Project Details
Academic description
In a world dependent on global trade, understanding how to
maintain and improve the complex B2B networks required
is vital. For example, investigations concerning strong
buyer-supplier relationships (Palmatier, Dant, & Grewal,
2007, Morgan & Hunt, 1994; Yen & Barnes, 2011).
Importantly, many researchers adress that value is not just
transferred from the supplier to the buyer, but is created in
the relationship (Goffin et al., 2006; Hald et al., 2009; 2010;
Hartmann et al., 2014, Tanskanen 2015). Consequently,
researchers have increasingly been attentive to the
exchange asymmetry occurring in such relationships due to
differences in what value creation means among the buyer
and seller in the B2B scenario although the research is still
at it early stage and how the roles interact remains unclear
(, Cropanzano & Mitchell ,2005 ;Tanskanen, 2015). Pertinent
to our intended study, Lussier and Hall (2018) investigated
antecedents for cooperation in B2B relationship from a
dyadic perspective, suggesting that future research could
investigate sector-specific relationships focusing on
bespoke characteristics that affect various B2B
stakeholders’ perceptions of how cooperative other
stakeholders are.
Our proposal builds from the work of Tanskanen (2015) and
Lussier & Hall (2018) by applying Social Exchange Theory
(SET) to explore mechanisms leading to asymmetry in
exchanges within the context of a producer distributor
network in the emerging and prosperous 3D printing
industry. Multiple-case dyadic study of China-based global
top 3D printing material manufacturer ESUN and its worldwide network of over 40 distributors is proposed.
maintain and improve the complex B2B networks required
is vital. For example, investigations concerning strong
buyer-supplier relationships (Palmatier, Dant, & Grewal,
2007, Morgan & Hunt, 1994; Yen & Barnes, 2011).
Importantly, many researchers adress that value is not just
transferred from the supplier to the buyer, but is created in
the relationship (Goffin et al., 2006; Hald et al., 2009; 2010;
Hartmann et al., 2014, Tanskanen 2015). Consequently,
researchers have increasingly been attentive to the
exchange asymmetry occurring in such relationships due to
differences in what value creation means among the buyer
and seller in the B2B scenario although the research is still
at it early stage and how the roles interact remains unclear
(, Cropanzano & Mitchell ,2005 ;Tanskanen, 2015). Pertinent
to our intended study, Lussier and Hall (2018) investigated
antecedents for cooperation in B2B relationship from a
dyadic perspective, suggesting that future research could
investigate sector-specific relationships focusing on
bespoke characteristics that affect various B2B
stakeholders’ perceptions of how cooperative other
stakeholders are.
Our proposal builds from the work of Tanskanen (2015) and
Lussier & Hall (2018) by applying Social Exchange Theory
(SET) to explore mechanisms leading to asymmetry in
exchanges within the context of a producer distributor
network in the emerging and prosperous 3D printing
industry. Multiple-case dyadic study of China-based global
top 3D printing material manufacturer ESUN and its worldwide network of over 40 distributors is proposed.
Short title | SET in B2B relations |
---|---|
Status | Finished |
Effective start/end date | 1/09/21 → 31/10/22 |
Funding
- Academy of Marketing
UN Sustainable Development Goals
In 2015, UN member states agreed to 17 global Sustainable Development Goals (SDGs) to end poverty, protect the planet and ensure prosperity for all. This project contributes towards the following SDG(s):
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