Consistency Judgments, Embeddedness, and Relationship Outcomes in Interorganizational Networks
研究供应商与组织买家关系中，买家对供应商在其他可比关系中做法的一致性判断如何影响关系结果，并考察买家现有组织间联系和关系规范的调节作用。基于788个观察数据，揭示了组织间网络中关系结果形成的多层次过程。
Past research has shown how outcomes in interorganizational relationships are influenced by the characteristics of the individual relationship in question. Focusing on relationships between suppliers and their organizational buyers, we augment this perspective by positing that relationship outcomes are also influenced by social comparison processes involving perceptions of a supplier's practices across comparable buyer relationships. Based on past research on embedded ties and institutional theory, we propose that the effect of these comparison processes depends on the nature of a buyer's existing interorganizational ties and on the norms that are brought to bear on the relationship in question. We test our propositions based on 788 observations of organizational buyers who have relationships with the same supplier. Our findings paint a complex, multilevel picture of the process by which relationship outcomes come about in interorganizational networks. This paper was accepted by Jesper Sørensen, organizations.