The impact of buyer-supplier relationships on supplier innovativeness: An empirical study in cross-border supply networks

Industrial Marketing Management

Volumn 42, Issue 4, 2013, Pages 580-594

  Inemek, Aydin ^a   Matthyssens, Paul ^a,b  

^a UNIVERSITY OF ANTWERP   (Belgium)

^b ANTWERP MANAGEMENT SCHOOL   (Belgium)

Author keywords

Buyer assistance; Cooperative ties; Joint product development; Supplier innovativeness; Tier position

Indexed keywords

EID: 84878512118     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2012.10.011     Document Type: Article

References (152)

1. Ahuja G. Collaboration networks, structural holes, and innovation: A longitudinal study. Administrative Science Quarterly 2000, 45:425-455.
2. Anderson J.C., Gerbing D.W. Structural equation modelling in practice: A review and recommended two-step approach. Psychological Bulletin 1988, 103:411-423.
3. Anderson E., Weitz B. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research 1992, 29(1):18-34.
4. Armstrong J.S., Overton T.S. Estimating non-response bias in mail surveys. Journal of Marketing Research 1977, 14(3):396-402.
5. Arora A., Gambardella A. Complementarity and external linkages: The strategies of large firms in biotechnology. The Journal of Industrial Economics 1990, 38:361-379.
6. Azadegan A. Benefiting from supplier operational innovativeness: The influence of supplier evaluations and absorptive capacity. Journal of Supply Chain Management 2011, 47(2):47-64.
7. Azadegan A., Dooley K.J. Supplier innovativeness, organizational learning styles and manufacturer performance: An empirical assessment. Journal of Operations Management 2010, 28(6):488-505.
8. Bensaou M., Anderson E. Buyer-supplier relations in industrial markets: When do buyers risk making idiosyncratic investments?. Organization Science 1999, 10(4):460-481.
9. Bozarth C., Handfield R., Das A. Stages of global sourcing strategy evolution: An exploratory study. Journal of Operations Management 1998, 16:241-255.
10. Burns T., Stalker G.M. The management of innovation 1961, Tavistock Publishing, London.
11. Calantone R.J., Cavusgil S.T., Zhao Y. Learning orientation, firm innovation capability, and firm performance. Industrial Marketing Management 2002, 31:515-524.
12. Cannon J.P., Perreault W.D. Buyer-seller relationships in business markets. Journal of Marketing Research 1999, 36(4):439-460.
13. Capaldo A. Network structure and innovation: the leveraging of a dual network as a distinctive relational capability. Strategic Management Journal 2007, 28:585-608.
14. Carr A.S., Kaynak H., Hartley J.L., Ross A. Supplier dependence: Impact on supplier's participation and performance. International Journal of Operations & Production Management 2008, 28(9):899-916.
15. Cheung M.S., Myers M.B., Mentzer J.T. The value of relational learning in global buyer-supplier exchanges a dyadic perspective and test of the pie-sharing premise. Strategic Management Journal 2011, 32:1061-1082.
16. Choi T.Y., Krause D.R. The supply base and its complexity: Implications for transaction costs, risks, responsiveness, and innovation. Journal of Operations Management 2006, 24:637-652.
17. Christensen C., Suarez F., Utterback J. Strategies for survival in fast-changing industries. Management Science 1998, 4(12):S207-S220.
18. Chung S., Kim G.M. Performance effects of partnership between manufacturers and suppliers for new product development: The supplier's standpoint. Research Policy 2003, 32(4):587-603.
19. Churchill Gilbert A. A paradigm for developing better measures of marketing constructs. Journal of Marketing 1979, 16:64-73.
20. Clark K.B., Fujimoto T. Product development performance 1991, Harvard Business School Press, Boston, MA.
21. Cohen J., Cohen P., West S.G., Aiken L.S. Applied multiple regression/correlation analysis for the behavioral sciences 2003, Erlbaum, London.
22. Contractor F.J., Kumar V., Kundu S.K., Pedersen T. Reconceptualizing the firm in a world of outsourcing and offshoring: The organizational and geographical relocation of high-value company functions. Journal of Management Studies 2010, 47(8):1417-1433.
23. Cousins P.D., Handfield R.B., Lawson B., Petersen K.J. Creating supply chain relational capital: The impact of formal and informal socialization processes. Journal of Operations Management 2006, 24:851-863.
24. Cronbach L.J. Coefficient alpha and the internal structure of tests. Psychometrika 1951, 16:297-334.
25. De Vellis R.F. Scale development: Theory and applications 1991, Sage Publications, Newbury Park, CA.
26. Dhanaraj C., Lyles M.A., Steensma H.K., Tihanyi L. Managing tacit and explicit knowledge transfer in IJVs: The role of relational embeddedness and the impact on performance. Journal of International Business Studies 2004, 35(5):428-442.
27. Dillman D.A. Mail and telephone surveys: The total design method 1978, Wiley, New York.
28. Droge C., Calantone R., Harmancioglu N. New product success: Is it really controllable by managers in highly turbulent environments?. Journal of Product Innovation Management 2008, 25:272-286.
29. Dyer C.H. Does governance matter? Keiretsu alliances and asset specialization as sources of competitive advantage. Organization Science 1996, 7:649-666.
30. Dyer J.H. Effective interfirm collaboration: How firms minimize transaction costs and maximize transaction value. Strategic Management Journal 1997, 18(7):535-556.
31. Dyer J.H., Chu W.J. The determinants of trust in supplier-automaker relationships in the US, Japan, and Korea. Journal of International Business Studies 2000, 31(2):259-285.
32. Dyer J.H., Hatch N.W. Relation-specific capabilities and barriers to knowledge transfers: Creating advantage through network relationships. Strategic Management Journal 2006, 27:701-719.
33. Dyer J.H., Nobeoka K. Creating and managing a high-performance knowledge-sharing network: The Toyota case. Strategic Management Journal 2000, 21(3):345-367.
34. Dyer J.H., Ouchi W.G. Japanese-style partnerships: Giving companies a competitive edge. Sloan Management Review 1993, 35(1):51-63.
35. Dyer J.H., Singh H. The relational view: Cooperative strategy and sources of inter-organizational competitive advantage. Academy of Management Review 1998, 24(4):660-679.
36. Emerson R.M. Power-dependence relations. American Sociological Review 1962, 27:31-41.
37. Ford D., Håkansson H., Johanson J. How do companies interact?. Industrial Marketing and Purchasing 1986, 1(1):26-41.
38. Fornell C., Larker D.F. Evaluating structural equation models with unobservable variables and measurement errors. Journal of Marketing Research 1981, 18:39-50.
39. Fynes B., de Burca S., Mangan J. The effect of relationship characteristics on relationship quality and performance. International Journal of Production Economics 2008, 111:56-69.
40. Fynes B., Voss C. The moderating effect of buyer-supplier relationships on quality practices and performance. International Journal of Operation & Production Management 2002, 22(6):589-613.
41. Fynes B., Voss C., de Burca S. The impact of supply chain relationship quality on quality performance. International Journal of Production Economics 2005, 96:339-354.
42. Gadde L.E., Huemer L., Håkansson H. Strategizing in industrial networks. Industrial Marketing Management 2003, 32:357-364.
43. Ganesan S. Determinants of long-term orientation in buyer-seller relationship. Journal of Marketing 1994, 58:1-19.
44. Garcia R., Calantone R., Levine R. The role of knowledge in resource allocation to exploration versus exploitation in technologically oriented organizations. Decision Sciences 2003, 34(2):323-349.
45. Geyskens I., Steenkamp J.-B.E.M., Scheer L.K., Kumar N. The effects of trust and interdependence on relationship commitment: A trans-Atlantic study. International Journal of Research in Marketing 1996, 13:303-317.
46. Granovetter M. The strength of weak ties. The American Journal of Sociology 1973, 78(6):1360-1380.
47. Gulati R. Network location and learning: the influence of network resources and firm capabilities on alliance formation. Strategic Management Journal 1999, 20(5):397-420.
48. Gulati R., Sytch M. Dependence asymmetry and joint dependence in interorganizational relationships: Effects of embeddedness on a manufacturer's performance in procurement relationships. Administrative Science Quarterly 2007, 52:32-69.
49. Hair J.F., Black W.C., Babin B.J., Anderson R.E., Tatham R.L. Multivariate data analysis 2006, Pearson Education, Inc., Upper Saddle River, New Jersey. 6th ed.
50. Håkansson H. International marketing and purchasing of industrial goods: An interaction approach 1982, Wiley, Chichester.
51. Håkansson H., Eriksson A. Getting innovations out of supplier networks. Journal of Business-to-Business Marketing 1993, 1(3):3-34.
52. Håkansson H., Snehota I. Developing relationships in business networks 1995, International Thomson Business Press, London.
53. Hallen L., Johanson J., Seyed-Mohamed N. Interfirm adaptation in business relationships. Journal of Marketing 1991, 55(2):29-37.
54. Handfield R.B., Ragatz G.L., Petersen K.J., Monczka R.M. Involving suppliers in new product development. California Management Review 1999, Fall, 42:59-82.
55. Hartley J.L., Zirger B.J., Kamath R.R. Managing the buyer-supplier interface for on-time performance in product development. Journal of Operations Management 1997, 15(1):57-70.
56. Heide J.B., John G. The role of dependence balancing in safeguarding transaction-specific assets in conventional channels. Journal of Marketing 1988, 52:20-35.
57. Heide J., John G. Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships. Journal of Marketing Research 1990, 27(1):24-36.
58. Helper S. How much has really changed between U.S. automakers and their suppliers?. Sloan Management Review 1991, 32(6):15-28.
59. Hofstede G. Culture's consequences: International differences in work-related values 1980, Sage, New York.
60. Huang Y.T., Chu W. Enhancement of product development capabilities of OEM suppliers: Inter- and intra-organisational learning. The Journal of Business and Industrial Marketing 2010, 25(2):147-158.
61. Hult T.M., Hurley R.F., Knight G.A. Innovativeness: Its antecedents and impact on business performance. Industrial Marketing Management 2004, 33(5):429-438.
62. Hurley R.F., Hult G.T. Innovation, market orientation and organization learning: An integration and empirical examination. Journal of Marketing 1998, 62(3):42-54.
63. Jaworski B., Kohli A. Market orientation: Antecedents and consequences. Journal of Marketing 1993, 57(3):53-70.
64. Jean R.J., Sincovics R.R., Cavusgil T. Enhancing international customer-supplier relationships through IT resources: A study of Taiwanese electronics suppliers. Journal of International Business Studies 2010, 41:1218-1239.
65. Jean R.J., Sincovics R.R., Kim D. Drivers and performance outcomes of relationship learning for suppliers in cross-border customer-supplier relationships: The role of communication culture. Journal of International Marketing 2010, 18(1):63-85.
66. Johnsen R.E., Ford D. Interaction capability development of smaller suppliers in relationships with larger customers. Industrial Marketing Management 2006, 35:1002-1015.
67. Johnsen R.E., Ford D. Exploring the concept of asymmetry: A typology for analysing customer-supplier relationships. Industrial Marketing Management 2008, 37:471-483.
68. Jöreskog K.G., Sörbom D. LISREL 8: Structural equation modeling with the SIMPLIS command language 1993, Scientific Software International, Chicago, IL.
69. Kale P., Singh H., Perlmutter H. Learning and protection of proprietary assets in strategic alliances: Building relational capital. Strategic Management Journal 2000, 21:217-237.
70. Kamath R.R., Liker J.K. Supplier dependence and innovation. Journal of Engineering and Technology Management 1990, 7:111-127.
71. Kang M.P., Mahoney J.T., Tan D. Why firms make unilateral investments specific to other firms: The case of OEM suppliers. Strategic Management Journal 2009, 30:117-135.
72. Kibbeling, M. (2010). Creating value in supply chains: Suppliers' impact on value for customers, society and stakeholders, Beta PhD Thesis Series, Eindhoven Technology University, Eindhoven, the Netherlands.
73. Kogut B., Zander U. Knowledge of the firm, combinative capacities and the replication of technology. Organization Science 1992, 3:383-397.
74. Kotabe M., Martin X., Domoto H. Gaining from vertical partnerships: Knowledge transfer, relationship duration, and supplier performance improvement in the US and Japanese automotive industries. Strategic Management Journal 2003, 24:293-316.
75. Kotabe M., Mudambi R. Global sourcing and value creation: Opportunities and challenges. Journal of International Management 2009, 15(2):121-125.
76. Koufteros X.A., Cheng T.C.E., Lai K.H. Black-box and gray-box supplier integration in product development: Antecedents, consequences and the moderating role of firm size. Journal of Operations Management 2007, 25:847-870.
77. Krause D.R., Scannell T.V., Calantone R.J. A structural analysis of the effectiveness of buying firm's strategies to improve supplier performance. Decision Sciences 2000, 31(1):33-55.
78. Kumar N., Scheer L.K., Steenkamp J.B.E. The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research 1995, 32(1):54-65.
79. Kumar N., Scheer L.K., Steenkamp J.-B.E.M. The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research 1995, 32(3):348-356.
80. Kumar N., Stern L.W., Anderson J.C. Conducting interorganizational research using key informants. Academy of Management Journal 1993, 36:1633-1651.
81. Lane P.J., Lubatkin M. Relative absorptive capacity and interorganizational learning. Strategic Management Journal 1998, 19(5):461-477.
82. Larsson R., Bengtsson L., Henriksson K., Sparks J. The interorganizational learning dilemma: Collective knowledge development in strategic alliances. Organization Science 1998, 9(3):285-305.
83. Lawson B., Petersen K.J., Cousins P.D., Handfield R.B. Knowledge sharing in interorganizational product development teams: The effect of formal and informal socialization mechanisms. Journal of Product Innovation Management 2009, 26:156-172.
84. Lee Y., Cavusgil S.T. Enhancing alliance performance: The effects of contractual-based versus relational-based governance. Journal of Business Research 2006, 59:896-905.
85. Li J.J., Poppo L., Zhou K.Z. Relational mechanisms, formal contracts, and local knowledge acquisition by international subsidiaries. Strategic Management Journal 2010, 31:349-370.
86. Li Y., Wei Z., Liu Y. Strategic orientations, knowledge acquisition, and firm performance: The perspective of the vendor in cross-border outsourcing. Journal of Management Studies 2010, 47(8):1457-1482.
87. Liker J.K., Choi T.Y. Building deep supplier relationships. Harvard Business Review 2004, 82(12):104-113.
88. Liker J.K., Kamath R.R., Wasti S.N., Nagamachi M. Supplier involvement in automotive component design: Are there really large US-Japan differences?. Research Policy 1996, 25:59-89.
89. Lindell M.K., Whitney D.J. Accounting for common method variance in cross-sectional research designs. Journal of Applied Psychology 2001, 86(1):114-121.
90. Lorenzoni G., Lipparini A. The leveraging of interfirm relationships as a distinctive organizational capability: A longitudinal study. Strategic Management Journal 1999, 20(4):317-338.
91. MacDuffie J., Helper S. Creating lean suppliers: Diffusing lean production through the supply chain. California Management Review 1997, 39(4):118-151.
92. Macneil I.R. Contracts: Adjustment of long-term economic relations under classical, neoclassical and relational contract law. Northwestern University Law Review 1978, 72:854-905.
93. Madhok A., Tallman S.B. Resources, transactions and rents: Managing value through interfirm collaborative relationships. Organization Science 1998, 9(3):326-339.
94. McDermott G.A., Corredoira R.A. Network composition, collaborative ties, and upgrading in emerging-market firms: Lessons from the Argentine autoparts sector. Journal of International Business Studies 2010, 41:308-329.
95. McEvily B., Marcus A. Embedded ties and the acquisition of competitive capabilities. Strategic Management Journal 2005, 26:1033-1055.
96. McIvor R.T., Humphreys P.K., McAleer W.E. European car makers and their suppliers: Changes at the interface. European Business Review 1998, 98(2):87-99.
97. Menguc B., Auh S. Creating a firm-level dynamic capability through capitalizing on market orientation and innovativeness. Journal of the Academy of Marketing Science 2006, 34(1):63-73.
98. Mesquita L.F., Anand J., Brush T.H. Comparing the resource-based and relational views: Knowledge transfer and spillover in vertical alliances. Strategic Management Journal 2008, 29:913-941.
99. Modi S.B., Mabert V.A. Supplier development: Improving supplier performance through knowledge transfer. Journal of Operations Management 2007, 25:42-64.
100. Mohr J., Spekman R. Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal 1994, 15(2):135-152.
101. Möller K., Halinen A. Business relationships and networks: Managerial challenge of network era. Industrial Marketing Management 1999, 28:413-427.
102. Möller K., Rajala A. Rise of strategic nets - New modes of value creation. Industrial Marketing Management 2007, 36:895-908.
103. Möller K.K., Törrönen P. Business suppliers' value creation potential: A capability-based analysis. Industrial Marketing Management 2003, 32:109-118.
104. Monczka R.M., Petersen K.J., Handfield R. Success factors in strategic supplier alliances: The buying company perspective. Decisions Sciences 1998, 29(3):553-577.
105. Morgan R., Hunt S. The commitment theory of relationship marketing. Journal of Marketing 1994, 58(3):20-38.
106. Mukherji A., Francis J.D. Mutual adaptation in buyer-supplier relationships. Journal of Business Research 2008, 61:154-161.
107. Nassimbeni G. Local manufacturing systems and global economy: Are they compatible? The case of the Italian eyewear district. Journal of Operations Management 2003, 21:151-171.
108. Nobeoka K., Dyer J.H., Madhok A. The influence of customer scope on supplier learning and performance in the Japanese automobile industry. Journal of International Business Studies 2002, 33(4):717-736.
109. Nunnally J. Psychometric theory 1978, McGraw-Hill, New York, NY.
110. Nyaga G.N., Whipple J.M., Lynch D.F. Examining supply chain relationships: Do buyer and supplier perspectives on collaborative relationships differ?. Journal of Operations Management 2010, 28(2):101-114.
111. Paulraj A., Lado A.A., Chen I.J. Inter-organizational communication as a relational competency: Antecedents and performance outcomes in collaborative buyer-supplier relationships. Journal of Operations Management 2008, 26:45-64.
112. Petersen K.J., Handfield R.B., Ragatz G.L. A model of supplier integration into new product development. Journal of Product Innovation Management 2003, 20:284-299.
113. Petersen K.J., Handfield R.B., Ragatz G.L. Supplier integration into new product development: Coordinating product, process and supply chain design. Journal of Operations Management 2005, 23:371-388.
114. Podsakoff P.M., MacKenzie S.B., Lee J.Y., Podsakoff N.P. Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology 2003, 88(5):879-903.
115. Poppo L., Zenger T. Do formal contracts and relational governance function as substitutes or complements?. Strategic Management Journal 2002, 23(8):707-726.
116. Poppo L., Zhou K.Z., Zenger T.R. Examining the conditional limits of relational governance: Specialized assets, performance ambiguity, and long-standing ties. Journal of Management Studies 2008, 45(7):1195-1216.
117. Quinn J.B. Outsourcing innovation: The new engine of growth. Sloan Management Review 2000, 41(4):13-29.
118. Ragatz G.L., Handfield R.B., Petersen K.J. Benefits associated with supplier integration into new product development under conditions of technology uncertainty. Journal of Business Research 2002, 55(5):389-400.
119. Ragatz G., Handfield R., Scannell T. Success factors for integrating suppliers into new product development. Journal of Product Innovation Management 1997, 14(3):190-202.
120. Rampersad G., Quester P., Troshani I. Managing innovation networks: Exploratory evidence from ICT, biotechnology and nanotechnology networks. Industrial Marketing Management 2010, 39:793-805.
121. Ring P.S., Van de Ven A.H. Developmental processes of cooperative interorganizational relationships. Academy of Management Review 1994, 19:90-118.
122. Ritter T., Walter A. Relationship-specific antecedents of customer involvement in new product development. International Journal of Technology Management 2003, 26(5/6):482-498.
123. Roy S., Sivakumar K., Wilkinson I.F. Innovation generation in supply chain relationships: A conceptual model and research propositions. Journal of the Academy of Marketing Science 2004, 32(1):61-79.
124. Sako M., Helper S. Determinant of trust in supplier relations: Evidence from the automotive industry in Japan and the United States. Journal of Economic Behavior & Organization 1998, 34:387-417.
125. Santos-Vijande M.L., Alvarez-Gonzalez L.I. Innovativeness and organizational innovation in total quality oriented firms: The moderating role of market turbulence. Technovation 2007, 27:514-532.
126. Schiele H. How to distinguish innovative suppliers? Identifying innovative suppliers as new task for purchasing. Industrial Marketing Management 2006, 35(8):925-935.
127. Shin H., Collier D.A., Wilson D.D. Supply management orientation and supplier-buyer performance. Journal of Operations Management 2000, 18:317-333.
128. Siemsen E., Roth A., Oliveira P. Common method bias in regression models with linear, quadratic, and interaction effects. Organizational Research Methods 2010, 13(3):456-476.
129. Srinivasan R., Brush T.H. Supplier performance in vertical alliances: The effects of self-enforcing agreements and enforceable contracts. Organization Science 2006, 17(4):436-452.
130. Stock G.N., Tatikonda M.V. External technology integration in product and process development. International Journal of Operations & Production Management 2004, 24(7):642-665.
131. Stump R.L., Athaide G.A., Joshi A.W. Managing seller-buyer new product development relationships for customized products: A contingency model based on transaction cost analysis and empirical. Journal of Product Innovation Management 2002, 19(6):439-454.
132. Subramani M.R., Venkatraman N. Safeguarding investments in asymmetric interorganizational relationships: Theory and evidence. Academy of Management Journal 2003, 46(1):46-62.
133. Takeishi A. Bridging inter- and intra-firm boundaries: Management of supplier involvement in automobile product development. Strategic Management Journal 2001, 22:403-433.
134. Teece D.J., Pisano G., Shuen A. Dynamic capabilities and strategic management. Strategic Management Journal 1997, 18(7):509-533.
135. Tsai W. Knowledge transfer in intraorganizational networks: Effects of network position and absorptive capacity on business unit innovation and performance. Academy of Management Journal 2001, 44(5):996-1004.
136. Tsai W., Ghoshal S. Social capital and value creation: The role of intrafirm networks. Academy of Management Journal 1998, 41:464-476.
137. Uzzi B. Social structure and competition in interfirm networks: The paradox of embeddedness. Administrative Science Quarterly 1997, 42:35-67.
138. Von Hippel E. The sources of innovation 1988, Oxford University Press, New York.
139. Wagner S.M., Hoegl M. Involving suppliers in product development: Insights from R&D directors and project managers. Industrial Marketing Management 2006, 35:936-943.
140. Wang Q., Bradford K., Xu J., Weitz B. Creativity in buyer-seller relationships: The role of governance. International Journal of Research in Marketing 2008, 25:109-118.
141. Wang E.T.G., Wei H.L. Interorganizational governance value creation: Coordinating for information visibility and flexibility in supply chains. Decision Sciences 2007, 38(4):647-674.
142. Wasti S.N., Liker J.K. Collaborating with suppliers in product development: A U.S. and Japan comparative study. IEEE Transactions on Engineering Management 1999, 46(4):444-461.
143. Wasti S.N., Wasti S.A. Trust in buyer-supplier relationships: The case of Turkish automotive industry. Journal of International Business Studies 2008, 39:118-131.
144. Whipple J.M., Lynch D.F., Nyaga G.N. A buyer's perspective on collaborative versus transactional relationships. Industrial Marketing Management 2010, 39:507-518.
145. Williamson O.E. Credible commitments: Using hostages to support exchange. American Economic Review 1983, 73(4):519-540.
146. Williamson O.E. The economic institutions of capitalism 1985, The Free Press, New York.
147. Wynstra F., von Corswant F., Wetzels M. In chains? An empirical study of antecedents of supplier product development activity in the automotive industry. Journal of Product Innovation Management 2010, 27:625-639.
148. Yli-Renko H., Autio E., Sapienza H.J. Social capital, knowledge acquisition, and knowledge exploitation in young technology-based firms. Strategic Management Journal 2001, 22:587-613.
149. Yu C.M.S., Liao T.J., Lin Z.D. Formal governance mechanisms, relational governance mechanisms, and transaction-specific investments in supplier-manufacturer relationships. Industrial Marketing Management 2006, 35:128-139.
150. Zaheer A., Venkatraman N. Relational governance as an interorganizational strategy: An empirical test of the role of trust in economic exchange. Strategic Management Journal 1995, 16(5):373-392.
151. Zajac E.J., Olsen C.P. From transaction cost to transactional value analysis: Implications for the study of interorganizational strategies. Journal of Management Studies 1993, 30:131-214.
152. Zhang C., Henke J.W., Griffith D.A. Do buyer cooperative actions matter under relational stress? Evidence from Japanese and U.S. assemblers in the U.S. automotive industry. Journal of Operations Management 2009, 27:479-494.