Paper info: Governance mechanisms in inter-organizational relationships:domestic vs. international relationships
Governance mechanisms in inter-organizational relationships:domestic vs. international relationships
Bjoern Sven Ivens
Place of Publication
The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.
Governance mechanisms have been identified as a key element of business relationships. However little is known about possible differences between their use in domestic vs. international business relationships. In an empirical study the authors compare the use of five governance mechanisms (contracts, value-creating norms, value-claiming norms, specific investments and trust) and their impact on business customers' satisfaction and commitment in relationships between German suppliers and sellers vs. relationships between German customers and foreign sellers.