Interorganizational Information Systems and Business-to-Business Relationships: System Characteristics, Assistance, Performance, Satisfaction, and Commitment Model

We introduce the SAPSaC model to see how relationship characteristics influence the implementation and outcomes of a specific type of inter-organization information system—electronic data interchange (EDI). Using a relational exchange perspective, we examine the effects of interfirm system characteristics, target firm capabilities, and initiator assistance, on project outcomes. We explore effects of three system characteristics—relationalism, dependence, and tenure on initiator assistance. System characteristics and assistance are hypothesized to affect outcomes—project performance, satisfaction, and commitment to the relationship. We consider the target's task readiness an additional determinant of initiator assistance and performance. Using sample survey data from firms in the housewares industry, we find that initiator assistance stems from relationalism, not tenure. From the target's perspective, project performance derives from relationalism and tenure. Satisfaction is driven by relationalism, tenure, assistance, and performance. Commitment comes from relationalism, dependence, and satisfaction. A multi-industry study successfully replicates most of the results.

[1]  R. Emerson.  Power-Dependence Relations , 1962, Power in Modern Societies.

[2]  Ned C. Hill,et al.  Sales Thchnology Applications: The Impact of Electronic Data Interchange on the Sales Function , 2013 .

[3]  Samuel A. Spralls,et al.  Extranet Use and Building Relationship Capital in Interfirm Distribution Networks: The Role of Extranet Capability , 2011 .

[4]  Charles E. Downing.  Is web-based supply chain integration right for your company? , 2010, Commun. ACM.

[5]  S. Fawcett,et al.  Exploring a Governance Theory of Supply Chain Management: Barriers and Facilitators to Integration , 2010 .

[6]  Dawn Iacobucci,et al.  Structural Equations Modeling: Fit Indices, Sample Size, and Advanced Topics , 2010 .

[7]  D. Griffith,et al.  When Do Relationships Pay Off for Small Retailers? Exploring Targets and Contexts to Understand the Value of Relationship Marketing , 2009 .

[8]  Zach G. Zacharia,et al.  AN ANALYSIS OF SUPPLY CHAIN COLLABORATIONS AND THEIR EFFECT ON PERFORMANCE OUTCOMES , 2009 .

[9]  Yuliang Yao,et al.  Private Network EDI vs. Internet Electronic Markets: A Direct Comparison of Fulfillment Performance , 2009, Manag. Sci..

[10]  Barton A. Weitz,et al.  Supply Chain Management and Retailer Performance: Emerging Trends, Issues, and Implications for Research and Practice , 2009 .

[11]  Kee-hung Lai,et al.  LINKING EXCHANGE GOVERNANCE WITH SUPPLIER COOPERATION AND COMMITMENT: A CASE OF CONTAINER TERMINAL OPERATIONS , 2009 .

[12]  Sriram Narayanan,et al.  Electronic Data Interchange: Research Review and Future Directions , 2009, Decis. Sci..

[13]  Robert W. Palmatier,et al.  Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis , 2006 .

[14]  Nabendu Pal,et al.  Concepts of Statistical Inference , 2005 .

[15]  Karen A. Machleit,et al.  Perceived retail crowding and shopping satisfaction: The role of shopping values , 2005 .

[16]  Sridhar Narasimhan,et al.  Effects of Relational Factors and Channel Climate on EDI Usage in the Customer-Supplier Relationship , 2005, J. Manag. Inf. Syst..

[17]  Raymond P. M. Chow,et al.  Relationship marketing orientation: scale development and cross-cultural validation , 2005 .

[18]  Gyoo Gun Lim,et al.  The impact of partnership attributes on EDI implementation success , 2003, Inf. Manag..

[19]  Juan J. Palacios.  Globalization and E-Commerce: Diffusion and Impacts in Mexico , 2003 .

[20]  J. Stock,et al.  Adoption and implementation of technological innovations within long-term relationships , 2003 .

[21]  Ravinder Nath,et al.  Electronic Supply Chain Partnerships: Reconsidering Relationship Attributes in Customer-Supplier Dyads , 2003, Inf. Resour. Manag. J..

[22]  V. Mahajan,et al.  An analysis of e-business adoption and its impact on business performance , 2003 .

[23]  J. Mentzer,et al.  RELATIONSHIP MAGNITUDE AND ITS ROLE IN INTERORGANIZATIONAL RELATIONSHIP STRUCTURE , 2003 .

[24]  Izak Benbasat,et al.  Predicting Intention to Adopt Interorganizational Linkages: An Institutional Perspective , 2003, MIS Q..

[25]  L. Olfman,et al.  What factors influence the formation of a successful e-business partnership? an exploratory study of edi adoption , 2003 .

[26]  Sandy D. Jap,et al.  Leveraging Internet Technologies in B2B Relationships , 2002 .

[27]  C. Speier,et al.  The Hidden Minefields in the Adoption of Sales Force Automation Technologies , 2002 .

[28]  A. Rangaswamy,et al.  Technological Opportunism and Radical Technology Adoption: An Application to E-Business , 2002 .

[29]  Robert E. Spekman,et al.  Internet Usage Within B2B Relationships and Its Impact on Value Creation: A Conceptual Model and Research Propositions , 2004 .

[30]  Izak Benbasat,et al.  Research Report: Empirical Test of an EDI Adoption Model , 2001, Inf. Syst. Res..

[31]  Yolanda Polo-Redondo,et al.  Key variables in the EDI adoption by retail firms , 2001 .

[32]  Jai-Yeol Son.  Explaining EDI-based electronic cooperation in customer-supplier interfirm relationships :an empirical study , 2001 .

[33]  C. Moorman,et al.  The Acquisition and Utilization of Information in New Product Alliances: A Strength-of-Ties Perspective , 2001 .

[34]  Zach G. Zacharia,et al.  The nature of interfirm partnering in supply chain management , 2000 .

[35]  F. Dwyer,et al.  An Examination of Organizational Factors Influencing New Product Success in Internal and Alliance-Based Processes , 2000 .

[36]  Terence L. Holmes,et al.  Effects of relationalism and readiness on EDI collaboration and outcomes , 1999 .

[37]  Meir J. Rosenblatt,et al.  The use and abuse of power in supply chains , 1999 .

[38]  David Elbaz,et al.  Electronic data interchange : an assessment of the factors leading to EDI adoption , 1998 .

[39]  F. Dwyer,et al.  “ A Comparison of Organizational Factors Influencing New Product Success in Internal and Alliance Based Products ” , 1998 .

[40]  Barton A. Weitz,et al.  Performance in principal-agent dyads: the causes and consequences of perceived asymmetry of commitment to the relationship , 1997 .

[41]  Paul J. Hart,et al.  Power and Trust: Critical Factors in the Adoption and Use of Electronic Data Interchange , 1997 .

[42]  Jon Anton,et al.  Customer Relationship Management: Making Hard Decisions with Soft Numbers , 1996 .

[43]  Izak Benbasat,et al.  Electronic Data Interchange and Small Organizations: Adoption and Impact of Technology , 1995, MIS Q..

[44]  F. Robert Dwyer,et al.  Power, bureaucracy, influence, and performance: Their relationships in industrial distribution channels , 1995 .

[45]  J. Steenkamp,et al.  The Effects of Supplier Fairness on Vulnerable Resellers , 1995 .

[46]  Gregory T. Gundlach,et al.  The Structure of Commitment in Exchange , 1995 .

[47]  Phyllis K. Sokol.  From Edi to Electronic Commerce: A Business Initiative , 1995 .

[48]  David T. Wilson,et al.  Electronic Data Interchange Implementation Strategies: A Case Study , 1994 .

[49]  P. Kollock.  The Emergence of Exchange Structures: An Experimental Study of Uncertainty, Commitment, and Trust , 1994, American Journal of Sociology.

[50]  Tridas Mukhopadhyay,et al.  Interdependent Benefits from Interorganizational Systems: Opportunities for Business Partner Reengineering , 1994, J. Manag. Inf. Syst..

[51]  S. Hunt,et al.  The Commitment-Trust Theory of Relationship Marketing , 1994 .

[52]  Shankar Ganesan.  Determinants of Long-Term Orientation in Buyer-Seller Relationships , 1994 .

[53]  G. Udo,et al.  Making EDI pay off: the Averitt express experience , 1993 .

[54]  F. Robert Dwyer,et al.  Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures , 1992 .

[55]  R. O'Callaghan,et al.  Adoption Correlates and Share Effects of Electronic Data Interchange Systems in Marketing Channels , 1992 .

[56]  Barton A. Weitz,et al.  The Use of Pledges to Build and Sustain Commitment in , 1992 .

[57]  Jakki J. Mohr,et al.  Communication Strategies in Marketing Channels: A Theoretical Perspective , 1990 .

[58]  John R. Nevin,et al.  Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships , 1990 .

[59]  Lawrence A. Crosby,et al.  Relationship Quality in Services Selling: An Interpersonal Influence Perspective: , 1990 .

[60]  C. Oliver.  Determinants of Interorganizational Relationships: Integration and Future Directions , 1990 .

[61]  Daniel A. Levinthal,et al.  ABSORPTIVE CAPACITY: A NEW PERSPECTIVE ON LEARNING AND INNOVATION , 1990 .

[62]  James A. Narus,et al.  A Model of Distributor Firm and Manufacturer Firm Working Partnerships , 1990 .

[63]  Jeffrey L. Bradach,et al.  Price, Authority, and Trust: From Ideal Types to Plural Forms , 1989 .

[64]  P. Kaufmann,et al.  Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation , 1988 .

[65]  Robert E. Spekman.  Strategic supplier selection: Understanding long-term buyer relationships , 1988 .

[66]  Joseph R. Carter,et al.  Implementing Electronic Data Interchange , 1988 .

[67]  James C. Anderson,et al.  STRUCTURAL EQUATION MODELING IN PRACTICE: A REVIEW AND RECOMMENDED TWO-STEP APPROACH , 1988 .

[68]  Robert M. Monczka,et al.  Cost-Based Supplier Performance Evaluation , 1988 .

[69]  M. A. Emmelhainz,et al.  STRATEGIC ISSUES OF EDI IMPLEMENTATION , 1988 .

[70]  F. Dwyer,et al.  Developing Buyer-Seller Relationships , 1987 .

[71]  D. A. Kenny,et al.  The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. , 1986, Journal of personality and social psychology.

[72]  John R. Nevin,et al.  The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel , 1985 .

[73]  J. F. Gaski.  The Theory of Power and Conflict in Channels of Distribution , 1984 .

[74]  Gary L. Frazier.  On the Measurement of Interfirm Power in Channels of Distribution , 1983 .

[75]  G. John,et al.  The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels , 1982 .

[76]  C. Fornell,et al.  Evaluating structural equation models with unobservable variables and measurement error. , 1981 .

[77]  William R. Darden,et al.  Causal Models in Marketing , 1980 .

[78]  Ian R. Macneil.  The new social contract: An inquiry into modern contractual relations , 1980 .

[79]  J. Scott Armstrong,et al.  Estimating nonresponse bias in mail surveys. , 1977 .