A research on the relationship between trading partnership and organizational performance based on the Social-Exchange Theory: The case of an electronic reverse auction platform

• Main Authors: Ming-Chun Hsiao, 蕭名君
• Other Authors: Jui-Chih Chen
• Format: Others
• Language: zh-TW
• Online Access: http://ndltd.ncl.edu.tw/handle/27776612859976810227

碩士 === 淡江大學 === 會計學系碩士班 === 96 === Electronic reverse auction is a procurement platform set up by a dominant buyer to integrate its purchase needs from whole business units. It can reduce purchase and product cost, also enhance purchase performance. Most electronic commerce research has focused on buyers’ point of view to analyze the use of third party or sellers’ electronic commerce applications. However, little has done from suppliers’ point of view to investigate the use buyers’ electronic commerce applications. Therefore, it is aimed to understand the relationships amongst power, trust, and commitment based on Social-Exchange theory, and further to analyzes their effects on trading partnership and organizational performance. The research uses questionnaire survey to gather data from the suppliers of a conglomerate which runs an electronic reverse auction platform. The findings suggest that the suppliers’ perceived buyer’s non-coercive power has significant positive impact on their trust and commitment to the buyer. The more trust and commitment the suppliers have to the buyer, the closer partnership they have. Furthermore, the quality and the continuity of partnership positively influence suppliers’ performance. Finally, it is found that the quality and the continuity of partnership are the mediators between non-coercive power, trust and organizational performance.