Determinants of contract renewals in business-to-business relationships

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dc.contributor.authorSANDRO CABRAL
dc.contributor.authorPRISCILA FERNANDES RIBEIRO
dc.contributor.authorRomão, Sanders Zurdo
dc.coverage.cidadeSão Paulopt_BR
dc.coverage.paisBrasilpt_BR
dc.creatorRomão, Sanders Zurdo
dc.date.accessioned2022-10-27T17:30:56Z
dc.date.available2022-10-27T17:30:56Z
dc.date.issued2020
dc.description.otherPurpose This paper aims to analyze the underlying factors of contract renewals in business-to-business (B2B) contracts. Design/methodology/approach The authors build a unique data set with 296 contracts signed between a major firm supplying petrochemical goods and its 128 customers between 2013 and 2016. They use Insider Econometrics as their methodological approach. Findings The econometric results suggest that contracts involving higher volume of trade, higher levels of dedicated assets representing seller’s specific investments in each transaction, and contracts comprising more than one product present an increased likelihood of being renewed. Research limitations/implications Although limited to a single organization, this paper contributes to management theories focused on buyer–supplier relationships in which coordination between interdependent parties is required. Practical implications Practitioners engaged in B2B relationships may benefit from the findings to shape their bargaining strategies in contexts of high levels of asset specificity and bilateral dependence. Originality/value This paper contribute to theories related to the strategic negotiation between buyers and suppliers by emphasizing the importance of asset specificity in a nuanced and multifaceted fashion, by highlighting aspects related to resource dependency, and idiosyncratic characteristics on contract renewal.pt_BR
dc.format.extent473-489pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://doi.org/10.1108/RAUSP-04-2019-0057pt_BR
dc.identifier.issn2531-0488pt_BR
dc.identifier.issue4pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/4521
dc.identifier.volume55pt_BR
dc.language.isoInglêspt_BR
dc.publisherEmerald Publishing Group / USP-SPpt_BR
dc.relation.ispartofRAUSP Management Journal/Revista De Administraçãopt_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 EDITOR;pt_BR
dc.subject.keywordsTransaction costspt_BR
dc.subject.keywordsBuyer–supplier relationshipspt_BR
dc.subject.keywordsB2B contractspt_BR
dc.subject.keywordsContracts renewalpt_BR
dc.titleDeterminants of contract renewals in business-to-business relationshipspt_BR
dc.typejournal article
dspace.entity.typePublication
local.identifier.sourceUrihttps://www.scielo.br/j/rmj/a/nkdRzNwCVFxLQnhJfxTSqWc/abstract/?lang=en
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication76c81ecd-5a8e-48de-9d12-b62cebc2e626
relation.isAuthorOfPublication8f894832-a160-4d08-b6cb-8b4563323c42
relation.isAuthorOfPublication.latestForDiscovery76c81ecd-5a8e-48de-9d12-b62cebc2e626

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