Selected Accepted Journal Articles
Heide, J., Kumar, A., & Wathne, K. (2013). Concurrent Sourcing, Governance Mechanisms, and Performance Outcomes in Industrial Value Chains. Strategic Management Journal
Selected Published Journal Articles
Lukas, B., Whitwell, G., & Heide, J. (2013). Why Do Customers Get More Than They Need? How Organizational Culture Shapes Product Capability Decisions.
Journal of Marketing
The capability level of a product that a firm provides to a customer is an important marketing decision. In the extant literature, the normative heuristic for this decision is one of matching—of providing product capability levels that meet customer needs. However, industry evidence suggests that supplier firms routinely make product decisions that lead to “overshot” customers, whereby customers receive products with capabilities that exceed their requirements. The authors demonstrate how a supplier firm's organizational culture can cause overshooting scenarios and how these effects can be attenuated to the extent that the focal firm's basic values also reflect a customer orientation.
(77), 1-12. doi: 10.1509/jm.10.0182.
Sa Vinhas, A., Heide, J., & Jap, S. (2012). Consistency Judgments, Embeddedness, and Outcomes in Organizational Networks.
Past research has shown how outcomes in interorganizational relationships are influenced by the characteristics of the individual relationship in question. Focusing on relationships between suppliers and their organizational buyers, we augment this perspective by positing that relationship outcomes are also influenced by social comparison processes involving perceptions of a supplier's practices across comparable buyer relationships. Based on past research on embedded ties and institutional theory, we propose that the effect of these comparison processes depends on the nature of a buyer's existing interorganizational ties and on the norms that are brought to bear on the relationship in question. We test our propositions based on 788 observations of organizational buyers who have relationships with the same supplier. Our findings paint a complex, multilevel picture of the process by which relationship outcomes come about in interorganizational networks.
(58), 996-1011. doi: 10.1287/mnsc.1110.1462.
Bell, S., Tracey, P., & Heide, J. (2009). The Organization of Regional Clusters. Academy of Management Review
(34), 623-642. doi: 10.5465/AMR.2009.44882930.
Heide, J., Wathne, K., & Rokkan, A. (2007). Inter-Firm Monitoring, Social Contracts, and Relationship Outcomes. Journal of Marketing Research
(44), 425-433. doi: 10.1509/jmkr.44.3.425.
Heide, J. (2004). Relationship Governance in a Supply Chain Network. Journal of Marketing, 17.