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Networking and developing collaborative relationships: evidence of the auto‐part industry of Brazil

Networking and developing collaborative relationships: evidence of the auto‐part industry of Brazil Purpose – This study aims to assess the moderating effect of the business network on the effects of between relational behavior and the effects of transaction‐specific investments on joint actions. Design/methodology/approach – The study was a survey based field study designed using theoretical support from marketing channels, transaction cost economics and network perspectives. Findings – The results show the importance of relational behavior and the network in coordinating joint actions, and this has relevant managerial implications for the coordination of a collaborative relationship. The characteristics of the relationship, its length as well as the size of each partner affect the collaborative efforts of the partners. Practical implications – Firms and managers should understand not only the dyadic relationships they are in but also the network structure. Dyadic characteristics affect collaboration, while the network also has effects on the collaboration of partners in vulnerable positions. Originality/value – The paper points out the role of the network as a countervailing safeguard for dyadic TSIs and network stability. Dyadic relationships are supported by the network. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Networking and developing collaborative relationships: evidence of the auto‐part industry of Brazil

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Publisher
Emerald Publishing
Copyright
Copyright © 2011 Emerald Group Publishing Limited. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858621111162316
Publisher site
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Abstract

Purpose – This study aims to assess the moderating effect of the business network on the effects of between relational behavior and the effects of transaction‐specific investments on joint actions. Design/methodology/approach – The study was a survey based field study designed using theoretical support from marketing channels, transaction cost economics and network perspectives. Findings – The results show the importance of relational behavior and the network in coordinating joint actions, and this has relevant managerial implications for the coordination of a collaborative relationship. The characteristics of the relationship, its length as well as the size of each partner affect the collaborative efforts of the partners. Practical implications – Firms and managers should understand not only the dyadic relationships they are in but also the network structure. Dyadic characteristics affect collaboration, while the network also has effects on the collaboration of partners in vulnerable positions. Originality/value – The paper points out the role of the network as a countervailing safeguard for dyadic TSIs and network stability. Dyadic relationships are supported by the network.

Journal

Journal of Business & Industrial Marketing – Emerald Publishing

Published: Aug 23, 2011

Keywords: Buyer‐seller relationships; Collaboration; Networks; Automotive industry; Brazil

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