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Some pain, some gain: The role of re...

The University of Wisconsin - Madison.

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Some pain, some gain: The role of reputations in governing interfirm relationships.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Some pain, some gain: The role of reputations in governing interfirm relationships./
Author:	Kumar, Alok.
Description:	214 p.
Notes:	Adviser: Jan B. Heide.
Contained By:	Dissertation Abstracts International69-09A.
Subject:	Business Administration, Management. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3327978
ISBN:	9780549799702

Some pain, some gain: The role of reputations in governing interfirm relationships.
Kumar, Alok.

Some pain, some gain: The role of reputations in governing interfirm relationships. - 214 p.

Adviser: Jan B. Heide.

Thesis (Ph.D.)--The University of Wisconsin - Madison, 2008.

This dissertation examines the role of corporate reputations in managing customer relationships in business-to-business markets. Drawing on existing reputation theory and extant research on marketing relationships, the author distinguishes between different dimensions of corporate reputations, and outlines their specific exchange properties. Regarding the latter, it is argued that a manufacturer's reputation has two opposite effects in a reseller relationship, namely (1) an "incentive effect", which reduces the need for coordination efforts, and (2) an "exploitation effect", which increases coordination needs. A set of testable predictions is offered, which reflects the premise that the actual level of a focal firm's relationship management efforts is determined jointly by the exploitation and incentive effects.

ISBN: 9780549799702Subjects--Topical Terms:

626628
Business Administration, Management.

Some pain, some gain: The role of reputations in governing interfirm relationships.
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020 $a 9780549799702
035 $a (UMI)AAI3327978
035 $a AAI3327978
040 $a UMI $c UMI
100 1 $a Kumar, Alok. $3 1038003
245 1 0 $a Some pain, some gain: The role of reputations in governing interfirm relationships.
300 $a 214 p.
500 $a Adviser: Jan B. Heide.
500 $a Source: Dissertation Abstracts International, Volume: 69-09, Section: A, page: 3635.
502 $a Thesis (Ph.D.)--The University of Wisconsin - Madison, 2008.
520 $a This dissertation examines the role of corporate reputations in managing customer relationships in business-to-business markets. Drawing on existing reputation theory and extant research on marketing relationships, the author distinguishes between different dimensions of corporate reputations, and outlines their specific exchange properties. Regarding the latter, it is argued that a manufacturer's reputation has two opposite effects in a reseller relationship, namely (1) an "incentive effect", which reduces the need for coordination efforts, and (2) an "exploitation effect", which increases coordination needs. A set of testable predictions is offered, which reflects the premise that the actual level of a focal firm's relationship management efforts is determined jointly by the exploitation and incentive effects.
520 $a Hypotheses were tested using field data from apparel manufacturer-retailer relationships in the U.S. garment industry (SIC 23). Results indicated broad support for the overarching proposition that reputation effects can serve coordination purposes under certain scenarios. This has the potentially important implication of expanding a firm's standard menu of relationship initiatives, and of permitting firms to economize on other costly relationship efforts.
590 $a School code: 0262.
650 4 $a Business Administration, Management. $3 626628
650 4 $a Business Administration, Marketing. $3 1017573
690 $a 0338
690 $a 0454
710 2 0 $a The University of Wisconsin - Madison. $3 626640
773 0 $t Dissertation Abstracts International $g 69-09A.
790 $a 0262
790 1 0 $a Heide, Jan B., $e advisor
791 $a Ph.D.
792 $a 2008
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3327978