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An examination of buyer relationship...

Thomas, Sunil.

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An examination of buyer relationship involvement, value creation and opportunism in buyer-seller relationships.

Record Type:	Electronic resources : Monograph/item
Title/Author:	An examination of buyer relationship involvement, value creation and opportunism in buyer-seller relationships./
Author:	Thomas, Sunil.
Description:	142 p.
Notes:	Source: Dissertation Abstracts International, Volume: 66-08, Section: A, page: 3011.
Contained By:	Dissertation Abstracts International66-08A.
Subject:	Business Administration, Marketing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3187570
ISBN:	9780542298264

An examination of buyer relationship involvement, value creation and opportunism in buyer-seller relationships.
Thomas, Sunil.

An examination of buyer relationship involvement, value creation and opportunism in buyer-seller relationships. - 142 p.

Source: Dissertation Abstracts International, Volume: 66-08, Section: A, page: 3011.

Thesis (Ph.D.)--The Pennsylvania State University, 2005.

In this dissertation, I examine the role of buyer relationship involvement in a buyer seller relationship. The dissertation consists of two essays which are as follows: (1) An Examination of Buyer Relationship Involvement and its Impact on Value Creation in Buyer-Seller Relationships. (2) A Catastrophe Model of the relationships among Disengagement, Buyer Relationship Involvement and Opportunism.

ISBN: 9780542298264Subjects--Topical Terms:

1017573
Business Administration, Marketing.

An examination of buyer relationship involvement, value creation and opportunism in buyer-seller relationships.
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100 1 $a Thomas, Sunil. $3 1912142
245 1 3 $a An examination of buyer relationship involvement, value creation and opportunism in buyer-seller relationships.
300 $a 142 p.
500 $a Source: Dissertation Abstracts International, Volume: 66-08, Section: A, page: 3011.
500 $a Advisers: William T. Ross, Jr.; David T. Wilson.
502 $a Thesis (Ph.D.)--The Pennsylvania State University, 2005.
520 $a In this dissertation, I examine the role of buyer relationship involvement in a buyer seller relationship. The dissertation consists of two essays which are as follows: (1) An Examination of Buyer Relationship Involvement and its Impact on Value Creation in Buyer-Seller Relationships. (2) A Catastrophe Model of the relationships among Disengagement, Buyer Relationship Involvement and Opportunism.
520 $a In the first essay, I build on earlier literature to define and operationalize the construct of buyer relationship involvement. I investigate the impact of buyer relationship involvement on performance outcomes as well as process outcomes in a buyer-seller relationship. The data for this study were collected from an online survey of 201 purchasing managers, and the results show that buyer relationship involvement has a significant positive impact on perceived cost advantage, perceived quality, buyer satisfaction and buyer commitment to the relationship. In addition, I find that buyer relationship involvement moderates the relationship between expectations of quality and perceived quality, as well as the relationship between performance disconfirmation and satisfaction.
520 $a This essay has important implications for business researchers. It also has substantive implications for buyers trying to understand how to increase value in their relationships with their suppliers, as well as for suppliers seeking to find out the implications of buyer involvement in a relationship.
520 $a In the second essay of this dissertation, I suggest that buyer relationship involvement influences the extent to which a buyer will tolerate opportunistic behavior by a partner. I specifically investigate the relationship between supplier opportunism, buyer relationship involvement and buyer disengagement (or threatened withdrawal) and suggest that the catastrophe model, which accounts for lagged and threshold effects, is superior to linear models in this context. I run 3 studies in an experimental setting to test this model and show that the catastrophe model fits better than current linear models. This study has important theoretical implications and managerial implications since it suggests that the same level of opportunism by suppliers may cause varying patterns of disengagement, depending on the relationship involvement of the buyer.
520 $a This dissertation makes some important theoretical and managerial contributions. The results from the two essays suggest that the involvement of a buyer in a buyer-seller relationship has several important consequences for that relationship.
590 $a School code: 0176.
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710 2 0 $a The Pennsylvania State University. $3 699896
773 0 $t Dissertation Abstracts International $g 66-08A.
790 1 0 $a Ross, William T., Jr., $e advisor
790 1 0 $a Wilson, David T., $e advisor
790 $a 0176
791 $a Ph.D.
792 $a 2005
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3187570