The Influence of Firm Dispositions on Interfirm Relationship Formation in Business Markets

@inproceedings{Johnson2016TheIO,
  title={The Influence of Firm Dispositions on Interfirm Relationship Formation in Business Markets},
  author={Jean L. Johnson and Ravipreet S. Sohi},
  year={2016}
}
The central premise of this paper is that firm level characteristics or behavioral traits, referred to as predispositions, influence how the firm behaves and interacts in its interfirm relationships (IFRs). This augments traditional approaches that focus on the intra-relationship perspective and/or on environmental influences on the relationship. Firm predispositions of strategic intent and relational proclivity are expected to individually, and in combination, increase the extent of… CONTINUE READING