Empirical Models of Relationship Characteristics for Assessing Inter-Organizational Relationships in Supply Chains
Journal Title: RECENT - Year 2013, Vol 14, Issue 38
Abstract
One of the main trends of companies’ development is to focus on their core competencies. This increases the significance of well functioned relationships between buyers and sellers. This implies that buying and selling activities become more connected with the relationship management. The aim of this paper is to present some empirical models of relationship parameters that can be used successfully in the study of inter-organizational exchange and buyer-supplier relationships. The model of relationship constructs for distributor and manufacturer firms is based on the study of marketing-channels. Its research aim is to build a distributor and a manufacturer partnership model. The developed model is not positioned among other types of inter-organizational relationships. The principal objective of the IMP interaction model is to measure the relationship characteristics as exchange, co-operation and adaptation. The results suggest that information exchange and social exchange lead to co-operation as well as that co-operation between buyers and sellers acts upon their willingness to make adaptations. The model of relationship constructs assesses relationships from the perspective of relationship marketing. The model of relational orientation was developed based on study aimed at identifying the impact of relational orientation in buyer-supplier relationships in increased purchased-product quality. The results suggest that relational orientation is positively related to purchased-product quality. The results of studies on the inter-organization relationships between different relationship constructs have hardly reached an oneness. Some researchers argue that trust leads to communication, while others have pointed that communication leads to trust. Some authors claim that co-operation is the causal antecedent of trust, whereas others accept that commitment and trust are the prerequisites of co-operation. Similarly for some, trust and commitment are the key factors for working relationships, while others emphasize dependence and do not recognize commitment as a key variable.
Authors and Affiliations
Ivan DIMITROV
Keywords
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