Causes of Intercompany Harmony in Business Markets


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Causes of Intercompany Harmony in Business Markets

Show simple item record Weber, Oliver Jacob 2010-05-25 2010-05-25T13:32:23Z 2010-05-25T13:32:23Z 2010-05-25
dc.identifier.isbn 9788759384343
dc.description.abstract In line with the concept of long-term relationships, as opposed to discrete exchanges, gaining acceptance amongst marketing researchers (e.g. Wilson, 1995; Ganesan, 1994; and Dwyer et al., 1987), the prevalent literature has increasingly emphasised the importance of cooperation between companies. As described in Selnes (1998), the objective of long-term relationships is to establish, maintain and enhance relations with trading partners at a profit. It is a dynamic process, whose success depends on the ability of companies to provide one another with episodes of value on a continuous basis. Definable as, “...similar or complementary coordinated action taken by firms in interdependent relationships to achieve mutual outcomes or singular outcomes with reciprocation over time” (Anderson and Narus, 1990, p. 45), cooperation between companies is viewed as an important foundation to the success of long-term relationships (Eriksson and Sharma, 2003). A joint effort based on coordination of activities thus permits companies to attain outcomes of mutual value otherwise not possible, e.g. exchange efficiency (Cannon and Perreault, 1999), decreased environmental uncertainty (Buvik and Grønhaug, 2000), and management of dependencies (Stern and El-Ansary, 1992).... en_US
dc.format.extent 289 en_US
dc.language eng en_US
dc.publisher Copenhagen Business School Press en_US
dc.relation.ispartofseries Ph. D. serie;21.2010
dc.title Causes of Intercompany Harmony in Business Markets en_US
dc.type phd en_US
dc.accessionstatus modt10maj25 liga en_US
dc.contributor.corporation Copenhagen Business School. CBS en_US
dc.contributor.department Institut for Afsætningsøkonomi en_US
dc.contributor.departmentshort AØ; en_US
dc.contributor.departmentuk Department of Marketing en_US
dc.contributor.departmentukshort AØ; en_US
dc.idnumber 9788759384343 en_US Frederiksberg en_US
dc.publisher.year 2010 en_US
dc.title.subtitle An Empirical Investigation from a Dyad Perspective en_US

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