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Paper info: The moderating role of environmental unpredictability on building network relationships and network performance results

Title


The moderating role of environmental unpredictability on building network relationships and network performance results

Authors


Despina Karayanni

Place of Publication


The paper was published at the 28th IMP-conference in Rome, Italy in 2012.

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Abstract


This paper presents a part of a major study which empirically supported a business-to-business relationship building model, which treated information and social exchanges as antecedents, or building blocks of business relationships, on the one hand, and adaptability, adaptation and cooperation, as business network relationships outcomes on the other.Om the whole, the relationship between information and social exchanges and the network outcomes, in the sense of adaptability, adaptation or cooperation, has been extensively supported in the marketing literature(Williams and Attaway 1996: Jaworski and Kohli 1993: Saxe and Weitz 1982: Moorman and Rust, 1999: Gadde, Huemer and Hakansson 2003: Boyle, Dwyer, Robicheaux and Simpson 1992: Heide and John 1988: Frazier and Antia 1995: Karayanni, 2004). In this study, we specifically discuss the moderating role of the environment upon the aforementioned relationships.The paper evolves as follows. First, we present the theoretical background and develop the research hypotheses. The next session deals with methodology issues. Finally, we discuss the findings and implications derived from the research results.