An investigation into the role of IT integration, relationship predictability and routinization in interfirm relationships: From the structuration perspective

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• 作者：Ruby P. Lee^a ; ^{rlee3@cob.fsu.edu}  ; [Author Vitae] ; Jean L. Johnson^b ; ¹ ; ^{J.L.Johnson@uva.nl}  ; [Author Vitae] ; Xinlin Tang^c ; ² ; ^{xtang2@cob.fsu.edu}  ; [Author Vitae]
• 关键词：Structuration perspective ; IT integration ; Interfirm relationships ; Predictability ; Routinization
• 刊名：Industrial Marketing Management
• 出版年：2012
• 期刊代码：16_00198501
• 类别：bus
• 出版时间：February, 2012
• 卷：41
• 期：2
• 页码：368-377
• 文件大小：423 K

摘要

Recognizing the influence of information technology (IT) in interfirm buyer-seller relationships, the authors draw on structuration theory and its extension as a theoretical basis for understanding the benefits of IT in customer relationships. The authors propose that IT integration gives rise to certain factors in interfirm relationships, i.e., predictability and routinization, which facilitate high quality relationships, i.e., those characterized by reciprocity and stability, which in turn enhance firm performance. Hypotheses are tested on data collected from 152 firms. The results show that relationship predictability is critical in linking IT integration to positive relationship outcomes, and that routinization reinforces the impact on those outcomes.