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Consistency judgments, embeddedness, and relationship outcomes in interorganizational networks / Alberto Sa Vinhas in Management science, Vol. 58 N° 5 (Mai 2012) 

Public ISBD [article]  in Management science > Vol. 58 N° 5 (Mai 2012) . - pp. 996-1011 Titre : Consistency judgments, embeddedness, and relationship outcomes in interorganizational networks Type de document : texte imprimé Auteurs : Alberto Sa Vinhas, Auteur ; Jan B. Heide, Auteur ; Sandy D. Jap, Auteur Année de publication : 2012 Article en page(s) : pp. 996-1011 Note générale : Management Langues : Anglais (eng) Mots-clés : Organizational  studies  Design  Effectiveness–performance  Strategy  Information Résumé : Past research has shown how outcomes in interorganizational relationships are influenced by the characteristics of the individual relationship in question. Focusing on relationships between suppliers and their organizational buyers, we augment this perspective by positing that relationship outcomes are also influenced by social comparison processes involving perceptions of a supplier's practices across comparable buyer relationships. Based on past research on embedded ties and institutional theory, we propose that the effect of these comparison processes depends on the nature of a buyer's existing interorganizational ties and on the norms that are brought to bear on the relationship in question. We test our propositions based on 788 observations of organizational buyers who have relationships with the same supplier. Our findings paint a complex, multilevel picture of the process by which relationship outcomes come about in interorganizational networks. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/5/996.abstract [article] Consistency judgments, embeddedness, and relationship outcomes in interorganizational networks [texte imprimé] / Alberto Sa Vinhas, Auteur ; Jan B. Heide, Auteur ; Sandy D. Jap, Auteur . - 2012 . - pp. 996-1011. Management Langues : Anglais (eng) in Management science > Vol. 58 N° 5 (Mai 2012) . - pp. 996-1011 Mots-clés : Organizational  studies  Design  Effectiveness–performance  Strategy  Information Résumé : Past research has shown how outcomes in interorganizational relationships are influenced by the characteristics of the individual relationship in question. Focusing on relationships between suppliers and their organizational buyers, we augment this perspective by positing that relationship outcomes are also influenced by social comparison processes involving perceptions of a supplier's practices across comparable buyer relationships. Based on past research on embedded ties and institutional theory, we propose that the effect of these comparison processes depends on the nature of a buyer's existing interorganizational ties and on the norms that are brought to bear on the relationship in question. We test our propositions based on 788 observations of organizational buyers who have relationships with the same supplier. Our findings paint a complex, multilevel picture of the process by which relationship outcomes come about in interorganizational networks. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/5/996.abstract