How to manage a long-term buyer-supplier relationship successfully? The impact of network information on long-term buyer-supplier relationships in the Dutch potted plant and flower industry

dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorPRISCILA BORIN DE OLIVEIRA CLARO
dc.contributor.authorOmta, Onno S. W. F.
dc.coverage.paisNão Informadopt_BR
dc.creatorOmta, Onno S. W. F.
dc.date.accessioned2022-12-17T17:51:54Z
dc.date.available2022-12-17T17:51:54Z
dc.date.issued2004
dc.description.otherWe drew on emerging perspectives on inter-firm governance and networks to develop a theoretical framework to understand the successful governance of long-term buyer-supplier relationships. In order to test the research framework, we conducted a survey of 174 merchant distributors (buyers) and 67 growers (suppliers) in the Dutch potted plant and flower industry. In the estimated models, we found several positive impacts of the information obtained from the business network on the dimensions of relationship management, and ultimately performance, both in terms of operations as well as finance. The results of this study support our rationale that the business network compensates for the information asymmetry inherent in any transaction. Although there are several similarities in our findings, merchant distributors and growers use clearly different information strategies to achieve success. While the most successful distributors tend to take the “hard”, tangible approach using transaction specific investments and fostering joint action, the successful growers take the “soft”, social approach by emphasizing the norms of flexibility in the relationship. Managers may use these findings to check the adequacy of their business networks and their approach to relationship management.pt_BR
dc.format.extentp. 7-24pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttp://dx.doi.org/10.3920/JCNS2004.x038pt_BR
dc.identifier.issn1569-1829pt_BR
dc.identifier.issn1875-0931pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5045
dc.language.isoInglêspt_BR
dc.publisherWageningen Academic Publisherspt_BR
dc.relation.ispartofJournal on Chain and Network Sciencept_BR
dc.relation.urihttps://www.wageningenacademic.com/doi/10.3920/JCNS2004.x038pt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITORpt_BR
dc.subject.keywordsNão informadopt_BR
dc.titleHow to manage a long-term buyer-supplier relationship successfully? The impact of network information on long-term buyer-supplier relationships in the Dutch potted plant and flower industrypt_BR
dc.typejournal article
dspace.entity.typePublication
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublicationa9dfdc30-4af3-4fa9-a901-9c4417a062ed
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5
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