IDEAS home Printed from https://ideas.repec.org/a/eee/scaman/v21y2005i1p41-60.html
   My bibliography  Save this article

The allocation of specific assets, relationship duration, and contractual coordination in buyer-seller relationships

Author

Listed:
  • Buvik, Arnt
  • Haugland, Sven A.

Abstract

This study explores the interaction effect of bilateral dependence and relationship duration on contractual coordination. In particular, the study compares how the allocation of specific assets, unilateral or mutual, affects contractual coordination across buyer-seller relationships with a short prior history as opposed to a long one. Data from a survey of 157 industrial purchasing relationships demonstrates that unilateral investments in specific assets by either the buyer or the supplier are more strongly supported by contractual coordination as the length of the relationship increases. On the other hand, contractual coordination of mutually deployed specific assets is significantly relaxed as relationships evolve over time.

Suggested Citation

  • Buvik, Arnt & Haugland, Sven A., 2005. "The allocation of specific assets, relationship duration, and contractual coordination in buyer-seller relationships," Scandinavian Journal of Management, Elsevier, vol. 21(1), pages 41-60, March.
    • Handle: RePEc:eee:scaman:v:21:y:2005:i:1:p:41-60
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S095652210500014X
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Ganesh Prasad Neupane, 2017. "Heuristics as an Aid to Inter-organizational Value Creation," International Review of Management and Marketing, Econjournals, vol. 7(1), pages 238-244.
    2. Gázquez-Abad, Juan Carlos & Canniére, Marie Hélène De & Martínez-López, Francisco J., 2011. "Dynamics of Customer Response to Promotional and Relational Direct Mailings from an Apparel Retailer: The Moderating Role of Relationship Strength," Journal of Retailing, Elsevier, vol. 87(2), pages 166-181.
    3. De Vita, Glauco & Tekaya, Arafet & Wang, Catherine L., 2010. "Asset specificity's impact on outsourcing relationship performance: A disaggregated analysis by buyer-supplier asset specificity dimensions," Journal of Business Research, Elsevier, vol. 63(7), pages 657-666, July.
    4. Bhattacharya, Ananya & Singh, Prakash J. & Nand, Alka Ashwini, 2015. "Antecedents of buyer opportunistic behavior in outsourcing relationships," International Journal of Production Economics, Elsevier, vol. 166(C), pages 258-268.
    5. Wu, AiHua, 2022. "Specific investments and supplier sustainable innovation contribution: A moderated nonlinear link," Technology in Society, Elsevier, vol. 68(C).
    6. Umar Burki & Richard Glavee-Geo & Robert Dahlstrom & Renger Kanani & Arnt Buvik, 2023. "The moderating effect of market knowledge on contractual efficacy: evidence from Asian supplier–Western buyer relationships," Asian Business & Management, Palgrave Macmillan, vol. 22(4), pages 1454-1484, September.
    7. Ebers, Mark & Semrau, Thorsten, 2015. "What drives the allocation of specific investments between buyer and supplier?," Journal of Business Research, Elsevier, vol. 68(2), pages 415-424.
    8. Richard Glavee-Geo & Per Engelseth, 2016. "Safeguarding export and import transactions through relationships and networking," International Journal of Export Marketing, Inderscience Enterprises Ltd, vol. 1(1), pages 48-76.
    9. Chwo-Ming Joseph Yu & Tsai-Ju Liao, 2008. "The impact of governance mechanisms on transaction-specific investments in supplier-manufacturer relationships: A comparison of local and foreign manufacturers," Management International Review, Springer, vol. 48(1), pages 95-114, February.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:scaman:v:21:y:2005:i:1:p:41-60. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/872/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.