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The Contingent Effect of Specific Asset Investments on Joint Action in Manufacturer-Supplier Relationships: An Empirical Test of the Moderating Role of Reciprocal Asset Investments, Uncertainty, and Trust

University of Calgary

Rodney L. Stump

Morgan State University

Prior research provides evidence that manufacturer investment of specific assets dedicated to a particular supplier (manufacturer asset specificity) is an antecedent of joint action in manufacturer-supplier relationships. The authors build on prior research to identify several variables that moderate the effect of manufacturer asset specificity on joint action. Drawing from transaction cost analysis and relational exchange theory, the authors propose a conceptual model that explicates the moderating role of three contextual variables: specific asset investments by the supplier (reciprocal asset investments), manufacturer decision-making uncertainty, and manufacturer trust in the supplier. Consistent with their hypotheses, results from a survey of firms in three SIC codes show that decision-making uncertainty and trust enhance the effect of manufacturer asset specificity on joint action. Contrary to expectation, however, the moderating effect of reciprocal asset investments was not significant. Theoretical and managerial implications of the results are discussed.

Journal of the Academy of Marketing Science, Vol. 27, No. 3, 291-305 (1999)
DOI: 10.1177/0092070399273001


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