Partner Search, Knowledge Acquisition and Interfirm Control
Speaker
Abstract
| Using a knowledge acquisition perspective, we examine how firms design control structures for managing interfirm transactions. We analyze how firms during partner search processes and prior exchange experiences with the partner acquire supplier information that facilitates control design. An analysis of 287 IT transactions shows that focused partner search and partner experience facilitate the acquisition of enhanced supplier information, which in turn affects firms’ design and use of control mechanisms during transaction execution. In addition, we find that by providing first-hand supplier information, partner experience substitutes for pro-active knowledge acquisition during the partner search process. |
| Contact information: |
| Paolo Perego |
