IS Application Capabilities and Relational Value in Interfirm Partnerships

• Published in: Information systems research Vol. 18; no. 3; pp. 320 - 339
• Main Authors: Saraf, Nilesh, Langdon, Christoph Schlueter, Gosain, Sanjay
• Format: Journal Article
• Language: English
• Published: Linthicum INFORMS 01.09.2007; The Institute for Operations Research and the Management Sciences (INFORMS); Institute for Operations Research and the Management Sciences
• Subjects: Alliances; Business; Business performance management; Business structures; Channel partners; Collaboration; competitive impacts of IS; Computer services industry; Evaluation; Flexibility; Information economics; Information sharing; Information storage and retrieval systems; Information systems; Information technology; interorganizational information systems; Interorganizational relations; IS applications management; Knowledge sharing; Management; Management information systems; Market orientation; Marketing; marketing channels; relational value; strategic management of IT; Studies; United States

This study examines how capabilities of information systems (IS) applications deployed in the context of interfirm relationships contribute to business performance. We propose that these capabilities augment the relational value that a firm derives from its business partners—channel partners and cus...