- "Antes, Alexis" (x)
- 2011-12-01 (x)
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Show moreScholarly literature supports the notion that businesses benefit from long term collaborative relationships with trading partners, yet arm?s length, adversarial relationships between buyers and sellers persist. Although scholarly research provides insights regarding conceptual and operational aspects of buyer-seller collaborations, very little has been published concerning the preparation or activities that lead into collaborative relationships. To address this gap this study conducted research involving semi structured interviews with buyers and sellers to understand how collaboration evolves in buyer seller relationships. Of specific interest is how buyer seller relationships, characterized by fear of opportunism and guarded behavior, transition to collaboration characterized by openness and partnering behaviors. Findings suggest relationship specific adaptations such as zero based pricing and action research projects act as catalysts to break restrictive buyer paradigms and influence the re construction of buyer paradigms better aligned to collaborative interactions. This paradigm shift is associated with two significant outcomes: (1) an opportunity for sellers to assume a new identity in the eyes of the buyer and (2)increased organizational performance for buyers and sellers alike.
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Show moreSocial networking platforms, systems designed to provide digital content services specifically for social network sites, continue to develop through a rapid combination of components forming a service ecology that is much more than a single tool or service. In spite of this development, the most widely utilized theories of technology adoption and usage have focused on single user level tool adoption which limits their explanatory power of services platforms. These platforms have experienced tremendously rapid growth rates and the current state-of-the-art research attempts to explain this phenomenon through an economic or network effect lens, which fall short in explaining individual or social antecedents driving this phenomenon. Filling these gaps, the present study identifies social and technological factors that influence widespread and fast adoption of digital services on social networking platforms. Our findings suggest that (a) perceived usefulness has a strong, positive effect on predicting two critical elements of social contagion ? fan out and retention, and (b) individual behaviors of voyeurism and exhibitionism and the platform processes of co-creation and co-production provide a stronger explanation of social contagion on social networking platforms than single-user focused technology adoption theories. This study makes an important theoretical contribution by articulating the impact of social factors on fan out and retention on social networking sites thus offering new vistas to examine digital platform growth and the diffusion of digital services.
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