Buyer-supplier relationships and the resource- advantage perspective: an illustrative example of relational and transactional drivers of competitiveness
| Autor: | Maja Makovec Brenčič, Matevž Rašković |
|---|---|
| Jazyk: | angličtina |
| Rok vydání: | 2013 |
| Předmět: |
Transaction cost
resource-advantage theory of competition competitiveness Knowledge management business.industry relationship-based view transnational companies buyer-supplier relationships Variance (accounting) lcsh:Business Customer relationship management General Business Management and Accounting Structural equation modeling Competition (economics) Resource (project management) Transactional leadership lcsh:HF5001-6182 business General Economics Econometrics and Finance Relationship marketing Industrial organization |
| Zdroj: | Journal of Competitiveness, Vol 5, Iss 1, Pp 16-38 (2013) |
| DOI: | 10.7441/joc.2013.01.02. |
| Popis: | The purpose of this paper is to illustrate how the so called resource-advantage perspective can be used to determine the importance of specific relational and transactional dimensions of buyer- supplier relationships in driving relationship competitiveness within a transnational company (TNC). The main objective of our research was to analyze which and how much specific relational and/or transactional dimensions of buyer-supplier relationships affect TNC buyer-supplier relationship competitiveness. Based on an illustrative empirical example, we tested a simple variance-based reflective Structural Equation Model (SEM) with main effects based on a sample of 130 TNC buyer-supplier relationships. Our results show that buyer-supplier relationship competitiveness is mostly driven by interpersonal trust and joint problem solving (both relational determinants), as well as by two kinds of transaction-specific investments (TSIs), namely investments into people and physical assets. In terms of theoretical implications, our results show that the resource-advantage theory of competition can link both the relationship marketing and the transaction cost economics perspective of buyer-supplier relationship management. We further provide some managerial recommendations for more effective management of TNC buyer-supplier relationships in terms of leveraging competitiveness. |
| Databáze: | OpenAIRE |
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