Empirical research on buyer-supplier relationships has almost exclusively examined domestic
(both firms from the same country) exchange. The growing importance of international
marketing and global sourcing suggest a need to understand relationships across national
boundaries -- transnational business relationships. Drawing on theories of governance, the
authors hypothesize differences in governance between domestic and transnational business
relationships. They examine the use of three specific governance mechanisms (market
governance, trust, and formal contracts) commonly employed in buyer-supplier relationships.
Hypotheses are tested with data from 511 purchasing professionals in the United States and
Germany (201 reporting on transnational relationships). Results indicate that market
governance and trust are used less in transnational than in domestic relationships. No
differences are found in the use of contracts. Implications for theory and practice are
discussed.
Additional information:
Der Titel wurde anläßlich der Gründung des IMU aus einer Schriftenreihe des ZMU (Zentrum für
Marktorientierte Unternehmensführung) an der WHU Koblenz übernommen.
Dieser Eintrag ist Teil der Universitätsbibliographie.
Das Dokument wird vom Publikationsserver der Universitätsbibliothek Mannheim bereitgestellt.
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