Interorganizational Information Systems and Business-to-Business Relationships: System Characteristics,Assistance, Performance,Satisfaction, and Commitment Model

We introduce the SAPSaC model to see how relationship characteristics influence the implementation and outcomes of a specific type of inter-organization information system—electronic data interchange (EDI). Using a relational exchange perspective, we examine the effects of interfirm system characteristics, target firm capabilities, and initiator assistance, on project outcomes. We explore effects of three system characteristics—relationalism, dependence, and tenure on initiator assistance. System characteristics and assistance are hypothesized to affect outcomes—project performance, satisfaction, and commitment to the relationship. We consider the target's task readiness an additional determinant of initiator assistance and performance. Using sample survey data from firms in the housewares industry, we find that initiator assistance stems from relationalism, not tenure. From the target's perspective, project performance derives from relationalism and tenure. Satisfaction is driven by relationalism, tenure, assistance, and performance. Commitment comes from relationalism, dependence, and satisfaction. A multi-industry study successfully replicates most of the results.