Estimating Firm-Specific and Relational Properties in Interorganizational Relationships in Marketing

Anderson, J C and Zerrillo, P C and Wang, L O (2008) Estimating Firm-Specific and Relational Properties in Interorganizational Relationships in Marketing. Journal of business to business marketing, 13 (4). pp. 29-67.

Full text not available from this repository. (Request a copy)


Past research on interfirm relationships typically has relied on a single informant from one side of the relationship and has estimated the constructs of interest by summing the informant's answers to several measures posited as indicators of each construct. We demonstrate analytically that two systematic sources of measurement error, informant bias and measure specificity, have opposing effects in single-informant, sum-scale representations, and also provide empirical evidence of the relative magnitude of these confounds. Using an extremely rare dataset where there are multiple informant reports from each side of the relationships studied, the significant perceptual agreement between partner firms is found for firm-specific and relational properties. The results provide empirical evidence on the magnitude and direction of informant biases and measurement specificity. We conclude with implications of the findings for substantive research on inter-organizational relationships.

Affiliation: Indian School of Business
ISB Creiators:
ISB Creators
Zerrillo, P C
Item Type: Article
Additional Information: The research paper was published by the author with the affiliation of Goizueta School of Business, Emory University.
Uncontrolled Keywords: Business marketing, Inter-organizational relationships, Informant bias
Subjects: Marketing
Depositing User: Ilayaraja M
Date Deposited: 16 Jul 2019 17:20
Last Modified: 16 Jul 2019 17:20
Publisher URL: hhtps://
Publisher OA policy:
Related URLs:

Actions (login required)

View Item View Item
Statistics for DESI ePrint 1267 Statistics for this ePrint Item