Marketing Department (CBA)


Date of this Version



Johnson, Jean L., Ravipreet S. Sohi, and Rajdeep Grewal. "The role of relational knowledge stores in interfirm partnering." Journal of Marketing, Vol. 68 (July), (2004): 21-36.


This article was the winner of the American Marketing Association's 2012 Louis W. Stern award that is given to an outstanding article published in a highly respected refereed journal, and which has made a significant contribution to the literature on marketing and channels of distribution.


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.