Samenwerking tussen afnemer en toeleverancier: effecten van sociale inbedding op de onderhandelingsinspanning bij inkooptransacties

Samenvatting

This paper examines effects of structural and institutional embeddedness of transactions and relations between buyers and their suppliers. Forty purchase managers participated in a factorial survey. Virtual transactions were presented. Each transaction was represented by a vignette composed of eight characteristics, the levels of which were varied randomly. Three characteristics rep resented 'economic' features of transactions. Five of them represented social embeddedness. The purchase managers had to judge how much time negotiations would take, and also how many departments would be involved. Social embeddedness of a transaction leads a purchase manager to put less effort in the management of the transaction. [ABSTRACT FROM AUTHOR]; Copyright of Mens en Maatschappij is the property of Amsterdam University Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)