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Journal of Competitiveness

Buyer-Supplier Relationships and the Resource- Advantage Perspective: An Illustrative Example of Relational and Transactional Drivers of Competitiveness

Rašković Matevž, Makovec Brenčič Maja

Keywords:
relationship-based view, resource-advantage theory of competition, transnational companies, buyer-supplier relationships, competitiveness

Abstract:
The purpose of this paper is to illustrate how the so called resource-advantage perspective can be used to determine the importance of specific relational and transactional dimensions of buyer- supplier relationships in driving relationship competitiveness within a transnational company (TNC). The main objective of our research was to analyze which and how much specific relational and/or transactional dimensions of buyer-supplier relationships affect TNC buyer-supplier relationship competitiveness. Based on an illustrative empirical example, we tested a simple variance-based reflective Structural Equation Model (SEM) with main effects based on a sample of 130 TNC buyer-supplier relationships. Our results show that buyer-supplier relationship competitiveness is mostly driven by interpersonal trust and joint problem solving (both relational determinants), as well as by two kinds of transaction-specific investments (TSIs), namely investments into people and physical assets. In terms of theoretical implications, our results show that the resource-advantage theory of competition can link both the relationship marketing and the transaction cost economics perspective of buyer-supplier relationship management. We further provide some managerial recommendations for more effective management of TNC buyer-supplier relationships in terms of leveraging competitiveness.

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10.7441/joc.2013.01.02


Rašković M., Makovec Brenčič M. (2013). Buyer-Supplier Relationships and the Resource- Advantage Perspective: An Illustrative Example of Relational and Transactional Drivers of Competitiveness. Journal of Competitiveness, 5 (1), 16-38 https://doi.org/10.7441/joc.2013.01.02

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ISSN 1804-171X (Print)
ISSN 1804-1728 (On-line)


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