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1、ARTICLEINPRESSInt.J.ProductionEconomics120(2009)79–87ContentslistsavailableatScienceDirectInt.J.ProductionEconomicsjournalhomepage:www.elsevier.com/locate/ijpeCooperativestrategiesincustomer–supplierrelationships:Theroleofinterfirmtrustab,cToniLaaksonen,To
2、niJarimo,HarriI.KulmalaaABBServiceInc.,FinlandbNokiaCorporation,P.O.Box226,FI-00045NokiaGroup,FinlandcFIMECCLtd.,FinlandarticleinfoabstractArticlehistory:Inthispaperwemodeltherealcoststructuresofthreecustomer–supplierrelationshipsReceived1September2007thro
3、ughagametheoryapproach.ThethreecasesdemonstratethebenefitsofmutualAccepted1July2008interfirmtrustinfinanciallymeasurableterms.Indeed,interfirmtrustcandecreaseAvailableonline18October2008thetransactioncostsoftherelationship,thusprovidingcompetitiveadvantagefort
4、heKeywords:partners.Moreover,wepresentapricingarrangementthatpartiallycompensatestheCooperationpossiblelackofmutualtrust.ApracticalimplicationisthatmanagersshouldpaymoreCostmanagementattentiontotheroleofinterfirmtrustinpartnerselectionprocesses.Gametheory&2
5、008ElsevierB.V.Allrightsreserved.Inter-organizationalrelationshipTrust1.Introduction(JohansonandMattson,1987;Ha˚kansonandSnehota,1989;Blois,1999).EventhoughthishasmadetheTheimportanceofinterfirmtrusthasincreasedasphenomenonbothempiricallyandtheoreticallystr
6、uc-manycustomer–supplierrelationshipshavebecomemoreturedandunderstandable,earlierresearchhasnotcooperativebytheirnature.Thus,severalresearchershavecapturedandreportedtherealfinancialvalueandbenefitspaidattentiontointerfirmtrustanditsbenefitsfromofinterfirmtrust
7、incustomer–supplierrelationships.Thetheoreticalandempiricalperspectives(DasandTeng,typicalwaytoevaluatethebenefitsprovidedbytrusthas1998a;Zaheeretal.,1998;Blois,1999;Blomqvistetal.,beenquantitativequestionnaireswhichdonottakeinto2002;DyerandChu,2003).Theben
8、efitsfromtrustcanbe,accounttherealfinancialeffectsofinterfirmtrust(Fynesforinstance,reductionoftransactioncosts,increasedetal.,2005).Instead,theresultsofthesequestionnairesinformationsharing,andwillingnesstoinve
