Trust, power and transaction costs in B2B exchanges — A socio-economic approach

Raluca Bunduchi
2008 Industrial Marketing Management  
Biography Dr. Raluca Bunduchi is a Lecturer in Management at the University of Aberdeen Business School. Her current research focuses on technology management and the implications of new e-business technologies on the nature of inter-organisational relationships. ABSTRACT The advent of the Internet has enabled organisations to reconfigure their inter-organisational relationships. This study presents three frameworks to analyse the outcome that the use of Internet based electronic markets has on
more » ... the nature of inter-organisational relationships: transaction cost economics, social exchange theory and an integrated framework that combines the first two. The integrated framework proposes that the nature of inter-organisational relationships depends on the interaction between the logic of transaction cost economics and the need for trust and interdependencies between exchange parties. A single case study is used to illustrate the way the three frameworks can be applied to analyse the use of electronic markets in inter-organisational exchanges. The study finds that the integrated framework provides a more complete understanding of inter-organisational relationships, and suggests a modular approach to the implementation of electronic marketplaces.
doi:10.1016/j.indmarman.2007.05.003 fatcat:rd4fqpjojbetfbiktlglxpowua