Interorganizational information systems (IOS), the computer based communication between buyers and sellers, can improve inventory management and control as well as reduce costs for all participants. However, stable relationships have been found to be disturbed when IOS is implemented. The objective of this study is to refine our understanding of the differences in perceptions and expectations of benefits from developing IOS as well as changes in the relationship structure. Results support previous research that identified gaps in relationship satisfaction between buyers and sellers when IOS technology is implemented.
Journal of Business & Industrial Marketing – Emerald Publishing
Published: Jun 1, 1998
Keywords: Business‐to‐business marketing; Channel relationships; Electronic data exchange; Information systems; Relationship marketing
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