The Formation of Buyer-Supplier Relationships : Detailed Contract Drafting and Close Partner Selection  

Oleh:

Geyskens, Inge ; Wuyts, Stefan

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Marketing (EBSCO) vol. 69 no. 4 (Oct. 2005), page 103-117.
Topik: BUYES-SUPPLIER RELATIONS; supplier relationships

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: JJ94.9 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

Firms face two strategic decisions when engaing in a new purchase transaction, the decision whether to draft a detailed contract and the decision whether to select a partner with which they share a close tie. The authors study how otganizational culture affects these decisions and the effectiveness of these decisions in curtailing the partner's opportunistic behavior. The results suggest that organizational culture exerts an important but diggerent influence on both decisions. Selecting a close partner shows a marked ability to hedge against partner opportunism, but beyond a certain point, it encourages the opportunism it is designed to discourage. Contracting becomes effective only when a nonclose partner is selected and when the focal relationship is embedded in a network of close mutual contacts.

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