Author： Ryssel Ricky Ritter Thomas Gemünden Hans Georg
Publisher： Emerald Group Publishing Ltd
ISSN： 0885-8624
Source： The Journal of Business and Industrial Marketing, Vol.19, Iss.3, 2004-03, pp. : 197-207
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Abstract
To strengthen their position in today's highly-competitive and fast-paced business environment, supplier firms often engage in relationships with their customers. Recent advances in information technology offer new ways of managing inter-organizational relationships. In this paper, a model conceptualizing the impact of information technology deployment on inter-organizational buyer-seller relationships is developed. Using an empirical study of 61 German firms engaged in customer-supplier relationships, this paper also gives some empirical evidence for the developed framework. With regard to relationship management, intra- and inter-organizational information technology deployment has different effects on relationship atmosphere and on the relationship's value creation. The findings give new insight into the role of information technology in value-creation in business-to-business relationships. Managerial implications and future research questions in this area are also discussed.
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