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

Kyung Kyu Kim, Seung Hoon Park, Sung Yul Ryoo, Sung Kook Park

Research output: Contribution to journalArticlepeer-review

112 Citations (Scopus)


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 partners' 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.

Original languageEnglish
Pages (from-to)863-869
Number of pages7
JournalJournal of Business Research
Issue number8
Publication statusPublished - 2010 Aug

Bibliographical note

Funding Information:
This research is supported by the Ubiquitous Computing and Network (UCN) Project, Knowledge and Economy Frontier R&D Program of the Ministry of Knowledge Economy (MKE) in Korea as a result of UCN's subproject 09C1-C2-10 M.

All Science Journal Classification (ASJC) codes

  • Marketing


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