The impact of information systems on organizations and markets
Communications of the ACM
Information partnerships shared data, shared scale
Harvard Business Review
Journal of Management Information Systems
Interorganizational information systems and the structure and climate of seller-buyer relationships
Information and Management
Electronic markets and electronic hierarchies
Communications of the ACM
ICIS '00 Proceedings of the twenty first international conference on Information systems
Extending the technology acceptance model: the influence of perceived user resources
ACM SIGMIS Database - Special issue on adoption, diffusion, and infusion of IT
Managing electronic interchange of business documents
Communications of the ACM - How the virtual inspires the real
EDI: Total Management Guide
Research Report: Empirical Test of an EDI Adoption Model
Information Systems Research
Journal of Management Information Systems - Special section: Managing virtual workplaces and teleworking with information technology
Implementation of electronic data interchange: an innovation diffusion perspective
Journal of Management Information Systems - Special section: Strategic and competitive information systems
Journal of Management Information Systems - Special section: Strategic and competitive information systems
Information technology, incentives, and the optimal number of suppliers
Journal of Management Information Systems - Special section: Strategic and competitive information systems
An empirical appraisal of EDI implementation strategies
International Journal of Electronic Commerce
Overcoming EDI adoption and implementation risks
International Journal of Electronic Commerce - Special issue: Electronic commerce and market transformation
Journal of Management Information Systems
A Virtual Integration Theory of Improved Supply-Chain Performance
Journal of Management Information Systems
Determinants of E-Business Use in U.S. Firms
International Journal of Electronic Commerce
Factors affecting the implementation of electronic data interchange in Korea
Computers in Human Behavior
Developing a B2B E-Commerce Implementation Framework: A Study of EDI Implementation for Procurement
Information Systems Management
Structural equation model for EDI controls: Controls design perspective
Expert Systems with Applications: An International Journal
Journal of Management Information Systems
Journal of Management Information Systems
How Does Information Technology Shape Supply-Chain Structure? Evidence on the Number of Suppliers
Journal of Management Information Systems
Factors affecting cross-hospital exchange of Electronic Medical Records
Information and Management
Interorganisational trust in B2B commerce
International Journal of Networking and Virtual Organisations
The relationship among formal EDI controls, knowledge of EDI controls, and EDI performance
Information Technology and Management
Can Market Knowledge from Intermediaries Increase Sellers' Performance in On-Line Marketplaces?
International Journal of Electronic Commerce
Journal of Management Information Systems
Willingness to share information in a supply chain: A partnership-data-process perspective
Information and Management
Determinants of relationship quality for IS/IT outsourcing success in public sector
Information Systems Frontiers
Effects of Reciprocal Investments and Relational Interaction in Deploying RFID Supply Chain Systems
International Journal of Enterprise Information Systems
Member use of social networking sites - an empirical examination
Decision Support Systems
Business-to-business integration and coordination costs
International Journal of Business Information Systems
Factors affecting the adoption of B2B e-commerce technologies
Electronic Commerce Research
Integrating ERP and e-business: Resource complementarity in business value creation
Decision Support Systems
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Managing electronic trading partner relationships is a key to successful development of an interorganizational systems (IOS) network. Firms often exercise their power and offer reciprocal investments to their trading partners in developing an IOS network. However, limited effort has been made to empirically validate their effects on increasing IOS usage between trading partners. This paper gauges the effects of these two relational factors--power and reciprocal investments--within the context of an electronic data interchange (EDI) network development. Moreover, the role of channel climate in increasing EDI usage is explicated with a particular focus on its determinants and impacts. With insights obtained from social exchange and transaction cost theories, a research model is developed and tested with data collected from 233 suppliers with electronic linkages via EDI with a nationally recognized retailer of home improvement supplies and materials in the United States. The customer's reciprocal investments in the form of EDI-related support are proven to be effective in increasing EDI volume and diversity. However, power exercised is found to be not effective. Suppliers' cooperation with the customer, which is influenced by perceived uncertainty, trust, and transaction-specific investments, is found to have strong effects on EDI volume and diversity. Finally, the reciprocal investments are found to be an even more effective strategy when suppliers desire to keep a more cooperative relationship with the customer.