An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective
This study examines personal ties between boundary-spanning personnel in interorganizational exchanges in emerging markets. Drawing on social embeddedness theory and boundary spanning theory, we propose that strong ties between boundary spanners may benefit exchange parties in their interorganizatio...
| Main Authors: | , , , |
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| Format: | Journal Article |
| Published: |
2016
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| Online Access: | http://hdl.handle.net/20.500.11937/50190 |
| _version_ | 1848758417036935168 |
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| author | Huang, Y. Luo, Yadong Liu, Y. Yang, Q. |
| author_facet | Huang, Y. Luo, Yadong Liu, Y. Yang, Q. |
| author_sort | Huang, Y. |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | This study examines personal ties between boundary-spanning personnel in interorganizational exchanges in emerging markets. Drawing on social embeddedness theory and boundary spanning theory, we propose that strong ties between boundary spanners may benefit exchange parties in their interorganizational relationships through two heightened boundary-spanning behaviors—information processing and external representation. The results from 225 manufacturer–distributor dyads in China indicate that interpersonal ties at the higher levels (between top executives) and at the lower levels (between salespersons and individual buyers) are both positively associated with relationship quality of the buyer–supplier relationship through dyadic boundary-spanning behaviors. Between two levels of interpersonal ties, ties at the lower levels exhibit a stronger association with relationship quality than do ties at the higher levels. Furthermore, the positive effects of interpersonal ties on conflict resolution and cooperation are amplified when both levels of ties are strong in the focal relationship. |
| first_indexed | 2025-11-14T09:43:39Z |
| format | Journal Article |
| id | curtin-20.500.11937-50190 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| last_indexed | 2025-11-14T09:43:39Z |
| publishDate | 2016 |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-501902017-09-13T15:36:20Z An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective Huang, Y. Luo, Yadong Liu, Y. Yang, Q. This study examines personal ties between boundary-spanning personnel in interorganizational exchanges in emerging markets. Drawing on social embeddedness theory and boundary spanning theory, we propose that strong ties between boundary spanners may benefit exchange parties in their interorganizational relationships through two heightened boundary-spanning behaviors—information processing and external representation. The results from 225 manufacturer–distributor dyads in China indicate that interpersonal ties at the higher levels (between top executives) and at the lower levels (between salespersons and individual buyers) are both positively associated with relationship quality of the buyer–supplier relationship through dyadic boundary-spanning behaviors. Between two levels of interpersonal ties, ties at the lower levels exhibit a stronger association with relationship quality than do ties at the higher levels. Furthermore, the positive effects of interpersonal ties on conflict resolution and cooperation are amplified when both levels of ties are strong in the focal relationship. 2016 Journal Article http://hdl.handle.net/20.500.11937/50190 10.1177/0149206313511115 restricted |
| spellingShingle | Huang, Y. Luo, Yadong Liu, Y. Yang, Q. An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective |
| title | An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective |
| title_full | An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective |
| title_fullStr | An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective |
| title_full_unstemmed | An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective |
| title_short | An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective |
| title_sort | investigation of interpersonal ties in interorganizational exchanges in emerging markets: a boundary-spanning perspective |
| url | http://hdl.handle.net/20.500.11937/50190 |