Inter-organizational communication as a relational competency: Antecedents and performance outcomes in collaborative buyer-supplier relationships

Antony Paulraj, Augustine A. Lado, Injazz J. Chen

Research output: Journal PublicationArticlepeer-review

698 Citations (Scopus)

Abstract

Inter-organizational communication has been documented as a critical factor in promoting strategic collaboration among firms. In this paper, we seek to extend the stream of research in supply chain management by systematically investigating the antecedents and performance outcomes of inter-organizational communication. Specifically, inter-organizational communication is proposed as a relational competency that may yield strategic advantages for supply chain partners. Using structural equation modeling, we empirically test a number of hypothesized relationships based on a sample of over 200 United States firms. Our results provide strong support for the notion of inter-organizational communication as a relational competency that enhances buyers' and suppliers' performance. Implications for future research and practice are offered.

Original languageEnglish
Pages (from-to)45-64
Number of pages20
JournalJournal of Operations Management
Volume26
Issue number1
DOIs
Publication statusPublished - Jan 2008
Externally publishedYes

Keywords

  • Buyer-supplier relationships and performance
  • Information exchange
  • Inter-organizational communication
  • Knowledge sharing
  • Relational competency

ASJC Scopus subject areas

  • Strategy and Management
  • Management Science and Operations Research
  • Industrial and Manufacturing Engineering

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