Strategic integration in industrial distribution channels: managing the interfirm relationship as a strategic asset

Article Abstract:

This study investigates the strategic role of interfirm relationships through the concept of strategic integration. Following the conceptual development of strategic integration, the author reports a study of its antecedents and performance outcomes. Uncertainty was expected to have contextual effects in the development and outcomes of strategic integration in industrial distribution channels. A survey of industrial equipment distributors revealed that dependence, flexibility, continuity expectations, and relationship age encouraged the distributor's strategic integration of its supplier relationship. In addition, strategic integration enhanced distributor financial performance. However, uncertainty did not play a role in the distributor's strategic integration of their supplier relationships nor its effect on performance. (Reprinted by permission of the publisher.)

Research, Business-to-business market, Business to business market, Strategic alliances (Business), Distribution channels, Interorganizational relations

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Crises in buisness markets: implications for interfirm linkages

Article Abstract:

Firms are linked with customers and suppliers through a series of networks of interfirm relationships, and due to their complexity and variety in industry, these connections become higly susceptible to catasrophic disruptions or crises. Text plus qualitative data gathered from several interviews with firm executives enabled the authors to create a process model of crisis that has five phases: awareness and acknowledement, sense making, response design, response implementation, and reconciliation in the aftermath.

Crisis Management (PR), Venture Analysis, Methods, Models, Business enterprises, Crisis management, Report

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Organizational capabilities in e-commerce: an empirical investigation of e-brokerage service providers

Article Abstract:

The impact of e-commerce usage on Web performance is examined.

Services information, Market Targeting & Approach, Usage, Services, Electronic commerce, E-commerce, World Wide Web, Market strategy

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