Inter-organizational communication as a relational competency: Antecedents and performance outcomes in collaborative buyer-supplier relationships

Journal of Operations Management

Volumn 26, Issue 1, 2008, Pages 45-64

  Paulraj, Antony ^a   Lado, Augustine A ^b   Chen, Injazz J ^c  

^a UNIVERSITY OF NORTH FLORIDA   (United States)

^b CLARKSON UNIVERSITY   (United States)

^c CLEVELAND STATE UNIVERSITY   (United States)

Author keywords

Buyer supplier relationships and performance; Information exchange; Inter organizational communication; Knowledge sharing; Relational competency

Indexed keywords

ENTERPRISE RESOURCE PLANNING; KNOWLEDGE ACQUISITION; STRATEGIC PLANNING; SUPPLY CHAIN MANAGEMENT; TELECOMMUNICATION SERVICES; YIELD STRESS;

BUYER SUPPLIER RELATIONSHIPS AND PERFORMANCE; INFORMATION EXCHANGE; INTER-ORGANIZATIONAL COMMUNICATION; KNOWLEDGE SHARING; RELATIONAL COMPETENCY;

OPERATIONS RESEARCH;

EID: 37149015231     PISSN: 02726963     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jom.2007.04.001     Document Type: Article

References (133)

1. Akaike H. Factor analysis and AIC. Psychometrika 52 (1987) 317-332
2. Anderson J.C., and Narus J. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing 54 1 (1990) 42-58
3. Anderson J.C., Hakansson H., and Johanson J. Dyadic business relationships within a network context. Journal of Marketing 58 4 (1994) 1-14
4. Anderson E., and Weitz B. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research 29 1 (1992) 18-34
5. Armstrong J.S., and Overton T.S. Estimating nonresponse bias in mail surveys. Journal of Marketing Research 14 3 (1977) 396-402
6. Bagozzi R.P., and Yi Y. On the evaluation of structural equation models. Journal of the Academy of Marketing Science 16 1 (1988) 74-94
7. Bagozzi R.P., Youjae Y., and Phillips L.W. Assessing construct validity in organizational research. Administrative Science Quarterly 36 3 (1991) 421-458
8. Barney J. Firm resources and sustained competitive advantage. Journal of Management 17 1 (1991) 99-120
9. Baron R.M., and Kenny D.A. The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology 51 6 (1986) 1173-1182
10. Bharadwaj A.S. A resource-based perspective on information technology capability and firm performance: an empirical investigation. MIS Quarterly 24 1 (2000) 169-196
11. Bollen K., and Long J.S. Tests for structural equation models: introduction. Sociological Methods and Research 21 (1992) 123-131
12. Bowman C., and Ambrosini V. Value creation versus value capture: towards a coherent definition of value in strategy. British Journal of Management 11 (2000) 1-15
13. Borys B., and Jemison D.B. Hybrid arrangements as strategic alliance: theoretical issues in organizational combination. Academy of Management Review 14 (1989) 234-249
14. Bozdogan H. Model selection and Akaike's information criterion (AIC): the general theory and its analytical extensions. Psychometrika 52 3 (1987) 345-370
15. Brynjolfsson E. The productivity paradox of information technology. Communication of the ACM 35 (1993) 66-77
16. Calantone R.J., Schmidt J.B., and Song X.M. Controllable factors of new product success: a cross-national comparison. Marketing Science 15 4 (1996) 341-358
17. Carr N.G. IT doesn't matter. Harvard Business Review 81 5 (2003) 41-49
18. Carr A.S., and Pearson J.N. Strategically managed buyer-seller relationships and performance outcomes. Journal of Operations Management 17 5 (1999) 497-519
19. Carr A.S., and Smeltzer L.R. The relationship of strategic purchasing to supply chain management. European Journal of Purchasing and Supply Management 5 (1999) 43-51
20. Carter J.R., and Miller J.G. The impact of alternative vendor/buyer communication structures on the quality of purchased materials. Decision Sciences 20 4 (1989) 759-776
21. Chen I.J., and Paulraj A. Towards a theory of supply chain management: the constructs and measurement. Journal of Operations Management 22 2 (2004) 119-150
22. Chen I.J., Paulraj A., and Lado A. Strategic purchasing, supply management, and firm performance. Journal of Operations Management 22 5 (2004) 505-523
23. Christopher M. Logistics and Supply Chain Management (1992), Pitman, London, UK
24. Clark K.B., and Fujimoto T. Product Development Performance (1991), Harvard University Press, Boston, MA
25. Claycomb C., and Frankwick G.I. A contingency perspective of communication, conflict resolution and buyer search effort in buyer-supplier relationships. Journal of Supply Chain Management 40 1 (2004) 18-34
26. Clemens E., and Row M. Sustainable IT advantage: the role of structural differences. MIS Quarterly 15 (1991) 275-292
27. Contractor F.L., and Lorange P. Why should firms corporate? The strategy and economics basis for corporative ventures. In: Contractor F.L., and Lorange P. (Eds). Cooperative Strategies in International Business (1988), Lexington Books, Lexington, MA 3-30
28. Cool K., and Schendel D.E. Strategic group formulation and performance: the case of the U.S. pharmaceutical industry, 1963-1982. Management Science 33 9 (1987) 1102-1124
29. Cousins P.D., and Menguc B. The implications of socialization and integration in supply chain management. Journal of Operations Management 24 5 (2006) 604-620
30. Cronbach L.J. Coefficient alpha and the internal structure of tests. Psychometrika 16 (1951) 297-334
31. Daft R.L., and Lengel R.H. Organizational information requirements, media richness and structural design. Management Science 32 5 (1986) 554-571
32. Diamantopoulos A., and Winklhofer H.M. Index construction with formative indicators: an alternative to scale development. Journal of Marketing Research 38 2 (2001) 269-277
33. De Toni A., and Nassimbeni G. Buyer-supplier operational practices, sourcing policies and plant performance: result of an empirical research. International Journal of Production Research 37 3 (1999) 597-619
34. Dierickx I., and Cool K. Asset stock accumulation and sustainability of competitive advantage. Management Science 35 12 (1989) 1504-1513
35. Dillman D.A. Mail and Telephone Surveys: The Total Design Method (1978), Wiley, New York, NY
36. Donavan D.T., Brown T.J., and Mowen J.C. Internal benefits of service-worker customer orientation: job satisfaction, commitment, and organizational citizenship behaviors. Journal of Marketing 68 (2004) 128-146
37. Doty D.H., and Glick W.H. Common methods bias: does common methods variance really bias results?. Organizational Research Methods 1 (1998) 374-406
38. Dyer J.H. Does governance matter? Keiretsu alliances and asset specificity as sources of Japanese competitive advantage. Organization Science 7 6 (1996) 649-666
39. Dyer J.H. Effective interfirm collaboration: how transactors minimize transaction costs and maximize transaction value. Strategic Management Journal 18 7 (1997) 535-556
40. Dyer J.H. Collaborative Advantage: Winning through Extended Enterprise Supplier Networks (2000), Oxford University Press, New York, NY
41. Dyer J.H., and Chu W. The role of trustworthiness in reducing transaction costs and improving performance: empirical evidence from the United States, Japan, and Korea. Organization Science 14 1 (2003) 57-68
42. Dyer J.H., and Nobeoka K. Creating and managing a high-performance knowledge-sharing network: the Toyota case. Strategic Management Journal 21 (2000) 345-367
43. Dyer J.H., and Singh H. The relational view: cooperative strategy and sources of inter-organizational competitive advantage. Academy of Management Review 24 4 (1998) 660-679
44. Eisenhardt K.M., and Schoonhoven C.B. Resource-based view of strategic alliance formation: strategic and social effects in entrepreneurial firms. Organization Science 7 2 (1996) 136-150
45. Ettlie J.E. Organizational policy and innovation among suppliers to the food processing industry. Academy of Management Journal 26 (1983) 27-44
46. Fornell C., and Larcker D.F. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 28 (1981) 39-50
47. Fulk J., and Boyd B. Emerging theories of communication in organizations. Journal of Management 17 (1991) 407-446
48. Fynes B., and Voss C. A path analytic model of quality practices, quality performance, and business performance. Production and Operations Management 10 4 (2001) 494-510
49. Ganesan S. Determinants of long-term orientation in buyer-supplier relationships. Journal of Marketing 58 2 (1994) 1-19
50. Gerlach M. Alliance Capitalism: The Social Organization of Japanese Business (1992), University of California Press, Berkeley, CA
51. Ghosh M., and John G. Strategic fit in industrial alliances: an empirical test of Governance value analysis. Journal of Marketing Research 42 (1999) 346-357
52. Ghoshal S., and Moran P. Bad for practice: a critique of the transaction cost theory. Academy of Management Review 21 (1996) 13-47
53. Grant R. Prospering in dynamically-competitive environments: organizational capability as knowledge integration. Organization Science 7 (1996) 375-387
54. Graves S.B., and Langowitz N.S. Innovative productivity and returns to scale in the pharmaceutical industry. Strategic Management Journal 14 8 (1993) 593-605
55. Grover V., and Malhotra M. Business process re-engineering: a tutorial on the concept, evolution, method, technology and application. Journal of Operations Management 15 (1997) 192-213
56. Gulati R., Nohria N., and Zaheer A. Strategic networks. Strategic Management Journal 21 3 (2000) 203-215
57. Hair J.F., Anderson R.E., Tatham R.L., and Black W.C. Multivariate Data Analysis (1998), Prentice Hall, Englewood Cliffs, NJ
58. Hamel G., and Prahalad C.K. Competing for the Future (1994), Free Press, New York, NY
59. Harman H.H. Modern Factor Analysis (1967), University of Chicago Press, Chicago, IL
60. Heide J.B. Plural governance in industrial purchasing. Journal of Marketing 67 4 (2003) 18-29
61. Heide J.B., and John G. Do norms matter in marketing relationships?. Journal of Marketing 56 2 (1992) 32-44
62. Heide J.B., and Miner A. The shadow of the future: effects of anticipated interaction and frequency of contact on buyer-seller cooperation. Academy of Management Journal 35 2 (1992) 265-291
63. James L.R., Mulaik S.A., and Brett J.M. A tale of two methods. Organizational Research Methods 9 2 (2006) 233-244
64. Jarvis C.B., Mackenzie S.B., and Podsakoff P.M. A critical review of construct indicators and measurement model misspecification in marketing and consumer research. Journal of Consumer Research 30 (2003) 199-217
65. Jayaram J., Vickery S.K., and Droge C. An empirical study of time-based competition in the North American automotive supplier industry. International Journal of Operations and Production Management 19 10 (1999) 1010-1033
66. Jones C., Hesterly W.S., and Borgatti S.T. A general theory of network governance: exchange conditions and social mechanisms. Academy of Management Review 22 4 (1997) 911-945
67. Joreskog K.G., and Sorbom D. LISREL 8: User's Reference Guide (1999), Scientific Software, Chicago, IL
68. Kale P., Singh H., and Perlmutter. Learning and protection of proprietary assets in strategic alliances: building relational capital. Strategic Management Journal 21 (2000) 217-237
69. Kanter R.M. Collaborative advantage. Harvard Business Review 74 4 (1994) 96-108
70. Kaufmann P.J., and Stern L.W. Relational exchange norms, perceptions of unfairness, and retained hostility in commercial litigation. Journal of Conflict Resolution 32 (1988) 534-552
71. Kelloway K.K. Using LISREL for Structural Equation Modeling: A Researcher's Guide (1998), Sage, Thousand Oaks, CA
72. Ketokivi M.K., and Schroeder R.G. Perceptual measures of performance: fact or fiction. Journal of Operations Management 22 (2004) 247-264
73. Kim S.M., and Mahoney J.T. Mutual commitment to support exchange: relation-specific IT system as a substitute for managerial hierarchy. Strategic Management Journal 27 (2006) 401-423
74. Kogut B., and Zander U. Knowledge of the firm, combinative capabilities, and the replication of technology. Organizational Science 3 3 (1992) 383-397
75. Kotabe M., Martin X., and Domoto H. Gaining from vertical partnerships: knowledge transfer, relationship duration, and supplier performance improvement in the U.S. and Japanese automotive industries. Strategic Management Journal 24 (2003) 293-316
76. Krause D.R., and Ellram L.M. Critical elements of supplier development. European Journal of Purchasing and Supply Management 3 1 (1997) 21-31
77. Lado A., Boyd N.G., and Hanlon S.C. Competition, corporation, and the search for economic rents: a syncretic model. Academy of Management Review 22 1 (1997) 699-727
78. Lambert D.M., and Harrington T.C. Measuring non-response bias in customer service mail surveys. Journal of Business Logistics 11 2 (1990) 5-25
79. Lamming R.C. Beyond Partnership: Strategies for Innovation and Lean Supply (1993), Prentice Hall, Hemel Hempstead
80. Liker J. The Toyota Way: 14 Management Principles from the World's greatest Manufacturer (2004), McGraw-Hill, NY
81. Lincoln J.R., Gerlach M.L., and Takahashi P. Keiretsu networks in the Japanese economy: a dyad analysis of intercorporate ties. American Journal of Sociology 57 (1992) 561-585
82. Lorenzoni G., and Lipparini A. The leveraging of interfirm relationships as a distinctive organizational capability. Strategic Management Journal 20 4 (1999) 317-339
83. MacKinnon D.P., Lockwood C.M., Hoffman J.M., West S.G., and Sheets V. A comparison of methods to test mediation and other intervening variables effects. Psychological Methods 7 (2002) 83-104
84. Macneil I.R. The New Social Contract (1980), Yale University Press, New Haven, CT
85. Madhok A. Reassessing the fundamentals and beyond: Ronald Coase, the transaction cost and resource-based theories of the firm and the institutional structure of production. Strategic Management Journal 23 6 (2002) 535-550
86. Madhok A., and Tallman S.B. Resources, transactions and rents: managing value through interfirm collaborative relationships. Organization Science 9 3 (1998) 326-339
87. Marcoulides G. Modern Methods for Business Research (1998), Lawerence Erlbaum, Hillsdale, NJ
88. Mata F.J., Fuerst W.L., and Barney J.B. Information technology and sustained competitive advantage: a resource-based analysis. MIS Quarterly 19 (1995) 487-505
89. Medori D., and Steeple D. A framework for auditing and enhancing performance measurement systems. International Journal of Operations and Production Management 20 5 (2000) 520-533
90. Mohr J., and Nevin J.R. Communication strategies in marketing channels: a theoretical perspective. Journal of Marketing 54 4 (1990) 36-51
91. Mohr J., Fisher R.J., and Nevin J.R. Collaborative communication in interfirm relationships: moderating effects of integration and control. Journal of Marketing 60 3 (1996) 103-115
92. Mohr J., and Spekman R. Characteristics of partnership success: partnership attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal 15 (1994) 135-152
93. Morgan R.M., and Hunt S.D. The commitment-trust theory of relationship marketing. Journal of Marketing 58 (1994) 20-38
94. Mudambi R., and Helper S. The 'close but adversarial' model of supplier relations in the US auto industry. Strategic Management Journal 19 8 (1998) 775-782
95. Newman R.G., and Rhee K.A. A case study of NUMMI and its suppliers. International Journal of Purchasing and Materials Management 26 4 (1990) 15-20
96. Nunnaly J.C. Psychometric Theory (1978), McGraw-Hill, New York, NY
97. Ohmae K. The global logic of strategic alliances. Harvard Business Review 67 2 (1989) 143-154
98. Okun A.M. The invisible handshake and the inflationary process. Challenge 22 1 (1980) 5-12
99. Palmer J.W., and Griffith D.A. Information intensity: a paradigm for understanding web site design. Journal of Marketing Theory and Practice 6 3 (1998) 38-42
100. Parkhe A. Strategic alliance structuring: a game theoretic and transaction cost examination of interfirm cooperation. Academy of Management Journal 36 (1993) 794-829
101. Podsakoff P.M., MacKenzie S.B., Lee J.-Y., and Podsakoff N.P. Common method biases in behavioral research: a critical review of the literature and recommended remedies. Journal of Applied Psychology 88 5 (2003) 879-903
102. Podsakoff P.M., and Organ D.W. Self-reports in organizational research: problems and prospects. Journal of Management 12 (1986) 531-544
103. Poppo L., and Zenger T. Do formal contracts and relational governance function as substitutes or complements?. Strategic Management Journal 23 (2002) 707-725
104. Powell T.C., and Dent-Micallef A. Information technology as competitive advantage: the role of human, business, and technology resources. Strategic Management Journal 18 5 (1997) 375-405
105. Powell W.W. Neither market nor hierarchy: network forms of organization. In: Staw B.M., and Cummings L.L. (Eds). Research in Organizational Behavior 12 (1990), JAI Press, Greenwich, CT 295-336
106. Powell W.W., Koput K.W., and Smith-Doerr L. Inter-organizational collaboration and the locus of innovation: networks of learning in biotechnology. Administrative Science Quarterly 15 1 (1996) 88-102
107. Prahinksi C., and Benton W.C. Supplier evaluations: communication strategies to improve supplier performance. Journal of Operations Management 22 1 (2004) 39-62
108. Reinsch N.L. Business performance: communication is a compound, not a mixture. Vital Speeches of the Day 67 6 (2001) 172-174
109. Ring P.S., and Van de Ven A.H. Developmental processes of cooperative inter-organizational relationships. Academy of Management Review 19 1 (1994) 90-118
110. Rust R.T., Lee C., and Valente Jr. E. Comparing covariance structure models: a general methodology. International Journal of Research in Marketing 12 (1995) 279-291
111. Schneider B., Ehrhart M.G., Mayer D.M., Saltz J.L., and Niles-Jolly K. Understanding organization-customer links in service settings. Academy of Management Journal 48 6 (2005) 1017-1032
112. Schultz R.J., and Evans K.R. Strategic collaborative communication by key accounts representatives. Journal of Personnel Selling and Sales Management 22 1 (2002) 23-31
113. Shan W., Walker G., and Kogut B. Interfirm cooperation and startup innovation in the biotechnology industry. Strategic Management Journal 15 5 (1994) 387-394
114. Shin H., Collier D.A., and Wilson D.D. Supply management orientation and supplier/buyer performance. Journal of Operations Management 18 3 (2000) 317-333
115. Stock G.N., Greis N.P., and Kasarda J.D. Enterprise logistics and supply chain structure: the role of fit. Journal of Operations Management 18 (2000) 531-547
116. Subramani M. How do suppliers benefit from information technology use in supply chain relationships?. MIS Quarterly 28 1 (2004) 45-73
117. Tabachnick B.G., and Fidell L.S. Using Multivariate Statistics. 4th ed. (2001), Allyn and Bacon, Needham Heights, MA
118. Takeishi A. Bridging inter- and intra-firm boundaries: management of supplier involvement in automobile product development. Strategic Management Journal 22 5 (2001) 403-433
119. Teece D.J., Rumelt R., Dosi G., and Winter S. Understanding corporate coherence: theory and evidence. Journal of Economic Behavior and Organization 23 (1994) 1-30
120. Turnbull P., Oliver N., and Wilkinson B. Buyer-supplier relations in the UK automotive industry: strategic implications of the Japanese manufacturing model. Strategic Management Journal 13 (1992) 159-168
121. Uzzi B. Social structure and competition in interfirm networks: the paradox of embeddedness. Administrative Science Quarterly 42 (1997) 35-67
122. Venkatraman N., and Ramanujam V. Measurement of business performance in strategy research: a comparison of approaches. Academy of Management Review 11 4 (1986) 801-814
123. Vickery S.K., Jayaram J., Droge C., and Calantone R. The effects of an integrative supply chain strategy on customer service and financial performance: an analysis of direct versus indirect relationships. Journal of Operations Management 21 5 (2003) 523-539
124. Walton S.V., and Marucheck A.S. The relationship between EDI and supplier reliability. International Journal of Purchasing and Materials Management 33 3 (1997) 30-35
125. Weick K.E. Theorizing about organizational communication. In: Jablin F.M., Putnam L.L., Roberts K.H., and Porter L.W. (Eds). Handbook of Organization Communication (1987), Sage, Newbury Park, CA 97-122
126. Wernerfelt B. A resource-based view of the firm. Strategic Management Journal 5 2 (1984) 171-180
127. Widaman K. Hierarchically nested covariance structure models for multitrait-multimethod data. Applied Psychological Measurement 9 (1985) 1-26
128. Williams L.J., Cote J.A., and Buckley M.R. Lack of method variance in self-reported affect and perceptions at work: reality or artifact. Journal of Applied Psychology 74 (1989) 462-468
129. Yates J., and Orlikowski W.J. Genres of organizational communication: a structurational approach to studying communication and media. Academy of Management Review 17 (1992) 299-326
130. Zaheer A., and Bell G.G. Benefiting from network position: firm capabilities, structural holes, and performance. Strategic Management Journal 26 9 (2005) 809-825
131. Zaheer A., and Venkatraman N. Relational governance as an inter-organizational strategy: an empirical test of the role of trust in economic exchange. Strategic Management Journal 16 (1995) 373-392
132. Zajac E.J., and Olsen C.P. From transaction cost to transaction value analysis: implications for the study of inter-organizational strategies. Journal of Management Studies 30 (1993) 131-145
133. Zhang M., and Lado A. Information systems and competitive advantage: a competency-based view. Technovation 21 3 (2001) 147-156