Creating value through mutual commitment to business network relationships

• 成果类型: Article
• 署名作者: Holm, DB; Eriksson, K; Johanson, J
• 署名单位: Uppsala University
• 刊物名称: STRATEGIC MANAGEMENT JOURNAL
• ISSN/ISSBN: 0143-2095
• DOI: 10.1002/(SICI)1097-0266(199905)20:5<467::AID-SMJ38>3.3.CO;2-A
• 发表日期: 1999
• 页码: 467-486
• 关键词: value; COMMITMENT; network; Relationship

摘要

A structural model of business relationship development in a business network context is formulated and tested on delta from the European International Marketing and Purchasing (IMP) project. The empirical analysis demonstrates a causal chain from business network connection through mutual commitment and mutanl dependence to value creation in the relationship. The results show that mutuality in business network relationships is critical in developing interfirm systems of workflow interdependence that promote the creation of value. This also implies that, through their interaction in business network relationships, firms in business markets organize and share an unbounded structure of interdependent activities enabling them to achieve greater value than would be the case if they did trot engage in relationship development. Copyright (C) 1999 John Wiley & Sons, Ltd.