Creativity in buyer–seller relationships: The role of governance

Qiong Wang, Kevin Bradford, Jun Xu and Barton Weitz

International Journal of Research in Marketing, 2008, vol. 25, issue 2, 109-118

Abstract: This research proposes a framework for relating governance mechanisms (power, contracts, and trust) to the generation of creative approaches to business activities in buyer–seller relationships. The framework is tested with a survey of 262 purchasing agents. The results indicate that trust and contract affect the three facilitators of inter-organizational creativity: (1) knowledge-sharing routines (resources), (2) learning orientation (motivation), and (3) managerial support and open-mindedness (managerial practices). Also, the effects of trust and contract on the creativity in buyer–seller relationships are fully mediated by the above three facilitators. In particular, trust plays a more influential role in stimulating creativity. While power is not significantly associated with any of the facilitators, its overall effect on creativity is negative.

Keywords: Innovation; Trust; Contract; Power; Buyer–seller relationships; Complementary resources; Knowledge-sharing routines; Learning orientation; Open-mindedness; Management support; Governance (search for similar items in EconPapers)
Date: 2008
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Citations: View citations in EconPapers (6)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:ijrema:v:25:y:2008:i:2:p:109-118

DOI: 10.1016/j.ijresmar.2007.12.006

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