Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/emerald-publishing/co-operation-and-competition-a-darwinian-synthesis-of-relationship-qJXDPFJ2ez
References (88)
-
C. Gro¨nroos
From marketing mix to relationship marketing -
A Goldman
Japan’s distribution system: institutional structure, internal political economy, and modernization -
Nirmalya Kumar, L. Scheer, J. Steenkamp (1995)
The Effects of Supplier Fairness on Vulnerable ResellersJournal of Marketing Research, 32
-
R. Morgan, S. Hunt (1994)
The Commitment-Trust Theory of Relationship MarketingJournal of Marketing, 58
-
S Andaleb
The trust concept: research issues for channels of distribution -
J.E Swan, J. Nolan
Gaining customer trust: a conceptual guide for the salesperson -
A. Rapoport, A. Chammah (1965)
Prisoner's Dilemma -
W. Hamilton (1964)
The genetical evolution of social behaviour. I.Journal of theoretical biology, 7 1
-
E.O. Wilson
Sociobiology -
C. Handy (1989)
The age of unreason -
D. Cravens, S. Shipp, Karen Cravens (1993)
Analysis of co-operative interorganizational relationships, strategic alliance formation, and strategic alliance effectivenessJournal of Strategic Marketing, 1
-
Jan Heide (1994)
Interorganizational Governance in Marketing ChannelsJournal of Marketing, 58
-
R. Frank, Thomas Gilovich, D. Regan (1993)
The evolution of one-shot cooperation: An experimentEthology and Sociobiology, 14
-
R. Achrol (1991)
Evolution of the Marketing Organization: New Forms for Turbulent EnvironmentsJournal of Marketing, 55
-
G. Hofstede (1980)
Culture and OrganizationsInternational Studies of Management and Organization, 10
-
Daniel Brass, Kenneth Butterfield, B. Skaggs (1998)
Relationships and Unethical Behavior: A Social Network PerspectiveAcademy of Management Review, 23
-
Jan Heide, G. John (1988)
The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional ChannelsJournal of Marketing, 52
-
M. Klinedinst, Hitomi Sato (1994)
The Japanese Cooperative SectorJournal of Economic Issues, 28
-
S. Waddock (1989)
Understanding Social PartnershipsAdministration & Society, 21
-
L. O’Malley (1998)
Can loyalty schemes really build loyaltyMarketing Intelligence & Planning, 16
-
A. Palmer (1996)
Integrating brand development and relationship marketingJournal of Retailing and Consumer Services, 3
-
P. Herbig (1991)
Game theory in marketing: Applications, uses and limitsJournal of Marketing Management, 7
-
D. Ford, Lars-Erik Gadde, H. Håkansson, A. Lundgren, I. Snehota, P. Turnbull, David Wilson (1998)
Managing Business Relationships -
10.1126/science.7466396
-
P. Earley (1993)
East Meets West Meets Mideast: Further Explorations Of Collectivistic and Individualistic Work GroupsAcademy of Management Journal, 36
-
Frederik Wiersema, M. Treacy (1993)
Customer intimacy and other value disciplinesHarvard Business Review, 71
-
B.D Henderson
The origin of strategy -
P. Earley, C. Gibson (1998)
Taking Stock in Our Progress on Individualism-Collectivism: 100 Years of Solidarity and CommunityJournal of Management, 24
-
R. Boyd, P. Richerson (1989)
The evolution of indirect reciprocitySocial Networks, 11
-
10.1177/002224298705100202
-
J. Sheth, Atul Parvatiyar (1995)
Relationship marketing in consumer markets: Antecedents and consequencesJournal of the Academy of Marketing Science, 23
-
Direct Marketing
-
F. Dwyer, P. Schurr, Sejo Oh (1987)
Developing Buyer-Seller Relationships:Journal of Marketing, 51
-
M. Christopher, A Payne, D Ballantyne
Relationship Marketing -
K. Cook, R. Emerson (1978)
Power, Equity and Commitment in Exchange NetworksAmerican Sociological Review, 43
-
G. Dowling, M. Uncles (1997)
Do Customer Loyalty Programs Really WorkSloan Management Review, 38
-
L.C Becker
Reciprocity -
C. Tynan (1997)
A review of the marriage analogy in relationship marketingJournal of Marketing Management, 13
-
10.5962/bhl.title.162283
-
M. Nowak, K. Sigmund (1998)
Evolution of indirect reciprocity by image scoringNature, 393
-
Robin Dunbar (1996)
Grooming, Gossip and the Evolution of Language -
R.H. Frank, T. Gilovich, R.T. Regan
The evolution of one‐shot co‐operation -
R. Kanter (1994)
Collaborative advantage: The art of alliancesHarvard Business Review, 72
-
Joel Evans, R. Laskin (1994)
The relationship marketing process: A conceptualization and applicationIndustrial Marketing Management, 23
-
D. Cheney, R. Seyfarth (1990)
How Monkeys See the World -
M. Wade, S. Boorman, P. Levitt (1981)
The Genetics of AltruismEvolution, 35
-
(1976)
The Selfish Gene -
10.2307/256731
-
R. Oliver, J. Swan (1989)
Consumer perceptions of interpersonal equity and satisfaction in transactions: A field survey approach.Journal of Marketing, 53
-
A Palmer
Integrating brand and relationship marketing strategy -
S. Hunt, R. Morgan (1995)
The Comparative Advantage Theory of CompetitionJournal of Marketing, 59
-
W.D Hamilton
The general evolution of social behaviour -
R.M. Kanter
Collaborative advantage -
10.1177/002224298905300202
-
J. Wagner
Studies of individualism‐collectivism: effects on co‐operation in groups -
C. Goodwin, Ivan Ross (1992)
Consumer responses to service failures: Influence of procedural and interactional fairness perceptionsJournal of Business Research, 25
-
Volker Sommer (1997)
Kratze einen Altruisten. [Review of: Robin Dunbar (1998). Klatsch und Tratsch. Wie der Mensch zur Sprache fand. Munich: C. Bertelsmann. Original: Grooming, Gossip, and the Evolution of Language. London: Faber & Faber, 1996.] -
Watch dogfight
-
E. Creyer (1997)
The influence of firm behavior on purchase intention: do consumers really care about business ethics?Journal of Consumer Marketing, 14
-
P. Varadarajan, M. Cunningham (1995)
Strategic alliances: A synthesis of conceptual foundationsJournal of the Academy of Marketing Science, 23
-
R. Trivers (1971)
The Evolution of Reciprocal AltruismThe Quarterly Review of Biology, 46
-
10.1016/0022-5193(64)90039-6
-
D. Ford (1980)
The Development of Buyer‐Seller Relationships in Industrial MarketsEuropean Journal of Marketing, 14
-
E. Gummesson (1999)
Total Relationship Marketing -
J Peck, M Feldman
The evolution of helping in large, randomly mixed populations -
R.S. Achrol
Evolution of the marketing organization: new forms for dynamic environments -
E. Gummesson (1994)
Making Relationship Marketing OperationalInternational Journal of Service Industry Management, 5
-
10.1108/00251749410054774
-
Udo Staber (1998)
Inter-firm Co-operation and Competition in Industrial DistrictsOrganization Studies, 19
-
R. May (1987)
More evolution of cooperationNature, 327
-
C. Darwin (2019)
On the origin of species by means of natural selection: Or the preservation of the favoured races in the struggle for life. -
J. Barnes (1994)
Close to the customer: But is it really a relationship?Journal of Marketing Management, 10
-
J. Peck, M. Feldman (1986)
The Evolution of Helping Behavior in Large, Randomly Mixed PopulationsThe American Naturalist, 127
-
A.S Miner, P.R Haunschild
Population level learning -
L. O’Brien, C. Jones (1995)
Do Rewards Really Create LoyaltyLong Range Planning, 4
-
F.M Go, A.P. Williams
Competing and cooperating in the tourism channel system -
10.5465/256525
-
R. Bagozzi (1995)
Reflections on relationship marketing in consumer marketsJournal of the Academy of Marketing Science, 23
-
J. Sheth
Searching for a new definition of relationship marketing -
M. Ridley (1996)
The Origins of Virtue -
S.A. Waddock
Understanding social partnerships: an evolutionary model of partnership organizations -
R. Axelrod, W.D Hamilton
The evolution of co‐operation -
David Kreps, Robert Wilson (1982)
Reputation and imperfect informationJournal of Economic Theory, 27
-
A. Palmer, D. Bejou (1994)
Buyer‐seller relationships: A conceptual model and empirical investigationJournal of Marketing Management, 10
-
D. Bowen, Gareth Jones (1986)
Transaction Cost Analysis of Service Organization-Customer ExchangeAcademy of Management Review, 11
-
E. Heath, G. Wall (1992)
Marketing Tourism Destinations: A Strategic Planning Approach -
G Hamel, Y Doz, C.K. Prahalad
Collaborate with your competitors – and win -
John Butler (1991)
Toward Understanding and Measuring Conditions of Trust: Evolution of a Conditions of Trust InventoryJournal of Management, 17
- Publisher
- Emerald Publishing
- Copyright
- Copyright © 2000 MCB UP Ltd. All rights reserved.
- ISSN
- 0309-0566
- DOI
- 10.1108/03090560010371564
- Publisher site
- See Article on Publisher Site
Abstract
Co‐operation is a defining characteristic of ongoing buyer‐seller relationships, yet selfishness lies at the heart of Darwinian models of evolution. Discussion of relationship marketing has paid insufficient attention to the analysis of reasons why individuals incur short‐term costs in order to gain an uncertain benefit from co‐operation in the future. This paper contributes to the development of theories of relationship marketing by exploring Darwinian game‐theoretic models as a basis for buyer‐seller relationships. Indiscriminate altruism by partners may at first seem to be co‐operative behaviour, but simulations have suggested that the long‐term effect may be to reduce co‐operation.
Journal
European Journal of Marketing – Emerald Publishing
Published: Jun 1, 2000
Keywords: Relationship marketing; Co‐operation; Operational research; Channel relationships