IS Application Capabilities and Relational Value in Interfirm Partnerships

IS Application Capabilities and Relational Value in Interfirm Partnerships

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Article ID: iaor200920430
Country: United States
Volume: 18
Issue: 3
Start Page Number: 320
End Page Number: 339
Publication Date: Sep 2007
Journal: Information Systems Research
Authors: , ,
Keywords: information
Abstract:

This study examines how capabilities of information systems (IS) applications deployed in the context of interfirm relationships contribute to business performance. We propose that these capabilities augment the relational value that a firm derives from its business partners—channel partners and customer enterprises—in the context of the distribution channel. Two cospecialized relational assets are considered as key to realization of relational value—knowledge sharing and process coupling. Hypotheses linking two IS capabilities (IS flexibility and IS integration) to the relational asset dimensions, and ultimately to firm performance, are proposed. The research model is tested based on data collected through a survey of business units of enterprises embedded in customer and channel partner ties in the high–tech and financial services industries.

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