Abstract
Purpose – Despite its theoretical potential, the relational view proposed by Dyer and Singh (1998) has not been established as a dominant theoretical framework, since the concomitant use of its main constructs is rare. This paper intended to test the relational view considering the impact of its constructs on the economic value created in relationships between buyers and suppliers. Design/methodology/approach – A cross-sectional survey with 121 respondents was conducted in the Brazilian chemical sector. To analyze the measurement models and test the hypotheses, confirmatory factor analysis and multiple linear regression were used. Findings – The limited support for the hypotheses tested suggests that the operationalization of the relational view as an explanatory theory requires further study. Asset specificity seems to be the most solid construct, with a relevant effect on the relational value, and it is present in some moderating effects on environmental variables. The results also suggest that relational governance has some effect on the value captured by the supplier. Originality/value – In addition to the need to review the operationalization of the Relational View, the proposed value measurement model contributed to identifying differences between the value created for the buyer and the value created for the supplier. The measurement scales of value creation presented good quality of fit and also represent a contribution for further research.
Highlights
The relational view, proposed in the seminal paper by Dyer and Singh (1998), is an important derivation of the resource-based view (RBV) (Acedo, Barroso, & Galán, 2006)
The results indicated that the deviations from normality were small and acceptable, allowing for the use of F and t statistics for the data analysis, which included confirmatory factor analysis and multiple regression (Hair et al, 2009)
Asset specificity seems to be the most solid construct, with a relevant effect on the value coming from the relationship and being present in some of the moderating effects of the environmental variables
Summary
The relational view, proposed in the seminal paper by Dyer and Singh (1998), is an important derivation of the resource-based view (RBV) (Acedo, Barroso, & Galán, 2006). Given the emergence and increasing importance of the resource-based view, the relational view proposal was of great appeal to academics who study the relationship between firms and who, until had been restricted to other dominant theoretical approaches that focused on minimizing costs. The new theoretical view enabled this advance when it explained value creation (Zajac & Olsen, 1993) and made a connection in this context between relationships and the competitive advantage of the firms involved in them (Kozlenkova, Samaha, & Palmatier, 2014). The emphasis on value creation is a consistent approach with the management of relational transactions embedded in the shared economy, which are not directly monetized. Becomes a relevant variable vis-à-vis the traditional performance-based approach
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