Purpose

The purpose of this study is to assess the validity and predictability of insights from the investment model (IM) in the context of strategic manufacturer–industrial supplier relationships. IM is a theoretical model in social psychology pertaining to interpersonal relationship discontinuity. This formal empirical test of IM in a different context supports vertical theory borrowing and minimizes the risk of committing atomistic fallacy.

Design/methodology/approach

Data collected from 256 sourcing professionals participating in a scenario-based role-playing experiment were analyzed via structural equation modeling. The authors also performed bootstrapping to assess indirect effects.

Findings

The IM is generally applicable to the context of interfirm relationship dissolution. Relative to the original context of interpersonal relationship dissolution, three nuances are detected: investment size as an antecedent has lowered prominence in influencing commitment; satisfaction level, quality of alternatives and investment size have non-orthogonal effects on commitment; and satisfaction level influences relationship continuity through and beyond commitment.

Research limitations/implications

The empirical findings broaden boundary conditions for IM insights. Beyond interpersonal relationship dissolution, the IM appears to also describe, explain and predict interfirm relationship dissolution.

Practical implications

Keeping the manufacturer satisfied is critical. Moreover, suppliers should be cautious when entering joint product development agreements.

Originality/value

This study appears to be among the first to formally validate the applicability of IM insights as they pertain to the dissolution of strategic manufacturer–industrial supplier relationships.

中文翻译：

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战略制造商-工业供应商关系的解体：投资模型的见解是否有效且具有预测性？

目的

本研究的目的是评估战略制造商-工业供应商关系背景下投资模型 (IM) 见解的有效性和可预测性。IM是社会心理学中关于人际关系不连续性的理论模型。这种在不同背景下对 IM 的正式实证检验支持垂直理论借用，并将犯下原子谬误的风险降至最低。

设计/方法/方法

通过结构方程模型分析了从参与基于场景的角色扮演实验的 256 名采购专业人员收集的数据。作者还进行了自举以评估间接影响。

发现

IM 通常适用于公司间关系解除的情况。相对于人际关系解体的原始背景，发现了三个细微差别：投资规模作为前因降低了影响承诺的重要性；满意度、备选方案的质量和投资规模对承诺的影响是非正交的；满意度水平通过承诺和承诺以外的方式影响关系的连续性。

研究限制/影响

实证结果拓宽了 IM 洞察力的边界条件。除了人际关系的解体，IM 似乎还描述、解释和预测了公司间关系的解体。

实际影响

让制造商满意至关重要。此外，供应商在签订联合产品开发协议时应谨慎。

原创性/价值

这项研究似乎是首批正式验证 IM 洞察力的适用性的研究之一，因为它们与战略制造商-工业供应商关系的解体有关。