|
Habilidad de adaptar el producto a las necesidades del cliente |
Peppers, Rogers, y Dorf (1999) |
Cannon y Homburg (2001)Cannon, J. P., & Homburg, C. (2001). Buyer-supplier relationships and customer firm costs. Journal of Marketing, 65(1), 29-43.
|
Relación con los clientes |
|
Reinartz, Krafft, y Hoyer (2004)Reinartz, W., Krafft, M., & Hoyer, W. D. (2004). The customer relationship management process: Its measurement and impact on performance. Journal of Marketing Research, 41(3), 293-305. doi:10.1509/jmkr.41.3.293.35991 https://doi.org/10.1509/jmkr.41.3.293.35...
|
Uso de tecnología para reforzar la relación con los clientes |
Jayachandran et al. (2005)Jayachandran, S., Sharma, S., Kaufman, P., & Raman, P. (2005). The role of relational information processes and technology use in customer relationship management. Journal of marketing, 69(4), 177-192. doi:10.1509/jmkg.2005.69.4.177 https://doi.org/10.1509/jmkg.2005.69.4.1...
|
Poder reducir costos de acceso al servicio |
Bosse y Alvarez (2010)Bosse, D. A., & Alvarez, S. A. (2010). Bargaining power in alliance governance negotiations: Evidence from the biotechnology industry. Technovation, 30(5-6), 367-375. doi:10.1016/j.technovation.2010.01.003 https://doi.org/10.1016/j.technovation.2...
|
Poder de negociación |
Habilidad de influenciar términos y condiciones del contrato |
Argyres y Liebeskind (1999)Argyres, N. S., & Liebeskind, J. P. (1999). Contractual commitments, bargaining power, and governance inseparability: Incorporating history into transaction cost theory. Academy of Management Review, 24(1), 49-63.
|
Bosse y Alvarez (2010)Bosse, D. A., & Alvarez, S. A. (2010). Bargaining power in alliance governance negotiations: Evidence from the biotechnology industry. Technovation, 30(5-6), 367-375. doi:10.1016/j.technovation.2010.01.003 https://doi.org/10.1016/j.technovation.2...
|
Nair, Narasimhan, y Bendoly (2011)Nair, A., Narasimhan, R., & Bendoly, E. (2011). Coopetitive buyer-supplier relationship: An investigation of bargaining power, relational context, and investment strategies. Decision Sciences, 42(1), 93-127. doi:10.1111/j.1540-5915.2010.00303.x https://doi.org/10.1111/j.1540-5915.2010...
|
Posibilidad de renegociación |
Reuer y Ariño (2002)Reuer, J. J., & Ariño, A. (2002). Contractual renegotiations in strategic alliances. Journal of Management, 28(1), 47-68. doi:10.1177/014920630202800104 https://doi.org/10.1177/0149206302028001...
|
Diseño de contratos |
Organizar contratos a un menor costo posible |
Aoki et al. (1989)Aoki, M. (1989). The nature of the Japanese firm as a nexus of employment and financial contracts: An overview. Journal of the Japanese and International Economies, 3(4), 345-366. doi:10.1016/0889-1583(89)90008-7 https://doi.org/10.1016/0889-1583(89)900...
|
Incorporación de salvaguardas |
Williamson (1985)Williamson, O. E. (1985). The economic institutions of capitalism. New York, EEUU: The Free Press.
|
Reducir la probabilidad de violación del contrato |
Weber y Mayer (2011)Weber, L., & Mayer, K. J. (2011). Designing effective contracts: Exploring the influence of framing and expectations. Academy of Management Review, 36(1), 53-75. doi:10.5465/amr.2008.0270 https://doi.org/10.5465/amr.2008.0270...
|