Interorganizational information system technology and buyer‐seller relationships

Richard P. Vlosky

127 citations0/0 files storedJournal of Business and Industrial Marketing

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Quality and Supply Management Customer Service Quality and Loyalty Outsourcing and Supply Chain Management

Abstract

Interorganizational information systems (IOS), the computer based communication between buyers and sellers, can improve inventory management and control as well as reduce costs for all participants. However, stable relationships have been found to be disturbed when IOS is implemented. The objective of this study is to refine our understanding of the differences in perceptions and expectations of benefits from developing IOS as well as changes in the relationship structure. Results support previous research that identified gaps in relationship satisfaction between buyers and sellers when IOS technology is implemented.

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References

1994The Commitment-Trust Theory of Relationship Marketing 1976Markets and Hierarchies: Analysis and Antitrust Implications.1987Developing Buyer-Seller Relationships 1991Comparative Economic Organization: The Analysis of Discrete Structural Alternatives 1959The Social Psychology of Groups 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships 1978A Social Information Processing Approach to Job Attitudes and Task Design 1992Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations

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