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Networking and developing collaborative relationships: evidence of the auto‐part industry of Brazil

Danny Pimentel Claro (Insper Education and Research Institute, São Paulo, Brazil)
Priscila Borin de Oliveira Claro (Insper Education and Research Institute, São Paulo, Brazil)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 23 August 2011

Abstract

Purpose

This study aims to assess the moderating effect of the business network on the effects of between relational behavior and the effects of transaction‐specific investments on joint actions.

Design/methodology/approach

The study was a survey based field study designed using theoretical support from marketing channels, transaction cost economics and network perspectives.

Findings

The results show the importance of relational behavior and the network in coordinating joint actions, and this has relevant managerial implications for the coordination of a collaborative relationship. The characteristics of the relationship, its length as well as the size of each partner affect the collaborative efforts of the partners.

Practical implications

Firms and managers should understand not only the dyadic relationships they are in but also the network structure. Dyadic characteristics affect collaboration, while the network also has effects on the collaboration of partners in vulnerable positions.

Originality/value

The paper points out the role of the network as a countervailing safeguard for dyadic TSIs and network stability. Dyadic relationships are supported by the network.

Keywords

Citation

Pimentel Claro, D. and Borin de Oliveira Claro, P. (2011), "Networking and developing collaborative relationships: evidence of the auto‐part industry of Brazil", Journal of Business & Industrial Marketing, Vol. 26 No. 7, pp. 514-523. https://doi.org/10.1108/08858621111162316

Publisher

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Emerald Group Publishing Limited

Copyright © 2011, Emerald Group Publishing Limited