Research topic

Innovation and Knowledge Management

Discover papers and researchers connected with this scholarly topic.

Research papers

1990 · Journal of Marketing · 5,390 citations

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

A model of distributor firm and manufacturer firm working partnerships is presented and is assessed empirically on a sample of distributor firms and a sample of manufacturer firms. A multiple-informant research method is employed. Support is found for a number of the hypothesized construct relations and, in both manufacturer firm and distributor firm models, for the respecification of cooperation as an antecedent rather than a consequence of trust. Some implications for marketing practice are discussed briefly.

1984 · Academy of Management Review · 4,307 citations

Toward a Model of Organizations as Interpretation Systems

A comparative model of organizations as interpretation systems is proposed. The model describes four interpretation modes: enacting,discovering, undirected viewing, and conditioned viewing. Each mode is determined by (1) management&rsquo;s beliefs about the environment and (2)organizational intrusiveness. Interpretation modes are hypothesized to be associated with organizational differences in environmental scanning,equivocality reduction, strategy, and decision making.