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The Formation of buyer-supplier relationships: detailed contract drafting and close partner selection
Effectively structuring hybrid governance modes to inhibit the partner's opportunistic behavior represents a critical challenge for any firm. In this respect, buyer firms face two strategic decisions when engaging in new purchase transactions: whether to draft detailed contracts and whether to select suppliers with whom they share close ties. The results from a study of 177 firms active in industrial machinery, equipment, and components in the Netherlands provide new insights into (1) the impact of firms' organizational culture on the extent to which they draft detailed contracts and select close suppliers and (2) the effectiveness of detailed contract drafting and close partner selection in terms of curtailing the partner's opportunistic behavior. The results suggest that organizational culture exerts an important but different influence on both decisions. Firms that are more avoidant of uncertainty, more tolerant of power distance in the supply chain, and more collectivist choose to draft more detailed contra.Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | : American Marketing Association |
|---|---|
| Edisi | - |
| Subjek | Strategic management Corporate Culture Industrial equipment studies Vendor supplier relations Purchasing contracts |
| ISBN/ISSN | 222429 |
| Klasifikasi | - |
| Deskripsi Fisik | - |
| Info Detail Spesifik | - |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas | Tidak Ada Data |