Communication de conférence

Governance mechanisms and price level : An empirical study in vertical Business-to-Business relationships

in IMP 2009 : The 25th IMP conference : "Handling plurality of relationship forms in networks: from clans to clubs, from cliques to communities: Theoretical and managerial perspectives". Marseille, September 3-5, 2009

Ivens, Björn Sven ; Pardo, Catherine (19..-....)

2009 - 8 P.

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.

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