Purpose

This paper aims to understand the factors of the exchange relationship that influence a target-partner’s decisions to adopt virtual governance strategies.

Design/methodology/approach

Hypotheses are tested using an online panel of 259 key informants from manufacturing firms that sell goods to retailers. Data are analyzed using structural equation modeling.

Findings

The study confirms the hypotheses that the target partner’s trust in the initiating partner is a significant driver of supply chain management system (SCMS) adoption intention. While trust fully mediates the adverse effects of technological uncertainty on adoption intentions, asset specificity directly influences both trust and adoption intentions. Additionally, the initiating-partner’s incentive orientation mitigates these effects and encourages SCMS adoption.

Research limitations/implications

This paper contributes to the study of virtual governance and interorganizational adoption decisions in two primary ways. First, it elucidates the relationship between transaction costs and relational norms. Second, it examines the role that the shadow of past incentives has on the target-partner’s decisions to electronically integrate with the initiating partner.

Practical implications

The findings from this study contribute to the virtual governance and interorganizational technology adoption literature by demonstrating the relevance of characteristics of the exchange relationship in the target-partner’s decision to adopt the SCMS technologies necessary for electronic integration. This study provides a better understanding of the function of transaction costs and relational norms that paves the way for further exploration of the choice to adopt virtual governance strategies.

Originality/value

Given that SCMSs enable virtual governance, the findings of this study make important contributions to understanding how transactional and relational elements of the exchange relationship influence a target-partner’s decisions to participate in vertical control strategies with an initiating-partner.

中文翻译：

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关系和交易因素在采用虚拟治理策略中的作用

目的

本文旨在了解影响目标合作伙伴决定采用虚拟治理策略的交换关系因素。

设计/方法/方法

使用来自向零售商销售商品的制造公司的 259 名关键线人组成的在线小组对假设进行了测试。使用结构方程模型分析数据。

发现

该研究证实了目标合作伙伴对发起合作伙伴的信任是供应链管理系统 (SCMS) 采用意愿的重要驱动因素的假设。虽然信任完全调解了技术不确定性对采用意愿的不利影响，但资产专用性直接影响信任和采用意愿。此外，发起合作伙伴的激励导向减轻了这些影响并鼓励采用 SCMS。

研究限制/影响

本文以两种主要方式对虚拟治理和组织间采用决策的研究做出了贡献。首先，它阐明了交易成本和关系规范之间的关系。其次，它考察了过去激励措施的影子对目标合作伙伴与发起合作伙伴进行电子整合的决定所起的作用。

实际影响

本研究的结果通过证明交换关系特征在目标合作伙伴决定采用电子集成所必需的 SCMS 技术中的相关性，有助于虚拟治理和组织间技术采用文献。本研究提供了对交易成本功能和关系规范的更好理解，为进一步探索采用虚拟治理策略的选择铺平了道路。

原创性/价值

鉴于 SCMS 能够实现虚拟治理，本研究的结果对理解交换关系的交易和关系元素如何影响目标合作伙伴参与与发起合作伙伴的垂直控制策略的决策做出了重要贡献。