This paper aims to analyze the underlying factors of contract renewals in business-to-business (B2B) contracts.,The authors build a unique data set with 296 contracts signed between a major firm supplying petrochemical goods and its 128 customers between 2013 and 2016. They use Insider Econometrics as their methodological approach.,The econometric results suggest that contracts involving higher volume of trade, higher levels of dedicated assets representing seller’s specific investments in each transaction, and contracts comprising more than one product present an increased likelihood of being renewed.,Although limited to a single organization, this paper contributes to management theories focused on buyer–supplier relationships in which coordination between interdependent parties is required.,Practitioners engaged in B2B relationships may benefit from the findings to shape their bargaining strategies in contexts of high levels of asset specificity and bilateral dependence.,This paper contribute to theories related to the strategic negotiation between buyers and suppliers by emphasizing the importance of asset specificity in a nuanced and multifaceted fashion, by highlighting aspects related to resource dependency, and idiosyncratic characteristics on contract renewal.

中文翻译：

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企业对企业关系中合同续签的决定因素

本文旨在分析企业对企业 (B2B) 合同中合同续签的潜在因素。作者构建了一个独特的数据集，其中包含 2013 年至 2016 年间供应石化产品的主要公司与其 128 位客户之间签署的 296 份合同。他们使用内部计量经济学作为他们的方法论方法。计量经济学结果表明，涉及更高交易量、更高水平的专用资产代表卖方在每笔交易中的特定投资的合同，以及包含多个产品的合同，续签的可能性更大。 ,虽然限于单个组织，本文有助于管理理论侧重于买方 - 供应商关系，其中需要相互依赖的各方之间的协调。，从事 B2B 关系的从业者可能会从研究结果中受益，以在高度资产专用性和双边依赖的背景下塑造他们的谈判策略。,本文通过强调资产专用性的重要性，为与买方和供应商之间的战略谈判相关的理论做出贡献。通过突出与资源依赖相关的方面以及合同续签的特殊特征，这是一种微妙而多方面的时尚。和合同续签的特质。和合同续签的特质。