Skip to main content
Article thumbnail
Location of Repository

Combining the rational and relational perspectives of electronic trading

By Eduardo Redondo, Elizabeth Daniel and John Ward


Many organisations make extensive use of electronic linkages to facilitate their trading exchanges with partners such as suppliers, distributors and customers. This research explores how the use of inter-organisational systems (IOS) both affects, and is affected by, the relationships between trading partners. In doing this, it brings together two existing but distinct perspectives and literatures; the rational view informed by IOS research, and the behavioural or relationship perspective embodied in inter-organisational relationships (IOR) literature. The research was undertaken in the European paper industry by means of six dyadic case studies. The dyads studied covered both traditional electronic data interchange systems and newer e-marketplace environments. A framework was derived from existing literature that integrates the two perspectives of interest. The framework was used to analyse the case studies undertaken and enabled the inter-relationship between IOS use and IOR to be explained

Topics: e-trading, Inter-organisational systems, Inter-organisational relationships
Publisher: Palgrave Macmillan
Year: 2009
DOI identifier: 10.1057/ejis.2008.61
OAI identifier:
Provided by: Cranfield CERES

Suggested articles


  1. (1979). A framework for industrial buying and selling. doi
  2. (1990). A model of distributor firm and manufacturer firm working partnerships. doi
  3. (1999). A multi-disciplinary framework for the management of interorganizational systems. doi
  4. (1988). Airlines reservations systems: lessons from history. doi
  5. (1990). Alliances in industrial purchasing: the determinants of joint action in buyer-supplier relationships. doi
  6. (2003). An assessment of EDI use and other channel communications on trading behavior and trading partner knowledge. doi
  7. (1996). An assessment of motor carrier adoption, use, and satisfaction with EDI.
  8. (1994). An empirical investigation of the antecedents of telecommunication-based interorganizational systems. doi
  9. (1999). An empirical study of the use of EDI in supermarket chains using a new conceptual framework. doi
  10. (1995). An integrated model of buyer-seller relationships. doi
  11. (2003). B2B and modes of exchange: Evolutionary and transformatory effects, in Kogat B.(ed) The Global Internet Economy,
  12. (2002). Business models for internet-based B2B electronic markets, doi
  13. (2000). Buyer–seller relationships along channels of distribution. doi
  14. (2003). Case study research; design and methods. 3rd. edn, Sage Publications, Thousand Oaks,
  15. (1987). Choosing appropriate Information Systems research methodologies. doi
  16. (1990). Determinants of continuity in conventional industrial channel dyads. doi
  17. (1987). Developing buyer-seller relationships. doi
  18. (2000). E-commerce and firm bargaining power shift in grocery marketing channels: a case of wholesalers' structured document exchanges. doi
  19. (2000). E-marketplaces: The new B2B Marketplaces. Harvard Business Review,
  20. (1994). EDI in Germany and the UK: strategic and operational use. doi
  21. (1992). EDI system integration: a definition and literature survey. doi
  22. (1995). Electronic Data Interchange and small organizations: adoption and impact of technology. doi
  23. (1987). Electronic markets and electronic hierarchies. doi
  24. (1993). Electronic trading, interorganizational systems and the nature of buyer-seller relationships: the need for a network perspective. doi
  25. (1998). Emerging electronic partnerships: antecedents and dimensions of EDI use from the supplier's perspective.
  26. (1996). Evolution of inter-organizational information systems in industrial distribution: the cases of Luna and Pappersgruppen. doi
  27. (1964). Exchange and Power in Social Life. doi
  28. (1961). Exchange as a conceptual framework for the study of interorganizational relationships. doi
  29. (2000). Exploring information technology outsourcing27 27 relationships: theory and practice. doi
  30. (2003). Functions of industrial supplier relationships and their impact on relationship quality. doi
  31. (1996). Integrating Variable Risk Preference, Trust and Transaction Cost Economics”, doi
  32. (1982). Inter-organisational information sharing systems. doi
  33. (1988). Inter-organizational information systems as company resources. doi
  34. (1980). International marketing and purchasing of industrial goods -features of a European research project. doi
  35. (1995). Interoganizational information systems and the structure and climate of buyer-supplier relationships. doi
  36. (1997). Interorganizational cooperation: the role of information technology - an empirical comparison of US and Japanese supplier relations. doi
  37. (1998). Interorganizational information system technology and buyer-seller relationships. doi
  38. (1999). IT-intensive value innovation in the electronic economy: insights from Marshall Industries. doi
  39. (2002). Leveraging internet technologies in B2B relationships. doi
  40. (1980). Marketing strategies in industrial markets. doi
  41. (1996). Measuring the extent of EDI usage in complex organizations: strategies and illustrative examples. doi
  42. (1997). Partnering and traditional relationships in business marketing: an introduction to the special issue. doi
  43. (1994). Qualitative data analysis: an expanded sourcebook. 2nd edn, Thousand Oaks, doi
  44. (2002). Qualitative research and computing: methodological issues and practices in using QSR Nvivo and NUD*IST. doi
  45. (1997). Relational exchange: a review of selected models for a prediction matrix of relationship activities. doi
  46. (1995). Relationship marketing and distribution channels. doi
  47. (1997). Relationship marketing theory in practice: a case study. doi
  48. (1958). Social behavior as exchange. doi
  49. (2005). Social exchange theory: an interdisciplinary review. doi
  50. (2002). Strategic and operational benefits of electronic integration in B2B procurement processes. doi
  51. (2000). Strategic payoff from EDI as a function of EDI embeddedness.
  52. (1987). The case research strategy in studies of Information Systems. doi
  53. (1994). The commitment-trust theory of relationship marketing. doi
  54. (1980). The development of buyer-seller relationships in industrial markets. doi
  55. (1985). The economic institutions of capitalism: firms, markets and relational contracting, doi
  56. (1973). The economic theory of agency: the principal's problem.
  57. (1997). The effect of EDI on market channel relationships in retailing. doi
  58. (2001). The effect of relationship dimensions on interpersonal and interorganizational commitment in organizations conducting business between Australia and China. doi
  59. (2002). The evolution of a project involving an integrated analysis of structured qualitative and quantitative data: from N3 to NVivo. doi
  60. (1978). The external control of organizations: a resource dependence perspective. doi
  61. (1993). The impact of information technology on the organization of economic activity: the "move to the middle" hypothesis.
  62. (1994). The interdisciplinary study of coordination. doi
  63. (1996). The Organizational Trust Inventory (OTI): development and validation,” doi
  64. (1995). Theories of the firm, strategic management, and leadership. In: Montgomery, C.A., (Ed.) Resource-based and evolutionary theories of the firm: towards a synthesis, doi
  65. (2003). Trust, control and the role of interorganizational systems in electronic partnerships. doi
  66. (2000). Trust, power and interorganizational information systems: the case of the electronic trading community TransLease. doi
  67. (2000). Walking a tightrope: creating value through interorganizational relationships. doi

To submit an update or takedown request for this paper, please submit an Update/Correction/Removal Request.