Partnering relationship activities: Building theory from case study research

Document Type

Article

Publication Date

1-1-1997

Abstract

Both qualitative and quantitative techniques are used to gain an understanding of partnering activities in manufacturer-distributor relationships. This article is a meta-analytic summary of data gained from semi-structured interviews conducted by multiple teams of researchers. The process of building theory from case study research is frustrated in the context of business marketing relationships using guidelines developed by Eisenhardt (1989). Based on the results of our analyses, partnering activities are generally geared more toward marketing, planning, and communication between firms. Surprisingly, there were few reported incidences of partnering activities in logistics and information exchange (i.e., electronic access to information between firms). J BUSN RES 1997. 39.59-70 © 1997 Elsevier Science Inc.

Publication Source (Journal or Book title)

Journal of Business Research

First Page

59

Last Page

70

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