Successful Business Relationships

Morgan R.M. and Hunt S.D. , ‘The Commitment-Trust Theory of Marketing’, Journal of Marketing, Vol. 58, July 1994.

Iabucci D. and Ostrom A. , ‘Commercial and Interpersonal Relationship; Using the Structure of Interpersonal Relationships to Understand Individual-to-Individual, Individual-to-Firm and Firm-to-Firm Relationships in Commerce’, International Journal of Marketing, 13, 1995.

See Fishbein M. , Goldberg M.E. and Middlestadt S. , ‘Social Marketing: Theoretical and Practical Perspectives’ in Advertising and Consumer Psychology, Lawrence Erlbaum Associates, 1997; Conner M. and Norman P. Predicting Health Behaviour: Research and Practice with Social Cognition Models, Open University Press, 1996, and Ajzen I. and Heilbroner R. L. , Understanding Attitudes and Predicting Social Behaviour, Prentice Hall, 1980.

O'Mally L. and Tynan C. , ‘A Reappraisal of the Relationship Marketing Constructs of Commitment and Trust’ Special Paper for the Conference of Relationship Marketing, 1997. ‘New and Evolving Paradigms: The Emerging Future of Marketing’, American Marketing Association Special Conference on Relationship Marketing, June 12-15th 1997, Dublin, Ireland, pp. 486-503.

Mishira A.K. , ‘Organizational Responses to Crisis. The Centrality of Trust’, in Kramer R. M. and Tyler T.M. (eds.), Trust in Organizations, Sage 1996, and Meyer J.P. and Allen N.J. , Commitment in the Workplace: Theory, Research and Application, Sage, 1997.

O'Mally and Tynan , op.cit.

Mattieu J.E. and Zajac D.M. , ‘A Review and Meta-analysis of the Antecedents, Correlates and Consequences of Organizational Commitment, Psychological Bulletin, 108, 1990.

Cohen A.R. and Bradford D.L. , Influence without Authority, John Wiley & Sons, 1991.

Frontenot R.J. and Wilson G.J. , ‘Relational Exchange: A Review of Selected Models for a Prediction Matrix of Relationship Activities’, Journal of Business Research, Vol. 39 No. 1, 1997.

Silinpaa M. and Wheeler D. , The Stakeholder Corporation, Financial Times: Prentice Hall Publishing, 1998.

See Hinde R.A. , Relationships: A Dialectical Perspective, Psychology Press, 1998; Duck S. Handbook of Personal Relationships: Theory, Research and Intervention, (2nd edn), John Wiley & Sons, 1996, and Duck S. and Ickes W. , The Social Psychology of Personal Relationships, John Wiley & Sons, 2000.

Luwicker and Bunker , ‘Developing and Maintaining Trust in Work Relationships’, in R. M. Kramer and T.M. Tyler (eds.), Trust in Organizations, Sage, 1996; and Frontenot and Wilson, op.cit.

Morgan and Hunt , op.cit.

Kumar N. , Stern L.W. and Achrol R.S. , ‘Assessing Reseller Performance from the Perspective of the Supplier’, Journal of Marketing Research, 29, 1992.

Napahiet J. and Ghoshal S. , ‘Social Capital, Intellectual Capital and Organizational Advantage’, Academy of Management Review, Vol. 23, April 1998.

See Kay J. , Foundations of Corporate Success: How Business Strategies add Value, Oxford University Press, 1993, and Putnam R.D. , ‘The Prosperous Community: Social Capital and Public Life’, American Prospect, 13, 1993.

Napahiet J and Ghoshal S. op.cit., pp. 248, 250.

See Putnam , op.cit., and Coleman J.S. , ‘Social Capital in the Creation of Human Capital’, American Journal of Sociology, 94, 1988; Foundations of Social Theory, Harvard University Press, 1990; and Fukuyama F. , Trust Social Virtues and the Creation of Prosperity, Hamish Hamilton, 1995.

Napahiet J. and Ghoshal S. , op.cit.,p. 252.

Ring P.S. and Van de Ven A.H. , ‘Developmental Processes of Cooperative Interorganizational Relationships’, Academy of Management Review, 19, 1994.

Boisot M. , Information Space A Framework for Learning in Organizations, Institutions and Culture, Routledge, 1995.

Starbuck W.H. , ‘Learning by Knowledge Intensive Firms’, Journal of Management Studies, 29, 1992.

Napahiet J. and Ghoshal S. , op.cit.,p. 255.

MacMillan K. and Downing S.J. , ‘Governance and Performance: Goodwill Hunting’, Journal of General Management, Vol. 24, Spring 1999. See also, Hutton P. , ‘The Measurement and Management of Relationships to Maximise Shareholder Value’, Paper given at the 2nd International Conference on Corporate Governance and Direction, Henley Management College, October 1999.

MacMillan K. and Downing S.J. , ‘Governance and Performance: Goodwill Hunting’, Journal of General Management, Vol. 24, Spring 1999. See also, Hutton P. , ‘The Measurement and Management of Relationships to Maximise Shareholder Value’, Paper given at the 2nd International Conference on Corporate Governance and Direction, Henley Management College, October 1999.

Collins J.C. and Porras J.I. , Built to Last, Harperbusiness, 1997.

Reichheld F.F. and Schefter P. , ‘E-Loyalty’, Harvard Business Review, July-August 2000.

Reichheld F.F. and Schefter P. , ‘E-Loyalty’, Harvard Business Review, July-August 2000,p. 107.

Reichheld F.F. and Schefter P. , ‘E-Loyalty’, Harvard Business Review, July-August 2000,p. 110.

Henry C. D. , ‘Is Customer Loyalty a Pernicious Myth?’, Business Horizons, July-August 2000.