Revisiting agency and transaction costs theory predictions on vertical financial ownership and contracting: electronic integration as an organizational form choice

This paper provides an organizational economics foundation to guide managers in matching the comparatively more efficient organizational mode with transactional characteristics such as: (1) the degree of (human capital) asset specificity involved in the transaction, (2) the degree of uncertainty surrounding the transaction, and (3) the number of trading partners (suppliers and buyers) in the vertical supply chain. The key role of technology, and more specifically the e‐business infrastructure and its effects on organizational mode choice, is highlighted. The main results from this analysis suggest that changes in information technology are changing the nature of transaction costs leading to more efficient management through an electronic integration solution thus favoring contracting and outsourcing than would have been technologically possible when Williamson's Markets and Hierarchies (Markets and Hierarchies: Analysis and Antitrust Implications. Free Press: New York, 1975) was published. It is emphasized that the transaction cost economics principles are durable but that the breathless advances in information technology, especially in the past decade, have comparatively favored lower transaction costs of markets over hierarchies. Copyright © 2006 John Wiley & Sons, Ltd.     

Does relationship learning lead to relationship value? A cross-national supply chain investigation

In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the “supplier as a customer.” The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm's propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization.     

Learning trajectory in offshore OEM cooperation: Transaction value for local suppliers in the emerging economies

We focus on the unique role of offshore OEM cooperation as a learning opportunity for local suppliers in the emerging economies. In particular, we conceptually argue and empirically confirm the links between learning intent, capability enhancement, governance mode, and overall innovativeness from the perspective of local suppliers in offshore OEM cooperation in China as well as the influence of local business culture within these links. We address two issues: (1) offshore OEM cooperation can be a unique opportunity for local suppliers with strong intent to learn from foreign buyers for capability enhancement and (2) the moderating effects of trust and contact as two distinctive governance modes. Addressing the two issues, we make two specific contributions to the research on inter-firm cooperation, both of which derive from the often-neglected theoretical lens of transaction value. Our general contribution lies in the extension of the transaction value perspective by specifying its dual tenets of inter-firm co-specialization and shared-trust as the central theme of inter-firm cooperation to complement the transaction cost economics and also contextualize the research on inter-firm cooperation in terms of different partners’ perspectives as well as different governance modes.     

Effect of purchase volume flexibility and purchase mix flexibility on e-procurement performance: An analysis of two perspectives

Despite the widespread adoption of e-procurement by firms in recent years, academic research examining the mechanisms through which e-procurement applications lead to performance has been scarce. Anecdotal evidence points to numerous situations where companies have failed to harness the potential of e-procurement. In this paper, we argue that online purchase volume and mix flexibilities facilitated by these applications play a significant role in the ability of firms to benefit from e-procurement. We examine this tenet from both an economic as well as a social perspective. We propose that increased online purchase volume flexibility as well as online purchase mix flexibility can be facilitated by two mechanisms – supplier customization as explained by transaction costs perspective, and information sharing between supply chain partners using a social exchange theoretical perspective. The increased purchase volume and mix flexibility in turn leads to better performance along the dimensions of cost, quality, and delivery. We present and test a nuanced perspective where we argue that (i) the effect of supplier customization on both purchase volume and mix flexibilities will be moderated by the frequency of transactions conducted online, and (ii) the effect of information sharing on both purchase volume and mix flexibilities will be moderated by trust in the supplier. We estimate our research model using survey data collected from 130 purchasing and procurement managers. We find strong support for our proposed research model with results indicating that purchase volume and mix flexibilities play a vital mediating role in impacting e-procurement performance. Theoretical and practical implications of the findings are discussed.     

On the choice between two delta-hedging strategies

This paper studies the choice between two popular hedging strategies by assuming that the hedge position (delta) follows a Markov chain with boundary conditions. We give the formula for long-run cost per unit time under two different cost structures: (I) a fixed transaction cost and (II) a non-fixed transaction cost. Then, we consider the case where the hedge position follows a random walk; we show that (i) re-balancing delta to the initial position is always more cost-efficient than re-balancing it to the edge for a fixed transaction cost; (ii) under certain conditions, re-balancing delta to the initial position is less cost-efficient than re-balancing it to the edge for a non-fixed transaction cost. In addition, we quantify the magnitude of the efficiency in both cases.     

Reverse logistics capabilities and firm performance: the mediating role of business strategy

This study aims to examine the impact of reverse logistics capabilities on firm performance and mediating role of logistics strategies. We reviewed three theories of reverse logistics capabilities: (a) resource-based view of the firm, (b) transaction cost economics, and (c) institutional theory. We examined six reverse logistics capabilities: logistics information management, close-loop capability, supply chain integration, supply chain coordination, conformity capability, and institutional incentives. We examined three reverse logistics strategies: joint reverse logistics, manufacturer reverse logistics, and third-party reverse logistics. We conducted a survey of Chinese mobile phone companies out of which we received 125 usable questionnaires with a response rate of 80%. The results of mediated hierarchical regression support the hypothesis that reverse logistics capabilities influence firm performance. Institutional factors were more significant than supply chain factors. Close-loop capability was the most significant factor. We provide managerial implications and suggestions for future research.     

TRANSACTION COSTS, CLANS AND CORPORATE CULTURE

For a long time it has been recognized that traditional bureaucratic modes of control are not very efficient in many highly uncertain, rapidly changing or otherwise troublesome situations. Inspired by transaction cost thinking different authors have suggested that clan form control or certain types of corporate cultures should do better in these circumstances. Among these, Ouchi (1980) and Wilkins and Ouchi (1983) stand clearly in the foreground and the transaction cost related clan developed by these authors is discussed at length in the article. Further we examine some empirical case studies indicating that other types of mechanisms than suggested by transaction cost reasoning seem to be involved. As a result we propose an extension of the clan concept to include three different kinds of clans: (1) the Economic-co-operative Clan, (2) the Social-integrative Clan, and (3) the Blood-kinship Clan. Next we discuss how clans or local cultures become established, including the possibilities for management to develop these kinds of patterns intentionally. Finally we set up some tentative hypotheses concerning the significance of‘economic’and ‘social’types of clans in ambiguous situations and the limits of the ideas of the transaction cost approach in explaining complex exchange issues in organizations.     

Strategic interdependence, governance effectiveness and supplier performance: A dyadic case study investigation and theory development

Inter-organizational exchange governance approaches are often characterized as two broad types: relational and transactional. However, in fast changing business contexts, the contextual contingencies do not present ideal conditions for practicing purely relational or transactional approach. Understanding the dynamic of key contextual factors and their effects on a firm's resource capabilities and inter-organizational power structure is crucial for identifying the appropriate governance structure over time. In this paper we explore the exchanges between an OEM and five of its strategic suppliers that operate in high-end, short product life cycle motorbike industry, to understand the key contextual factors and the relationships among business context, governance structure, and exchange practices in a dyadic context. It is observed that firms deviate from the conventional choices of either transactional or relational governance to a combination of contractual and relational aspects to make the governance structure effective. Based on case studies, a theoretical framework is proposed to explain the rationale, feasibility and effectiveness of combining contractual and relational aspects in different contexts. The framework suggests that the degree of strategic interdependence between the trading partners fundamentally drives the effectiveness of governance structure and exchange practices.     

A Comparison of Exit and Voice Relationships Under Common Uncertainty

We consider a repeated interaction between a manufacturing firm and a subcontractor. The relationship between the two parties is characterized (1) by moral hazard, and (2) by the fact that they do not have perfect knowledge about the base cost level of the project, which is carried out by a subcontractor (the parties only have identical a priori beliefs). We consider a two-period model where the players can update their estimate of the base cost level according to incoming information. Exit relationships, where the firm signs one-period contracts with different subcontractors, are compared with voice relationships, where both partners commit to a two-period interaction and (due to information sharing and face-to-face communication between the partners) additional information about the base cost level is generated. It is shown that in such a dynamic framework with common uncertainty the quality of the additional information plays a crucial role in determining the characteristics of the optimal relationship: voice-based strategies governed by long-term contracts are preferable if the precision of the additional information about the base cost level is high. If the precision of the additional signal is low, exit strategies with frequent changes of the subcontractors are optimal for the manufacturer.     

In search of alliance-level relational capabilities: Balancing innovation value creation and appropriability in R&D alliances

In order to advance our knowledge of alliance-level relational capabilities, this paper investigates how searching across different knowledge domains affects both innovation value creation and appropriability in R&D alliances. Focusing on the alliance level of analysis, we advance that, in R&D strategic alliances, search span has a curvilinear (inverted U-shape) relationship with value creation and a positive relationship with value appropriability. Our analysis on a sample of 1515 interfirm dyadic R&D alliances confirms these hypotheses. We find that, after a threshold level of search span, joint value creation decreases. Conversely, the allied firms’ ability to appropriate the value of their jointly developed inventions grows exponentially as the alliance search span increases. Thus, value creation and appropriability may have conflicting exigencies. We argue that firms involved in R&D strategic alliances should develop the interorganizational relational capability to jointly manage the process of search that occurs at the interorganizational level, and specifically the span of their search, in ways that balance the needs of value creation and appropriability.     

A Transaction Cost Perspective of Alliance Portfolio Diversity

Alliance portfolio diversity (APD) helps firms access diverse capabilities and knowledge. APD can also increase transaction costs, but it is unknown whether and how transaction cost theory’s (TCT’s) insights about hierarchical integration operate at the portfolio level. We adapt TCT to the portfolio level to suggest that the transaction costs from APD encourage integration into alliance partners’ industries, and we introduce the concept of shared-specific investments to pinpoint one source of transaction costs within portfolios and predict which industries will be integrated. Using data from 1996–2013 on S&P 500 firms, we find evidence in support of our theorising. Juxtaposing results with other theoretical perspectives suggests that TCT offers complementary insights about which activities to perform in the firm versus the alliance portfolio.     

Measures for Dealing with Competence and Integrity Violations of Interorganizational Trust at the Corporate and Operating Levels of Organizational Hierarchy

We examine how partners in an interorganizational relationship can repair violated trust, and if that is impossible, how they can preserve the collaborative relationship. We also consider under what circumstances exit from the relationship is the only viable option. We propose that the effectiveness of legalistic and non-legalistic measures in response to a trust violation is a function of the hierarchical level at which the violation occurred (corporate vs. operating), the character of the violation (competence vs. integrity), the frequency and severity with which it occurred, the organizational context in which boundary spanners are embedded, and the degree of dependence between the partners. Based on these factors, we explore how the way in which violation of trust is dealt with at one hierarchical level might affect trust at the other level. Our theoretical model reveals that prior findings on trust repair in inter-personal context may not hold in the interorganizational context.     

An Action Pattern Model of Inter‐firm Cooperation*

abstract An action pattern model was developed and applied to the examination of inter‐firm cooperative processes. The model considered cooperation as a continuous cycle of actions and reactions between cooperating partners. The building blocks of the model include cooperative equilibrium, disruptive events, action types and action patterns. Three action pattern variables were proposed to describe the interactions. It was hypothesized that action patterns are contingent on partner relationships and the transaction cost characteristics of a partnership. The hypotheses were tested on a sample of 263 partnerships in the construction industry in Hong Kong. The quantitative study was supplemented by four in‐depth case studies. The results show that: (1) trust was an important antecedent of action patterns; and (2) transaction cost variables moderate the relationships between partner relationships and action patterns. These findings suggest that future research should give more attention to the interaction of partners during cooperation.     

Counteracting innovative constraints: insights from four case studies of African knowledge-intensive metalworking and automotive clusters – ‘the Akimacs’

We respond to repeated calls over the years to further develop cluster theory specifically in an African context. Our contribution is to construct a framework which integrates theories focusing on path dependency, transaction cost economics (efficiency and systemic interdependency models) and regional development (lock in models). Our focus is on the innovativeness of African clusters and constraints on such innovation. Thus, drawing on cluster literature on constraints to innovation coupled with insights from current empirical work within African automotive clusters, we examine the challenges of counteracting the multilevel constraints which hinder innovation in African clusters. We develop a model for counteracting cluster constraints focusing on the impact of variations in innovative frequency, diffusion of innovations, innovative speed and protection of innovation. The model emphasizes the opportunities that arise when new entrant and incumbent firms interact to neutralize constraints at transactional, social, ecological and knowledge levels.     

Less is sometimes more: The role of information quantity and specific assets in the propensity to engage in cost data exchange processes

The mutual disclosure of cost information among companies can lead to significant cost reductions. This experimental study examines how the quantity of cost information disclosed (high vs. low) and the offering of a joint specific investment (yes vs. no) influence the willingness of a buyer and supplier to engage in open book cost data exchange. The results show that when a large quantity of cost information is offered initially, participants reciprocate and reveal more cost information themselves, consistent with a tit-for-tat strategy. We also show that information quantity and the offering of a joint specific investment exhibit substitutive effects rather than additive effects on the willingness to engage in open book cost data exchange. For example, when a small amount of cost information is disclosed, the offering of a joint specific investment increases the willingness of the partner to engage in cost data exchange. However, consistent with the theory of reactance, a large quantity of cost information coupled with the offer of a joint specific investment does not result in a greater willingness than when a large quantity of information is offered alone.     

A genetic algorithm based approach to transactional and QoS-aware service selection

As there are various risks of failure when Web services are deployed in unreliable environment, the execution of a composite Web service (CWS) requires the transaction mechanism to guarantee its reliable execution. However, the existing service selection approaches consider QoS and transaction separately and have not considered that transactional properties may affect the QoS such as the execution time of a CWS. This work addresses the importance of considering transactional properties and how the transactional properties affect the QoS simultaneously in the process of service selection by a QoS-aware and transactional-aware selection approach. First, a performance evaluation method is proposed to calculate the execution time of a transactional CWS. Then, a genetic algorithm based approach, which takes into account the execution time, price, transactional property and successful execution rate of CWS, is presented to achieve global optimisation service selection. Finally, experimental results show the efficiency and effectiveness of the approach.     

Human resource business partner lifecycle model: exploring how the relationship between HRBPs and their line manager partners evolves

The human resources business partner (HRBP) role is advocated as a way for human resource (HR) professionals and the HR profession to become more strategic and less transactional, necessitating the development of different competencies. Few researchers have examined how the HRBP Model plays out in practice, over time, from the perspective of HR professionals and their line manager partners (LMPs). We collected data through interviews and focus groups with both these stakeholders at three UK organisations to understand the dynamics of the individual HRBP–LMP relationship. After analysing the data, we propose an HRBP Lifecycle Model. The model suggests the relationship between the parties is dynamic, complex and dependent upon the organisational culture as well as the skills and competencies of the main stakeholders in the partnership.     

Online reverse auctions and their role in buyer–supplier relationships

Despite the move in recent years towards supplier partnerships, buying firms need at times to make use of competitive procurement strategies for certain purchases. This study examines the impact of reverse auctions on buyer–supplier relationships through six case studies, analysing primarily the supplier perspective through participant interviews. The authors identify that there are potential benefits for both parties in a reverse auction, which can offer tendering and transactional cost advantages. For buyers, it offers a competitive procurement process. The effect on relationships will depend on the extent to which buyers employ the auction as a price weapon, or whether it is used primarily as a process improvement tool.     

基于交易费用理论的土地整治招投标制度分析

招投标作为土地整治交易的重要制度,将引致交易费用,按照制度经济学理论,可以从信息对称性、委托-代理关系、博弈、外部性四个维度对土地整治招投标进行交易费用分析。在土地整治招投标中,存在围标串标失控、投标人失信、代理机构失德、政府部门失位等问题。基于交易费用理论,应当设计信息显示机制,降低信息不对称对土地整治招投标的影响;建立信用长效约束机制,对土地整治招投标参与者实行优胜劣汰;树立公共利益目标约束,增强集体选择力量;强化政府制度建设职能,促进土地整治招投标的市场化和社会化进程。     

Value Based Marketing for Transitional Economies

Abstract

This paper will describe a popular shift in marketing. It is the transformation of marketing from the perspective of transactional exchange to that which views marketing as relational exchange. The objective of this paper will be to provide a review of the relationship marketing phenomenon that is being described as a “fundamental reshaping of the field” (Webster 1992), with a view to the impact of this paradigm shift on transitional economies.