Purpose

The purpose of this study is to empirically investigate the dark side of business-to-business (B2B) relationships in traditional business practices worldwide that rely on strong networks.

Design/methodology/approach

This study applies a questionnaire survey to collect data from buyers in 224 Kuwaiti firms and uses the partial least squares structural equation model for data analysis.

Findings

Drawing on the social exchange theory, we test the relationships between B2B wasta, relationship satisfaction, innovation and efficiency. The findings show that despite the belief that wasta brings long-term benefits when applied in B2B relationships, it negatively impacts the firm’s efficiency.

Originality/value

This study contributes to the existing literature on B2B relationships by identifying important issues related to the multifaceted nature of B2B wasta relationships. The study confirms the importance of relational and innovation benefits over economic consequences based on elements of social exchange theory, which extends our current understanding of the application of SET in B2B wasta relationships.

中文翻译：

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支持互惠、创新和低效率：企业对企业浪费关系的双刃剑

目的

本研究的目的是根据经验调查依赖强大网络的全球传统商业实践中企业对企业 (B2B) 关系的阴暗面。

设计/方法/方法

本研究采用问卷调查从 224 家科威特公司的采购商那里收集数据，并使用偏最小二乘结构方程模型进行数据分析。

发现

借鉴社会交换理论，我们测试了 B2B 浪费、关系满意度、创新和效率之间的关系。研究结果表明，尽管人们相信浪费在 B2B 关系中会带来长期利益，但它会对公司的效率产生负面影响。

原创性/价值

本研究通过确定与 B2B 浪费关系的多面性相关的重要问题，为现有的 B2B 关系文献做出了贡献。该研究基于社会交换理论的要素确认了关系和创新收益对经济后果的重要性，这扩展了我们目前对 SET 在 B2B 浪费关系中的应用的理解。