Barriers and Conflicts in Relationships of Small Firms – Insights from Central Europe
This paper contributes to our knowledge about buyerseller
relations by identifying barriers and conflict situations
associated with maintaining and developing durable business
relationships by small companies. The contribution of prior studies
with regard to negative aspects of marketing relationships is
presented in the first section. The international research results are
discussed with regard to the existing conceptualizations and main
research implications identified at the end.
[1] D. Carson; A. Gilmore; S. Rocks, "SME marketing networking:
a strategic approach", Strategic Change, Nov 2004; vol. 13, no. 7, pp.
369-382.
[2] G. Metallo, M. T. Cuomo, G. Festa, "Relationship Management in the
Business of Quality and Communication", Total Quality Management,
Vol. 18, Nos. 1-2, 2007,pp. 119-133.
[3] H. Håkansson, I. Snehota, Eds. Developing Relationships in Business
Networks, London: Routledge, 1995
[4] L. Kinunda-Rutashobya, "Networks, Social Relationships and
Entrepreneurial Outcomes in Tanzania", The 18th IMP-conference in
Dijon, France, 2002
[5] J. Bryson, P. Wood, D. Reeble, Business networks, small firm flexibility
and regional development in UK business services, Enterpreneurship
and Regional Development, vol. 5, no. 3, 1993, pp. 265-277.
[6] J. Szarka, Networking and small firms, International Small Business
Journal, vol. 8, no. 2, 1990, pp. 10-22.
[7] M. Makovec, V. B. Virant, Z. Vesna, "Does The Size Matter? How Do
Small And Large Firms Differ In Developing Business Relationships?",
19th IMP-conference in Lugano, Switzerland, 2003
[8] D. Ford, L.-E. Gadde, H. Håkansson, I. Snehota, Managing Business
Relationships, Wiley, 2003.
[9] M. J. Saren, N. X. Tzokas, Some dangerous axioms of relationship
marketing, Journal of Strategic Marketing, vol. 6, 1998, pp. 187-196.
[10] J. D. Hibbard , F. F. Brunel , R. P. Dant, D. Iacobucci, "Does
Relationship Marketing Age Well?", Business Strategy Review, vol. 12,
issue 4, 2003, pp. 29 - 35
[11] L. O- Malley, C. Tynan, "Relationship marketing in consumer markets.
Rhetoric or reality?", European Journal of Marketing, no. 7, 2000, pp.
797-815.
[12] J. Pels, (1999), "Exchange relationships in consumer markets?",
European Journal of Marketing, vol. 33 no.1/2, 1999, pp.19-37.
[13] L. Coote, "Implementation of relationship marketing in an accounting
practice", In Sheth J. N., Parvatiyar A., Eds., Relationship marketing:
Theory, methods and applications, Atlanta, GA: Emory University,
Center for Relationship Marketing, 1994.
[14] R. W. Palmatier R. P. Dant, D. Grewal, "A Comparative Longitudinal
Analysis of Theoretical Perspectives of Interorganizational Relationship
Performance", Journal of Marketing, Vol. 71, 2007, pp. 172-194.
[15] A. J. Palmer, "Relationship marketing: a universal paradigm or
management fad?", The Learning Organization, 3/3, 1996, pp. 18-25.
[16] P. L. Koopman, et al, "National Culture and Leadership Profiles in
Europe: Some Results From the GLOBE Study", European Journal of
Work and Organizational Psychology, 8 (4), 1999, pp. 503-520.
[17] T. Ritter, I. F. Wilkinson, W. J. Johnston, "Managing in complex
business networks", Industrial Marketing Management, Vol. 33 No.3,
2004, pp.175-83.
[18] R. M. Morgan, S. D. Hunt, "The commitment - Trust Theory of
Relationship Marketing", Journal of Marketing, Vol. 58, July, 1994, pp.
20-38.
[19] J. Cannon, Ch. Homburg, "Buyer-Supplier Relationships and Customer
Firm Costs", Journal of. Marketing, 65, 1, 2001, 29-43.
[20] D. Iacobucci, J. D. Hibbard, "Toward an encompassing theory of
business marketing relationships (BMRs) and interpersonal commerrcial
relationships (ICRs): an empirical generalization", Journal of Interactive
Marketing, Vol. 13, no. 3, 1999.
[21] G. R. Massey, P. L., "Dawes Personal characteristics, trust, conflict, and
effectiveness in marketing/sales working relationships", European
Journal of Marketing, Vol. 41 No. 9/10, 2007, pp. 1117-1145.
[22] E. Baraldi, "Strategy in Industrial Networks: Experiences from IKEA",
California Management Review, Vol. 50, No.4, Summer 2008, pp. 99-
125.
[23] N. Bendapudi, L. L. Berry, "Customers- Motivations for Maintaining
Relationships With Service Providers", Journal of Retailing, vol. 73(1),
1997, pp. 15-37.
[24] F. R. Dwyer, P. H. Schurr, S Oh, "Developing Buyer - Seller
Relationships", Journal of Marketing, April, 1987, pp. 11-27.
[25] S. Ganesan, S. (1994), "Determinants of long term orientation in buyerseller
relationships", Journal of Marketing, Vol. 58 April, 1994, pp.1-19.
[26] N. Malhotra, Marketing Research and SPSS 11.0 Package, Pearson 2003
[27] OE Williamson, Markets and hierarchies, analysis and antitrust
implications: A study in the economics of internal organization, Free
Press 1975.
[1] D. Carson; A. Gilmore; S. Rocks, "SME marketing networking:
a strategic approach", Strategic Change, Nov 2004; vol. 13, no. 7, pp.
369-382.
[2] G. Metallo, M. T. Cuomo, G. Festa, "Relationship Management in the
Business of Quality and Communication", Total Quality Management,
Vol. 18, Nos. 1-2, 2007,pp. 119-133.
[3] H. Håkansson, I. Snehota, Eds. Developing Relationships in Business
Networks, London: Routledge, 1995
[4] L. Kinunda-Rutashobya, "Networks, Social Relationships and
Entrepreneurial Outcomes in Tanzania", The 18th IMP-conference in
Dijon, France, 2002
[5] J. Bryson, P. Wood, D. Reeble, Business networks, small firm flexibility
and regional development in UK business services, Enterpreneurship
and Regional Development, vol. 5, no. 3, 1993, pp. 265-277.
[6] J. Szarka, Networking and small firms, International Small Business
Journal, vol. 8, no. 2, 1990, pp. 10-22.
[7] M. Makovec, V. B. Virant, Z. Vesna, "Does The Size Matter? How Do
Small And Large Firms Differ In Developing Business Relationships?",
19th IMP-conference in Lugano, Switzerland, 2003
[8] D. Ford, L.-E. Gadde, H. Håkansson, I. Snehota, Managing Business
Relationships, Wiley, 2003.
[9] M. J. Saren, N. X. Tzokas, Some dangerous axioms of relationship
marketing, Journal of Strategic Marketing, vol. 6, 1998, pp. 187-196.
[10] J. D. Hibbard , F. F. Brunel , R. P. Dant, D. Iacobucci, "Does
Relationship Marketing Age Well?", Business Strategy Review, vol. 12,
issue 4, 2003, pp. 29 - 35
[11] L. O- Malley, C. Tynan, "Relationship marketing in consumer markets.
Rhetoric or reality?", European Journal of Marketing, no. 7, 2000, pp.
797-815.
[12] J. Pels, (1999), "Exchange relationships in consumer markets?",
European Journal of Marketing, vol. 33 no.1/2, 1999, pp.19-37.
[13] L. Coote, "Implementation of relationship marketing in an accounting
practice", In Sheth J. N., Parvatiyar A., Eds., Relationship marketing:
Theory, methods and applications, Atlanta, GA: Emory University,
Center for Relationship Marketing, 1994.
[14] R. W. Palmatier R. P. Dant, D. Grewal, "A Comparative Longitudinal
Analysis of Theoretical Perspectives of Interorganizational Relationship
Performance", Journal of Marketing, Vol. 71, 2007, pp. 172-194.
[15] A. J. Palmer, "Relationship marketing: a universal paradigm or
management fad?", The Learning Organization, 3/3, 1996, pp. 18-25.
[16] P. L. Koopman, et al, "National Culture and Leadership Profiles in
Europe: Some Results From the GLOBE Study", European Journal of
Work and Organizational Psychology, 8 (4), 1999, pp. 503-520.
[17] T. Ritter, I. F. Wilkinson, W. J. Johnston, "Managing in complex
business networks", Industrial Marketing Management, Vol. 33 No.3,
2004, pp.175-83.
[18] R. M. Morgan, S. D. Hunt, "The commitment - Trust Theory of
Relationship Marketing", Journal of Marketing, Vol. 58, July, 1994, pp.
20-38.
[19] J. Cannon, Ch. Homburg, "Buyer-Supplier Relationships and Customer
Firm Costs", Journal of. Marketing, 65, 1, 2001, 29-43.
[20] D. Iacobucci, J. D. Hibbard, "Toward an encompassing theory of
business marketing relationships (BMRs) and interpersonal commerrcial
relationships (ICRs): an empirical generalization", Journal of Interactive
Marketing, Vol. 13, no. 3, 1999.
[21] G. R. Massey, P. L., "Dawes Personal characteristics, trust, conflict, and
effectiveness in marketing/sales working relationships", European
Journal of Marketing, Vol. 41 No. 9/10, 2007, pp. 1117-1145.
[22] E. Baraldi, "Strategy in Industrial Networks: Experiences from IKEA",
California Management Review, Vol. 50, No.4, Summer 2008, pp. 99-
125.
[23] N. Bendapudi, L. L. Berry, "Customers- Motivations for Maintaining
Relationships With Service Providers", Journal of Retailing, vol. 73(1),
1997, pp. 15-37.
[24] F. R. Dwyer, P. H. Schurr, S Oh, "Developing Buyer - Seller
Relationships", Journal of Marketing, April, 1987, pp. 11-27.
[25] S. Ganesan, S. (1994), "Determinants of long term orientation in buyerseller
relationships", Journal of Marketing, Vol. 58 April, 1994, pp.1-19.
[26] N. Malhotra, Marketing Research and SPSS 11.0 Package, Pearson 2003
[27] OE Williamson, Markets and hierarchies, analysis and antitrust
implications: A study in the economics of internal organization, Free
Press 1975.
@article{"International Journal of Business, Human and Social Sciences:63536", author = "Maciej Mitręga", title = "Barriers and Conflicts in Relationships of Small Firms – Insights from Central Europe", abstract = "This paper contributes to our knowledge about buyerseller
relations by identifying barriers and conflict situations
associated with maintaining and developing durable business
relationships by small companies. The contribution of prior studies
with regard to negative aspects of marketing relationships is
presented in the first section. The international research results are
discussed with regard to the existing conceptualizations and main
research implications identified at the end.", keywords = "Relationship marketing, barriers, conflict, SME,international research.", volume = "3", number = "6", pages = "1243-4", }
