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Buyer-supplier relationships and the resource- advantage perspective: an illustrative example of relational and transactional drivers of competitiveness (CROSBI ID 200800)

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Rašković, Matevž ; Makovec Brenčič, Maja Buyer-supplier relationships and the resource- advantage perspective: an illustrative example of relational and transactional drivers of competitiveness // Journal of Competitiveness, 5 (2013), 1; 16-38. doi: 10.7441/joc.2013.01.02.

Podaci o odgovornosti

Rašković, Matevž ; Makovec Brenčič, Maja

engleski

Buyer-supplier relationships and the resource- advantage perspective: an illustrative example of relational and transactional drivers of competitiveness

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.

relationship-based view; resource-advantage theory of competition; transnational companies; buyer-supplier relationships; competitiveness

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Podaci o izdanju

5 (1)

2013.

16-38

objavljeno

1804-171X

1804-1728

10.7441/joc.2013.01.02.

Povezanost rada

Ekonomija

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