Supplier Referrals and Closure of Embedded Multiplex Triads

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)peer-review

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Author(s)

Detail(s)

Original languageEnglish
Title of host publicationAcademy of Management Proceedings
PublisherAcademy of Management
Pages125-130
Volume2012
Publication statusPublished - 1 Jul 2012
Externally publishedYes

Conference

Title72nd Annual Meeting of the Academy of Management, AOM 2012
PlaceUnited States
CityBoston
Period7 - 10 August 2012

Abstract

This paper expands on a recently developed concept of a 'multiplex triad' and examines how such triad's embeddedness within the broader social context affects its closure. Specifically, we explore the role of prior collaborations between customers on the probability that one customer (referrer) recommends a supplier to another customer (referee) and that this supplier forms ties with another supplier already serving the referee. This will result in the closure of a multiplex triad involving the referee and these two suppliers. We predict that the number of referrer-referee joint ventures has positive effect on this dynamic, while the number of their non joint venture alliances has U-shaped effect, which in turn is negatively moderated by the strength of relationships between the referrer and its supplier.

Bibliographic Note

Publication information for this record has been verified with the author(s) concerned.

Citation Format(s)

Supplier Referrals and Closure of Embedded Multiplex Triads. / Shipilov, Andrew V.; Li, Stan Xiao; Han, Jungyun.

Academy of Management Proceedings. Vol. 2012 Academy of Management, 2012. p. 125-130.

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)peer-review