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題名 Why Does Loyalty-Cooperation Behavior Vary over Buyer-Seller Relationship?
作者 巫立宇
Wu, Lei-Yu;Chen, Po-Yuan;Chen, Kuan-Yang
貢獻者 企管系
關鍵詞 Specific asset investment; Transaction cost economics; Relationship quality; Loyalty–cooperation behavior
日期 2015-11
上傳時間 11-Mar-2016 16:51:44 (UTC+8)
摘要 This study argues that a favorable relationship (with trust and commitment) existing between two parties might not necessarily guarantee that subsequent transactions or partnerships can be stabilized. Each party in a relationship is required to conduct specific investments on behalf of the other to prevent discontinued trading or transaction relationships. Hence, this study combines relationship marketing and specific asset investment concepts within the transaction cost theory to investigate the relationship between inter-firm trust and commitment and loyalty and cooperation. By focusing on listed and over-the-counter-traded companies in Taiwan of industries that possess complete supply chains, this study collects 153 effective surveys for empirical analysis. The results show that commitment is more important than trust in a business-to-business (B2B) relationship for increasing the willingness of business customers and/or partners to participate in specific asset investments, thus increasing their loyalty and cooperation in the B2B relationship.
關聯 Journal of Business Research, Vol.68, No.11, pp.2322-2329
資料類型 article
DOI http://dx.doi.org/10.1016/j.jbusres.2015.04.001
dc.contributor 企管系
dc.creator (作者) 巫立宇zh_TW
dc.creator (作者) Wu, Lei-Yu;Chen, Po-Yuan;Chen, Kuan-Yang
dc.date (日期) 2015-11
dc.date.accessioned 11-Mar-2016 16:51:44 (UTC+8)-
dc.date.available 11-Mar-2016 16:51:44 (UTC+8)-
dc.date.issued (上傳時間) 11-Mar-2016 16:51:44 (UTC+8)-
dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/82571-
dc.description.abstract (摘要) This study argues that a favorable relationship (with trust and commitment) existing between two parties might not necessarily guarantee that subsequent transactions or partnerships can be stabilized. Each party in a relationship is required to conduct specific investments on behalf of the other to prevent discontinued trading or transaction relationships. Hence, this study combines relationship marketing and specific asset investment concepts within the transaction cost theory to investigate the relationship between inter-firm trust and commitment and loyalty and cooperation. By focusing on listed and over-the-counter-traded companies in Taiwan of industries that possess complete supply chains, this study collects 153 effective surveys for empirical analysis. The results show that commitment is more important than trust in a business-to-business (B2B) relationship for increasing the willingness of business customers and/or partners to participate in specific asset investments, thus increasing their loyalty and cooperation in the B2B relationship.
dc.format.extent 333259 bytes-
dc.format.mimetype application/pdf-
dc.relation (關聯) Journal of Business Research, Vol.68, No.11, pp.2322-2329
dc.subject (關鍵詞) Specific asset investment; Transaction cost economics; Relationship quality; Loyalty–cooperation behavior
dc.title (題名) Why Does Loyalty-Cooperation Behavior Vary over Buyer-Seller Relationship?
dc.type (資料類型) article
dc.identifier.doi (DOI) 10.1016/j.jbusres.2015.04.001
dc.doi.uri (DOI) http://dx.doi.org/10.1016/j.jbusres.2015.04.001 en_US