Arnt Sture Buvik

• Thabet, Eslam; Rego, Nazaré & Buvik, Arnt (2024). Antecedents of hidden action problems in the Egyptian automobile insurance market : buyer-supplier relationship perspective. International Journal of procurement management. ISSN 1753-8432. 20(3), p. 302–330. doi: 10.1504/IJPM.2024.138968. Full text in Research Archive Show summary

  This paper explores the impact of asymmetric information in an exchange relationship involving pre-screening by insurers, trust, and self-protection provided by different kinds of contracts on hidden action problems in the Egyptian automobile insurance market from two major theoretical perspectives: principle-agent theory and relational-contracting theory. Survey data on 63 relationships between insurers and business policyholders were analysed, demonstrating that asymmetric information is one of the main antecedents of hidden action problems by policyholders. The level of trust between insurers and policyholders, and the level of pre-screening of insurers attenuate hidden action problems by policyholders. Moreover, the study reveals that self-protection attenuates hidden actions more effectively if a co-payment automobile insurance contract is at stake than if a deductible contract was signed. Finally, revealing the dark side of buyer-supplier relationships in insurance confirms the necessity for policyholders to disclose the information of whether they engage in self-protecting actions or not.

• Burki, Umar; Glavee-Geo, Richard; Dahlstrøm, Robert; Kanani, Renger & Buvik, Arnt (2023). The moderating effect of market knowledge on contractual efficacy : evidence from Asian supplier–Western buyer relationships. Asian Business & Management. ISSN 1472-4782. 22(4), p. 1454–1484. doi: 10.1057/s41291-022-00214-1. Full text in Research Archive Show summary

  This study employs transaction cost logic to investigate effects of market knowledge on formal contracting. The model maintains that market knowledge moderates the effects of supplier specific assets and buyer specific assets on contracting in international buyer–seller relationships. We collected survey data from 131 international buyer–supplier relationships and applied regression analysis to test the hypotheses. The data suggest that the need for formal contracts diminishes when substantial supplier specific assets accompany high market knowledge. In contrast, the need for formal contracting increases when substantial buyer specific assets are combined with high market knowledge. This study provides new insights for B2B marketing literature by shedding light on the influence of market knowledge on formal contracts. The discussion addresses the study’s implications for interorganizational theory and practice.

• Kanani, Renger & Buvik, Arnt (2021). Effects of produce perishability, supplier geographical distance, and supplier quality performance on buyer control in agri-food supply chains. International Journal of Logistics Systems and Management. ISSN 1742-7967. 38(2), p. 194–216. doi: 10.1504/IJLSM.2021.113242. Full text in Research Archive Show summary

  The purpose of this study is to investigate the effect of the degree of produce perishability on buyer control and examine this effect across different levels of supplier geographical distance and quality performance. This study was motivated by the vulnerability of the quality of perishable agricultural produce to various logistical and transportation activities, including the packaging of products, loading, and offloading activities. Three hypotheses capturing our research variables were developed and tested by using data obtained from the owner-managers and decision makers in the food processing industry. Empirical evidence from 239 food processing firms revealed that the degree of produce perishability positively influences buyer decision to control food supply chain factors that are likely to affect the quality of agricultural produce. The findings demonstrated further that the effect of produce perishability diminished as supplier geographical distance and quality performance increased. Keywords: supply chain, vertical coordination, buyer control, perishability, supplier geographical distance, supplier quality performance

• Glavee-Geo, Richard; Engelseth, Per & Buvik, Arnt (2021). Power imbalance and the dark side of the captive agri-food supplier–buyer relationship. Journal of Business Ethics. ISSN 0167-4544. 178(3), p. 609–628. doi: 10.1007/s10551-021-04791-7. Full text in Research Archive Show summary

  This paper highlights the dark side of power imbalance regarding its consequences in agri-food supplier–buyer relationships. We report on fndings from two studies. The frst study is based on a sample of 105 key informants, while study 2 is based on a sample of 444 key informants, all from the cocoa agri-food supply market of Ghana. While the frst study focuses on the antecedents of power imbalance and its consequences, the second study explores the role of cooperatives/collective action in minimizing supplier exploitation. Data from these studies were analysed using the partial least squares technique (SmartPLS). Analysis of these fndings shows switching costs’ impact on power imbalance to be curvilinear, while power imbalance has a curvilinear relationship with opportunism. The negative consequences of power imbalance are further exacerbated by dependency and the lack of joint action. Furthermore, we found the negative impact of power imbalance on fnancial performance to be stronger for non-cooperative members than for cooperative members, while, counterintuitively, we found the positive impact of economic satisfaction on fnancial performance to be stronger for non-cooperative members than for cooperative members. Keywords: buyer control, buyer opportunism, buyer power, power asymmetry, supplier exploitation, unethical behaviour

• Mwesiumo, Deodat Edward; Nujen, Bella B. & Buvik, Arnt (2021). Driving collaborative supply risk mitigation in buyer-supplier relationships. Supply Chain Forum: an International Journal. ISSN 1625-8312. 22(4), p. 347–359. doi: 10.1080/16258312.2021.1932567. Full text in Research Archive Show summary

  This study develops and tests a theory-driven conceptual model that explains variations in collaborative supply risk mitigation. It is based on data collected from manufacturing firms in Norway. The results show that collaborative risk identification, perception of supply risks, and overall focus on mitigating disruptive risks have a significant direct effect on collaborative supply risk mitigation. Further, an increase in collaborative risk identification strengthens the effect that perceived supply risk has on the level of collaborative risk mitigation, while supplier performance weakens the effect of perceived supply risk on the level of collaborative supply risk mitigation. Finally, the importance-performance map analysis shows that collaborative risk identification and the buying firm’s overall focus on mitigating disruptive risks are the most important factors to explain variations in collaborative risk mitigation efforts. On the basis of the results, relevant theoretical implications are discussed and actionable managerial recommendations are provided. Keywords: supply risk, collaborative supply risk mitigation, supplier performance, collaborative risk identification

• Glavee-Geo, Richard; Burki, Umar & Buvik, Arnt (2020). Building trustworthy relationships with smallholder(small-scale) agro-commodity suppliers : insights from the Ghana cocoa Industry. Journal of Macromarketing. ISSN 0276-1467. 40(1), p. 110–127. doi: 10.1177/0276146719900370. Full text in Research Archive Show summary

  The purpose of the study is to investigate which factors lead firms should consider in their quest to build trustworthy supply relationships with agro-commodity suppliers. We developed a model of opportunism-trust relationships, which we analyzed in the context of a smallholder agro-commodity supply market (SHACSM). The data source is a survey of 444 buyer-supplier relationships from the cocoa industry of Ghana. The analysis shows that relational satisfaction, cooperation and information exchange reduce perceptions of opportunism consistent with the literature. However, multigroup analysis suggests differences in perception between men and women farm owners/managers. While men perceived the important role of information exchange in reducing perceptions of opportunism, women farm owners/managers were more concerned about the negative consequence of opportunism on trust. We discuss implications for theory, public policy, and macromarketing practice, and suggest options for future research.

• Mwesiumo, Deodat Edward; Buvik, Arnt & Andersen, Otto (2020). Contractual safeguarding of specific assets in cross-border and domestic buyer–supplier relationships. Journal of Strategic Contracting and Negotiation. ISSN 2055-5636. 4(3), p. 167–185. doi: 10.1177/2055563620918866. Full text in Research Archive Show summary

  Safeguarding specific investments and mitigation of potential opportunistic behaviours are among the most prominent functions of formal contracting in buyer–seller relationships. Extending the extant literature, the present study investigates the relationship between specific investments and the extent of formal contracting in cross-border and domestic relationships. Based on a sample of 156 buyer–seller relationships, the analysis shows that there is a positive association between specific investments and the extent of formal contracting. However, the emphasis on formal contracting is stronger in cross-border relationships than in the domestic ones. Interestingly, the association between specific investments and formal contracting becomes even stronger in cross-border relationships. Keywords: formal contracting, contractual safeguarding, specific investments, domestic buyer–supplier relationships, cross-border buyer–supplier relationships

• Takele, Tesfaye B & Buvik, Arnt (2019). The role of national trade logistics in the export trade of African countries. Journal of Transport and Supply Chain Management. ISSN 2310-8789. 13, p. 147–157. doi: 10.4102/jtscm.v13i0.464. Full text in Research Archive Show summary

  Background: This article critically examines the role of trade logistics in the exports of African countries. The performance of the trade logistics of African countries was analysed using the World Bank logistics performance index (LPI) and its components. The study was conducted based on the performance statistics of countries around the world in 2016. Objectives: The aim of this study was to identify African countries’ inefficient trade logistics areas based on LPI components for future improvement; and to investigate the relevance of trade logistics performance of African countries on export values in order to boost the region’s merchandise export share in the global market. Method: The methodological approach employed in this study is a combination of both descriptive and inferential data analysis. The African countries’ logistics performance in international trade was summarised using LPI median values. The effect of the performance of trade logistics on exports was explored based on a gravity model of international trade. For the estimation, the Heckman selection approach was applied to incorporate zero bilateral trades. Results: On average, African countries experience the lowest LPI score, particularly in terms of quality of trade and transport-related infrastructure, and customs and border clearance. A successful improvement in these areas would enhance African countries’ supply chain deliveries including on-time delivery, tracking and tracing and international shipments in cross-border transactions. Conclusion: The evidence from the gravity model estimates of this study suggests that an improvement in any of the LPI components can lead to significant growth in the export of African countries. This could then increase the African merchandise export share in global trade. The gravity model results also show that landlocked countries have lower trade flows than their coastal neighbours. Keywords: African, logistics performance index, export, landlocked countries of Africa, global trade, gravity model

• Shanka, Mesay Sata & Buvik, Arnt (2019). When does relational exchange matters? Social bond, trust and satisfaction. Journal of Business-to-Business Marketing. ISSN 1051-712X. 26(1), p. 57–74. doi: 10.1080/1051712X.2019.1565137. Full text in Research Archive Show summary

  Purpose: The extant literature on business-to-business relationship has shown that trust, relationship duration, and social bond are the key drivers of relationship satisfaction. Notwithstanding, studies on the examination of when and why these variables translate into successful relationship are still scarce and need further exploration. This research investigates the conditions under which trust and social bonds influence satisfaction in a business-to-business relationship. Design/methodology/approach: The data were collected from 159 footwear producers using a structured questionnaire. Four hypotheses were developed and tested using hierarchical multiple regression. Findings: The authors found support for all hypotheses. Social bonds and longevity are crucial in enhancing supplier relationship satisfaction. Likewise, the role of social bonds in inducing supplier satisfaction heightens over time. However, the positive association between exchange partner trustworthiness and supplier satisfaction works well only in high degree of dependence situation. Research limitations/implications: The study was based on the report on monadic data and cross-sectional design. Future research should adopt longitudinal design to overcome the shortcomings. Theoretical implications: This study advances the social exchange theory (SET) by elucidating the condition in which social bonds and trust fail to produce relationship satisfaction. Social bonds fail to enhance relationship satisfaction at the beginning of the relationship. Moreover, trust alone cannot be good enough to boost relationship satisfaction in a lose dependence context. Managerial implications: This study acclaimed a relationship-driven approach as the best choice for those firms who aspire to build a good relationship with their exchange partner. Managers should understand how and when to develop a strong social relationship with their trading partners, and recognize the situations in which to deal with honest and fair business partners in an exchange relationship. Originality/Contribution: This is one of the very few studies, which have been conducted to investigate the conditions under which the relational variable influences satisfaction in a businessto-business relationships context. It expanded the boundary of the current literature as it investigated the moderating role of relationship duration and dependence in the relationship between relational constructs and relationship satisfaction. Keywords: Social exchange theory, social bonds, trust, relationship duration, relationship satisfaction, industrial marketing, business marketing

• Mwesiumo, Deodat Edward; Halpern, Nigel & Buvik, Arnt (2019). Effect of detailed contracts and partner irreplaceability on interfirm conflict in cross-border package tour operations : inbound tour operator’s perspective. Journal of Travel Research. ISSN 0047-2875. 58(2), p. 298–312. doi: 10.1177/0047287517746016. Full text in Research Archive Show summary

  The purpose of this study is to explore the effect of detailed contracts and partner irreplaceability on interfirm conflict in cross-border package tour operations. The study is based on an analysis of relations between 129 inbound tour operators and their overseas outbound tour operator partners. Data were collected using a standard questionnaire containing questions that capture constructs of interest. Hypotheses were tested with partial least squares structural equation modeling using SmartPLS 3. The results show that more detailed contracts significantly reduce conflict. The direct effect of partner irreplaceability on conflict is not significant. However, partner irreplaceability significantly weakens the efficacy of detailed contracts to reduce conflict. Keywords: interfirm conflict, detailed contracts, partner irreplaceability, tour operations, interorganizational relations

• Kanani, Renger Philemon & Buvik, Arnt (2018). The effect of product quality uncertainty on quality-screening efforts : does the purchase frequency and procurement channel choice matter? International Journal of procurement management. ISSN 1753-8432. 11(4), p. 495–517. doi: 10.1504/IJPM.2018.092774. Full text in Research Archive Show summary

  Product quality uncertainty is one of the major concerns for buyers in online transactions. In fact, research into the consequences and control of this uncertainty in online transactions has increased considerably in recent years. However, product quality uncertainty poses challenges not only to online buyers, but also to offline buyers. Therefore, the objectives of this empirical study were to examine the effect of product quality uncertainty on quality-screening efforts in offline transactions, and whether the frequency of purchase from the same source and the choice of procurement channel may be used as control mechanisms to reduce this effect. Empirical evidence from 239 small food-processing firms shows that product quality uncertainty has a positive effect on quality-screening efforts. Moreover, our findings demonstrate that this effect decreases significantly when food processors purchase frequently from the same source, and when they buy directly from the farm rather than through intermediaries.  Keywords: quality screening efforts, product quality uncertainty, purchase frequency, procurement channel

• Salema, Gladness L. & Buvik, Arnt (2018). Buyer-supplier integration and logistics performance in healthcare facilities in Tanzania : the moderating effect of centralised decision control. International Journal of procurement management. ISSN 1753-8432. 11(2), p. 250–265. doi: 10.1504/IJPM.2018.090031. Full text in Research Archive Show summary

  This research concerns logistics performance in public purchasing relationships. It examines the effect of buyer-supplier integration on supplier logistics performance. Particularly focuses on purchasing centralisation in healthcare facilities, and examine whether centralisation of decision control exercised by the health authorities influence the effect of buyer-supplier integration on supplier logistics performance. A survey data of 164 informants from public health facilities in Tanzania was used for analysis. It reveals that buyer-supplier integration improves supplier logistics performance significantly and stronger purchasing centralisation reduces the effect of buyer-supplier integration on supplier logistics performance. It provides a broad and interesting focus on significant antecedents to supplier logistics performance. In the future, the government should focus more on supporting the individual public health facilities in developing and adapting proper governance mechanisms for supporting buyer-supplier integration. Further research in other empirical and cultural settings is desirable to test the external validity of these findings. Keywords: supplier logistics performance, purchasing centralisation, supplier integration, Tanzania  

• Kanani, Renger Philemon & Buvik, Arnt (2018). The effects of the degree of produce perishability and the choice of procurement channel on supplier opportunism : empirical evidence from the food processing industry. International Journal of procurement management. ISSN 1753-8432. 11(1), p. 113–133. doi: 10.1504/IJPM.2018.088620. Full text in Research Archive Show summary

  Opportunism is an important topic in supply chain management and distribution channels. The emergence of this behaviour in buyer-supplier relationships tends to reduce performance while diminishing value creation in the effected relations. Different transactions call for different control levels depending on the gravity of opportunism in the transaction, with the need for control being higher as opportunism increases. In this regard, it is important to understand the factors that give rise to opportunism to apply appropriate control mechanisms. This study, therefore, explores the effect of the degree of the perishability of the transacted produce on supplier opportunism. Additionally, this study treated the choice of procurement channel as a control mechanism; therefore, we compared the effect of perishability on opportunism in direct and indirect procurement channels. In this study, cross-sectional survey data collected from 239 food processor-produce supplier relationships served as source of empirical evidence. The empirical findings support our hypotheses, and demonstrate that perishability is positively associated with supplier opportunism, with the effect being significantly lower in the direct procurement channels than in the indirect procurement channel.  Keywords: transaction cost theory, TCT, perishability, opportunism, procurement channels, buyer-supplier relationships

• Meladi, Yasmine El; GLAVEE-GEO, RICHARD & Buvik, Arnt (2018). Understanding how opportunism and resource capability affect performance in exporter–LSP outsourcing relationships. Journal Logistique & Management (L&M). ISSN 1250-7970. 26(4), p. 229–246. doi: 10.1080/12507970.2018.1526655. Full text in Research Archive Show summary

  Logistics service providers (LSPs) play strategic roles in contemporary global supply chains. The resources and capabilities at the disposal of LSPs make them easily adaptable to the needs and exigencies of their clients. Though opportunism is a threat to business relationships, the LSP–client relationship studied here shows opportunism can be both a threat and an opportunity in resource and capability utilisation. This paper finds opportunism to be not only a threat but also an incentive in enhancing LSPs resource capability. Opportunism has a double-edged or dual effect demonstrated by the curvilinear relationship between opportunism and resource capability in relation to performance. The paper highlights implications for theory and management and future research directions.

• Burki, Umar & Buvik, Arnt (2017). Manufacturing complexity and inter-firm coordination : evidence from the textile-exporting firms of Pakistan. International Journal of procurement management. ISSN 1753-8432. 10(2), p. 227–247. doi: 10.1504/IJPM.2017.082790. Full text in Research Archive Show summary

  This study explores the concept of manufacturing complexity relating to textile fabrics and examines whether the interplay between manufacturing complexity and specific assets enforces inter-firm coordination in international textile procurement relationships. It also accentuate the role of turnkey suppliers in international value chains. The research findings demonstrate that in the combine presence of manufacturing complexity and supplier held specific assets leads to higher inter-firm coordination that is crucial for achieving order compliance. Moreover, the results indicate that inter-firm coordination is highly effective in mitigating the prospect of opportunistic behaviour in international procurement relationships. By describing the vital procedural techniques and aesthetic features that are involved in manufacturing a textile fabric order, this study provides valuable insights about manufacturing complexity. Further, the empirical findings demonstrate that international buyers need closer coordination with their key suppliers to mitigate performance ambiguity regarding order compliance of complex customized products. Keywords: manufacturing complexity; textile fabric; inter-firm coordination; turnkey suppliers; buyer-manufacturer relationships; order compliance; textile products.

• Meladi, Yasmine Mohamed Salem El; Glavee-Geo, Richard & Buvik, Arnt (2017). Textile and clothing exporting firms’ evaluation of LSPs’ capabilities and logistics outsourcing performance. In Saglietto, Laurence & Cezanne, Cécile (Ed.), Global intermediation and logistics service providers. IGI Global. ISSN 9781522521334. p. 185–207. doi: 10.4018/978-1-5225-2133-4. Full text in Research Archive Show summary

  Using resource-based view (RBV) as the main theoretical framework, this chapter examines the impact of logistics service providers’ capabilities on logistics outsourcing performance from the perspective of textile and clothing exporting companies in Egypt. The study focuses on three resource capabilities acquired by logistics service providers (flexibility, expertise, and innovativeness) in a specific LSP-Client outsourcing relationship. The study identified flexibility and expertise as strong drivers of logistics outsourcing performance. No support was found for LSPs innovativeness as a driver of outsourcing performance. This may be because of the standardized logistics services provided by LSPs to exporters in the textile and clothing industry, which requires less service innovation within the empirical setting. Implications of the study for management are highlighted along with suggestions for further studies.

• Buvik, Arnt & Andersen, Otto (2016). Adaptation problems in business relationships with substantial asset specificity and environmental uncertainty : the moderating effect of relationship duration. International Journal of procurement management. ISSN 1753-8432. 9(2), p. 206–222. doi: 10.1504/IJPM.2016.075265. Full text in Research Archive Show summary

  Based on transaction costs analysis (TCA) and relational contract theory (RCT), this study examines the association between asset specificity, environmental uncertainty, relationship duration and inter-firm governance in business-to-business relationships. In particular, the authors elaborate the tension between the problem of safeguarding and adaptation in business-to-business relationships by comparing the interaction effect of specific investments and environmental uncertainty on inter-firm coordination across business-tobusiness relationships with different prior length. Data from a survey of 170 industrial buyer-seller relationships demonstrates that when buyer-seller relationships with substantial asset specificity and short prior history are exposed to substantial environmental uncertainty, inter-firm coordination arrangements are quite modest. This governance pattern is completely different in business-to-business relationships with long prior history where the combined presence of substantial assets specificity and high environmental uncertainty enforces the level of inter-firm coordination. These findings demonstrate that relational norms and trust enforces the ability to implement hybrid governance arrangement when strong inter-firm ties and substantial environmental volatility appear simultaneously. Keywords: Business-to-business relationships, relational contracting theory, transaction costs analysis,environmental uncertainty, trading hazards,survey data,regression analysis.

• Buvik, Arnt & sr, Øyvind Halskau (2016). Contract complexity and contract administration costs in small supplier alliances in the Norwegian offshore market. International Journal of procurement management. ISSN 1753-8432. 9(1), p. 1–14. doi: 10.1504/IJPM.2016.073383. Full text in Research Archive Show summary

  This research focuses on the problem of perceived contract administration costs among small service suppliers in the Norwegian offshore market. Based on transaction cost economics (TCE), resource-dependence theory (RDT) and supply chain management literature, the authors analyse the association between several contract administration issues and perceived contract administration costs, and in particular in service supplier alliances. A mail survey among 109 Norwegian service suppliers makes the research design of this study, and the empirical findings demonstrate that when the contract complexity becomes substantial, the small contractors face substantial contract administration costs. This problem enlarges significantly for small service contractors with preference for participation in supplier alliances with other service suppliers, and sub suppliers. The reason is that such cooperative arrangements have to deal with a broader set of contracting partners, contract issues in the regulation and enforcement of contractual terms related to division of work, payment clauses, service performance and project fulfilment.

• Salema, Gladness L. & Buvik, Arnt (2016). The impact of buyer-supplier integration on supplier logistics performance in the hospital sector in Tanzania : the moderation effect of buyers' cross functional integration. International Journal of procurement management. ISSN 1753-8432. 9(2), p. 166–184. doi: 10.1504/IJPM.2016.075263. Full text in Research Archive Show summary

  Based on the resource-based view (RBV) theory, this study examines the association between buying firms' cross functional integration, buyer-supplier integration and supplier logistics performance in buyer-supplier relationships. RBV considers these two organisational dimensions of supply chain integration as strategic resources which play an important role in improving logistics performance. This research examines the effects of both intra-firm integration and inter-firm integration on supplier logistics performance with survey data from key informants in the public medicine supply system in Mainland, Tanzania. The unit of analysis is the purchasing relationships between public health facilities and focal suppliers acting as public agents of the national medical stores department (MSD). The empirical analysis is based on data reported by 166 purchasing managers, and demonstrates that stronger buyer-supplier integration improves supplier logistics performance significantly. There is no main effect of the buying firm's cross functional integration on supplier logistics performance, but more extensive cross functional integration in the buying firms enforces the effect of buyer-supplier integration on supplier logistics performance significantly, and these findings indicate that extensive cross functional integration in the buying firms provides an administrative infrastructure that enhance the effectivity of extensive supplier-buyer integration. Keywords: cross sectional integration; buyer-supplier integration; supplier logistics performance; healthcare institutions; Tanzania; survey data; regression analysis; hospitals; resource-based view; RBV; buyer-supplier relationships; supply chain integration; supply chain management; SCM; public health facilities; procurement management; purchasing.

• Kanani, Renger & Buvik, Arnt (2015). The adoption of E-procurement : literature review and research propositions. In Jæger, Bjørn (Eds.), NOFOMA 2015 : Post Conference Proceedings, Molde, 3-5 June 2015, Nordic Logistics Research Network. Nordic Logistics Research Network. ISSN 9788279622079. p. 112–127. Full text in Research Archive Show summary

  This research explores possible antecedents to the extent of e-procurement adoption in business firms. The study has demonstrated how the perceived role of the procurement function, the perceived costs of e-procurement, the size of the supply base, technology literacy, the size of the purchasing firm and the perceived usefulness of e-procurement affect the extent of eprocurement adoption. The study also presents a set of propositions that can be tested empirically in future research. Keywords: E-procurement, technology adoption, technology literacy, procurement function role, supply base size, size of the firm, perceived usefulness, and the perceived costs of eprocurement technologies.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2015). The effect of relation specific information technology on collaborative coordination in business-to-business relationships. International Journal of procurement management. ISSN 1753-8432. 8(4), p. 416–440. doi: 10.1504/IJPM.2015.070742. Full text in Research Archive Show summary

  This paper examines how specific investments in information technology (IT) affect vertical electronic coordination (VEC) between firms. Recent research has demonstrated that increased specificity in IT investments fosters greater electronic coordination in B2B relationships. In order to capture the various business processes and information exchanged in business-to-business relationships, this paper makes a deliberate distinction between VEC for collaborative purposes and for transactional purposes. The most important distinction concerns the characteristics of the exchange situation, in which the degree of inter-firm dependence plays a central part. Empirical data from a cross-industrial survey of 198 buyer-supplier relationships reveals that the effect that customised IT investments on VEC for collaborative purposes is contingent on the level of basic specific assets employed in buyer-seller relationships. This study found no such effects for electronic coordination for transactional purposes. The findings of this study shows that specific IT investments enhance the ability to carry out collaborative vertical coordination only when strong inter-firm dependency and small number conditions are present.

• Buvik, Arnt & Andersen, Otto (2015). The effect of multiple sourcing and bilateral dependency on buyer control in industrial buyer-seller relationships. International Journal of procurement management. ISSN 1753-8432. 8(4), p. 441–456. doi: 10.1504/IJPM.2015.070741. Full text in Research Archive Show summary

  Single and multiple sourcing represent different strategies for organising buyer-seller relationships. This paper explores the effect of sourcing strategy and employment of specific assets on buyer influence (buyer control) in supplier-manufacturer relationships. The research design is based on primary data from 159 industrial buyer-seller relationships and maps a broad set of economic and organisational dimensions in business-to-business relationships. The empirical analysis supports the proposed research hypotheses, and demonstrates that when the supplier firm is a sole supplier of a specific product, there is a strong and positive association between asset specificity and buyer control due to the prospect of opportunism and subsequent need for safeguarding. This effect is significantly diminished when the manufacturing firms use multiple sourcing, and indicates that a multiple sourcing strategy attenuates the problem of information asymmetry and the perceived performance ambiguity, and hence acts as a supportive safeguarding mechanism that mitigates possible opportunism and the subsequent need for formalised monitoring and buyer control.

• Salema, Gladness L. & Buvik, Arnt (2015). Buyer-supplier integration and logistics performance in health care facilities in Tanzania : the moderating effect of centralized decision control. In Jæger, Bjørn (Eds.), NOFOMA 2015 : Post Conference Proceedings, Molde, 3-5 June 2015, Nordic Logistics Research Network. Nordic Logistics Research Network. ISSN 9788279622079. p. 283–297. doi: 10.1504/ijpm.2018.090031. Full text in Research Archive Show summary

  This research concerns logistics performance in public purchasing relationships, and explores the effect of buyer-supplier integration on supplier logistics performance. The research focuses in particular on purchasing centralization in health care facilities, and examine whether centralization of purchasing decision control exercised by the health authorities will influence the effect of buyer-supplier integration on supplier logistics performances at the firm level in health care facilities. Keywords: Organization theory, supplier logistics performance, purchasing centralization, supplier integration, health sector logistics.

• Buvik, Arnt; Andersen, Otto & sr, Øyvind Halskau (2015). The effect of buyer specific-monitoring procedures on buyer control in dynamic supply chain links. International Journal of procurement management. ISSN 1753-8432. 8(3), p. 365–382. doi: 10.1504/IJPM.2015.069158. Full text in Research Archive Show summary

  The Effect of Buyer Specific-Monitoring Procedures on Buyer Control in Dynamic Supply Chain Links Abstract: Based on Transaction Cost Analysis (TCA), Resource Dependency Theory (RDT), and supply chain management literature, this study explores the effect of buyer-specific monitoring procedures on buyer control in industrial buyer-seller transactions, particularly in relation to how environmental uncertainty affects the buying firms ability to exercise control over the supplier firm. The research design is based on primary data from a survey of 168 industrial buyer-seller relationships which map a broad set of dimensions of the economic transactions and structures in these business-to-business relationships. The empirical findings provide support for the hypotheses, and demonstrate that the effect of the buyer-specific monitoring procedures is positively associated with buyer control arrangements under conditions with rather modest external disturbances. This governance pattern is completely changed when business relationships face substantial environmental uncertainty. Under such conditions, the effect of buyer specific monitoring procedures on buyer control is significantly attenuated.

• Buvik, Arnt & sr, Øyvind Halskau (2014). Perceived importance of contract value, offshore market experience and buyer attractiveness among SME service suppliers in Norway. International Journal of Services, Economics and Management (IJSEM). ISSN 1753-0822. 6(4), p. 327–338. doi: 10.1504/IJSEM.2014.060403. Full text in Research Archive Show summary

  This paper focuses on the perception of offshore market attractiveness among SME service suppliers in the Norwegian offshore market. From the buying companies’ perspective, it is desirable to recruit and maintain a sufficient great supplier base of local service suppliers in the Norwegian offshore market in line with the national industry policy in Norway. This research analyses possible barriers to entry for small service suppliers in the Norwegian offshore market. The empirical findings demonstrates that the suppliers’ perceived importance of contract value, materialised as contract size and contract duration play an important role for increasing new entries of service suppliers into the offshore market. The perception of the importance of contract value is in particular important for enhancing the perceived attractiveness of offshore buying companies among service firms outside this market (solely onshore suppliers), while this effect is rather modest among service suppliers who have entered the offshore market.

• Buvik, Arnt; Andersen, Otto & Grønhaug, Kjell (2014). Buyer control in domestic and international supplier-buyer relationships. European Journal of Marketing. ISSN 0309-0566. 48(3/4), p. 722–741. doi: 10.1108/EJM-03-2011-0181. Full text in Research Archive Show summary

  The aim of this paper is to investigate the effect of the prior relationship length and employments of supplier specific investments on buyers' control, and compare this effect across international and domestic business-to-business relationships.

• Mwakibinga, Frederick & Buvik, Arnt (2013). An empirical analysis of coercive means of enforcing compliance in public procurement. Journal of Public Procurement. ISSN 1535-0118. 13(2), p. 243–273. doi: 10.1108/jopp-13-02-2013-b004. Full text in Research Archive Show summary

  Compliance enforcement is central in issues involving cooperation and delegation of authority. In fact, many proposed mechanisms seek to enhance adherence to the contracted agreements. Generally, monitoring and sanction arrangements constitute one of the widely applied tools to ensure compliance. Notwithstanding the prevailing mixed opinions on the usefulness of such coercive measures, in public procurement, such seemingly drastic measures are also commonly applied to enhance the purchasers' adherence to the established procurement frameworks. This study investigated the effectiveness of the monitoring and sanction arrangements in enhancing procurement rule compliance in the Tanzania context. Using data generated from a cross-sectional survey conducted between December 2006 and May 2007, this study established that the effectiveness of such enforcement means in the public sector is situational contingent and has to take into account other context-specific factors, which tend to influence the outcome.

• Salema, Gladness L. & Buvik, Arnt (2013). The impact of supplier integration on supplier logistics service performance: the moderating effects of cross functional integration and supplier output monitoring. In Fynes, Brian & Coughlan, Paul (Ed.), 20th International Annual EurOMA Conference : Proceedings. International Annual EurOMA Conference. ISSN 9781905254743. p. 1–10. doi: 10.1504/ijpm.2016.075263. Full text in Research Archive Show summary

  The impact of supplier integration on supplier logistics service performance: the moderating effects of cross functional integration and supplier output monitoring.

• Buvik, Arnt & sr, Øyvind Halskau (2011). The effects of buyer specific monitoring investments on buyer control in agile supply links. In Hammervoll, Trond (Eds.), The 23rd Annual NOFOMA Conference 9–10 June 2011, Harstad, Norway: Logistics and Supply Chain Management in a High North perspective: Conference proceedings. Nordic Logistics Research Network. ISSN 9788245302288. p. 181–196. doi: 10.1504/ijpm.2015.069158. Full text in Research Archive Show summary

  Purpose of the paper Based on transaction costs analysis (TCA), resource dependency theory (RDT), and supply chain management literature, this study explores the effect of specific monitoring investments on buyer control (hierarchical governance) in first tier supplier links, and in particular how agility conditions effect the buying firm’s ability to exercise control over the supplier firm. Design/methodology/approach The research design is based on primary data from a survey of 168 industrial buyer-seller relationships mapping a broad set of dimensions of the economic transactions and structures in these business-to-business relationships. Data validation is based on confirmatory factor analysis, and multiple regression analysis carries out the data analysis. Findings The empirical findings provide support for the hypotheses, and demonstrate that the effect of buyer specific monitoring investments is positively associated to hierarchical governance under condition with rather modest external disturbances. This governance pattern is completely changed when business relationships are facing substantial agility conditions. Under such condition, the effect of buyer specific monitoring investments on buyer control is significantly attenuated.

• Glavee-Geo, Richard & Buvik, Arnt (2011). The antecedents and consequences of supplier satisfaction in agro commodity value chains : An empirical study of smallholder cocoa growers of Ghana. In Hammervoll, Trond (Eds.), The 23rd Annual NOFOMA Conference 9–10 June 2011, Harstad, Norway: Logistics and Supply Chain Management in a High North perspective: Conference proceedings. Nordic Logistics Research Network. ISSN 9788245302288. p. 439–455. Full text in Research Archive Show summary

  This study seeks to identify the key factors that influence supplier satisfaction in buyerseller relationships and its consequences with respect to the performance of the supplier. It presents a conceptual model of supplier satisfaction and makes a set of propositions to be empirically tested in an ongoing study. A review of the literature is done. Insights from relational contracting and social exchange theory are used to develop an extended conceptual model of supplier satisfaction. Since this is an ongoing study, this paper discusses the key variables that influence supplier satisfaction and makes a set of propositions for research. It also presents preliminary exploratory findings from a pilot study that had been undertaken distinguishing supplier satisfaction into economic and social satisfaction.

• Buvik, Arnt & Andersen, Otto (2011). The effects of buyer specific investments and buyer specific monitoring investments on hierarchical governance in business-to-business relationships. Journal of Marketing Development and Competitiveness. 5(2), p. 87–97. Full text in Research Archive Show summary

  Based on transaction costs analysis (TCA), this study examines the association between supplier held specific assets, buyer specific assets, buyer specific monitoring investments and hierarchical governance in industrial buyer-seller relationships and develops three hypotheses specifying these associations. Data from a survey of 159 industrial buyer-seller relationships provide support for the hypotheses, and demonstrates that there is a strong and negative association between buyer specific investments and hierarchical buyer control, while the effect of buyer specific monitoring investments is positively associated to hierarchical governance. Finally, in accordance with TCA predictions, the empirical findings demonstrate that there is a strong and positive association between supplier held specific investments and buyer control in business-to-business relationships.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2010). Electronic commerce and governance forms : a transaction cost approach. International Journal of procurement management. ISSN 1753-8432. 3(4), p. 409–427. doi: 10.1504/IJPM.2010.035470. Full text in Research Archive Show summary

  A large amount of the electronic commerce (EC) literature is focused on the benefits of digitalizing transactions, as well as technological and organizational issues related to implementing inter-firm information systems. Even though businesses firms choose different electronic solutions for different purposes, there are still modest research contributions focusing on what kind of governance structures that emerge from business to business (B2B) electronic commerce and why these different governance forms emerge. This paper develops a framework for analyzing how certain transaction characteristics such as order frequency, relation specific assets and uncertainty affect the alignment of electronic governance form (EGF). The authors discuss the concept of EGF and categorize electronic governance structures into four different types. The basis for the discussion is transactions cost economics (TCE) combined with theoretical contributions from electronic commerce.

• Burki, Umar & Buvik, Arnt (2010). Do relationship history and norms matter in overcoming inter-organisational difficulties in the procurement function? International Journal of procurement management. ISSN 1753-8432. 3(3), p. 279–291. Full text in Research Archive Show summary

  This study underlines the importance of relationship duration and how it affects procurement and purchasing relationships. Relationship history and relational norms have become significant factors for explaining the scope and stability of purchasing relationships (Dwyer et al., 1987; Sweeney and Webb, 2002; Liu et al., 2009). Relationship duration facilitate in developing a combination of behavioural components, contractual arrangement and trust that overcome organisation problems in inter-firm businesses and it offers an opportunity to ensure stability, and comparative advantages for the procurement partners. The authors explore how the prior length of an inter-firm relationship helps in handling problems associated to behavioural uncertainty, opportunism and ex post transaction costs. The findings highlight the critical role of the prior length of business relationships and how it can help in attenuating organisation problems in procurement relationships. This study supports that relationship duration is a significant antecedent in overcoming organisational difficulties in business relationships and also enhancing relationship quality.

• Rokkan, Aksel & Buvik, Arnt (2009). The threat-based influence strategy and monitoring arrangements in voluntary retail chains : the conflict and control effects. International Journal of procurement management. ISSN 1753-8432. 2(1), p. 79–92. doi: 10.1504/IJPM.2009.021731. Full text in Research Archive Show summary

  A Threat-based Influence Strategy (TIS) means that the principal communicates to the agent that negative sanctions will be carried out if the agent fails to perform a desired action. This type of influence is often associated with a high conflict potential. This article presents an empirical study that focuses on the effectiveness of using TIS, given the different levels of monitoring in voluntary retail chains. Specifically, the research explores two complementary scenarios about the effect of TIS on free-riding behaviour: the conflict scenario and the control scenario. If the level of monitoring is low to modest, the TIS lacks credibility and the principal is unable to discriminate between the free riders and the conformers. Hence, the TIS undermines cooperation and increases the level of free riding within the system. When TISs are combined with substantial monitoring, we expect this governance pattern to change significantly. Comprehensive monitoring increases the incentive for compliance in order to avoid punishment, makes the chain's obligations and performance standards clearer and, hence, easier to follow and improves the precision with which the principal can discriminate between the agents that conform to or deviate from their obligations. An empirical study of 79 voluntary retail chains provides support to the proposed hypotheses.

• Aas, Bjørnar; Buvik, Arnt & Cakic, Djurdjika (2008). Outsourcing of logistics activities in a complex supply chain : a case study from the Norwegian oil and gas industry. International Journal of procurement management. ISSN 1753-8432. 1(3), p. 280–296. doi: 10.1504/IJPM.2008.017526. Full text in Research Archive Show summary

  This paper argues that the evolution of gradually more complex supply chains makes the logistics outsourcing decision more difficult and that a main reason for this is the increased number of interorganisational links that appear in complex supply chains. A wider Supply Chain Management (SCM) consideration seems to be warranted and the dyadic approach frequently taken in the outsourcing literature is not sufficient to provide adequate decision support in outsourcing decisions. The paper reviews the current literature on how interorganisational links should be regarded in an outsourcing decision process. A business case from the Norwegian oil and gas business is used to illustrate and analyse the broad problem scope and the complexity associated with the decision of possible outsourcing of the Supply Terminal Management (STM) within the framework of Transaction Cost Analysis (TCA) and SCM theory. The outcome of the empirical analysis shows that it is not beneficial to outsource the function when both economic and organisational factors are brought into consideration.

• Buvik, Arnt (2006). Vet vi om det lønner seg å sette ut produksjonen av varer og tjenester? In Hervik, Arild & Bjørkly, Stål (Ed.), Populærvitenskapelige artikler : Forskningsdagene 2006. Høgskolen i Molde - Vitenskapelig høgskole i logistikk. ISSN 9788279620747. p. 5–6. Full text in Research Archive
• Buvik, Arnt & Haugland, Sven A. (2005). The allocation of specific assets, relationship duration, andcontractual coordination in buyer-seller relationships. Scandinavian Journal of Management. ISSN 0956-5221. 21(1), p. 41–60. doi: 10.1016/j.scaman.2005.02.003. Full text in Research Archive Show summary

  This study explores the interaction effect of bilateral dependence and relationship duration on contractual coordination. In particular, the study compares how the allocation of specific assets, unilateral or mutual, affects contractual coordination across buyer–seller relationships with a short prior history as opposed to a long one. Data from a survey of 157 industrial purchasing relationships demonstrates that unilateral investments in specific assets by either the buyer or the supplier are more strongly supported by contractual coordination as the length of the relationship increases. On the other hand, contractual coordination of mutually deployed specific assets is significantly relaxed as relationships evolve over time.

• Buvik, Arnt & Rokkan, Aksel I. (2003). Inter-firm cooperation and the problem of free riding behavior : an empirical study of voluntary retail chains. Journal of Purchasing and Supply Management. ISSN 1478-4092. 9(05.jun), p. 247–256. doi: 10.1016/j.pursup.2003.09.004. Full text in Research Archive Show summary

  This article explores the problem of free riding behavior in voluntary retail chains. Based on agency theory and group theory, the authors analyze the antecedents to free riding behavior in voluntary retail chains and examine whether it is possible tohandle the problem of free riding behavior by the use of monitoring arrangements. Hypotheses are developed and tested on a sample of 70 voluntary chains. The empirical findings show that both the size of the chain (the number of retailers beingmembers of the chain) and the level of goal conflict within the chain are associated with free riding problems. It is also demonstrated that the implementation of monitoring arrangements is effective in lowering free riding behavior in voluntary retail chains.

• Buvik, Arnt (2002). Hybrid governance and governance performance in industrial purchasing relationships. Scandinavian Journal of Management. ISSN 0956-5221. 18(4), p. 567–587. doi: 10.1016/S0956-5221(01)00030-6. Full text in Research Archive Show summary

  Hybrid governance arrangements (e.g. joint action, long-term contracting and vertical coordination) feature regularly as an effective response to inter-firm dependence in the literature of business-to-business relationships. However, current empirical work has paid little attention to whether such governance arrangements really do improve governance efficacy and reduce transaction costs. The present study focuses on the governance efficacy of vertical coordination in industrial business-to-business relationships. Building on transaction costs arguments, the author examines whether vertical coordination is an effective means for adapting to inter-firm dependence, realized as the substantial employment of specific assets. Empirical findings from a survey of 170 industrial supplier–buyer relationships demonstrate that when asset specificity reaches a certain level, greater vertical coordination reduces ex post transaction costs significantly. On the other hand, this efficacy pattern is modest or non-existent in relationships with low asset specificity. The research findings support the basic TCA assumption that the performance of hybrid governance arrangements is highly dependent on a situation of substantial inter-firm dependence with subsequent small-number conditions.

• Buvik, Arnt (2002). Manufacturer-specific asset investments and inter-firm governance forms : an empirical test of the contingent effect of exchange frequency. Journal of Business-to-Business Marketing. ISSN 1051-712X. 9(4), p. 3–26. doi: 10.1300/J033v09n04_02. Full text in Research Archive Show summary

  Transaction cost analysis (TCA) keeps the frequency of exchange as a significant dimension of business-to-business transactions, and the transaction frequency is expected to influence how to align inter-firm organization efficiently. To date, transaction frequency has received little attention in empirical TCA-studies. This research focuses in particular on order frequency in industrial purchasing relationships and how it affects the alignment of purchase contracting and hierarchical governance in supplier-manufacturer relationships. Data from a survey of 160 industrial purchasing relationships supports the basic TCA prediction stating that increased transaction frequency will provide administrative economies of scale benefits under conditions with substantial hazards of trade. The empirical findings demonstrate that the association between manufacturer-specific assets and formalized purchase contracting is highly dependent on the present level of exchange frequency. In manufacturer-supplier relationships with modest exchange frequency, there is no significant association between asset specificity and contractual governance. On the other hand, the effect of manufacturer-specific assets on formalized purchase contracting was substantial in relationships with high order frequency. This governance pattern was replicated in the analysis of hierarchical governance. Substantial investments in manufacturer-specific assets enforced the manufacturer’s decision control over the supplier under conditions with high exchange frequency. The research provides further insight into the economics of inter-firm organization and supports the TCA-based assumption asserting that the frequency of inter-firm exchange improves the utilization of specialized governance arrangements in business to business relationships.

• Buvik, Arnt & Reve, Torger (2002). Inter-firm governance and structural power in industrial relationships: the moderating effect of bargaining power on the contractual safeguarding of specific assets. Scandinavian Journal of Management. ISSN 0956-5221. 18(3), p. 261–284. doi: 10.1016/S0956-5221(01)00018-5. Full text in Research Archive Show summary

  In the basic model of transaction cost analysis (TCA), neither market power nor power based on resource-dependence plays a significant role. In this article, we extend the TCA-perspective by combining resource-dependence theory (RDT) and TCA, and examine whether the buyer's bargaining power influences the alignment of the contractual safeguarding of buyer-specific and supplier-specific investments. Data from a survey of 160 industrial purchasing relationships provide empirical support for our theoretical predictions. The empirical findings demonstrate that the buyer's bargaining power does interfere with the safeguarding of relations-specific assets. As the buyer's relative bargaining power increases, the safeguarding of buyer-specific assets is substantially reinforced. On the other hand, the contractual protection of supplier-specific assets is significantly relaxed as the buyer's bargaining power grows. Our findings indicate that there is a tension between the alignment of contractual safeguarding arrangements and structural power in inter-firm business, and that resource-dependence considerations offer an important complement to TCA when we consider the transacting parties' ability to provide contractual safeguards for assets at risk. Further, the findings indicate that the establishment of relational ties in long-term relationships is an important antecendent to governance structure. The empirical findings demonstrate that the longer a business-to-business relationship lasts, the more the contractual governance is relaxed.

• Buvik, Arnt & Andersen, Otto (2002). The impact of vertical coordination on ex post transaction costs in domestic and international buyer-seller relationships. Journal of International Marketing. ISSN 1069-031X. 10(1), p. 1–24. doi: 10.1509/jimk.10.1.1.19526. Full text in Research Archive Show summary

  Even though the transaction costs framework has evolved considerably in the past decade, there is still only modest empirical knowledge about the governance performance implications of the theory. This article focuses on the governance performance of vertical coordination in relationships between manufacturing firms. On the basis of transaction cost analysis and related works in international marketing, the authors examine the impact of asset specificity and vertical coordination on ex post transaction costs in domestic and international buyer-seller relationships. In accordance with current literature in international marketing, performance measurement problems are expected to be more evident in international business trade than in domestic business-to-business relationships. The empirical findings show that under conditions with substantial asset specificity, vertical coordination reduces ex post transaction significantly more in international buyer-seller relationships than in domestic channel dyads.

• Andersen, Otto & Buvik, Arnt (2002). Firms' internationalization and alternative approaches to the international customer/market selection. International Business Review. ISSN 0969-5931. 11(3), p. 347–363. doi: 10.1016/S0969-5931(01)00064-6. Full text in Research Archive Show summary

  While the theoretical development and empirical studies on exchange transaction modality to international markets have been impressing, relatively few researchers have focused on the process by which firms select where or with whom the transaction should be performed. This paper is an attempt to establish a research agenda on the selection of foreign market or customer. The characteristics of the "traditional" approaches - systematic and non-systematic - are examined and compared with a relationship approach. Furthermore, this paper emphasizes the interrelationship between the choice of entry mode and chioce of foreign market/customer. The authors develop research propositions suggesting circumstances under which a relationship approach is more likely than a traditional approach. Future research directions are illuminated.

• Buvik, Arnt & Reve, Torger (2001). Asymmetrical deployment of specific assets and contractual safeguarding in industrial purchasing relationships. Journal of Business Research. ISSN 0148-2963. 51(2), p. 101–113. doi: 10.1016/S0148-2963(99)00056-9. Full text in Research Archive Show summary

  The marketing literature based on transaction cost analysis (TCA) has only scantily explored whether the identity of the party (i.e. the buyer or the supplier) that employs specific assets is of importance in instances when alignments of contractual safeguards of specific assets occur in buyer-supplier relationships. Imbalanced deployment of specific assets highlights the problem of asymmetrical dependence in purchasing relationships. This article draws heavily on TCA and related works in marketing in an attempt to analyze and compare interfirm dependence, exposure to opportunism, and formalization of purchase contracting (FORM) across channel dyads where the buyer and the supplier respectively carry out relation-specific investments. In particularan investigation of 161 industrial purchasing relationships demonstrated that the level of formalized purchase contracting was significantly greater when the supplier unilaterally deployed specific assets in a relationship as opposed to situations where mainly the buyer employed assets at risk. This and other findings clarify the issue of asymmetrical dependence structures in industrial marketing relationships.

• Buvik, Arnt & Andersen, Otto (2001). Inter-firm co-ordination : international versus domestic buyer-seller relationships. Omega. The International Journal of Management Science. ISSN 0305-0483. 29(2), p. 207–219. doi: 10.1016/S0305-0483(00)00043-8. Full text in Research Archive Show summary

  The use of transaction cost analysis (TCA) to study the choice of governance mode in foreign countries has been a source of considerable research. Empirical tests of the TCA predictions within a single governance mode are, however, limited. Building on transaction costs arguments, and related work in international marketing literature, we examine the association beteween asset specificity and inter-firm co-ordination in domestic and international buyer-seller relationships. The extant literature is extended by also comparing the impact of environmental uncertainty on inter-firm co-ordination across domestic and international relationships. Empirical findings from a survey of 164 industrial buyers demonstrate that there is a positive association between asset specificity and inter-firm co-ordination, and further that this association is stronger in international relationships than in domestic business-to-business trade. Furthermore, the results indicate that environmental uncertainty is stronger related to inter-firm co-ordination in international buyer-seller relationships compared to domestic buyer-seller relationships.

• Buvik, Arnt (2001). The industrial purchasing research framework : a comparison of theoretical perspectives from micro economics, marketing and organization science. The journal of business & industrial marketing. ISSN 0885-8624. 16(6), p. 439–451. doi: 10.1108/EUM0000000006019. Full text in Research Archive Show summary

  Industrial purchasing is a growing dicipline with a broad scope of research issues. Research contributions vary greatly with respect to problem issues, the level of analysis, research methods and the application of theoretical frameworks. Literature reviews in the purchasing research field give the reader some tracks back to current theoretical frameworks, for instance industrial buying behavior or economics of organization. Notwithstanding, explicit and precise references to these frameworks are usually rare compared to the marketing science tradition which has built its research tradition and theoretical framework on established sciences, e.g. micro economics, organization science, sociology and psychology. This article presents and compares some contributions from micro economic theory, industrial buying behavior and inter-organizational theory that make appropriate theoretical approaches to industrial purchasing research.

• Buvik, Arnt & Halskau, Øyvind (2001). Relationship duration and buyer influence in just-in-time relationships. European Journal of Purchasing & Supply Management. ISSN 0969-7012. 7(2), p. 111–119. doi: 10.1016/S0969-7012(00)000058. Full text in Research Archive Show summary

  Heavy investments tailored to a specific JIT-relationship highlight the trade-off between improved value-added and inter-firm dependence in industrial purchasing relationships. The main reason for dedicating specific investments in a JIT-relationship is to enhance production efficiency and logistics performance. On the other hand, such investments induce substantial inter-firm dependence and high switching costs, which must be offset by stronger inter-firm co-ordination. Using transaction costs analysis (TCA) and relational contracting theory (RCT), the authors have examined whether the buyer's influence on a JIT-relationship is contingent upon the length of that relationship. Data from a survey of 165 industrial purchasing relationships demonstrate that as a JIT-relationship evolves over time, inter-firm co-ordination tends to increase reliance on relational governance. When the level of the JIT-investment is substantial, hierarchical buyer control relaxes significantly as the length of the relationship increases.

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• Andersen, Otto & Buvik, Arnt (2023). Behavioral uncertainty and performance ambiguity: Different concepts, different impacts? A theoretical discussion. Full text in Research Archive
• Glavee-Geo, Richard; Glavee-Geo, Rebecca; Kanani, Renger; Burki, Umar & Buvik, Arnt (2023). Contract as a Strategic Option for Reducing Supplier Opportunism in Public Sector Procurement: Analysis of Contingency Factors. Full text in Research Archive Show summary

  English

• Glavee-Geo, Rebecca; Glavee-Geo, Richard; Engelseth, Per & Buvik, Arnt (2022). Does expert knowledge enhance fairness in public procurement? Full text in Research Archive Show summary

  English

• Glavee-Geo, Rebecca & Buvik, Arnt (2018). TCE in public procurement research : a literature review and propositions. Full text in Research Archive
• Kanani, Renger Philemon & Buvik, Arnt (2015). The adoption of E-procurement : literature review and research propositions. Full text in Research Archive
• Andersen, Otto; Chao, Emmanuel James & Buvik, Arnt (2013). Contractual completeness : complementary and substitutive roles. In Karaosmanoglu, Elif & Bas, A. Banu Elmadag (Ed.), 42nd annual conference : lost in translation : marketing in an interconnected world : conference proceedings. European marketing academy. p. 260–260. Full text in Research Archive Show summary

  Contracting literature has argued that both relational and non-relational dimensions will have an impact on contractual completeness, but the nature of this relationship has been less emphasized. This paper develops contracting literature by investigating the complementary and substitutive roles of relational and non-relational dimensions. Key findings indicate that relational dimensions and non-relational dimensions had a complementary effect on contractual completeness. Both relational and non-relational dimensions are important in contracting due to their strong predictive power, suggesting the importance of balancing relational and nonrelational components in supplier-buyer relationships.

• Burki, Umar & Buvik, Arnt (2013). Does market knowledge diminish the extent of formal contracting in international buyer-supplier relationships? In Karaosmanoglu, Elif & Bas, A. Banu Elmadag (Ed.), 42nd annual conference : lost in translation : marketing in an interconnected world : conference proceedings. European marketing academy. p. 259–259. Full text in Research Archive Show summary

  This study examines the effect of market knowledge and specific assets on formal contracting in international exporting relationships. Market knowledge refers to the familiarity with the way foreign markets function. A sample of 131 international buyer-supplier relationships is the basis for the empirical analysis. When market knowledge is low or modest, there is a positive association between specific assets and formal contracting because low market knowledge enforces the problem of asymmetric information and perceived opportunism with successive comprehensive formal contracting. When substantial asset specificity is combined with high market knowledge, the need for formal contracting diminishes because better market knowledge facilitates in lowering transactional uncertainties and exchange hazards and enforces trust building that attenuate the need for comprehensive formal contracting.

• Buvik, Arnt & Andersen, Otto (2013). The effect of multiple sourcing on buyer control in industrial buyer-seller relationships. In Karaosmanoglu, Elif & Bas, A. Banu Elmadag (Ed.), 42nd annual conference : lost in translation : marketing in an interconnected world : conference proceedings. European marketing academy. p. 348–348. Full text in Research Archive Show summary

  Single and multiple sourcing represent different strategies for organizing buyer-seller relationships. This paper explores the effect of sourcing strategy and employment of specific assets on hierarchical governance in supplier-manufacturer relationships. When the supplier firm is the sole supplier, there is a strong and positive association between supplier asset specificity and buyer control due to the prospect of opportunism and subsequent need for safeguarding. This effect is significantly diminished when the manufacturing firms use multiple sourcing, which indicates that a multiple sourcing strategy acts as a safeguarding mechanism that mitigates possible opportunism and the subsequent need for hierarchical governance.

• Burki, Umar & Buvik, Arnt (2012). The effect of business culture similarity on relational governance in buyer-supplier relationships. EMAC Annual Conference proceedings. ISSN 1027-3395. 41, p. 209–209. Full text in Research Archive
• Chao, Emmanuel James; Andersen, Otto & Buvik, Arnt (2012). Performance ambiguity and flexibility in buyer-supplier relations. Full text in Research Archive
• Chao, Emmanuel James; Andersen, Otto & Buvik, Arnt (2012). Performance ambiguity and flexibility in buyer-supplier relations. Full text in Research Archive
• Burki, Umar & Buvik, Arnt (2012). The role of product complexity and specific assets in customer driven supply chains: a relational governance perspective. Full text in Research Archive
• Burki, Umar & Buvik, Arnt (2012). The effect of business culture similarity on relational governance in buyer-supplier relationships. Full text in Research Archive
• Chao, Emmanuel James; Andersen, Otto & Buvik, Arnt (2012). Performance ambiguity and flexibility in buyer-supplier relations. Full text in Research Archive
• Chao, Emmanuel James; Andersen, Otto & Buvik, Arnt (2012). Performance ambiguity and flexibility in buyer-supplier relations. EMAC Annual Conference proceedings. ISSN 1027-3395. 41, p. 418–418. Full text in Research Archive
• Andersen, Otto; Chao, Emmanuel James & Buvik, Arnt (2011). Predicting opportunism by specific investments and alternative measures of incomplete information : an exploratory study. Full text in Research Archive Show summary

  The likelihood of opportunistic behavior in a supplier-buyer relationship is believed to increase when one of the exchange partners has made substantial specific investments and when the exchange partners have incomplete information about the other party’s attributes and actions. Within transaction cost analysis (TCA), behavioral uncertainty and performance ambiguity have been used interchangeably to describe incomplete information about the exchange partner. This paper investigates the conceptual differences between performance ambiguity and behavioral uncertainty, and develops empirical measures. The empirical findings indicate that the interaction effect of specific investments and behavioral uncertainty on perceived opportunism is greater than the interaction effect of specific investments and performance ambiguity.

• Buvik, Arnt & sr, Øyvind Halskau (2011). The effects of buyer specific monitoring investments on buyer control in agile supply links. Full text in Research Archive
• Andersen, Otto & Buvik, Arnt (2011). Plural governance in industrial buyer-seller relationships : the effect of multiple sourcing on buyer control in industrial buyer-seller relationships. Full text in Research Archive Show summary

  This article explores the phenomenon of plural governance in business-to-business relationships. Single and multiple sourcing represent different modes for organizing buyer-seller relationships. This paper explores the effect of sourcing strategy and employment of specific assets on hierarchical governance in supplier-manufacturer relationships. When the focal supplier firm is the sole supplier, there is a strong and positive association between asset specificity and buyer control due to the prospect of opportunism and subsequent need for safeguarding. This effect is significantly diminished when the manufacturing firms use multiple sourcing, which indicates that a multiple sourcing strategy acts as a safeguarding mechanism on its own that mitigates possible opportunism and the subsequent need for hierarchical governance.

• Buvik, Arnt & Andersen, Otto (2009). The impact of buyer specific investments and buyer specific control investments on hierarchical governance in supplier-buyer relationship. Full text in Research Archive
• Buvik, Arnt & Andersen, Otto (2009). The impact of buyer specific investments and buyer specific control investments on hierarchical governance in supplier-buyer relationship. In Luxton, Sandra (Eds.), ANZMAC 2009 Handbook. Australian & New Zealand Marketing Academy (ANZMAC). ISSN 9781863081603. p. 31–31. Full text in Research Archive Show summary

  Based on transaction costs analysis (TCA) and resource-dependence theory (RDT), this stud examines the association between supplier held specific assets, buyer specific assets, buye specific control investments and hierarchical governance in industrial buyer-selle relationships. Data from a survey of 159 industrial buyer-seller relationships provide suppor for the hypotheses, and demonstrates that there is a strong and negative association between buyer specific investments and hierarchical buyer control, while the effect of buye specific control investments is positively associated to hierarchical governance. Finally, in accordance with TCA predictions, the authors a positive association between supplier held specific investments and buyer control in business-to-business relationships.

• Buvik, Arnt; Andersen, Otto & Hannås, Gøril (2009). The impact of buyer-specific investments and buyer-specific control investments on hierarchical governance in supplier-buyer relationship. Full text in Research Archive Show summary

  Based on transaction costs analysis (TCA) and resource-dependence theory (RDT), this study examines the association between buyer specific investments, buyer specific control investments and hierarchical governance in industrial buyer-seller relationships and develops three hypotheses specifying these associations. Data from a survey of 159 industrial buyer-seller relationships provide support for the hypotheses, and demonstrates that there is a strong and negative association between buyer specific investments and hierarchical buyer control, while the effect of buyer specific control investments is positively associated to hierarchical governance. Finally, in accordance with TCA predictions, the supplier¿s investments in specific control arrangements in the supplier plants increase their influence and control over the suppliers business substantially. The outcome of the empirical analysis demonstrates that it is important to evaluate the nature and function of different kinds of buyer specific investments when considering the antecedents to governance mode in business-to-business relationships.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2009). Vertical electronic coordination in B2B relationships. In ., , (Eds.), POMS 2009 - 20th Annual Conference of the Production and Operations Management Society : Program booklet. Production and Operations Management Society (POMS). p. 102–102. Full text in Research Archive Show summary

  This paper examines how relation-specific IT investments affect vertical electronic coordination between firms. Recent research has conceptualized that the levels of specificity in IT investments and adjacent business processes lead the parties to increased vertical electronic integration (Kim and Mahoney, 2006). We propose that idiosyncratic investments in general may serve as a guide for electronic integration between firms, because specific assets induce the need for coordination and information exchange. Through a cross-industrial survey of 198 Norwegian businesses, we found vertical electronic coordination between firms to be conditionally dependent on specific assets that are not related to IT. The effect of specific IT investments on electronic collaboration is contingent upon the level of other specific assets deployed in the buyer-seller relationship. This suggests that substantial specific investments increase the need for customised information systems that can facilitate efficient coordination where assets are at risk.

• Andersen, Otto & Buvik, Arnt (2009). The concepts of performance ambiguity and behavioral uncertainty in business-to-business relationship : a conceptual and methodological discussion. Full text in Research Archive Show summary

  Incomplete information about the exchange partner plays a pivotal role in current research on marketing relationships. Within transaction cost analysis (TCA), behavioral uncertainty and performance ambiguity seems to be used interchangeably to describe absence of perfect information about the exchange partner. Some empirical studies in current inter-organizational research indicate that there is some ambiguity and confusion about the substantial content and measurement of these concepts. This paper investigates the conceptual differences between performance ambiguity and behavioral uncertainty and suggests under which circumstances the different concepts should be used in empirical studies.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2009). Vertical electronic coordination in B2B relationships. Full text in Research Archive
• Mwakibinga, Frederick & Buvik, Arnt (2007). Public sector procurement reforms in Tanzania : an assessment of the undertaken initiatives. Full text in Research Archive Show summary

  The winds of reforms that have been occurring in many developing economies have touched almost every corner of public sector. Procurement function is among the activities that have been reformed. It is argued that adherence to the available procurement rules is among the critical factors towards the intended goals. Through the reported procurement practice, this paper tries to assess such reforms by giving account of the changes particularly the challenges that make dif cult to achieve the desired objectives

• Buvik, Arnt & Lervik, Roar (2007). Fremgangsmåte ved kjøpe/lage vurderinger. Full text in Research Archive
• Aas, Bjørnar; Buvik, Arnt & Cakic, Djurdjika (2007). Outsourcing of supply terminal management; a logistics activity in the supply chains for the oil and gas installations in the Norwegian Sea. Full text in Research Archive Show summary

  For the last decades, the core competence concept has got great attention and the idea has been that it is preferable for companies to outsource activities not considered as "core business". Notwithstanding, several theoretical contributors have emphasized the many difficulties related to outsourcing decisions and several empirical studies have demonstrated that many companies keep their non-core logistics activities in-house. The authors of this article argue that the evolution of gradually more complex supply chains makes the logistics outsourcing decision more difficult and that a main reason for this is the increased number of inter-organizational links that appear in complex supply chains. A wider supply chain management consideration seems to be warranted and the dyadic approach frequently taken in the outsourcing literature is not sufficient to provide adequate decision support in outsourcing decisions. The authors review the current literature on how inter-organizational links should be regarded in an outsourcing decision process. A business case from the Norwegian oil and gas business is used to illustrate and analyse the broad problem scope and the complexity associated to the decision of possible outsourcing of the supply terminal management within the framework of transaction costs analysis and supply chain management theory. The outcome of the empirical analysis shows that it is not beneficial to outsource the supply terminal management when both economic and organizational factors are brought into consideration.

• Buvik, Arnt & Andersen, Otto (2005). Inter-firm coordination and relationship duration in fast changing industrial markets. Full text in Research Archive Show summary

  Based on transaction costs analysis (TCA), resource-dependence theory (RDT) and relational contract theory (RCT), this study examines the association between asset specificity, environmental uncertainty, relationship duration and inter-firm governance in business-to-business relationships. In particular, the authors elaborate the tension between the problem of safeguarding and adaptability in business relationships by comparing the interaction effect of environmental uncertainty and asset specificity on inter-firm coordination across business-to-business relationships with different prior length. Data from a survey of 170 industrial buyer-seller relationships demonstrates that when buyer-seller relationships with substantial asset specificity and short prior history are exposed to substantial environmental uncertainty, inter-firm coordination becomes substantially attenuated. This governance pattern is completely different in business-to-business relationships with long prior history where the combined presence of substantial assets specificity and fast changing environments increase the level of inter-firm coordination.

• Burki, Umar & Buvik, Arnt (2005). Relationship duration and relational governance in business-to-business relationships. Full text in Research Archive Show summary

  The marketing literature acknowledges the importance of relationship duration and interpersonal relationships. Macneil's (1980) relational exchange theory indicates that relationship duration facilitates in developing relational norms i.e. verbal and non-verbal credible commitments, supporting a balanced governance mechanism between exchange partners. Ring and Van de Ven (1994) explained that relationship duration could affect interfirm governance or interorganizational relationships (IORs). Based onstudies conducted in the sphere of transaction cost, relational exchange and social exchange theories, the authors analyze how relationship duration influences the implementation of governance forms in the relationship maintenance period of business-to-business relationships. The presence of complexity (Porter, 1985) in buyer-supplier relationships cultivates uncertainty, opportunism and ex post transaction costs. Logistic partners in order to ensure the reliability and dependability of a supply chain use managerial and behavioral components. Business partners marginalized these relational hindrances through relational norms, formal and informal contracts and trust. Business relationship duration also encourage business partners to consolidate the antecedents for relationship duration. Empirical work shows that relational governance is associated with trust and that it improves the performance of interorganizational exchange (Heide and John, 1990). This article explores the association between opportunism, ex post transaction cost, behavioral uncertainty and relationship duration and proposes three research propositions.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2005). Electronic commerce and governance forms : a transaction cost approach. Full text in Research Archive Show summary

  A large amount of the electronic commerce (EC) literature is focused on the benefits of digitalizing transactions, as well as technological and organizational issues related to implementing inter-firm information systems. Even though businesses seem tochoose different electronic solutions for different purposes, less scientific focus has been put on what kind of governance structures emerge from business to business (B2B) electronic commerce and why these different governance forms emerge. In this paper we explore how B2B electronic commerce is affected by inter firm transaction mechanisms, and why these in turn should lead to various types of electronic governance forms (EGF). The purpose of this is to develop a framework for assessing how certain transaction characteristics such as order frequency, relation specific assets and uncertainty affect the governance form of EC. We discuss the concepts of EGF, and further explore the possibilities of categorizing electronic governance structures intofour different types. The basis for this categorization is the assumption that the choice of EGF is dependent upon the frequency of exchange and relation specific IT investments. The model is an attempt to explain how different electronic governance mechanisms are established according to inter-firm relations and transaction characteristics. The basis for discussion is the theoretical grounds of transaction cost economics coupled with theoretical frameworks of electronic commerce.

• Buvik, Arnt (2004). Bedriftssamarbeid og kjøpe/lage-vurderinger. Full text in Research Archive
• Buvik, Arnt (2004). Does structural power interfere with the contractual safeguarding of relation-specific assets in industrial purchasing relationships? Full text in Research Archive
• Grønhaug, Kjell; Buvik, Arnt & Andersen, Otto (2004). Buyer control and relationship duration in domestic and international buyer-seller relationships? Full text in Research Archive
• Buvik, Arnt; Haugland, Sven A.; Andersen, Otto & Andersen, Otto (2003). Dependence structure, relationship duration, and contractual safeguarding in industrial buyer-seller relationships. Full text in Research Archive
• Buvik, Arnt (2003). Kjøpe-lage diskusjoner : den mest sentrale beslutningen for alle typer virksomheter. Full text in Research Archive
• Buvik, Arnt (2003). Innkjøpsledelse som forskningsfelt : ulike teoretiske innfallsvinkler. Full text in Research Archive
• Buvik, Arnt & Haugland, Sven A. (2003). Asset specificity, relationship duration, and contractual safeguarding. Full text in Research Archive
• Buvik, Arnt & Rokkan, Aksel I. (2002). Free riding behavior and performance monitoring in retail chains. Full text in Research Archive
• Buvik, Arnt (2002). Organisering av leverandørsamarbeid i norsk industri : noen sentrale problemstillinger. Full text in Research Archive
• Buvik, Arnt (2002). The industrial purchasing research framework : a comparison of theoretical perspectives from micro economics, marketing and organization science. Full text in Research Archive
• Buvik, Arnt & Gribkovskaia, Irina (2002). Specific assets and hierarchical governance in manufacturer-supplier relationships : the moderating effect of bargaining power on buyer influence in industrial business-to-business relationships. Full text in Research Archive Show summary

  In a basic model of transaction cost analysis (TCA), neither market power nor power based on resource-dependence play a significant role. In this article the authors examine wheter the buyer's bargaining power influences the alignment of hierarchical governance in buyer-supplier relationships. Data from a survey of 183 industrial purchasing relationships provide empirical support for the theoretical predictions. The empirical findings demonstrate that the buying firm's bargaining power does affect its ability to have hierarchical governance implemented to safeguard specific assets in business-to-business relationships. When the buying firm's bargaining power is high, buyer-specific assets are strongly related to high buyer influence in supplier relationships. On the other hand, in relationships where the buyer possess low or modest bargaining power, employment of buyer-specific assets does weaken the buying firm's ability to exercise influence over the supplier firm. The empirical findings indicate that resource-dependence considerations offer an important complement to transaction cost analysis when we consider the transacting parties' ability to provide safeguarding arrangements by hierarchical governance

• Buvik, Arnt (2001). The effect of order frequency and manufacturer-specific investments on purchase contracting in industrial buyer-supplyer re ationships. Full text in Research Archive Show summary

  Transaction cost analysis (TCA) keeps order frequency as a significant dimension of business-to-business transactions, and order frequency is expected to influence how to design inter-firm organization efficiently. To date, order frequency has received little attention in empirical TCA-studies. This research focuses in particular on order frequency in industrial purchasing relationships and how it affects the alignment of purchase contracting in supplier-manufacturer relationships. Data from a survey of 160 industrial purchasing relationships supports basic TCA reasoning stating that increased order frequency will provide administrative economies of scale benefits under conditions with substantial hazards of trade. The empirical findings demonstrate that the association between manufacturer-specific assets and formalized purchase contracting is highly dependent on the present level of order frequency. In manufacturer-supplier relationships with modest order frequency, there is no significant association between asset specificity and contractual governance. On the other hand, the effect of manufacturer-specific assets on formalized purchase contracting was substantial in relationships with high order frequency.

• Buvik, Arnt; Sandvik, Kåre & Gulbrandsen, Boge (2001). Core competencies, vertical integration and governance costs in buyer-supplier relationships. Full text in Research Archive
• Buvik, Arnt (2001). Outsourcing og leverandørsamarbeid i norsk industri. Full text in Research Archive
• Buvik, Arnt (2001). Om valg av distribusjonskanaler. Full text in Research Archive
• Buvik, Arnt (2000). Betingelser for effektivt innkjøpssamarbeid. Full text in Research Archive
• Buvik, Arnt & Halskau, Øyvind (2000). As just-in-time goes by : relationship duration and buyer influence in industrial JIT-relationships. Full text in Research Archive
• Buvik, Arnt & Reve, Torger (2000). Asymmetrical deployment of specific assets and contractual safeguarding in industrial purchasing relationships : paper. Full text in Research Archive
• Buvik, Arnt (2000). Does manufacturing technology matter in designing industrial purchase contracting? Full text in Research Archive
• Buvik, Arnt & Andersen, Otto (2000). Interfirm coordination : international versus domestic buyer-seller relationships. Full text in Research Archive
• Oterhals, Oddmund; Buvik, Arnt & Lervik, Roar (2007). Kjøpe-lagevurderinger og horisontalt bedriftssamarbeid : verdikjedeanalyse. Møreforsking. ISSN 9788278301227. Full text in Research Archive Show summary

  KONFIDENSIELL

• Buvik, Arnt (2004). Gratispassasjer-problemer og opportunistisk adferd ved gruppeeksamener. Høgskolen i Molde. ISSN 9788279620563. Full text in Research Archive
• Buvik, Arnt & Haugland, Sven A. (2002). Allocation of specific assets, relationship duration, and contractual safeguarding in buyer-seller relationships. Samfunns- og næringslivsforskning (SNF). Full text in Research Archive Show summary

  This study explores the interaction effect of bilateral dependency and relationship duration on contractual safeguarding. In particular, the study compares how the allocation of specific assets, unilateral or mutual, affects contractual safeguarding across buyer-seller relationships with short versus long prior history. Data from a survey of 157 industrial purchasing relationships demonstrates that unilateral investments in specific assets by either the buyer or the supplier are more strongly supported by contractual safeguarding as the length of the relationship is increased. On the other hand, contractual safeguarding of mutually deployed specific assets is significantly relaxed as relationships evolve over time. Keywords: Transaction costs; Asset specificity; Contractual safeguarding; Relationship duration

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