Norms versus behavior in OEM-supplier relationships: Antecedents and outcomes in intendedly relational exchange

This dissertation develops a theoretical framework for understanding the influence that firm-specific characteristics have on relationships between trading partners, and empirically tests this framework with data obtained from OEM buyers and suppliers. Specifically, the theoretical framework addresses how the characteristics of buyers and suppliers influence their behavior in, and the outcomes of, norms-based inter-firm relationships. The dissertation offers refutable hypotheses about the influence that existing structure and processes have on firm behavior and the effect that such behaviors have on relationship outcomes. In addition, it extends the prevailing models by creating an explicit distinction between norms of behavior and actual behavior.; Several streams of literature were examined in developing a conceptual model. These included transaction cost economics, relational exchange theory, and research on organizational structure and design. The hypotheses derived from the conceptual model are empirically tested using cross-sectional survey data. These data were collected through the administration of a mail questionnaire to key informants of buyers and their suppliers within a national sample of original equipment manufacturers (OEMs).; Mixed support for the proposed model was found. The results indicate that shared norms may be generated in adolescent ties when partners feel mutually locked in to the relationship. Also, the results support the contention that norms are not synonymous with behavior and must be treated as distinct constructs. Finally, there is evidence that the evaluation of the relationship is affected when norms and behaviors are not equal. However, the contention that external factors of uncertainty lead to intentional relational ties was not supported. In addition, the results do not support the assertion that organizational characteristics influence behavior in intendedly relational ties.; Theoretical implications, research limitations and avenues for future research are discussed.