THE SHADOW OF THE FUTURE - EFFECTS OF ANTICIPATED INTERACTION AND FREQUENCY OF CONTACT ON BUYER-SELLER COOPERATION

• 成果类型: Article
• 署名作者: HEIDE, JB; MINER, AS
• 署名单位: University of Wisconsin System; University of Wisconsin Madison
• 刊物名称: ACADEMY OF MANAGEMENT JOURNAL
• ISSN/ISSBN: 0001-4273
• DOI: 10.5465/256374
• 发表日期: 1992
• 页码: 265-291
• 关键词: prisoners-dilemma; INTERORGANIZATIONAL RELATIONS; EVOLUTION; games; INFORMATION; strategies; FRAMEWORK; exchange; DYNAMICS; tests

摘要

This research examined cooperation between 136 industrial buyers and suppliers. We identified four domains of potential cooperation: flexibility, information exchange, shared problem solving, and restraint in the use of power. Using an iterated games framework, we predicted that [1] anticipated open-ended future interaction, or extendedness, and [2] frequency of contact will increase the chances that a pattern of cooperative behavior will occur, but [3] performance ambiguity will decrease such chances. Regression analysis results indicated that extendedness and frequency are associated with joint cooperation. Neither simple structural theories of cooperation nor interactive models stressing commitment would fully predict these results, which support the potential value of interactive perspectives on interorganizational cooperation in particular and on interorganizational relationships in general.