Research

The Role of Relational Knowledge Stores in Interfirm Partnering

Drawing on the notions of relational capabilities and absorptive capacity, the authors examine the effects of interactional, functional, and environmental knowledge stores on relationship quality and relationship portfolio effectiveness. The results suggest that the knowledge stores affect the outcome variables differently and that the effects vary by levels of industry turbulence.

Publication Information
Article Title: The Role of Relational Knowledge Stores in Interfirm Partnering
Journal: Journal of Marketing (Jul, 2004)
Vol. 68 Issue 3, p21-36, ISSN 0022-2429
Author(s): Johnson, J.;  Sohi, Ravi;  Grewal, R.
Researcher Information
    
Sohi, Ravi
Sohi, Ravi
Professor and Robert D. Hays Distinguished Chair of Sales Excellence
Expertise:
  • Business-to-Business Marketing
  • E-Commerce Marketing
  • International Marketing
  • Marketing Channels Management
  • Sales Management
Marketing
CoB 335D
P.O. Box 880492
University of Nebraska-Lincoln
Lincoln, NE 68588-0492, USA
Phone: (402) 472-2316
Fax: (402) 472-9777
ravisohi@unl.edu