Collaborative B2B sales partnerships in supply chains: An integrative framework of social and action alignment

Alexander, 1995 Arli, 2018, Relational selling: Past, present and future, Industrial Marketing Management, 69, 169, 10.1016/j.indmarman.2017.07.018 Baker, 2002, Relational contracts and the theory of the firm, Quarterly Journal of Economics, 117, 39, 10.1162/003355302753399445 Berry, 1983, Relationship marketing, 25 Camarinha-Matos, 2006, Collaborative networks: Value creation in a knowledge industry Camerer, 1996, Coordination, organizational boundaries and fads in business practices, Industrial and Corporate Change, 5, 89, 10.1093/icc/5.1.89 Camerer, 1997, Coordination in organizations: A game theoretic perspective, 158 Chen, 2011, Guanxi practice and Chinese buyer–supplier relationships: The buyer's perspective, Industrial Marketing Management, 40, 569, 10.1016/j.indmarman.2010.12.013 Colvin, 2007, The problem of action and interest alignment: Beyond job requirements and incentive compensation, Human Resource Management Review, 17, 38, 10.1016/j.hrmr.2006.11.003 Corsten, 2005, Exploring the performance effects of key-supplier collaboration: An empirical investigation into Swiss buyer-supplier relationships, International Journal of Physical Distribution & Logistics Management, 35, 445, 10.1108/09600030510611666 Das, 1998, Between trust and control: Developing confidence in partner cooperation in alliances, Academy of Management Review, 23, 491, 10.2307/259291 Day, 2000, Managing market relationships, Journal of the Academy of Marketing Science, 28, 24, 10.1177/0092070300281003 Di Benedetto, 2019, How to collaborate really well with practitioners, Industrial Marketing Management, 82, 1, 10.1016/j.indmarman.2019.08.001 Ferro, 2016, Trust and commitment as mediators between economic and non-economic satisfaction in manufacturer-supplier relationships, Journal of Business & Industrial Marketing, 31, 13, 10.1108/JBIM-07-2013-0154 Field, 2008, Supplier relations and supply chain performance in financial services processes, International Journal of Operation & Production Management, 282, 185, 10.1108/01443570810846892 Fill, 2005 Foss, 2001, Leadership, beliefs and coordination: An explorative discussion, Industrial and Corporate Change, 10, 357, 10.1093/icc/10.2.357 Gassenheimer, 1994, The impact of dependence on dealer satisfaction: A comparison of reseller-supplier relationships, Journal of Retailing, 70, 253, 10.1016/0022-4359(94)90035-3 Geyskens, 2000, Economic and social satisfaction: Measurement and relevance to marketing channel relationships, Journal of Retailing, 76, 11, 10.1016/S0022-4359(99)00021-4 Geyskens, 1999, A meta-analysis of satisfaction in marketing channel relationships, Journal of Marketing Research, 36, 223, 10.1177/002224379903600207 Gligor, 2020, Does supply chain agility create customer value and satisfaction for loyal B2B business and B2C end-customers?, International Journal of Physical Distribution & Logistics Management, 50, 721, 10.1108/IJPDLM-01-2020-0004 Grandori, 1997, An organizational assessment of interfirm coordination modes, Organization Studies, 18, 897, 10.1177/017084069701800601 Grandori, 1995, Inter-firm networks: Antecedents, mechanisms and forms, Organization Studies, 16, 183, 10.1177/017084069501600201 Guan, 2022, Action and social alignment constituents of collaboration in business relationships: Buyer and seller perspectives, Journal of Relationship Marketing, 21, 194, 10.1080/15332667.2021.1933876 Guiltinan, 1980, Factors influencing coordination in a franchise channel, Journal of Retailing, 56, 41 Gulati, 2005, Adaptation in vertical relationships: Beyond incentive conflict, Strategic Management Journal, 26, 10.1002/smj.458 Gulati, 2012, The two facets of collaboration: Cooperation and coordination in strategic alliances, Academy of Management Annals, 6, 531, 10.5465/19416520.2012.691646 Ha, 2004, Importers’ relationship with exporters: Does culture matter?, International Marketing Review, 21, 447, 10.1108/02651330410547135 Hair, 2006 Heide, 1988, The Role of dependence balancing in safeguarding transaction-specific assets in conventional channels, Journal of Marketing, 52, 20, 10.1177/002224298805200103 Høgevold, 2020, Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: A sales perspective, Journal of Business & Industrial Marketing, 35, 1685, 10.1108/JBIM-03-2019-0118 Høgevold, 2020, Continuity, coordination and cooperation as mediators between economic and non-economic satisfaction – A sales perspective, Journal of Business Economics and Management, 21, 1752, 10.3846/jbem.2020.13506 Høgevold, 2019, Validating action and social alignment constituents of collaboration in business relationships: A sales perspective, Marketing Intelligence & Planning, 37, 721, 10.1108/MIP-12-2018-0577 Homburg, 2012, Marketing performance measurement systems: Does comprehensiveness really improve performance?, Journal of Marketing, 76, 56, 10.1509/jm.09.0487 Jöreskog, 1976 Kale, 2009, Managing strategic alliances: What do we know now, and where do we go from here?, Academy of Management Perspectives, 23, 45, 10.5465/amp.2009.43479263 Kanter, 1994, Collaborative advantage: The art of alliances, Harvard Business Review, 72, 96 Knez, 2000, Increasing cooperation in prisoner's dilemmas by establishing a precedent of efficiency in coordination games, Organizational Behavior and Human Decision Processes, 82, 194, 10.1006/obhd.2000.2882 Kumar, 1998, The design of coordination and control mechanisms for managing joint venture-parent relationships, Strategic Management Journal, 19, 579, 10.1002/(SICI)1097-0266(199806)19:6<579::AID-SMJ959>3.0.CO;2-8 Labovitz, 1997 Lambert, 2009, Customer relationship management as a business process, Journal of Business & Industrial Marketing, 25, 4, 10.1108/08858621011009119 Marqui, 2013, Collaborative supply chain: A conceptual model for operationalization, International Journal of Management and Decision Making, 12, 195, 10.1504/IJMDM.2013.056458 Martin, 2003, Using supply chain management to leverage a firm's market orientation, Industrial Marketing Management, 32, 25, 10.1016/S0019-8501(01)00192-4 Morgan, 2000, Relationship marketing and marketing strategy: The evolution of relationship marketing strategy within the organization, 71 Mpinganjira, 2017, Validating the relationship between trust, commitment, economic and non-economic satisfaction in South African buyer-supplier relationships, Journal of Business-to-Business Marketing, 32, 421 Nurdin, 2014, Coordination and cooperation in e-government: An Indonesian local e-government case, The Electronic Journal of Information Systems in Developing Countries, 61, 1, 10.1002/j.1681-4835.2014.tb00432.x Palmatier, 2008 Payan, 2007, A review and delineation of cooperation and coordination in marketing channels, European Business Review, 19, 216, 10.1108/09555340710746473 Payan, 2019, Action and social alignment components of collaboration in SME business relationships, Journal of Small Business & Entrepreneurship, 31, 463, 10.1080/08276331.2018.1459014 Payan, 2007, Cooperation, coordination, and specific assets in interorganizational relationships, Journal of Marketing Management, 23, 797, 10.1362/026725707X230045 Prahinski, 2004, Supplier evaluations: Communication strategies to improve supplier performance, Journal of Operations Management, 22, 39, 10.1016/j.jom.2003.12.005 Roberts-Lombard, 2019, The antecedents and postcedents of satisfaction in business-to-business relationships in South Africa, South African Journal of Business Management, 50, 1, 10.4102/sajbm.v50i1.212 Rodríguez del Bosque Rodríguez, 2006, Determinants of economic and social satisfaction in manufacturer–distributor relationships, Industrial Marketing Management, 35, 666, 10.1016/j.indmarman.2005.05.006 Sanzo, 2003, The effect of market orientation on buyer-seller relationship satisfaction, Industrial Marketing Management, 32, 327, 10.1016/S0019-8501(01)00200-0 Sarmah, 2006, Buyer vendor coordination models in supply chain management, European Journal of Operational Research, 175, 1, 10.1016/j.ejor.2005.08.006 Scherpereel, 2006, Alignment: The duality of decision problems, Management Decision, 44, 1258, 10.1108/00251740610707721 Sheth, 1988 Skarmeas, 2008, Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products, Industrial Marketing Management, 37, 23, 10.1016/j.indmarman.2007.04.004 Skinner, 1992, Cooperation in supplier-dealer relations, Journal of Retailing, 68, 174 Spekman, 2016, The extended enterprise: A decade later, International Journal of Physical Distribution & Logistics Management, 46, 43, 10.1108/IJPDLM-07-2015-0164 Svensson, 2011, A construct of META-RELQUAL: Measurement model and theory testing, Baltic Journal of Management, 6, 227, 10.1108/17465261111131820 Ting, 2011, The role of justice in determining relationship quality, Journal of Relationship Marketing, 10, 57, 10.1080/15332667.2011.577732 Viio, 2014, Value-based sales process adaptation in business relationships, Industrial Marketing Management, 43, 1085, 10.1016/j.indmarman.2014.05.022 Walz, 2009, The definition, creation, and evolution of buyer-seller relationships, LSU Doctoral Dissertations. No., 3751 Zacharia, 2011, Capabilities that enhance outcomes of an episodic supply chain collaboration, Journal of Operations Management, 29, 591, 10.1016/j.jom.2011.02.001