Industry viewpoint: relational interdependency and punctuated equilibrium

Abstract

A better understanding of relational interdependency can help a buyer manage an effective level of commitment with a supplier and, consequently, increase successful exchange outcomes. The buyer which successfully manages relational commitment, encourages the supplier to make transaction‐specific investments for the buyer‐supplier working partnership. However, as the supplier makes these non‐redeployable investments, it also increases dependence on the buyer. The caveat is that a supplier which perceives a decline in buyer commitment will likely act to decrease this dependency on the buyer.

Citation

Feldman, L.J. (1998), "Industry viewpoint: relational interdependency and punctuated equilibrium", Journal of Business & Industrial Marketing, Vol. 13 No. 3, pp. 288-293. https://doi.org/10.1108/08858629810222306