Authors: BjoernS Ivens; Catherine Pardo
There is an increasing interest in the topic of governance of inter-organizational exchanges. This paper contributes to this field by examining the link between the use of several governance mechanisms (specific investments, trust, norms, and contracts) in buyer-supplier relationships and the price level customer firms are willing to pay. It is based on a survey among purchasing managers (n = 297). Using regression analysis we find a significant positive link between relational norms and price level.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2009
Conference: Marseille, France (2009)