Interpersonal Dependence and Efficiency of Interfirm Exchange: A Cross-national Study of Industrial Distributor – Supplier Relationships Public Deposited

http://ir.library.oregonstate.edu/concern/conference_proceedings_or_journals/cr56n188v

Descriptions

Attribute NameValues
Creator
Abstract or Summary
  • A glaring hole exists between academic marketing literature and anecdotal observations on the effect of interpersonal ties for interfirm exchange. Academic marketing literature, economic perspective in particular, either frowns on or belittles the impact of interpersonal ties for interfirm exchange. In contrast, we often hear street-smart people say that it is “who you know, not what you know,” that counts for the success in business. This study aims to clarify the role of interpersonal ties in interfirm exchange by examining the effect of interpersonal dependence on interfirm-level issues in industrial distributor – supplier relationships. Specifically, we propose that interpersonal dependence has differential effects on the elements of interfirm relationships (distributor dependence, trust, and commitment) and that, in return, these exchange elements have differential effects on the efficiency of interfirm exchange. The proposed hypotheses were tested with data collected through a survey of industrial distributors in the United States and Japan. The hypotheses on the effects of interpersonal dependence on interfirm relational elements received a mixed support, while the hypotheses on the effects of interfirm relational elements on the efficiency of exchange received support.
Resource Type
Date Available
Date Copyright
Date Created
Date Issued
Citation
  • Kim, K. Interpersonal Dependence and Efficiency of Interfirm Exchange: A Cross-national Study of Industrial Distributor – Supplier Relationships. In: Microbehavior and Macroresults:Proceedings of the Tenth Biennial Conference of the International Institute ofFisheries Economics and Trade, July 10-14, 2000, Corvallis, Oregon, USA.Compiled by Richard S. Johnston and Ann L. Shriver. InternationalInstitute of Fisheries Economics and Trade (IIFET), Corvallis, 2001.
Proceedings Editors
  • Johnston, Richard S.
  • Shriver, Ann L.
Keyword
Rights Statement
Funding Statement (additional comments about funding)
Publisher
Peer Reviewed
Language
Replaces
Additional Information
  • description.provenance : Submitted by Janet Webster (janet.webster@oregonstate.edu) on 2012-09-10T17:23:24Z No. of bitstreams: 1 200.pdf: 87775 bytes, checksum: de08ef775565e8817c167deaf3e0359b (MD5)
  • description.provenance : Made available in DSpace on 2012-09-10T17:23:24Z (GMT). No. of bitstreams: 1 200.pdf: 87775 bytes, checksum: de08ef775565e8817c167deaf3e0359b (MD5) Previous issue date: 2001

Relationships

In Administrative Set:
Last modified: 07/13/2017

Downloadable Content

Download PDF
Citations:

EndNote | Zotero | Mendeley

Items