Published in

SAGE Publications, Journal of International Marketing, 3(23), p. 22-40, 2015

DOI: 10.1509/jim.14.0138

Links

Tools

Export citation

Search in Google Scholar

Contract Specificity, Contract Violation, and Relationship Performance in International Buyer-Supplier Relationships

Journal article published in 2015 by David A. Griffith, Yanhui Zhao
This paper is available in a repository.
This paper is available in a repository.

Full text: Download

Green circle
Preprint: archiving allowed
Green circle
Postprint: archiving allowed
Red circle
Published version: archiving forbidden
Data provided by SHERPA/RoMEO

Abstract

This work examines contractual governance in international buyer supplier relationships by investigating the linkages between contract specificity, contract violation, and relationship performance as well as the roles of contract monitoring and a country's institutional factors (i.e., country business risk and country globalization). The findings, based on a survey of international buyer supplier relationships, provide new insights into a contract specificity -> contract violation : relationship performance model. For example, the results indicate that contract specificity is not directly related to contract violation but, rather, that country-level factors moderate the effectiveness of contract specificity (i.e., contract specificity is more effective in suppressing an international buyer's contract violation if the buyer is from a country characterized by low business risk or high country globalization). The results also demonstrate that contract monitoring can mitigate the negative association between contract violation and relationship performance.