The DOI matches its Crossref record; 17 of the 17 references it cites were found in a registry or an index.
Promoting Relationship Learning
Abstract
The authors develop a theory of how management can develop and promote the learning capabilities of targeted customer–supplier relationships. The theory suggests that a supplier and a customer can improve their joint learning activities by facilitating information exchange, developing common learning arenas, and updating their behavior accordingly. The authors suggest that learning within a customer–supplier relationship cannot be mandated by either organization, but rather learning depends on both parties’ willingness to cooperate in joint learning activities. Management can promote relationship learning by cultivating a collaborative culture, formulating specific objectives for joint learning activities, and developing relational trust. However, as relational trust develops, the effectiveness of learning is reduced as a result of “hidden costs” of trust. The authors use data from 315 dyads to test the theory empirically, and they find that the learning capability of a relationship has a strong, positive effect on performance. Their results also provide insight into how to address the hidden costs of trust.
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Cites
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Cited by
Corporate Social Responsibility, Customer Satisfaction, and Market Value
Luo, X., & Bhattacharya, C. B. (2006) · Journal of Marketing · doi:10.1509/jmkg.70.4.001 · Cited by 3,439
The dark side of buyer–supplier relationships: A social capital perspective⋆
Villena, V. H., Revilla, E., & Choi, T. Y. (2011) · Journal of Operations Management · doi:10.1016/j.jom.2010.09.001 · Cited by 1,018
The Role of Relational Information Processes and Technology Use in Customer Relationship Management
Jayachandran, S., Sharma, S., Kaufman, P., & Raman, P. (2005) · Journal of Marketing · doi:10.1509/jmkg.2005.69.4.177 · Cited by 966
Cao, Z., & Lumineau, F. (2015) · Journal of Operations Management · doi:10.1016/j.jom.2014.09.009 · Cited by 937
Palmatier, R. W., Dant, R. P., & Grewal, D. (2007) · Journal of Marketing · doi:10.1509/jmkg.71.4.172 · Cited by 836
Metadata
- Authors
- Selnes, F., & Sallis, J.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 2003-07
- Volume
- 67
- Issue
- 3
- Pages
- 80-95
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2167165809
- Cited by
- 861
- References
- 17
- FWCI
- 23.18
- Type
- journal article
- Language
- en
- Open access
- closed
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Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
