Inter-organizational cooperation in buyer–supplier relationships: Both perspectives

Most empirical investigations of inter-organizational cooperation within channel dyads investigate the phenomenon from the perspective of only one partner. However, because investigating from both partnersʹ perspectives is important especially when interdependencies exist between the channel partners, this study attempts to examine both perspectives in buyer–supplier relationships and explain why differences, if any, arise. The data that this study requires were collected from buyers responsible for supplier relationships in a Korean telecommunication service provider and from their partners. The results show that switching costs and inter-organizational trust are significant determinants of cooperation for buyers; technological uncertainty and the reciprocity of the relationship are significant determinants for the suppliers. In both sample sets, goal consistency significantly affects inter-firm cooperation.