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Inter-organizational cooperation in buyer-supplier relationships: Both perspectives

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  • Kim, Kyung Kyu
  • Park, Seung-Hoon
  • Ryoo, Sung Yul
  • Park, Sung Kook

Abstract

Most empirical investigations of inter-organizational cooperation within channel dyads investigate the phenomenon from the perspective of only one partner. However, because investigating from both partners' perspectives is important especially when interdependencies exist between the channel partners, this study attempts to examine both perspectives in buyer-supplier relationships and explain why differences, if any, arise. The data that this study requires were collected from buyers responsible for supplier relationships in a Korean telecommunication service provider and from their partners. The results show that switching costs and inter-organizational trust are significant determinants of cooperation for buyers; technological uncertainty and the reciprocity of the relationship are significant determinants for the suppliers. In both sample sets, goal consistency significantly affects inter-firm cooperation.

Suggested Citation

  • Kim, Kyung Kyu & Park, Seung-Hoon & Ryoo, Sung Yul & Park, Sung Kook, 2010. "Inter-organizational cooperation in buyer-supplier relationships: Both perspectives," Journal of Business Research, Elsevier, vol. 63(8), pages 863-869, August.
    • Handle: RePEc:eee:jbrese:v:63:y:2010:i:8:p:863-869
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    Cited by:

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    12. Mohammed BELAL UDDIN, 2017. "Evaluation Of Theoretical Paradigms Of Interfirm Relationship Formation," Management and Marketing Journal, University of Craiova, Faculty of Economics and Business Administration, vol. 0(1), pages 106-114, May.
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    14. Stanley, Laura J. & McDowell, William, 2014. "The role of interorganizational trust and organizational efficacy in family and nonfamily firms," Journal of Family Business Strategy, Elsevier, vol. 5(3), pages 264-275.
    15. Luo, Yadong & Liu, Yi & Yang, Qian & Maksimov, Vladislav & Hou, Jigang, 2015. "Improving performance and reducing cost in buyer–supplier relationships: The role of justice in curtailing opportunism," Journal of Business Research, Elsevier, vol. 68(3), pages 607-615.
    16. Mohammed Belal UDDIN, 2012. "Interfirm Cooperation And Information Sharing Through Interlocking Directorates," Management and Marketing Journal, University of Craiova, Faculty of Economics and Business Administration, vol. 0(2), pages 205-214, November.
    17. Shou, Yongyi & Feng, Yi & Zheng, Jingjing & Wang, Guofeng & Yeboah, Nyamah Edmond, 2013. "Power source and its effect on customer–supplier relationships: An empirical study in Yangtze River Delta," International Journal of Production Economics, Elsevier, vol. 146(1), pages 118-128.
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