Antecedents to buyer-seller collaboration: An analysis from the buyer's perspective

Sriram, Ven; Krapfel, Robert E.; Spekman, Robert E.

doi:10.1016/0148-2963(92)90026-8

Cited by 119 publications

(67 citation statements)

References 25 publications

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“…Their Masten et al (1991) Asset specificity Asset specificity and environmental Environmental uncertainty uncertainty are related positively to internal production of components. Sriram et al (1992) Asset specificity Supplier-specific investments are related Perceived transaction costs negatively to perceived buyer dependence and perceived transaction costs are related positively to propensity to collaborate. Bucklin and Asset specificity Expected transaction-specific investments Sengupta (1993) Uncertainty and expected frequency of interaction are Frequency associated positively with power imbalance.…”

Section: Transaction Costs and E-commercementioning

confidence: 99%

Customer Satisfaction with and Loyalty towards Online Travel Products: A Transaction Cost Economics Perspective

Kim

2009

Tourism Economics

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This study examines the usefulness of the theory of transaction cost economics (TCE) for the online travel market and investigates customer satisfaction and loyalty with the transaction cost over the Internet taken into account. Using structural equation modelling (SEM), the authors identify the relationships among the antecedents (uncertainty, personal security and buying frequency), the mediating variable (transaction costs) and endogenous constructs (customer satisfaction and loyalty). The findings suggest that the satisfaction and loyalty of customers purchasing travel products over the Internet are affected negatively by transaction costs, which are determined by uncertainty, personal security and buying frequency. Moreover, a significantly negative relationship is identified between buying frequency and customer satisfaction.

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Section: Transaction Costs and E-commercementioning

confidence: 99%

Customer Satisfaction with and Loyalty towards Online Travel Products: A Transaction Cost Economics Perspective

Kim

2009

Tourism Economics

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“…Following the tradition of work in industrial purchasing (e.g., Noordewier, John and Nevin 1990;Pilling, Crosby and Jackson 1994;Sriram, Krapfel and Spekman 1992), we consider the buyer to be the more significant actor in creating and maintaining these ties. Thus, in specifying our hypotheses, we take the viewpoint of an industrial manufacturer (OEM) that buys a component from an independent supplier.…”

Section: Hypothesesmentioning

confidence: 99%

When Does Vertical Coordination Improve Industrial Purchasing Relationships?

Buvik

John

2000

Journal of Marketing

213

151

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Vertically coordinated ties are purportedly effective responses to the uncertainties of fastchanging purchasing environments. Building on transaction costs arguments, and related work in marketing, we analyze vertical coordination as a response to external uncertainty. We show that its effectiveness is highly contingent on the magnitude of the safeguarding problem present.Indeed, its beneficial effects can be overwhelmed by the consequential increase in trading hazards. We use survey data from a sample of 161 industrial buyers to test our hypotheses. When specific investments are modest, greater vertical coordination diminishes transaction difficulties in adapting to high environmental uncertainty. On the other hand, vertical coordination increases transaction difficulties in adapting to high environmental uncertainty when specific investments are substantial. We discuss the importance to these results for transaction cost theory. We develop our results into a managerial decision framework for designing purchasing ties that balances safeguarding and adaptation.3

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“…Central elements of governance often mentioned in literature include contractual arrangements, including incentive schemes, safeguards, and distribution of risk. In addition, the problem of how the buyer should monitor the compliance of the seller ex post has been discussed extensively (Ouchi, 1980;Walker & Poppo, 1991;Sriram et al, 1992;Turner & Simister, 2001). Finally, literature, in particular in the field of sociology, has examined how relational ties based on trust and norms of reciprocal behavior between transacting actors affect the governance of transactions (e.g.…”

Section: Literature Reviewmentioning

confidence: 99%

A new governance approach for multi-firm projects: Lessons from Olkiluoto 3 and Flamanville 3 nuclear power plant projects

Ruuska

Ahola

Artto

et al. 2011

International Journal of Project Management

152

102

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We analyze governance in two contemporary nuclear power plant projects: Olkiluoto 3 (Finland) and Flamanville 3 (France). We suggest that in the governance of large multi-firm projects, any of the prevalent governance approaches that rely on market, hierarchy, or hybrid forms, is not adequate as such. This paper opens up avenues towards a novel theory of governance in large projects by adopting a project network view with multiple networked firms within a single project, and by simultaneously going beyond organizational forms that cut across the traditional firm-market dichotomy. Our analysis suggests four changes in the prevailing perspective towards the governance of large projects. First, there should be a shift from viewing multi-firm projects as hierarchical contract organizations to viewing them as supply networks characterized by a complex and networked organizational structure. Second, there should be a shift in the emphasis of the predominant modes of governance, market and hierarchy towards novel governance approaches that emphasize network-level mechanisms such as self-regulation within the project. Third, there should be a shift from viewing projects as temporary endeavors to viewing projects as short-term events or episodes embedded in the long-term sphere of shared history and expected future activities among the involved actors. Fourth, there should be a shift from the prevailing narrow view of a hierarchical project management system towards an open system view of managing in complex and challenging institutional environments.

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Antecedents to buyer-seller collaboration: An analysis from the buyer's perspective

Cited by 119 publications

References 25 publications

Customer Satisfaction with and Loyalty towards Online Travel Products: A Transaction Cost Economics Perspective

Customer Satisfaction with and Loyalty towards Online Travel Products: A Transaction Cost Economics Perspective

When Does Vertical Coordination Improve Industrial Purchasing Relationships?

A new governance approach for multi-firm projects: Lessons from Olkiluoto 3 and Flamanville 3 nuclear power plant projects

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