An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets
研究新兴市场中边界跨越人员之间的人际纽带如何通过信息处理和外部代表行为提升买卖双方的关系质量，发现低层人际纽带比高层纽带对关系质量影响更强。
This study examines personal ties between boundary-spanning personnel in interorganizational exchanges in emerging markets. Drawing on social embeddedness theory and boundary spanning theory, we propose that strong ties between boundary spanners may benefit exchange parties in their interorganizational relationships through two heightened boundary-spanning behaviors—information processing and external representation. The results from 225 manufacturer–distributor dyads in China indicate that interpersonal ties at the higher levels (between top executives) and at the lower levels (between salespersons and individual buyers) are both positively associated with relationship quality of the buyer–supplier relationship through dyadic boundary-spanning behaviors. Between two levels of interpersonal ties, ties at the lower levels exhibit a stronger association with relationship quality than do ties at the higher levels. Furthermore, the positive effects of interpersonal ties on conflict resolution and cooperation are amplified when both levels of ties are strong in the focal relationship.