IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v65y2012i2p128-136.html
   My bibliography  Save this article

Managing interaction for learning and value creation in exchange relationships

Author

Listed:
  • Hammervoll, Trond

Abstract

Firms create value by establishing and maintaining appropriate exchange relationships. However, beyond the generally recognized importance of trust and commitment, there is a lack of specific cues as to how such value creation can be managed. In an attempt to gain more insight this study examines the success formulas in three different types of interactions in exchange relationships. The purpose is to investigate how different types of interactions can be managed so that buyer firms make important contributions to the development of their suppliers' capabilities. The study empirically examines how inter-organizational management facilitates value creation in three different types of interactions in exchange relationships: unilateral learning, unilateral development, and bilateral learning. This study uses a partial least squares analysis (PLS) to analyze survey data from 142 exchange relationships in the seafood industry. The main contribution to the literature is the assessment of how various types of inter-organizational management promote value-creation initiatives (such as information supply and coaching), and ultimately, value creation.

Suggested Citation

  • Hammervoll, Trond, 2012. "Managing interaction for learning and value creation in exchange relationships," Journal of Business Research, Elsevier, vol. 65(2), pages 128-136.
  • Handle: RePEc:eee:jbrese:v:65:y:2012:i:2:p:128-136 DOI: 10.1016/j.jbusres.2011.05.011
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296311001627
    Download Restriction: Full text for ScienceDirect subscribers only

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. García-Jurado & Valenciano & Winter, 1998. "Preface," Annals of Operations Research, Springer, vol. 84(0), pages 0, December.
    2. Boyle, Brett A. & Dwyer, F. Robert, 1995. "Power, bureaucracy, influence, and performance: Their relationships in industrial distribution channels," Journal of Business Research, Elsevier, vol. 32(3), pages 189-200, March.
    3. G. Mitra & I. Maros & A. Sciomachen, 1998. "Preface," Annals of Operations Research, Springer, vol. 81(0), pages 0, June.
    4. Chetty, S. & Eriksson, K., 2002. "Mutual commitment and experiential knowledge in mature international business relationship," International Business Review, Elsevier, pages 305-324.
    5. Bello, Daniel C. & Lohtia, Ritu & Dant, Shirish P., 1999. "Collaborative Relationships for Component Development: The Role of Strategic Issues, Production Costs, and Transaction Costs," Journal of Business Research, Elsevier, vol. 45(1), pages 15-31, May.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. repec:eee:intman:v:23:y:2017:i:3:p:227-241 is not listed on IDEAS
    2. Theißen, Sebastian & Spinler, Stefan, 2014. "Strategic analysis of manufacturer-supplier partnerships: An ANP model for collaborative CO2 reduction management," European Journal of Operational Research, Elsevier, vol. 233(2), pages 383-397.
    3. Rossi, Cesare & Cricelli, Livio & Grimaldi, Michele & Greco, Marco, 2016. "The strategic assessment of intellectual capital assets: An application within Terradue Srl," Journal of Business Research, Elsevier, pages 1598-1603.

    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:eee:jbrese:v:65:y:2012:i:2:p:128-136. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dana Niculescu). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    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 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 profile, as there may be some citations waiting for confirmation.

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

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.