DIRECTIVE AND EGALITERIAN RELATIONAL APPROACHES IN OFFSHORE OOUTSORCING OF SERVICES

摘要

This manuscript reviews interorganizational relationships and service outsourcing literature, and integrates the two literature streams to examine possible relational approaches that offshore outsourcing parties can adopt. Grounded in the marketing and supply chain literature, two different types of approaches are developed: directive and egalitarian, along with propositions regarding antecedents and consequences. The exogenous antecedents pertinent to the supplier and the type of service are hypothesized to be the key determinants of the selected relational approach with the moderating effect of buyer's organizational culture. Finally, each approach is proposed to reveal economic and relational performance outcomes. To achieve success with offshore outsourcing relationships, buyers need to understand the relational approaches that they adopt and reflect upon their implications.