Buyer-Supplier Relationships and the Resource-Advantage Perspective: An Illustrative Example of Relational and Transactional Drivers of Competitiveness
Journal Title: Journal of Competitiveness - Year 2013, Vol 5, Issue 1
Abstract
The purpose of this paper is to illustrate how the so called resource-advantage perspective can be used to determine the importance of specific relational and transactional dimensions of buyer-supplier relationships in driving relationship competitiveness within a transnational company (TNC). The main objective of our research was to analyze which and how much specific relational and/or transactional dimensions of buyer-supplier relationships affect TNC buyer-supplier relationship competitiveness. Based on an illustrative empirical example, we tested a simple variance-based reflective Structural Equation Model (SEM) with main effects based on a sample of 130 TNC buyer-supplier relationships. Our results show that buyer-supplier relationship competitiveness is mostly driven by interpersonal trust and joint problem solving (both relational determinants), as well as by two kinds of transaction-specific investments (TSIs), namely investments into people and physical assets. In terms of theoretical implications, our results show that the resource-advantage theory of competition can link both the relationship marketing and the transaction cost economics perspective of buyer-supplier relationship management. We further provide some managerial recommendations for more effective management of TNC buyer-supplier relationships in terms of leveraging competitiveness.
Authors and Affiliations
Matevz Raskovic, Maja Brencic
Keywords
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- EP ID EP161647
- DOI 10.7441/joc.2013.01.02
- Views 124
- Downloads 0
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