Buyer–Supplier Performance: The Role of Asset Specificity, Reciprocal Investments and Relational Exchange
研究了买方-供应商关系中资产专用性、互惠投资和关系规范对合作绩效的影响，发现单方专用投资会降低绩效，而对方对等投资和关系交换能提升绩效。
This paper argues that the extent and balance of transaction specific assets, and the presence of relational norms in a buyer–supplier relationship are important factors affecting partnership performance. Hypotheses were tested using data from 393 manufacturing firms. Results revealed that while specific investments by one participant in the relationship negatively impacted the indicators of performance, offsetting investments by the other party effectively increased performance. Relational‐exchange elements were positively related to performance.