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

Autori
Rašković, Matevž ; Makovec Brenčič, Maja

Izvornik
Journal of Competitiveness (1804-171X) 5 (2013), 1; 16-38

Vrsta, podvrsta i kategorija rada
Radovi u časopisima, članak, znanstveni

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

Sažetak
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.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA