Interacting effects of uncertainties and institutional forces on information sharing in marketing channels

Jia, Fang; Cai, Shaohan; Xu, Shuo

doi:10.1016/j.indmarman.2014.04.008

Cited by 35 publications

(19 citation statements)

References 90 publications

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“…Traditional marketing mostly highlights the flow of information from downstream customers to buying firms and to their supplying firms (Jia et al , 2014). Supplying firms have access to the information about downstream customers mostly through their buying firms (Kumar et al , 2016; Fang, 2008).…”

Section: Theory and Hypothesesmentioning

confidence: 99%

Governance mechanisms and total relationship value: the interaction effect of information sharing

Luu

Cadeaux

Ngo

2018

JBIM

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Purpose The purposes of this study are to examine how contractual and relational governance mechanisms influence total value created in a buyer–supplier relationship and to investigate how supplier’s information sharing and information sharing asymmetry between two exchange parties differentially moderate these associations. Design/methodology/approach The study is conducted with a sample of 110 buyer–supplier matched dyads in various industries in Vietnam. Findings This study confirms that contractual governance and relational governance have curvilinear effects on total relationship value. Governance mechanisms have distinct interactions with supplier’s information sharing and information sharing asymmetry to influence total relationship value. Research limitations/implications Future study could expand the sample to various countries to investigate the role of cultural factors in the effects of contractual and relational governance. Practical implications This study draws implications for supplying managers about how to govern a relationship with a buying firm with which they are sharing information. It also provides implications about how to use contractual and relational governance to control the effects of supplier’s information sharing and information sharing asymmetry, on total relationship value. Originality/value This study extends the information sharing literature by looking into the effect of supplier’s information sharing on both parties’ relationship value. It contributes to the governance literature by investigating curvilinear effects of contractual and relational governance on relationship performance.

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Section: Theory and Hypothesesmentioning

confidence: 99%

Governance mechanisms and total relationship value: the interaction effect of information sharing

Luu

Cadeaux

Ngo

2018

JBIM

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“…Compatibility in inter-organizations' goals encourages sharing of information related to demand, sales and strategy. This exchange of information permits transactions and operations (Heide and John, 1992;Jia et al, 2014). Information shared aid channel members respond to market uncertainty by better production planning and demand forecasting (Frazier et al, 2009).…”

Section: A Mediation Model For Goal Compatibility and Co-creation Of Valuementioning

confidence: 99%

I can’t but we can!

Chaurasia

2018

JGOSS

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Purpose This paper aims to examine the impact of goal compatibility on value co-creation in a retailer–manufacturer outsourcing relationship. This paper also examines whether power balance, information symmetry and duration of engagement influence the above causal relationship. Design/methodology/approach The study used a structured questionnaire to test the relationship between goal compatibility and value co-creation through power balance and information symmetry, along with the moderating role of duration of the engagement. The instrument was administered to 230 top and senior management representatives from manufacturing firms located in 11 major Indian industrial cities. Findings Goal compatibility is significantly related to value co-creation. The results had also shown that power balance and information symmetry mediated the relationship between goal compatibility and value co-creation. Research limitations/implications Future researchers should examine these complex phenomena across more diverse industries and settings to enhance generalizability. Data should be gathered from both side of the channel dyad. Data should be also collected longitudinally to extend the current cross-sectional design. Practical implications Understanding the association between goal compatibility and value co-creation, with mediating and moderating factors can provide useful information to strengthen the inter-organizational relationship with maximizing mutual benefits. Originality value This research offers new insights into the links between goal compatibility and value co-creation. The retailers engaged in outsourcing can use these value drivers to understand their manufacturer and their respective priorities for value co-creation.

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“…Manufacturer-distributor relationships include some sort of information exchange through effective communication (Jia et al, 2014). For example, distributors have strategic information that manufacturers often find difficult to obtain (Pimentel and Oliveira, 2010) about different aspects: customers (e.g.…”

Section: Effect Of Relationship-specific Investments On Relational Governancementioning

confidence: 99%

Manufacturer–distributor relationships: role of relationship-specific investment and dependence types

Vázquez‐Casielles¹,

Argüelles²,

Neira

2017

JBIM

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Purpose This paper aims to investigate the extent to which relation-specific investments undertaken by the distributor favor the presence of various governance structures (formal contract and relational governance). Furthermore, it examines whether dependence moderates the effect of relationship-specific investments on these governance structures. Design/methodology/approach Survey data were gathered from 224 wholesalers from the food and beverage industry. Hypotheses were tested through regression analysis. Findings This study illustrates that property-based relationship-specific investments have a greater positive impact on the use of formal contracts than knowledge-based relationship-specific investments. Furthermore, knowledge-based relationship-specific investments have a greater positive impact on relational governance than property-based relationship-specific investments. The results also suggest that it is necessary to consider the moderating effect of cost-based dependence and benefit-based dependence. Finally, mixed governance structures (e.g. formal contracts combined with relational governance) have a positive impact on satisfaction and intention to maintain and extend the relationship. Practical implications The findings allow manufacturers to concentrate their efforts on mixed governance structures facilitating relationship-specific investments and benefit-based dependence from distributors to develop a competitive advantage. Originality/value Several investigations have obtained a relationship between investments in specific assets, governance structures and performance. Nevertheless, they have not identified different types of investments in specific assets. This study proposes that there are two types of relationship-specific investments: based on property and based on knowledge. Additionally, a two-dimensional model of dependence (cost-based and benefit-based) allows capturing the different theoretical spheres of this concept.

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Interacting effects of uncertainties and institutional forces on information sharing in marketing channels

Cited by 35 publications

References 90 publications

Governance mechanisms and total relationship value: the interaction effect of information sharing

Governance mechanisms and total relationship value: the interaction effect of information sharing

I can’t but we can!

Manufacturer–distributor relationships: role of relationship-specific investment and dependence types

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