eee:eurman:v:42:y:2024:i:3:p:385-396.

    Full description at Econpapers || Download paper

  3. How green human resource management can promote green competitive advantage: The role of green innovation. (2024). Zhang, Shujie ; Chen, Mengyuan ; Tang, Guiyao.
    In: Business Strategy and the Environment.
    RePEc:bla:bstrat:v:33:y:2024:i:5:p:4613-4625.

    Full description at Econpapers || Download paper

  4. How social capital affects innovation, marketing and entrepreneurial orientation: the case of SMEs in Ho Chi Minh (Vietnam). (2023). Khanh, Linh Nguyen ; Binh, TU ; Vu, Pham Minh.
    In: Journal of Innovation and Entrepreneurship.
    RePEc:spr:joiaen:v:12:y:2023:i:1:d:10.1186_s13731-023-00350-8.

    Full description at Econpapers || Download paper

  5. Organisational Flexibility and Innovation Performance: The Moderating Role of Management Support. (2023). Gala-Velasquez, Bernardo ; Arredondo-Salas, Angela Y ; Hurtado-Palomino, Americo.
    In: Global Journal of Flexible Systems Management.
    RePEc:spr:gjofsm:v:24:y:2023:i:2:d:10.1007_s40171-023-00336-1.

    Full description at Econpapers || Download paper

  6. Entrepreneurial networks, geographical proximity, and their relationship to firm growth: a study of 241 small high-tech firms. (2023). Rannikko, Heikki ; Lofsten, Hans ; Isaksson, Anders.
    In: The Journal of Technology Transfer.
    RePEc:kap:jtecht:v:48:y:2023:i:6:d:10.1007_s10961-022-09988-0.

    Full description at Econpapers || Download paper

  7. Digital orientation and environmental performance in times of technological change. (2023). Raff, Stefan ; Theis, Lukas ; Bendig, David ; Schulz, Colin.
    In: Technological Forecasting and Social Change.
    RePEc:eee:tefoso:v:188:y:2023:i:c:s0040162522007934.

    Full description at Econpapers || Download paper

  8. Sports entrepreneurship during COVID-19: Technology as an ally to maintain the competitiveness of small businesses. (2023). Gonzalez-Serrano, Maria Huertas ; Dos, Manuel Alonso ; Sendra-Garcia, Javier ; Calabuig, Ferran.
    In: Technological Forecasting and Social Change.
    RePEc:eee:tefoso:v:187:y:2023:i:c:s0040162522007776.

    Full description at Econpapers || Download paper

  9. An Empirical Study of Strategic Orientation and Dual Competence on Service Quality. (2023). Li, Zhang.
    In: International Journal of Science and Business.
    RePEc:aif:journl:v:23:y:2023:i:1:p:1-21.

    Full description at Econpapers || Download paper

  10. The Role of Managerial and Technological Innovations in the Tourism Industry: A Review of the Empirical Literature. (2022). Giotis, Georgios ; Papadionysiou, Evangelia.
    In: Sustainability.
    RePEc:gam:jsusta:v:14:y:2022:i:9:p:5182-:d:801756.

    Full description at Econpapers || Download paper

  11. A two-level, longitudinal investigation into the effects of employee social entrepreneurship orientation and top management team decisions on product innovation. (2022). Shiu, Eric C.
    In: Technological Forecasting and Social Change.
    RePEc:eee:tefoso:v:182:y:2022:i:c:s0040162522003560.

    Full description at Econpapers || Download paper

  12. Customer satisfaction and brand loyalty to electronic home appliances in Bangladesh: the contingent role of brand trust. (2021). Thurasamy, Ramayah ; Hossain, Md Uzir ; Jerin, Ishraq ; Abdul, Ahmad Shaharudin.
    In: SN Business & Economics.
    RePEc:spr:snbeco:v:1:y:2021:i:6:d:10.1007_s43546-021-00088-z.

    Full description at Econpapers || Download paper

  13. Strategic Orientation, Digital Capabilities, and New Product Development in Emerging Market Firms: The Moderating Role of Corporate Social Responsibility. (2021). Pan, Xiaoyan ; Wang, Mengmeng ; Oh, Kum-Sik.
    In: Sustainability.
    RePEc:gam:jsusta:v:13:y:2021:i:22:p:12703-:d:680934.

    Full description at Econpapers || Download paper

  14. The Fit between Technology Management and Technological Capability and Its Impact on New Product Development Performance. (2021). Liu, Yexin ; Wu, Weiwei ; Ma, Qian.
    In: Sustainability.
    RePEc:gam:jsusta:v:13:y:2021:i:19:p:10956-:d:648749.

    Full description at Econpapers || Download paper

  15. Knowledge management performance measurement based on World-Class Competitive Advantages to develop strategic-oriented projects: Case of Iranian oil industry. (2021). Daim, Tugrul U ; Khalijian, Sadaf ; Mohammadipirlar, Ebrahim ; Ghasemi, Behzad.
    In: Technology in Society.
    RePEc:eee:teinso:v:67:y:2021:i:c:s0160791x21001664.

    Full description at Econpapers || Download paper

  16. The duality of digital and environmental orientations in the context of SMEs: Implications for innovation performance. (2021). Albino, Vito ; Raby, Simon ; Ardito, Lorenzo ; Bertoldi, Bernardo.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:123:y:2021:i:c:p:44-56.

    Full description at Econpapers || Download paper

  17. Business Model Innovation for IoT Solutions: An Exploratory Study of Strategic Factors and Expected Outcomes. (2021). Foltean, Sabin ; Glovatchi, Bogdana.
    In: The AMFITEATRU ECONOMIC journal.
    RePEc:aes:amfeco:v:23:y:2021:i:57:p:392.

    Full description at Econpapers || Download paper

  18. Strategy Orientation, Innovation Capacity Endowment, and International R&D Intensity of Listed Companies in China. (2020). He, Jianhong ; Chen, Hongmin ; Tsai, Fu-Sheng.
    In: Sustainability.
    RePEc:gam:jsusta:v:12:y:2020:i:1:p:344-:d:304054.

    Full description at Econpapers || Download paper

  19. The differential and synergistic effects of market orientation and entrepreneurial orientation on hotel ambidexterity. (2020). Ghantous, Nabil ; Alnawas, Ibrahim.
    In: Journal of Retailing and Consumer Services.
    RePEc:eee:joreco:v:55:y:2020:i:c:s0969698919313153.

    Full description at Econpapers || Download paper

  20. The profile of innovation driven Italian SMEs and the relationship between the firms’ networking abilities and dynamic capabilities. (2020). Andreano, Simona M ; Papasolomou, Ioanna ; Basile, Gianpaolo ; Vrontis, Demetris ; Mazzitelli, Andrea.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:114:y:2020:i:c:p:313-324.

    Full description at Econpapers || Download paper

  21. Network structure and firm-level entrepreneurial behavior: The role of market and technological knowledge networks. (2020). Lioukas, Spyros ; Voudouris, Irini ; Nikiforou, Argyro Iro.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:106:y:2020:i:c:p:129-138.

    Full description at Econpapers || Download paper

  22. Turning motivation into action: A strategic orientation model for green supply chain management. (2020). Lin, Zhi Bin ; Liu, Shumin ; He, Qile ; Eweje, Gabriel.
    In: Business Strategy and the Environment.
    RePEc:bla:bstrat:v:29:y:2020:i:7:p:2908-2918.

    Full description at Econpapers || Download paper

Coauthors

Authors registered in RePEc who have wrote about the same topic

Report date: 2025-09-30 10:09:03 || Missing content? Let us know

CitEc is a RePEc service, providing citation data for Economics since 2001. Last updated August, 3 2024. Contact: Jose Manuel Barrueco.