IDEAS home Printed from https://ideas.repec.org/a/spr/sjobre/v52y2000i2d10.1007_bf03372610.html
   My bibliography  Save this article

Opportunismus in langfristigen Geschäftsbeziehungen

Author

Listed:
  • Heribert Gierl

    (Universität Augsburg)

Abstract

Summary Opportunistic behaviour of an exchange partner is widely recognised as a potential problem in buyer-supplier relationships. One party has an incentive to act opportunistically if there is an asymmetric relationship of dependence. According to transaction cost economics vertical integration is a possibility to face this problem. But some authors suggest that there are other ways to control the problem of opportunism, e.g. investments in the quality of personal relationships or offsetting investments. We describe these possibilities and the circumstances in which they may be superior. To prove our theory, we conducted an empirical study. The findings show that detailed contractual safeguards should be best when the supplier can observe the behaviour of the buyer, or in cases in which the buyer is of great importance in the future. Good relationship quality has an advantage if the buyer is acting in a high competitive environment.

Suggested Citation

  • Heribert Gierl, 2000. "Opportunismus in langfristigen Geschäftsbeziehungen," Schmalenbach Journal of Business Research, Springer, vol. 52(2), pages 107-140, March.
    • Handle: RePEc:spr:sjobre:v:52:y:2000:i:2:d:10.1007_bf03372610
    DOI: 10.1007/BF03372610
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/BF03372610
    File Function: Abstract
    Download Restriction: no
    File URL: https://libkey.io/10.1007/BF03372610?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Nooteboom, B. & Berger, H. & Noorderhaven, N.G., 1997. "Effects of trust and governance on relational risk," Other publications TiSEM 8e83932e-064c-40e8-afe7-4, Tilburg University, School of Economics and Management.
    2. Noorderhaven, N.G., 1994. "Transaction cost analysis and the explanation of hybrid vertical inter-firm relations," Other publications TiSEM 7ae86fa0-2ab6-4f37-97f5-4, Tilburg University, School of Economics and Management.
    3. Noorderhaven, N.G., 1995. "Trust and transactions : Towards transaction cost analysis with a differential behavioral assumption," Other publications TiSEM 38f6f748-dc7a-4a41-8b88-7, Tilburg University, School of Economics and Management.
    4. Noorderhaven, Niels G., 1995. "Transaction, interaction, institutionalization: Toward a dynamic theory of hybrid governance," Scandinavian Journal of Management, Elsevier, vol. 11(1), pages 43-55, March.
    5. Maria Moschandreas, 1997. "The Role of Opportunism in Transaction Cost Economics," Journal of Economic Issues, Taylor & Francis Journals, vol. 31(1), pages 39-58, March.
    6. Jakki Mohr & Robert Spekman, 1994. "Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques," Strategic Management Journal, Wiley Blackwell, vol. 15(2), pages 135-152, February.
    7. Edward J. Zajac & Cyrus P. Olsen, 1993. "From Transaction Cost To Transactional Value Analysis: Implications For The Study Of Interorganizational Strategies," Journal of Management Studies, Wiley Blackwell, vol. 30(1), pages 131-145, January.
    8. Jay B. Barney & Mark H. Hansen, 1994. "Trustworthiness as a Source of Competitive Advantage," Strategic Management Journal, Wiley Blackwell, vol. 15(S1), pages 175-190, December.
    9. Gassenheimer, Jule B. & Baucus, David B. & Baucus, Melissa S., 1996. "Cooperative arrangements among entrepreneurs: An analysis of opportunism and communication in franchise structures," Journal of Business Research, Elsevier, vol. 36(1), pages 67-79, May.
    10. Sako, Mari & Helper, Susan, 1998. "Determinants of trust in supplier relations: Evidence from the automotive industry in Japan and the United States," Journal of Economic Behavior & Organization, Elsevier, vol. 34(3), pages 387-417, March.
    11. Peter, J Paul & Churchill, Gilbert A, Jr & Brown, Tom J, 1993. "Caution in the Use of Difference Scores in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(4), pages 655-662, March.
    12. Anderson, Erin, 1988. "Transaction costs as determinants of opportunism in integrated and independent sales forces," Journal of Economic Behavior & Organization, Elsevier, vol. 9(3), pages 247-264, April.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Yan, Aimin & Gray, Barbara, 2001. "Negotiating control and achieving performance in international joint ventures: A conceptual model," Journal of International Management, Elsevier, vol. 7(4), pages 295-315.
    2. Capaldo, Antonio & Giannoccaro, Ilaria, 2015. "How does trust affect performance in the supply chain? The moderating role of interdependence," International Journal of Production Economics, Elsevier, vol. 166(C), pages 36-49.
    3. Costa e Silva, Susana & Bradley, Frank & Sousa, Carlos M.P., 2012. "Empirical test of the trust–performance link in an international alliances context," International Business Review, Elsevier, vol. 21(2), pages 293-306.
    4. repec:wsi:acsxxx:v:21:y:2019:i:08:n:s1363919619500130 is not listed on IDEAS
    5. Ranjay Gulati & Maxim Sytch, 2008. "Does familiarity breed trust? Revisiting the antecedents of trust," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 29(2-3), pages 165-190.
    6. Gatignon, Aline & Gatignon, Hubert, 2010. "Erin Anderson and the Path Breaking Work of TCE in New Areas of Business Research: Transaction Costs in Action," Journal of Retailing, Elsevier, vol. 86(3), pages 232-247.
    7. Niels Noorderhaven & Bart Nooteboom & Hans Berger, 1998. "Determinants of Perceived Interfirm Dependence in Industrial Supplier Relations," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 2(3), pages 213-232, September.
    8. Thomas Mellewigt & Anoop Madhok & Antoinette Weibel, 2007. "Trust and formal contracts in interorganizational relationships - substitutes and complements," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 28(8), pages 833-847.
    9. Griessmair, Michele & Hussain, Dildar & Windsperger, Josef, 2014. "Trust and the tendency towards multi-unit franchising: A relational governance view," Journal of Business Research, Elsevier, vol. 67(11), pages 2337-2345.
    10. Delbufalo, Emanuela, 2015. "Subjective trust and perceived risk influences on exchange performance in supplier–manufacturer relationships," Scandinavian Journal of Management, Elsevier, vol. 31(1), pages 84-101.
    11. Roland Helm & Martin Kloyer & Christin Aust, 2018. "R&D Collaboration Between Firms: Hard And Soft Antecedents Of Supplier Knowledge Sharing," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 24(01), pages 1-42, December.
    12. Bidault, Francis & de la Torre, José R. & Zanakis, Stelios H. & Ring, Peter Smith, 2018. "Willingness to rely on trust in global business collaborations: Context vs. demography," Journal of World Business, Elsevier, vol. 53(3), pages 373-391.
    13. Cooper, Robin & Slagmulder, Regine, 2004. "Interorganizational cost management and relational context," Accounting, Organizations and Society, Elsevier, vol. 29(1), pages 1-26, January.
    14. Ariño, Africa & de la Torre, Jose & Ring, Peter S., 2001. "Roles played by relational trust in strategic alliances," IESE Research Papers D/432, IESE Business School.
    15. Fang, F., 2019. "When performance shortfall arises, contract or trust? A multi-method study of the impact of contractual and relational governances on performance in public – private partnerships," Other publications TiSEM 473840ee-6945-4a93-9326-5, Tilburg University, School of Economics and Management.
    16. Sako, Mari & Helper, Susan, 1998. "Determinants of trust in supplier relations: Evidence from the automotive industry in Japan and the United States," Journal of Economic Behavior & Organization, Elsevier, vol. 34(3), pages 387-417, March.
    17. Vélez, Maria L. & Sánchez, José M. & Álvarez-Dardet, Concha, 2008. "Management control systems as inter-organizational trust builders in evolving relationships: Evidence from a longitudinal case study," Accounting, Organizations and Society, Elsevier, vol. 33(7-8), pages 968-994.
    18. Ariño, Africa & de la Torre, Jose & Ring, Peter S., 1999. "Relational quality: A dynamic framework for assessing the role of trust in strategic alliances," IESE Research Papers D/389, IESE Business School.
    19. Claro, Danny P. & Claro, Priscila, 2007. "Trust in Channel Relationships: Calculative, Affective, Belief and Performance," Insper Working Papers wpe_99, Insper Working Paper, Insper Instituto de Ensino e Pesquisa.
    20. Pei-Li Yu, 2019. "Interfirm coopetition, trust, and opportunism: a mediated moderation model," Review of Managerial Science, Springer, vol. 13(5), pages 1069-1092, November.
    21. Hwang, Peter, 2006. "Asset specificity and the fear of exploitation," Journal of Economic Behavior & Organization, Elsevier, vol. 60(3), pages 423-438, July.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sjobre:v:52:y:2000:i:2:d:10.1007_bf03372610. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.