The essential role of information sharing in relationship development

摘要

Purpose - This paper aims to report on the role of information sharing in business relationships development. Design/methodology/approach - This paper is based on a single embedded case study research. Relationships between a large global manufacturer and supplier of imaging products and solutions and two of their major channels, also large retailers with several department stores, were studied. Semi-structured interviews, participant observation and document reviews were utilised to gather data. Findings - A two-dimensional construct of information sharing comprised by mutual disclosure and multi-contact is proposed to account for this critical attribute of business-to-business relationship structure. The author concludes that information sharing fosters inter-company collaboration, potentially increasing the value that both buyer and supplier can harvest from business relationships. Research limitations/implications - The findings of this research are not generalisable to one industry or population; however, they have theoretical implications that need validation in a broader context. Practical implications - Data from the case study suggests that it is the supplier's responsibility to open various information-sharing channels. Customers would, depending on the levels of trust, use these channels to share valuable information. Originality/value - Instead of looking at information sharing as an indirect method to transmit persuasive messages, information sharing is seen as a form of collaborative communication that promotes trust and supports business growth.