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This paper aims to develop a theoretical framework based on transaction cost economics that identifies key factors shaping public agencies’ governance of supplier relationships and related performance implications.

The paper presents an extended transaction cost framework for research on public procurement (PP) with a corresponding set of propositions. Transaction cost theory and specific features of and challenges to the PP function identified in extant literature constitute the main elements of the framework.

This conceptual paper makes three sets of proposals. First, public agencies tend to rely on market governance of supplier relationships and when PP deploys non-market governance, such governance tends to be of a unilateral (vs bilateral) kind. Second, increases in purchasing competence and autonomy of PP and particularly if implemented in tandem, will reduce PP’s overreliance on market governance and increase PP’s use of non-market governance. Third, PP should perform better for less complex transactions – and when contracting complexity relates to safeguarding of specific assets rather than when complexity relates to environmental and behavioral uncertainty. Increases in competence and autonomy should increase PP’s performance, particularly for complex transactions.

Public agencies may be in a better position to align governance solutions with transaction complexities by developing their procurement competence, decentralizing procurement decisions and increasing the flexibility of national and international procurement regulations. Private companies selling to public agencies need to be aware of and able to adapt to PP practices such as extensive use of market governance and unilateral governance as the primary form of non-market governance.

The paper discusses how public agencies can improve procurement performance through better alignment of governance of supplier relationships with transaction attributes and thereby increase the quality of public services.

The paper relies on a well-established theoretical perspective, enabling identification (and, potentially, correction) of governance misalignment in the public sector.

While studies about business-to-business (B2B) relationships have mainly addressed buyer–supplier long-term exchanges, focusing on social outcomes such as trust, commitment and cooperation, there is little research that explores the social outcomes which stem from short-term B2B transactions. The purpose of this paper is to explain buyers’ intention to renew a contract after discrete and time-delimited transactions by suggesting a model that complements social exchange theory with theories of fairness. In detail, this study aims to determine how evaluations of economic and social outcomes are complemented by both procedural fairness and distributive fairness.

The hypotheses are tested in the social couponing industry with a survey of a sample of 199 firms purchasing advertising services from daily deal websites. Data are analyzed using covariance-based structural equation modeling (CB-SEM).

The findings reveal direct effects of procedural fairness on social outcomes (satisfaction) and distributive fairness on the intention to renew a contract, negative moderating effect of procedural fairness on the relationship between economic outcomes (campaign effectiveness) and social outcomes (satisfaction).

In discrete, time-delimited transactions, high levels of procedural fairness may partially compensate for low levels of economic outcomes and prevent a reduction in social outcomes. Hence, when economic outcomes are influenced largely by external, uncontrollable conditions, the buyer seems to appreciate the supplier’s efforts to behave fairly.

Social outcomes matter even in discrete transactions and considerations of fairness should be integrated in the management of discrete transactions. Sharing economic outcomes fairly is not sufficient to secure the buyer’s intention to renew the contract.

This study proposes and tests a model that complements social exchange theory with theories of fairness and explains contract renewal in discrete, time-delimited transactions, encompassing both economic outcomes and social outcomes.

Destinations have in the scholarly literature been labeled as communities of interdependent organizations that collectively coproduce a variety of products and services. The paradigm comes close to describing destinations as firms which are embedded in interfirm networks. Recent studies provide crucial insights into an understanding of destinations' orchestration and structuration as coproducing interfirm networks. However, systematic knowledge about how these systems evolve and develop is lacking. This chapter addresses this issue and elaborates how the concepts of scale-free and small-world networks together can explain the process of destination evolution. The discussion also suggests how such theorizing can spur avenues for future research.

This paper aims to investigate the impact of a firm's marketing strategy on involving customers in new product development. Special attention is to be paid to three facets of a marketing strategy: product differentiation, competitor orientation and brand profiling emphasis.

A survey with quantitative questionnaires was used in the context of relationships between Norwegian suppliers and international buyers.

Two facets of marketing strategy, product differentiation and competitor orientation, positively impact customer involvement. Furthermore, specific investments dedicated to the relationship are also positively related to customer involvement, and customer involvement increases customer profitability.

The study relies on data from the suppliers, and future studies should also include customer data to explore possible effects of the customer's marketing strategy on joint involvement in new product development.

The study shows that managers seeking to involve customers in product development should carefully develop their marketing strategy and build commitment through specific investments.

Previous studies show that firms can benefit from involving customers in new product development. This paper extends knowledge in the field by exploring how different facets of the firm's marketing strategy can increase or decrease the possibilities for involving customers.

The purpose of this study is to develop new knowledge on corporate branding from a corporate social responsibility (CSR) perspective. The paper is particularly concerned with how environmental awareness can function as a specific CSR activity, and how environmental awareness can impact corporate brand. The paper also investigates the role of personal leadership, both within the company and externally, in developing an environmentally responsible company.

The paper uses an explorative research method and studies one company within the Norwegian offshore oil and gas industry. The analysis is based on qualitative interview data.

The study shows how the founder's role as “cultural architect” has a positive impact on how external constituents assess the image of the company, especially with regard to the company's innovations and its awareness of environmental issues, in two ways: first, it shapes, coordinates, energizes and leverages employees' attitudes and behaviors in relation to environmental issues; second, it thereby enforces a positive external reputation for the company, especially as a “green innovator”.

The findings are induced from a case study of one company in a particular industry. The results may therefore not be applicable or generalizable to other companies or other industries.

The study suggests that companies may gain reputational advantages and differentiation in integrating corporate social responsibility and environmental awareness as a core element of their business strategy.

The paper contributes to the corporate branding literature by exploring the role of CSR, and in particular concern for environmental issues and personal leadership, in building corporate reputation and developing a strong corporate brand.

The purpose of this paper is to address the prerequisites for achieving coordinated action in reverse distribution systems. It is an underlying assumption in distribution, logistics and supply chain management that a higher level of coordination between the actors is superior to a lower, and a higher levels of coordination will in turn lead to increased performance. Coordination requires the actors to implement efficient coordination mechanisms. The separate distribution flows need to be coordinated individually with appropriate coordination mechanisms. Furthermore, actors need to pay close attention to how different coordination mechanisms co‐exist in order to achieve a higher level of coordinated action and superior system performance.

The paper is based on a comparative case study of reverse distribution systems for electrical and electronic products in Norway.

The empirical results indicate that lack of coordination across flows increases costs and reduces the service level, and a low level of coordinated action is achieved. In contrast, it is also found that well functioning coordination mechanisms across flows decrease costs and increase the level of service, indicating that coordinated action is achieved. It is also found that end‐user characteristics are driving forces leading to different types of reverse distribution systems.

The paper builds an important bridge between separate flows in distribution systems, and addresses a void in distribution research.

Argues that relational exchange is dependent upon both effectiveness and power considerations. The primary objective is to study the effect of power and effectiveness on the relational exchange process between voluntary retail chains and their vendors. In particular, proposes that relational exchange between the chain and the vendor is dependent on (1) the chain’s ability to obtain necessary coordination and limiting free‐riding within the chain system, as well as (2) creating a symmetrical dependence structure that fosters trust and long‐term commitment. The first issue is related to effectiveness, while the second issue concerns aspects of power. The hypotheses were tested on a sample of relations between voluntary retail chains and their suppliers in Norway. Results suggest that free‐riding within the chain, number of chain members and asymmetry of market position are negatively related to relational exchange.

This study aims to investigate how and to what extent structural network properties affect dyadic negotiation behavior in tourism destination ecosystems. Specifically, this study addresses negotiation behavior in terms of problem-solving and contending, because these two key strategies reflect the integrative and distributive aspects of dyadic interactions.

This study relies on network data and dyadic survey data from nine mountain tourism destinations in Southeastern Norway. The structural network properties the authors research are triadic closure – the extent to which a dyad has common ties to other actors – and structural equivalence – the similarities in networking patterns that capture firms’ competition for similar resources. In addition, the authors also study a possible effect of relationship duration on negotiation behavior.

Triadic closure and relationship duration have positive effects on problem-solving, and structural equivalence tends to decrease problem-solving, although the effect is inconsistent; none of these three independent variables was found to affect contending negotiation behavior.

This study shows that a dyad’s structural network embeddedness has implications for negotiation behavior. Further research is encouraged to develop this theoretical perspective.

This study is a pioneering investigation of how structural network properties affect dyadic negotiation behavior in ongoing coproducing relationships in real-world destination ecosystems.