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Buyer-Seller Resource Management

Introduction

Resource Management in Buyer-Seller Relationships, Special issue of Australasian Marketing Journal, Edited by Roger Baxter and Mark Glynn; Deadline 31 Aug 2014

Australasian Marketing Journal

Special Issue on Resource Management in Buyer-Seller relationships

Guest Editor(s):

This special issue will provide a compilation of up-to-date original research into resource transmission through, and resource creation within, buyer-seller relationships. Interest in transmission and accessibility of resources in relationships is long-standing in the sociology literature (McCarthy & Zald, 1977). The management and combination of resources (Morgan & Hunt, 1999) in buyer-seller relationships are recent research topics in the marketing (Cantù, Corsaro, & Snehota, 2012) and supply chain (Ellegaard, Johansen, & Drejer, 2003) literature. Interest in these topics in the marketing literature has intensified recently, particularly as interest in the co-creation of value (Vargo & Lusch, 2004) increases. The nature of relationship resources, the availability of resources from one partner in a relationship to the other, and ways in which one partner might encourage the other to make resources available, and thus become attractive to the other, have also become topics of research interest (Baxter, 2012; Schiele, Calvi, & Gibbert, 2012; Zhang, Baxter, & Glynn, 2013).

Papers submitted for this special issue, in business-to-business or business-to-consumer contexts, should help to further elucidate the issues around relationship resource management by answering questions such as the following:

  • What theoretical frameworks are particularly suited to studies of resource management and mobilization in buyer-seller relationships?
  • What are the mechanisms by which resources are mobilized in buyer-seller relationships?
  • Which conditions within the relationship, or external to the relationship and its partners, facilitate or impede resource mobilization in buyer-seller relationships, and how do they do so?
  • How does time affect the way in which resources become available, are transmitted, and are created across or within buyer-seller relationships?
  • How can managers and boundary personnel optimize the value outcomes of resource management in buyer-seller relationships?
  • How do the broader networks, within which the buyer and seller operate, influence management of relationship resources and outcomes?

Papers must be maximum 7,000 words in total length including references and comply with the AMJ requirements as at:

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They must be original and not be submitted elsewhere.

Dates:

  • Last date for submitting the manuscript is 31st August 2014
  • Targeted publication date is mid-2015
  • Submit through the Australasian Marketing Journal website, mark “For SI on resource management in buyer-seller relationships”

References:

Baxter, R. (2012). How can business buyers attract sellers’ resources?: Empirical evidence for preferred customer treatment from suppliers. Industrial Marketing Management, 41(8), 1249-1258. doi:

Cantù, C., Corsaro, D., & Snehota, I. (2012). Roles of actors in combining resources into complex solutions. Journal of Business Research, 65(2), 139-150. doi:

Ellegaard, C., Johansen, J., & Drejer, A. (2003). Managing industrial buyer-supplier relations – the case for attractiveness. Integrated Manufacturing Systems, 14(4), 346-356. doi:

McCarthy, J. D., & Zald, M. N. (1977). Resource Mobilization and Social Movements: A Partial Theory. American Journal of Sociology, 82(6), 1212-1241.

Morgan, R. M., & Hunt, S. D. (1999). Relationship-Based Competitive Advantage: The Role of Relationship Marketing in Marketing Strategy. Journal of Business Research, 46, 281-290.

Schiele, H., Calvi, R., & Gibbert, M. (2012). Customer attractiveness, supplier satisfaction and preferred customer status: Introduction, definitions and an overarching framework. Industrial Marketing Management, 41(8), 1178-1185. doi:

Vargo, S. L., & Lusch, R. F. (2004). Evolving to a New Dominant Logic for Marketing. Journal of Marketing, 68(1), 1-17.

Zhang, A. L., Baxter, R., & Glynn, M. S. (2013). How salespeople facilitate buyers’ resource availability to enhance seller outcomes. Industrial Marketing Management, 42(7), 1121-1130. doi: