Relational Adaptation in Buyer-Supplier Relationship Management: A Synthesis of Effects of Exchange Hazards, Relational Norms, and Legitimacy
AbstractPurpose - This paper aims to advance buyer-supplier relationship management research by integrating transaction cost economics, social exchange theory, and institutional theory. The specific purpose is to identify the determinants of relational adaptation in the service relationship. Design/methodology/approach - This study used a field survey to collect data. It used structural equation modeling for data analyses. It collected data from the population of supplier organizations of a focal firm, which is an international container port terminal operator. Findings - We find that that transaction specific investment, business uncertainty, trust, and social respect are positively related to a supplier's relational adaptation. Research limitations/implications - this research provides a synthesis of effects of exchange hazards, relational norms, and legitimacy to explain a supplier's adaptation behaviors. Practical implications - Our study has several managerial implications that are helpful for firms to elicit adaptation from their partner firms. First, specific investment can be useful to serve as an interfirm governance mechanism to attain relational adaptation. Second, the development of trust and social respect in customer relationship is important for firms to attain relational adaptation. Originality/value - The novelty of this paper lies in an integrative synthesis of transaction cost economics, social exchange theory, and institutional theory. Based on three different mechanisms, we provide a holistic explanation for relational adaptation behaviors in buy-supplier relationship.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
Bibliographic InfoPaper provided by HAL in its series Post-Print with number halshs-00660291.
Date of creation: 2011
Date of revision:
Note: View the original document on HAL open archive server: http://halshs.archives-ouvertes.fr/halshs-00660291
Contact details of provider:
Web page: http://hal.archives-ouvertes.fr/
relational adaptation; buyer-supplier relationship; transaction specific investment; business uncertainty; trust; social respect;
This paper has been announced in the following NEP Reports:
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching 0502044, EconWPA.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (CCSD).
If references are entirely missing, you can add them using this form.