Environment, Structure and Performance in Interfirm Exchange

Autor:	Murali Chandrashekaran, Robert Dahlstrom, F. Robert Dwyer
Rok vydání:	1995
Předmět:	Marketing Transaction cost business.industry Vendor media_common.quotation_subject Control (management) Customer relationship management Asset specificity Management Information Systems Contingency theory Opportunism Conceptual model Business Industrial organization media_common
Zdroj:	Journal of Business-to-Business Marketing. 2:37-58
ISSN:	1547-0628 1051-712X
DOI:	10.1300/j033v02n02_04
Popis:	This manuscript uses transaction cost analysis and contingency theory to present a model of interfirm relationship management. The conceptual model maintains that opportunism and effectiveness emerge through the interaction of specific assets and technological uncertainty with formalization and participation. The model is tested in working relationships between buyers and sellers of capital equipment. The results suggest that formalization and limited participation reduce opportunism under conditions of high asset specificity and low technological uncertainty. Nevertheless, formalized procedures and vendor participation in decision making raise effectiveness where asset specificity is high and technological uncertainty is low. These results suggest that managers institute operating procedures to control specific assets in stable technological environments. Vendor participation should be monitored to limit opportunism while simultaneously raising effectiveness.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::58f6036b8f5d47f4d2bce2640ae5a5cc https://doi.org/10.1300/j033v02n02_04 Zobrazit plný text záznamu