A Framework for Supplier Relationship Management (SRM)

ABSTRACT

Vertical co-ordination of business-to-business relationships figures prominently as an effective response to inter-firm dependence. Current empirical works based on transaction costs economics, however, have scantily examined whether the alignment of inter-firm coordination really serves governance efficacy and lowers transaction costs. This study focuses on the transaction costs efficacy of vertical co-ordination in industrial purchasing relationships. Building on transaction costs arguments and related works within marketing and contingency theory, the author explores whether vertical co-ordination is an effective means to adapt to technologcal and economic inter-firm ties.

This research examines in particular possible impacts the buyer's manufacturing technology and deployment of specific assets on the governance efficacy of vertical co-ordination. Empirical findings from a survey of 171 industrial buying firms demonstrate that when asset specificity is substantial, increased vertical co-ordination reduces ex post transaction costs. Further, the governance efficacy of inter-firm co-ordination turned out to be more evident in purchasing relationships among buyers with flexible manufacturing technology (e.g., order based industries) than was the case in process production with high workflow rigidity.     

Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior?

Extant research offers two alternative mechanisms for relating the asset specificity of a cooperative relationship to partnership performance. Transaction cost economics argues that the specific assets invested in a partnership increase the hazards of opportunism. As firms select appropriate governance structures to reduce opportunistic behavior, performance increases. On the other hand, relational exchange theory suggests that asset specificity enhances the trust between partners, which in turn leads to more cooperative behavior and higher partnership performance. This paper tests both mechanisms simultaneously on a sample of procurement relationships between Hong Kong trading firms and their Chinese suppliers using SEM methods. Our results support the predictions of relational exchange theory more than those of transaction cost economics. The paper also discusses the role of the Chinese context on theory application.     

Relationship duration and buyer influence in just-in-time relationships

Heavy investments tailored to a specific JIT-relationship highlight the trade-off between improved value-added and inter-firm dependence in industrial purchasing relationships. The main reason for dedicating specific investments in a JIT-relationship is to enhance production efficiency and logistics performance. On the other hand, such investments induce substantial inter-firm dependence and high switching costs, which must be offset by stronger inter-firm co-ordination. Using transaction costs analysis (TCA) and relational contracting theory (RCT), the authors have examined whether the buyer's influence on a JIT-relationship is contingent upon the length of that relationship. Data from a survey of 165 industrial purchasing relationships demonstrate that as a JIT-relationship evolves over time, inter-firm co-ordination tends to increase reliance on relational governance. When the level of the JIT-investment is substantial, hierarchical buyer control relaxes significantly as the length of the relationship increases.     

规模连片经营一定要土地使用权的集中吗?——基于漯河市粮源公司“中间人”制度的案例分析

本文在交易成本经济学的分析框架下,分析了粮源公司的"中间人"制度安排。该制度将种子行业的部分资产专用性风险转移给对这些风险并不敏感的"中间人",从而在实现连片规模经营要求的同时避免农地流转产生的成本和其他社会问题,同时兼容了商品契约下的激励作用,化解了供需双方特定资产专用性风险。     

Governance decisions for the offshore outsourcing of new product development in technology intensive markets

This study addresses how buyers organize their offshore outsourcing new product development relationships. Building on transaction cost economics and resource dependence theories, we propose a model of the influence of key new product development offshore outsourcing factors on two important buyers’ governance decisions (i.e., supply concentration and degree of supplier involvement). The antecedents, drawn from the marketing, management, and international business literatures, include: three sources of asset specificity (degree of modularity, strategic value of the project, and technology specificity) and two sources of uncertainty (cultural distance and technological discontinuity). The results, derived from an analysis of 200 offshore outsourcing new product development relationships, provide new insights for academics and practitioners.     

Cultural interpretations of destructive acts and trust in Japanese supply channel relationships

This paper investigates the way culture influences Japanese inter-firm exchange processes, arguing that isomorphism (e.g., due to macro-force flux and convergence) is eroding traditional Japanese management practices and increasing heterogeneity. The role of culture in the development of routines and relationship capabilities across firm boundaries is particularly important in Japanese firms. Traditional Japanese business values engender confidence in a business partnership's conformity and harmony. However, cultural erosion is shifting Japanese attributions of and responses to destructive acts in channels relationships, which has implications for appraising and sustaining trust and success. Based on a qualitative investigation of Japanese subsidiaries’ supply relationships, our study furnishes academics and practitioners with a set of research propositions on culturally influenced destructive act cognitions and behavioural responses. These provide novel insights into the modern face and unfulfilled promise of inter-firm relationships with the Japanese.     

Governance mode for port congestion mitigation: A transaction cost perspective

Transaction cost analysis (TCA) has been applied in a wide range of academic disciplines, including economics, marketing, sociology, organization theory, and business strategy. Literature in maritime transport has had limited exposure to this versatile theoretical framework. This paper aims at developing a conceptual model that describes governance strategies that various players within the maritime sector can adopt to mitigate congestion at ports. A TCA is used to examine port congestion mitigation from a governance perspective. A theoretical analysis conducted for this paper reveals that the three characteristics of TCA – asset specificity, frequency, and uncertainty – prevail in the maritime sector, too. The first two factors, frequency, and uncertainty, contribute to port congestion, while the third factor, asset specificity, exists because to release port congestion, some players ought to make a specific investment. We use TCA to discuss the circumstances under which governance modes such as bilateral governance and vertical integration should be used to avoid congestion and other kinds of transaction costs associated with these three attributes in the maritime sector. In this study, we suggested several testable propositions to identify the mode of governance that should be selected by stakeholders to mitigate port congestion and to protect specific investments made to release congestion at ports. This line of analysis will certainly provide all the stakeholders engaged (particularly, a public policymaker) useful insight into understanding congestion from a governance perspective.     

Rapid internationalization and exit of exporters: The role of digital platforms

Digital platforms have been developing fast which transform the benefits and costs of rapid internationalization of firms on them. Employing transaction cost economics perspective, we argue that the transaction attributes of asset specificity, transaction uncertainty, and transaction frequency, have all changed fundamentally in digital platform-based transactions. They render the organizational learning in rapid Internet exporting to counterbalance the diseconomies of time compression caused by the lack of organizational absorptive capacity. By using the three attributes as underlying mechanisms, we hypothesize that the expansion speed of exporters on digital platforms reduces exit hazards of the exporters. We further hypothesize that digital signals on product quality strengthen the main effect. As for digital infrastructure, we recognize its competing effects and make curvilinear moderating hypotheses. Survival analyses based on 353,636 entries of real transaction records from a digital exporting platform have provided robust findings. This study highlights the importance of examining how the digital platform reshapes the transaction attributes and internationalization-performance relationship.     

The effect of transaction cost antecedents on control mechanisms: Exporters’ psychic distance and economic knowledge as moderators

The purpose of this research is to determine how a manufacturer's reduction in export involvement barriers may moderate the effect of transaction cost drivers on control mechanisms (monitoring and information sharing). Utilizing Transaction Cost Analysis and internationalization literature, asset specificity and environment diversity are the transaction cost drivers and economic knowledge and psychic distance are the moderators. The results indicate that as manufacturers increase export involvement through reduction in economic knowledge differences it strengthens the positive relationship between asset specificity and monitoring and diversity and monitoring and weakens the corresponding relationships with information sharing. Psychic distance reduction weakened the positive effect between asset specificity and information sharing only. The results of the other three hypotheses were in the direction hypothesized but non-significant. Manufacturers may continue export involvement through intermediary usage provided they regulate their monitoring and information sharing practices in accordance with the overall influence of asset specificity, diversity, economic knowledge, and psychic distance.     

Epilogue: Popperian Perspectives on Transaction Cost Economics and Future Directions of Empirical Research

The 2009 Sveriges Riksbank Prize in Economic Sciences in Memory of Alfred Nobel Prize to Oliver Williamson was not a surprise to scholars in business research. Transaction cost economics (TCE) has been among the most important streams of empirical investigation in business research during the last four decades. TCE has formed, developed and changed business research across disciplines during this era. Williamson, (1999:1092) himself noted that “I have no hesitation, however, in declaring that transaction cost economics is an empirical success story.” The Nobel Prize is a milestone event in business research, and the use of the criterion of falsification in this essay provides a compass to navigate future efforts. We present potential avenues of TCE research based on a Popperian lens focused on research discussed throughout this milestone issue of the Journal of Retailing.     

基础设施引导资金的基金化运作研究：南京例证

以南京市为例,介绍了引导资金基金化运作的功能定位和运行组织;并基于交易成本经济学视角,分析了基金化运作中交易成本、不完全契约、资产专用性的负面影响,揭示了根本性转变后社会资本被套牢和敲竹杠的原因。研究发现：引导基金的基金化运作有利于吸引社会资本参与城市基础设施建设,但其意义首先在于筹集增量资金和置换政府存量债务,其次才是降低治理成本。为此,需要从五个方面加强基金化运作的综合治理：合理引导社会资本进入资产专用性相对低的公共产品和服务领域,增加基金化运作的透明度,提高基金依法监管能力,建立适当让渡社会资本的退出机制,做实各项政策性引导基金。     

Firm Growth and Supply Chain Partnerships: An Empirical Analysis of U.K. SME Subcontractors

This paper examines the performance of a sample of 211 U.K.subcontractors to evaluate whether differences in how they manage their supply chain relationships are associated with differences in (sales and employment)growth rates over two consecutive 3 year periods from 1993 to 1999.We identified 34 firms that had close partnership relationships with members of their supply chain. Our empirical findings indicate that firms with inter-firm partnership arrangements with members of their supply chain experienced significantly higher growth rates. These results suggest that inter-firm partnerships may facilitate more rapid and sustained SME growth,though further research is required to determine the role played by partnerships and the extent to which this may vary to reflect differing owner-manager motivations and growth opportunities.     

Early internationalization: A transaction cost economics and structural embeddedness perspective

This paper develops and tests a framework for the determinants of early internationalization by drawing on transaction cost economics supplemented with structural embeddedness reasoning. We theoretically explore how asset specificity, prior international experience of the management team, and international network contacts impact early internationalization of the firm. Furthermore, we elaborate how early internationalization is related to foreign market performance. Our results show that asset specificity is negatively related to early internationalization, whereas prior international experience of the management team and international network contacts have a positive impact on early internationalization. Furthermore, our results suggest that early internationalizers are more successful in respect to foreign market performance than companies that have internationalized in later years.     

Exchange rate forecasting, order flow and macroeconomic information

This paper adds to the research efforts that aim to bridge the divide between macro and micro approaches to exchange rate economics by examining the linkages between exchange rate movements, order flow and expectations of macroeconomic variables. The basic hypothesis tested is that if order flow reflects heterogeneous expectations about macroeconomic fundamentals, and currency markets learn about the state of the economy gradually, then order flow can have both explanatory and forecasting power for exchange rates. Using one year of high frequency data collected via a live feed from Reuters for three major exchange rates, we find that: i) order flow is intimately related to a broad set of current and expected macroeconomic fundamentals; ii) more importantly, order flow is a powerful predictor of daily movements in exchange rates in an out-of-sample exercise, on the basis of economic value criteria such as Sharpe ratios and performance fees implied by utility calculations.     

Using Transaction Cost Economics to explain outsourcing of accounting

This study explores whether SMEs involved in the outsourcing of accounting tasks differ, in terms of transactional and personal (CEO) characteristics, from others that perform the same tasks within the company. We rely on the transaction cost economics (TCE) model, while controlling for age, educational background, and trust of the SME executive in the external accountant. A survey was developed to investigate the outsourcing by Belgian SMEs both of routine (entry of invoices, interim reporting) and non-routine (period-end accounting, preparation of financial statements) accounting tasks. For the routine accounting tasks, frequency was significantly associated with outsourcing. Meanwhile, for non-routine accounting tasks, asset specificity and frequency were significantly associated. High-frequency tasks were associated with lower levels of outsourcing. Similarly, higher asset specificity was associated with lower levels of outsourcing. Furthermore, the educational background of the CEO, as well as the CEO’s level of trust in the external accountant, was significantly associated with outsourcing, confirming the upper echelon theory. Having a more educated CEO was associated with lower levels of outsourcing, both for routine and non-routine accounting tasks.     

An Empirical Study of Buyer–Supplier Relationships within Small Business Organizations

A paradox exists in small business organizations; although effective buyer–supplier relationships are essential to the success of small businesses, these organizations may not have the purchasing and selling power in terms of managerial resources to implement them. This provides us an opportunity for research to determine how well developed are buyer–supplier relationships within small business organizations. Grounded in transaction cost and resource dependence theory, this paper presents and empirically tests a model that examines the relationships between buyer and supplier specificity and long‐term buyer–supplier relationships and the latter's impact on organizational performance from the buyers' perspective. The results of this study provide insight into the development and impact of buyer–supplier relationships within small business organizations. Several managerial implications can be determined.     

Exporter-importer business relationships: Past empirical research and future directions

We present a systematic and comprehensive review of the extant empirical literature on exporter-importer business relationships during the period 1975–2017. The review covers 196 articles published in academic journals, which were content-analyzed with their theoretical background, research design, scope of research, sampling/data collection methods, data analysis, and thematic areas covered. Our findings reveal that this line of research is characterized by: (a) a sound theoretical foundation, the most frequent theories being the behavioral paradigm, transaction cost economics, and relational exchange theory; (b) heavy emphasis on formalized, statistical, cross-sectional, and causal research designs; (c) focus on single-country studies, conducted mainly in Europe, Asia, and North America; (d) a tendency to employ probabilistic samples, of a relatively large size; (e) an adoption of relatively sophisticated methods to purify and analyze data collected; and (f) an emphasis on topics relating to behavioral and structural relational dimensions, followed by external and internal influences. Guidelines for researchers focusing on exporter-importer relationships are provided, as well as suggestions for potential new research topics.     

Why Corporations Should Not Abandon Social Responsibility

Former U.S. Secretary of Labor Robert Reich, in his recent book Supercapitalism: The Transformation of Business, Democracy, and Everyday Life (2007), rejects outright the call for increased corporate social responsibility. He believes that social responsibility advocates are wasting resources and efforts on a doomed project. This article suggests that while Reich raises several interesting concerns in his counter-intuitive book, especially about the rise in corporate political power, ultimately his argument is unconvincing. Worse yet, a careful reading suggests that Reich does not contemplate fully what it is he is asking business and society to give up in his call to jettison corporate social responsibility. The notion of corporate social responsibility is itself an extremely, valuable, and hard-won social asset. It is a vehicle for promoting transparency, more nuanced accountability, integrity, better communication, mutually beneficial exchange, and sensible development. In providing a language and vocabulary to critique business from both inside and outside its boundaries, it has becomes a necessary condition for business ethics and modern capitalism. It is especially important in a world of increasing global economics. Nevertheless, it is an extremely fragile asset. Books, like Reich’s Supercapitalism, that dismiss corporate social responsibility in such a facile way, are dangerous and risky in ways that perhaps even the authors themselves are unaware.