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Relationship learning from organizational knowledge stores

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  • Yang, Chin-Fang
  • Lai, Chi-Shiun
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    Abstract

    This study examines the effect of relationship learning between customers and suppliers on relational knowledge stores and the moderating role of dyadic trust. The results reveal that relationship-learning activities between customers and suppliers are positive in managing customers' relational knowledge stores, comprising those of interactive, functional, environmental, and interpersonal knowledge. Trust has no moderating effect on the relationship between relationship learning and environmental knowledge stores; while, in contrast, greater levels of trust will advance relationship learning at an escalating rate and trust accordingly plays a moderating role on the other three knowledge stores. The positive effects of relationship learning on interactive, functional, and interpersonal knowledge stores escalate when the level of trust is medium; the effects decreases under conditions of high or low trust. This study confirms the positive relationship between relationship learning and relational knowledge stores and further reveals the threshold effect of trust.

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    File URL: http://www.sciencedirect.com/science/article/pii/S0148296311003456
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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 65 (2012)
    Issue (Month): 3 ()
    Pages: 421-428

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    Handle: RePEc:eee:jbrese:v:65:y:2012:i:3:p:421-428

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    Web page: http://www.elsevier.com/locate/jbusres

    Related research

    Keywords: Relational knowledge stores; Relationship learning; Trust; Relationship management; Relational capability; Manufacturing industry;

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    1. Lukas, Bryan A. & Hult, G. Tomas M. & Ferrell, O. C., 1996. "A Theoretical Perspective of the Antecedents and Consequences of Organizational Learning in Marketing Channels," Journal of Business Research, Elsevier, vol. 36(3), pages 233-244, July.
    2. Chenting Su & Zhilin Yang & Guijun Zhuang & Nan Zhou & Wenyu Dou, 2009. "Interpersonal influence as an alternative channel communication behavior in emerging markets: The case of China," Journal of International Business Studies, Palgrave Macmillan, vol. 40(4), pages 668-689, May.
    3. C Zhang & S T Cavusgil & A S Roath, 2003. "Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?," Journal of International Business Studies, Palgrave Macmillan, vol. 34(6), pages 550-566, November.
    4. John H. Dunning & Changsu Kim, 2007. "The Cultural Roots of Guanxi: An Exploratory Study," The World Economy, Wiley Blackwell, vol. 30(2), pages 329-341, 02.
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