Enhancing international customer–supplier relationships through IT resources: A study of Taiwanese electronics suppliers
Ruey-Jer (Bryan) Jean,
Rudolf Sinkovics () and
S Tamer Cavusgil
Additional contact information
Ruey-Jer (Bryan) Jean: Department of International Business, National Chengchi University, Taiwan
S Tamer Cavusgil: Institute of International Business, Georgia State University, Atlanta, USA
Journal of International Business Studies, 2010, vol. 41, issue 7, 1218-1239
The growing popularity of outsourcing and offshore-partnering activities raises the issue of what strategies are appropriate for firms to successfully manage customer–supplier relationships in the international context. Little has been written about how information technology (IT) systems may impact on international exchange relationships. In the present study, we report on how suppliers use IT as a strategic resource to govern their international exchange relationships with multinational enterprise customers. Taking the supplier's perspective, we propose that two types of IT resources – IT advancement and electronic integration – create value for suppliers with respect to innovativeness and market performance. We argue that this value creation process is mediated by three specific forms of governance: cooperativeness, output monitoring, and behavior monitoring. To test these arguments, primary data, obtained from 240 Taiwanese electronics suppliers, are used for hypothesis testing. The survey results provide evidence that suppliers’ IT resources enable them to work effectively with their international key customers. Importantly, of the three governance mechanisms, cooperativeness has the strongest impact on supplier performance, owing to supplier electronic integration. Post-hoc analysis revealed that cultural distance does not play a role in moderating the relationship between IT resources and governance mechanisms in international exchange.
References: Add references at CitEc
Citations: View citations in EconPapers (22) Track citations by RSS feed
Downloads: (external link)
http://www.palgrave-journals.com/jibs/journal/v41/n7/pdf/jibs20104a.pdf Link to full text PDF (application/pdf)
http://www.palgrave-journals.com/jibs/journal/v41/n7/full/jibs20104a.html Link to full text HTML (text/html)
Access to full text is restricted to subscribers.
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
Persistent link: https://EconPapers.repec.org/RePEc:pal:jintbs:v:41:y:2010:i:7:p:1218-1239
Ordering information: This journal article can be ordered from
http://www.springer. ... nt/journal/41267/PS2
Access Statistics for this article
Journal of International Business Studies is currently edited by John Cantwell
More articles in Journal of International Business Studies from Palgrave Macmillan, Academy of International Business
Bibliographic data for series maintained by Sonal Shukla ().