Interdependence and Cooperation in Industrial Buyer-Supplier Relationships

Power symmetry and the development of trust in interdependent relationships: The mediating role of goal congruence

“…Our study is contextualized in two cases of highly interdependent relationships (Lai, 2009;Turner, Hartley, LeMay, & Wood, 2000). Earlier research suggests that interdependence is based on resources which the partners possess and can be understood as investments that have an important impact on the costs of the future transactions between them (Ford & Mcdowell, 1999;Turnbull, Ford, & Cunningham, 1996).…”

Elaborating the Role of Network Synergy Capacity as a Supplier’s Alternative Terminal for Achieving Marketing Performance

“…Strong trust between the company and the customer can create better mutual cooperation. If the customer believes that the company is able to maintain a committed relationship, the customer will be willing to develop valued cooperation (Turner et al, 2000). Hence, the company can also develop more fruitful cooperation even if the program requires a huge amount of investment (Kohtamäki et al, 2012).…”

“…This study elaborates on business relationship from the perspective of suppliers in distributing of industrial goods to retailers. In industrial marketing, the supplier is often referred to as the company which distributes products to retailers while the retailer which acquires products from suppliers to market to end-users is referred to as the consumer (Izquierdo & Cillian, 2004;Kim et al, 2013;Turner, LeMay, Hartley, & Wood, 2000). Industrial products in this study are limited to a range of products: building materials, food and beverages, garments, chemical products, and electronics.…”

Vers un cadre théorique de l’entreprise réseau

“…D'autres chercheurs se sont concentrés sur l'élément « nouveau » dans ces partenariats à savoir les relations entre les membres d'un réseau. C'est ainsi qu'on s'est penché sur les dimensions politiques (tels que la dépendance et le pouvoir) et sociales (comme la confiance, les normes sociales et le risque d'apparition de comportements opportunistes) des relations entre les membres du réseau (Achrol, 1997;Garène, 1992;DeSanctis et al, 1999;Heide et John, 1988;Heide, 1994;Larson, 1992;Parkhe, 1991;Turner et al, 2000;Varadarajan et al, 2001). En étudiant ces aspects dans le cas des relations dyadiques, plusieurs chercheurs espéraient pouvoir généraliser les résultats aux réseaux des relations interentreprises.…”