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Cited by 1,069

The DOI matches its Crossref record; 12 of the 12 references it cites were found in a registry or an index.

Pie-Expansion Efforts: Collaboration Processes in Buyer–Supplier Relationships

Jap, Sandy D.·1999·Journal of Marketing Research
DOI 10.1177/002224379903600405
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Abstract

The business press has coined the term “pie expansion” to refer to the collaborative process of creating mutually beneficial strategic outcomes between buyers and suppliers. In this research, the author provides an explanation of this process, hypothesizing that such outcomes are achieved through the use of coordination efforts across organizational boundaries and specialized investments. The author investigates the facilitating roles of various environmental, interorganizational, and interpersonal conditions in this process. The results of a longitudinal survey of more than 220 buyers and suppliers indicate that the collaboration process is worthwhile, with coordination efforts and investments leading to enhanced profit performance and the realization of competitive advantages over time. Environmental dynamism and demand motivate suppliers to form collaborative exchanges with buyers and facilitate the dyad's willingness to create idiosyncratic investments. Goal congruence and interpersonal trust facilitate coordination effort, and complementary capabilities facilitate both effort and investments.

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Citations

Cites

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Metadata

Authors
Jap, S. D.
Venue
Journal of Marketing Research
Publisher
SAGE Publications
Published
1999-11
Volume
36
Issue
4
Pages
461-475
ISSN
  • 0022-2437 (ISSN-L)
  • 1547-7193
DOI
10.1177/002224379903600405
OpenAlex
W2019153062
Cited by
1,069
References
12
FWCI
19.87
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

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CoChat. (2026). Citation check: Pie-Expansion Efforts: Collaboration Processes in Buyer–Supplier Relationships. https://app.cochat.ai/papers/10.1177/002224379903600405
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Jap, S. D. (1999). Pie-Expansion Efforts: Collaboration Processes in Buyer–Supplier Relationships. Journal of Marketing Research. https://doi.org/10.1177/002224379903600405

Data sources

Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.