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Strategic fit in industrial alliances: an empirical test of governance value analysis
Existing research on buyer-supplier ties has ignored firm-specific motivations and their implications on the design of contracts that govern such ties. In this article, based on Ghosh and John's (1999, "Governance Value Analysis and Marketing Strategy," Journal of Marketing, 63 [Special Issue], 131-45) governance value analysis framework, the authors derive a strategizing calculus that considers how contracting parties organize (1) unique resources of a firm, (2) their investments in the relationship, and (3) the contract terms to generate the best possible joint outcomes from these relationships. The authors test the refutable hypotheses using data obtained from 193 original equipment manufacturers (OEMs) operating in three industry sectors (electronic and electrical machinery, heavy machinery, and automotive) with respect to their contracting ties with independent component suppliers. Based on the results, the authors contend that managers must abandon the naive notion that contract terms should always be written as tightly as possible. The results suggest that to achieve the right balance, the contract engineer should consider the nature of the expected outcomes and the firm's resource profile. .Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | : American Marketing Association |
|---|---|
| Edisi | - |
| Subjek | Alliances Contracts Industry Hypotheses studies Vendor supplier relations |
| ISBN/ISSN | 222437 |
| Klasifikasi | - |
| Deskripsi Fisik | - |
| Info Detail Spesifik | - |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas | Tidak Ada Data |