The value of relational learning in global buyer‐supplier exchanges: a dyadic perspective and test of the pie‐sharing premise
Abstract
Research in collaborative interorganizational relationships has typically focused on the value of these relationships to a specific supply chain partner. Furthermore, the phenomenon has rarely been explored in a global setting. Using primary data from 126 cross‐border dyads, we investigate the influence of relational learning on the relationship performance of both the buyer and the supplier, testing the contention that both members (1) benefit from relational learning efforts and (2) enjoy equal pieces of the benefits pie. We find that three specific types of relational learning (information sharing, joint sensemaking, and knowledge integration) influence relationship performance, and that these dimensions of relational learning affect supply chain partners in different ways. We draw conclusions regarding the relative value of relational learning for both buyers and suppliers. Copyright © 2011 John Wiley & Sons, Ltd.
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In the three outcome-evoking definitions of collaboration, authors refer to dissimilar outcomes such as collaboration quality and stability of the business relationship.
“In the three definitions evoking outcomes (Cheung, Myers, & Mentzer, 2011;Hardy et al., 2005;Park & Ungson, 2001), authors refer to dissimilar outcomes, such as collaboration quality and stability of the business relationship.”
From Collaboration, Coordination, and Cooperation Among Organizations: Establishing the Distinctive Meanings of These Terms Through a Systematic Literature Review (2020) · cites this paper as Cheung, Myers, & Mentzer, 2011
Cites
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Peng, D. X., & Lai, F. (2012) · Journal of Operations Management · doi:10.1016/j.jom.2012.06.002 · Cited by 1,532 · see citing works
Castañer, X., & Oliveira, N. (2020) · Journal of Management · doi:10.1177/0149206320901565 · Cited by 525 · see citing works
- Authors
- Cheung, M., Myers, M. B., & Mentzer, J. T.
- Affiliations
- Xavier University (US)
- University of Tennessee at Knoxville (US)
- Corresponding author
- Cheung, Mee‐Shew
- ORCID
- Cheung, Mee‐Shew
- Venue
- Strategic Management Journal
- Publisher
- Wiley
- Published
- 2011-03-21
- Volume
- 32
- Issue
- 10
- Pages
- 1061-1082
- ISSN
- 0143-2095 (ISSN-L)
- 1097-0266
- OpenAlex
- W2083551109
- Cited by
- 204
- References
- 5
- Citations by year
- 2026: 11 · 2025: 8 · 2024: 13 · 2023: 12 · 2022: 21 · 2021: 15 · 2020: 19 · 2019: 17 · 2018: 11 · 2017: 16 · 2016: 15 · 2015: 10 · 2014: 16 · 2013: 13 · 2012: 6
- FWCI
- 23.35
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Strategic Management Journal (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Management Information Systems › Quality and Supply Management
- Social Sciences › Business, Management and Accounting › Management Information Systems › Outsourcing and Supply Chain Management
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
- Keywords
- relational learning, buyer-supplier relationships, interorganizational relationships, cross-border supply chains, relationship performance, information sharing, knowledge integration, dyads, global supply chains
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