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Asymmetrically realized absorptive capacity and relationship durability
Örebro universitet, Handelshögskolan vid Örebro universitet. (PRIME Research)ORCID iD: 0000-0001-5408-413X
Örebro universitet, Handelshögskolan vid Örebro universitet. (PRIME Research)
2012 (English)In: Management Decision, ISSN 0025-1747, E-ISSN 1758-6070, Vol. 50, no 1, 43-57 p.Article in journal (Refereed) Published
Abstract [en]

Purpose – Absorbing knowledge from partner firms is a key feature of marketing relationships. Recent publications have called for more dynamic and cognitive approaches in marketing relationship research. Also, established definitions of absorptive capacities have been questioned. This article aims to address propositions that take these overlooked and questioned elements into consideration, which can help explain conducts and dependencies, and affect relationship durability.

Design/methodology/approach – The authors put forward four propositions by combining literature on interfirm relationships and managerial cognition with evolutionary ideas from marketing and management literature.

Findings – The authors embrace a redefinition of potential absorptive capacity (the disposed capacity to absorb knowledge) and realized absorptive capacity (the absorption of knowledge actually performed). This distinction can, to some extent, be explained by the degree of cognitive attention given to the marketing relationship. Moreover, asymmetrically realized absorptive capacityvis-à-vis a partner substantially influences the dynamics of partners' conduct and dependency, which may vary the risk that the relationship will end.

Practical implications – The propositions illustrate how a motivated partner that gives more attention to the relationship is more likely to absorb more knowledge than its counterpart, which can threaten the durability of a relationship. Thus, managers need to be able to understand possible long-term consequences of the partner's conduct in order to avoid losses of joint strategic resources and relational benefits.

Originality/value – By advocating an evolutionary approach, an impetus for more dynamism in marketing relationship research is presented. This study also shows the importance of including the longitudinal dimension in analysis if one wants to understand change in – and durability of – marketing relationships.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2012. Vol. 50, no 1, 43-57 p.
Keyword [en]
absorptive capacity, unilateralism, bilateralism, dependency, marketing relationships, cognitive attention
National Category
Business Administration
Research subject
Humanities and Social sciences
Identifiers
URN: urn:nbn:se:his:diva-9068DOI: 10.1108/00251741211194868ISI: 000303029000004Scopus ID: 2-s2.0-84856194874OAI: oai:DiVA.org:his-9068DiVA: diva2:716538
Available from: 2011-06-13 Created: 2014-05-10 Last updated: 2014-12-22Bibliographically approved

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CiteExportLink to record
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Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
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Language
  • de-DE
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