Year: 2002
Type: report
Abstract: Does sharing market information help channel partners to build\\nstronger mutual relationships? Is low initial trust really an\\nimpediment for further relationship development by means of\\ninformation sharing? How do connections with other competing\\nchannel partners affect the relationship building process? To\\naddress these questions, we conducted an experimental study.\\n\\nOur findings show that retailer information sharing helps to\\ndevelop higher quality supplier relationships. Interestingly,\\neven if the initial level of trust in the retailer is low, the\\nrelationship quality substantially improves. In a more\\ncompetitive situation the suppliers respond more favorably to\\nthe retailer?s information-sharing initiative.
Authors: Willem A. Smit, Gerrit van Bruggen, Berend Wierenga
Institution: Erasmus University Rotterdam
Language: English
Field: Decision Sciences
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W2109436668