Otto Andersen

• Mwesiumo, Deodat Edward; Buvik, Arnt & Andersen, Otto (2020). Contractual safeguarding of specific assets in cross-border and domestic buyer–supplier relationships. Journal of Strategic Contracting and Negotiation. ISSN 2055-5636. 4(3), p. 167–185. doi: 10.1177/2055563620918866. Show summary

  Safeguarding specific investments and mitigation of potential opportunistic behaviours are among the most prominent functions of formal contracting in buyer–seller relationships. Extending the extant literature, the present study investigates the relationship between specific investments and the extent of formal contracting in cross-border and domestic relationships. Based on a sample of 156 buyer–seller relationships, the analysis shows that there is a positive association between specific investments and the extent of formal contracting. However, the emphasis on formal contracting is stronger in cross-border relationships than in the domestic ones. Interestingly, the association between specific investments and formal contracting becomes even stronger in cross-border relationships. Keywords: formal contracting, contractual safeguarding, specific investments, domestic buyer–supplier relationships, cross-border buyer–supplier relationships

• Saeed, Naima; Song, Dong-Wook & Andersen, Otto (2018). Governance mode for port congestion mitigation: A transaction cost perspective. Netnomics. ISSN 1385-9587. 19(3), p. 159–178. doi: 10.1007/s11066-018-9123-4. Show summary

  Transaction cost analysis (TCA) has been applied in a wide range of academic disciplines, including economics, marketing, sociology, organization theory, and business strategy. Literature in maritime transport has had limited exposure to this versatile theoretical framework. This paper aims at developing a conceptual model that describes governance strategies that various players within the maritime sector can adopt to mitigate congestion at ports. A TCA is used to examine port congestion mitigation from a governance perspective. A theoretical analysis conducted for this paper reveals that the three characteristics of TCA – asset specificity, frequency, and uncertainty – prevail in the maritime sector, too. The first two factors, frequency, and uncertainty contribute to port congestion, while the third factor, asset specificity, exists because to release port congestion, some players ought to make a specific investment. We use TCA to discuss the circumstances under which governance modes such as bilateral governance and vertical integration should be used to avoid congestion and other kinds of transaction costs associated with these three attributes in the maritime sector. In this study, we suggested several testable propositions to identify the mode of governance that should be selected by stakeholders to mitigate port congestion and to protect specific investments made to release congestion at ports. This line of analysis will certainly provide all the stakeholders engaged (particularly, a public policymaker) useful insight into understanding congestion from a governance perspective.

• Buvik, Arnt & Andersen, Otto (2016). Adaptation problems in business relationships with substantial asset specificity and environmental uncertainty : the moderating effect of relationship duration. International Journal of procurement management. ISSN 1753-8432. 9(2), p. 206–222. doi: 10.1504/IJPM.2016.075265. Show summary

  Based on transaction costs analysis (TCA) and relational contract theory (RCT), this study examines the association between asset specificity, environmental uncertainty, relationship duration and inter-firm governance in business-to-business relationships. In particular, the authors elaborate the tension between the problem of safeguarding and adaptation in business-to-business relationships by comparing the interaction effect of specific investments and environmental uncertainty on inter-firm coordination across business-tobusiness relationships with different prior length. Data from a survey of 170 industrial buyer-seller relationships demonstrates that when buyer-seller relationships with substantial asset specificity and short prior history are exposed to substantial environmental uncertainty, inter-firm coordination arrangements are quite modest. This governance pattern is completely different in business-to-business relationships with long prior history where the combined presence of substantial assets specificity and high environmental uncertainty enforces the level of inter-firm coordination. These findings demonstrate that relational norms and trust enforces the ability to implement hybrid governance arrangement when strong inter-firm ties and substantial environmental volatility appear simultaneously. Keywords: Business-to-business relationships, relational contracting theory, transaction costs analysis,environmental uncertainty, trading hazards,survey data,regression analysis.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2015). The effect of relation specific information technology on collaborative coordination in business-to-business relationships. International Journal of procurement management. ISSN 1753-8432. 8(4), p. 416–440. doi: 10.1504/IJPM.2015.070742. Show summary

  This paper examines how specific investments in information technology (IT) affect vertical electronic coordination (VEC) between firms. Recent research has demonstrated that increased specificity in IT investments fosters greater electronic coordination in B2B relationships. In order to capture the various business processes and information exchanged in business-to-business relationships, this paper makes a deliberate distinction between VEC for collaborative purposes and for transactional purposes. The most important distinction concerns the characteristics of the exchange situation, in which the degree of inter-firm dependence plays a central part. Empirical data from a cross-industrial survey of 198 buyer-supplier relationships reveals that the effect that customised IT investments on VEC for collaborative purposes is contingent on the level of basic specific assets employed in buyer-seller relationships. This study found no such effects for electronic coordination for transactional purposes. The findings of this study shows that specific IT investments enhance the ability to carry out collaborative vertical coordination only when strong inter-firm dependency and small number conditions are present.

• Buvik, Arnt & Andersen, Otto (2015). The effect of multiple sourcing and bilateral dependency on buyer control in industrial buyer-seller relationships. International Journal of procurement management. ISSN 1753-8432. 8(4), p. 441–456. doi: 10.1504/IJPM.2015.070741. Show summary

  Single and multiple sourcing represent different strategies for organising buyer-seller relationships. This paper explores the effect of sourcing strategy and employment of specific assets on buyer influence (buyer control) in supplier-manufacturer relationships. The research design is based on primary data from 159 industrial buyer-seller relationships and maps a broad set of economic and organisational dimensions in business-to-business relationships. The empirical analysis supports the proposed research hypotheses, and demonstrates that when the supplier firm is a sole supplier of a specific product, there is a strong and positive association between asset specificity and buyer control due to the prospect of opportunism and subsequent need for safeguarding. This effect is significantly diminished when the manufacturing firms use multiple sourcing, and indicates that a multiple sourcing strategy attenuates the problem of information asymmetry and the perceived performance ambiguity, and hence acts as a supportive safeguarding mechanism that mitigates possible opportunism and the subsequent need for formalised monitoring and buyer control.

• Buvik, Arnt; Andersen, Otto & Halskau sr, Øyvind (2015). The effect of buyer specific-monitoring procedures on buyer control in dynamic supply chain links . International Journal of procurement management. ISSN 1753-8432. 8(3), p. 365–382. doi: 10.1504/IJPM.2015.069158. Show summary

  The Effect of Buyer Specific-Monitoring Procedures on Buyer Control in Dynamic Supply Chain Links Abstract: Based on Transaction Cost Analysis (TCA), Resource Dependency Theory (RDT), and supply chain management literature, this study explores the effect of buyer-specific monitoring procedures on buyer control in industrial buyer-seller transactions, particularly in relation to how environmental uncertainty affects the buying firms ability to exercise control over the supplier firm. The research design is based on primary data from a survey of 168 industrial buyer-seller relationships which map a broad set of dimensions of the economic transactions and structures in these business-to-business relationships. The empirical findings provide support for the hypotheses, and demonstrate that the effect of the buyer-specific monitoring procedures is positively associated with buyer control arrangements under conditions with rather modest external disturbances. This governance pattern is completely changed when business relationships face substantial environmental uncertainty. Under such conditions, the effect of buyer specific monitoring procedures on buyer control is significantly attenuated.

• Hafeez, Ajmal & Andersen, Otto (2014). Factors Influencing Accounting Outsourcing Pratices among SMEs in Pakistan Context: Transaction Cost Economics (TCE) and Resource-Based Views (RBV)Perspectives. International Journal of Business and Management (IJBM). ISSN 1833-3850. 9(7), p. 19–32. doi: 10.5539/ijbm.v9n7p19.
• Buvik, Arnt; Andersen, Otto & Grønhaug, Kjell (2014). Buyer control in domestic and international supplier-buyer relationships. European Journal of Marketing. ISSN 0309-0566. 48(3/4), p. 722–741. doi: 10.1108/EJM-03-2011-0181. Show summary

  The aim of this paper is to investigate the effect of the prior relationship length and employments of supplier specific investments on buyers' control, and compare this effect across international and domestic business-to-business relationships.

• Andersen, Otto (2013). Foreign Entry Mode Choice: The Contribution of Jean-François Hennart an d Erin Anderson. In Holbek, Jonny; Kristiansen, Stein Oluf & Randøy, Trond (Ed.), Management for Progress : Festschrift in honor of the manifold academician Professor Harald Knudsen, 70 years. Novus Forlag. ISSN 978-82-7099-734-3. p. 256–268.
• Chao, Emmanuel James & Andersen, Otto (2013). Contractual Satisfaction: The Polish and Tanzanian Perspectives. Journal of Business-to-Business Marketing. ISSN 1051-712X. 20(3), p. 155–173. doi: 10.1080/1051712X.2012.750184.
• Buvik, Arnt & Andersen, Otto (2011). The effects of buyer specific investments and buyer specific monitoring investments on hierarchical governance in business-to-business relationships. Journal of Marketing Development and Competitiveness. ISSN 2155-2843. 5(2), p. 87–97. Show summary

  Based on transaction costs analysis (TCA), this study examines the association between supplier held specific assets, buyer specific assets, buyer specific monitoring investments and hierarchical governance in industrial buyer-seller relationships and develops three hypotheses specifying these associations. Data from a survey of 159 industrial buyer-seller relationships provide support for the hypotheses, and demonstrates that there is a strong and negative association between buyer specific investments and hierarchical buyer control, while the effect of buyer specific monitoring investments is positively associated to hierarchical governance. Finally, in accordance with TCA predictions, the empirical findings demonstrate that there is a strong and positive association between supplier held specific investments and buyer control in business-to-business relationships.

• Hannås, Gøril & Andersen, Otto (2011). B2B Relationships in Modern Times: Implications of Relation-Specific Information Systems on Governance Forms. International Journal of Information Systems and Supply Chain Management (IJISSCM). ISSN 1935-5726. 4(3). doi: 10.4018/jisscm.2011070102. Show summary

  Information technology (IT) enables businesses to integrate information systems across entities without altering the firms? legal boundaries. New forms of inter-firm dependence and governance mechanisms may arise, due to the explicit investments made in technology and systems for collaboration purposes. There is an important distinction between general and customized investments in inter-organizational information systems (IOS), because the specificity level in IT exhibits certain characteristics that accentuate both the risk and value of inter-firm trade. Several research calls have been made to validate governance theories on IOS. Based on a literature review, this paper provides a synthesis and integration of transaction cost economics (TCE) and IOS literature regarding governance forms. The paper discusses why the specificity level of IOS plays a central role in modern collaboration between firms, and how vertical electronic coordination (VEC) represents a mechanism for electronic governance forms. Based on the discussion, the paper presents an agenda for future research.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2010). Electronic commerce and governance forms : a transaction cost approach. International Journal of procurement management. ISSN 1753-8432. 3(4), p. 409–427. doi: 10.1504/IJPM.2010.035470. Show summary

  A large amount of the electronic commerce (EC) literature is focused on the benefits of digitalizing transactions, as well as technological and organizational issues related to implementing inter-firm information systems. Even though businesses firms choose different electronic solutions for different purposes, there are still modest research contributions focusing on what kind of governance structures that emerge from business to business (B2B) electronic commerce and why these different governance forms emerge. This paper develops a framework for analyzing how certain transaction characteristics such as order frequency, relation specific assets and uncertainty affect the alignment of electronic governance form (EGF). The authors discuss the concept of EGF and categorize electronic governance structures into four different types. The basis for the discussion is transactions cost economics (TCE) combined with theoretical contributions from electronic commerce.

• Buvik, Arnt & Andersen, Otto (2002). The impact of vertical coordination on ex post transaction costs in domestic and international buyer-seller relationships. Journal of International Marketing. ISSN 1069-031X. 10(1), p. 1–24. doi: 10.1509/jimk.10.1.1.19526. Show summary

  Even though the transaction costs framework has evolved considerably in the past decade, there is still only modest empirical knowledge about the governance performance implications of the theory. This article focuses on the governance performance of vertical coordination in relationships between manufacturing firms. On the basis of transaction cost analysis and related works in international marketing, the authors examine the impact of asset specificity and vertical coordination on ex post transaction costs in domestic and international buyer-seller relationships. In accordance with current literature in international marketing, performance measurement problems are expected to be more evident in international business trade than in domestic business-to-business relationships. The empirical findings show that under conditions with substantial asset specificity, vertical coordination reduces ex post transaction significantly more in international buyer-seller relationships than in domestic channel dyads.

• Andersen, Otto & Buvik, Arnt (2002). Firms' internationalization and alternative approaches to the international customer/market selection. International Business Review. ISSN 0969-5931. 11(3), p. 347–363. doi: 10.1016/S0969-5931(01)00064-6. Show summary

  While the theoretical development and empirical studies on exchange transaction modality to international markets have been impressing, relatively few researchers have focused on the process by which firms select where or with whom the transaction should be performed. This paper is an attempt to establish a research agenda on the selection of foreign market or customer. The characteristics of the "traditional" approaches - systematic and non-systematic - are examined and compared with a relationship approach. Furthermore, this paper emphasizes the interrelationship between the choice of entry mode and chioce of foreign market/customer. The authors develop research propositions suggesting circumstances under which a relationship approach is more likely than a traditional approach. Future research directions are illuminated.

• Buvik, Arnt & Andersen, Otto (2001). Inter-firm co-ordination : international versus domestic buyer-seller relationships. Omega. The International Journal of Management Science. ISSN 0305-0483. 29(2), p. 207–219. doi: 10.1016/S0305-0483(00)00043-8. Show summary

  The use of transaction cost analysis (TCA) to study the choice of governance mode in foreign countries has been a source of considerable research. Empirical tests of the TCA predictions within a single governance mode are, however, limited. Building on transaction costs arguments, and related work in international marketing literature, we examine the association beteween asset specificity and inter-firm co-ordination in domestic and international buyer-seller relationships. The extant literature is extended by also comparing the impact of environmental uncertainty on inter-firm co-ordination across domestic and international relationships. Empirical findings from a survey of 164 industrial buyers demonstrate that there is a positive association between asset specificity and inter-firm co-ordination, and further that this association is stronger in international relationships than in domestic business-to-business trade. Furthermore, the results indicate that environmental uncertainty is stronger related to inter-firm co-ordination in international buyer-seller relationships compared to domestic buyer-seller relationships.

• Andersen, Otto & Kheam, Low Suat (1998). Resource-Based Theory and International Growth Strategies: An Exploratory Study. International Business Review. ISSN 0969-5931. 7(2), p. 163–184.
• Andersen, Otto; Low, Suat Kheam & Elnan, Hans (1997). An exploratory study of international product and promotion adaptations in SMEs. ?. VII, p. 144–148.
• Andersen, Otto & Rynning, M.R. (1994). Structural and behavioral predictors of export adoption: A Norwegian Study. Journal of International Marketing. ISSN 1069-031X. 2(1), p. 73–90.
• Rynning, Marjo-Riitta & Andersen, Otto (1994). Structural and behavioral predictors of export adoption: a Norwegian study. Journal of International Marketing. ISSN 1069-031X. 2(1), p. 73–89.
• Andersen, Otto & Rynning, Marjo-Riitta (1994). Prediction of export intentions - managing with structural characteristics? Scandinavian Journal of Management. ISSN 0956-5221. 10(1), p. 17–27. doi: 10.1016/0956522194900345.
• Andersen, Otto (1993). On the Internationalization Process of Firms: A Critical Analysis. Journal of International Business Studies. ISSN 0047-2506. 24(2), p. 209–232.
• Rynning, Marjo-Riitta & Andersen, Otto (1992). The capabilities, co-operation and diversification connection, Marketing for Europe - marketing for future: Proceedings of the 21st annual conference of the European Marketing Academy. EMAC. ISSN 8789695070.
• Andersen, Otto & Rynning, Marjo-Riitta (1991). An Empirical Illustration of an Alternative Approach to Measuring the Market Power and High Profits Hypothesis. International Journal of Industrial Organization. ISSN 0167-7187. 9, p. 239–249.
• Andersen, Otto (1991). Internasjonalisering i mindre bedrifter: Hva betyr bedriftenes beliggenhet? ?. 5(1), p. 39–52.
• Andersen, Otto & Rynning, Marjo-Riitta (1991). An empirical illustration of an alternative approach to measuring the market power and high-profit hypothesis. International Journal of Industrial Organization. ISSN 0167-7187. 9(2), p. 239–249. doi: 10.1016/0167718705800050.
• Andersen, Otto & Hwang Flater, Dag (1987). Internasjonaliseringsstrategier og barrierer. ?. p. 23–36.
• Lehtisalo, Marjo-Riitta & Andersen, Otto (1987). The effects of government financial support to marketing activities on marketing strategy and performance of recipient firms: a case study of developing areas in Norway, Proceedings of the Third Bi-Annual International Conference of the Academy of Marketing Science. Academy of Marketing Science. ISSN 9780939783007. p. 50–55.
• Andersen, Otto (1986). Hva betyr DU-virkemidlene for valg av vekststrategi? Plan og Arbeid. ISSN 0032-0609. p. 18–22.
• Andersen, Otto (1986). Bør det offentlige veiledningsapparatet omstilles eller innstilles? Tidsskrift for samfunnsforskning. ISSN 0040-716X. 27, p. 29–52.
• Andersen, Otto (1985). Ny melding - ny distriktspolitikk? Sosialøkonomen. ISSN 0038-1624. p. 3–7.
• Andersen, Otto (1983). Omfanget av støtte til distriktsbedriftene. Plan og Arbeid. ISSN 0032-0609. p. 287–291.
• Andersen, Otto & Elnan, Hans (1982). Virker - virker ikke? Analyse av distriktspolitiske effekter. Plan og Arbeid. ISSN 0032-0609. p. 401–403.

View all works in Cristin

• Andersen, Otto & Buvik, Arnt (2023). Behavioral uncertainty and performance ambiguity: Different concepts, different impacts? A theoretical discussion.
• Chao, Emmanuel James & Andersen, Otto (2017). Assessing Drivers of Firm Pro-Active Safeguard Mechanisms.
• Andersen, Otto (2017). International Business Management in Emerging Markets: Do we need new theories?
• Saeed, Naima; Song, Dong-Wook & Andersen, Otto (2016). Governance Mode for Port Congestion Mitigation: A Transaction Cost Perspective. Show summary

  The paper aims to discuss a governance strategy that stakeholders in the maritime (i.e.,shipping and ports) and its associated (e.g., logistics service providers) sector can adopt in order to mitigate congestion at ports. In a situation where no congestion occurs at a port, port and/or terminal operators are better informed of the present and future demand from shipping lines and of external factors that may cause congestion; the operators are also expected to enable to adapt their operating capacity as per changes in demand. Moreover, if those stakeholders in the sector are assumed to have a single goal for profit maximization, it is likely that there exists a market governance structure leading to no port congestion. Having those points in mind, this paper proposes a transaction-cost analytical framework to discuss about under which circumstances governance modes, such as bilateral governance and vertical integration, are to be implemented to better tackle the congestion problem at ports. A transaction cost analysis (TCA) is utilized to examine the port-congestion mitigation problem from a governance perspective. A theoretical analysis conducted for this paper reveals that in order to release port congestion, some players ought to make a specific investment. This line of analysis will certainly provide all the stakeholders engaged (particularly, a public policymaker) a useful insight into understanding the congestion matter from a governance perspective.

• Saeed, Naima; Song, Dong-Wook & Andersen, Otto (2016). Understanding port congestion as a governance issue: a transaction cost perspective. Show summary

  Transaction cost analysis (TCA) has been applied in a wide range of academic disciplines including economics, marketing, sociology, organization theory, and business strategy. Literature in maritime transport has had a limited exposure to this versatile theoretical framework. The objective of the paper is to discuss a governance strategy that various players within the maritime (i.e., shipping and port) and its associated (e.g., logistics service providers) sector can adopt in order to mitigate congestion at ports. We use TCA to discuss the circumstances under which governance modes, such as bilateral governance and vertical integration, should be used to increase efficiency within a maritime supply chain. Implications for theoretical development and practical application are discussed in the context of the recent development in the maritime sector.

• Buvik, Arnt & Andersen, Otto (2013). The effect of multiple sourcing on buyer control in industrial buyer-seller relationships. In Karaosmanoglu, Elif & Bas, A. Banu Elmadag (Ed.), 42nd annual conference : lost in translation : marketing in an interconnected world : conference proceedings. European marketing academy. Show summary

  Single and multiple sourcing represent different strategies for organizing buyer-seller relationships. This paper explores the effect of sourcing strategy and employment of specific assets on hierarchical governance in supplier-manufacturer relationships. When the supplier firm is the sole supplier, there is a strong and positive association between supplier asset specificity and buyer control due to the prospect of opportunism and subsequent need for safeguarding. This effect is significantly diminished when the manufacturing firms use multiple sourcing, which indicates that a multiple sourcing strategy acts as a safeguarding mechanism that mitigates possible opportunism and the subsequent need for hierarchical governance.

• Andersen, Otto; Chao, Emmanuel James & Buvik, Arnt (2013). Contractual completeness : complementary and substitutive roles. In Karaosmanoglu, Elif & Bas, A. Banu Elmadag (Ed.), 42nd annual conference : lost in translation : marketing in an interconnected world : conference proceedings. European marketing academy. Show summary

  Contracting literature has argued that both relational and non-relational dimensions will have an impact on contractual completeness, but the nature of this relationship has been less emphasized. This paper develops contracting literature by investigating the complementary and substitutive roles of relational and non-relational dimensions. Key findings indicate that relational dimensions and non-relational dimensions had a complementary effect on contractual completeness. Both relational and non-relational dimensions are important in contracting due to their strong predictive power, suggesting the importance of balancing relational and nonrelational components in supplier-buyer relationships.

• Chao, Emmanuel James; Andersen, Otto & Buvik, Arnt (2012). Performance ambiguity and flexibility in buyer-supplier relations.
• Chao, Emmanuel James; Andersen, Otto & Buvik, Arnt (2012). Performance ambiguity and flexibility in buyer-supplier relations. EMAC Annual Conference proceedings. ISSN 1027-3395. 41, p. 418–418.
• Chao, Emmanuel James; Andersen, Otto & Buvik, Arnt (2012). Performance ambiguity and flexibility in buyer-supplier relations.
• Andersen, Otto (2012). Blurring tactics in interfirm relationships.
• Chao, Emmanuel James; Andersen, Otto & Buvik, Arnt (2012). Performance ambiguity and flexibility in buyer-supplier relations.
• Andersen, Otto; Chao, Emmanuel James & Buvik, Arnt (2011). Predicting opportunism by specific investments and alternative measures of incomplete information : an exploratory study. Show summary

  The likelihood of opportunistic behavior in a supplier-buyer relationship is believed to increase when one of the exchange partners has made substantial specific investments and when the exchange partners have incomplete information about the other party’s attributes and actions. Within transaction cost analysis (TCA), behavioral uncertainty and performance ambiguity have been used interchangeably to describe incomplete information about the exchange partner. This paper investigates the conceptual differences between performance ambiguity and behavioral uncertainty, and develops empirical measures. The empirical findings indicate that the interaction effect of specific investments and behavioral uncertainty on perceived opportunism is greater than the interaction effect of specific investments and performance ambiguity.

• Andersen, Otto & Buvik, Arnt (2011). Plural governance in industrial buyer-seller relationships : the effect of multiple sourcing on buyer control in industrial buyer-seller relationships. Show summary

  This article explores the phenomenon of plural governance in business-to-business relationships. Single and multiple sourcing represent different modes for organizing buyer-seller relationships. This paper explores the effect of sourcing strategy and employment of specific assets on hierarchical governance in supplier-manufacturer relationships. When the focal supplier firm is the sole supplier, there is a strong and positive association between asset specificity and buyer control due to the prospect of opportunism and subsequent need for safeguarding. This effect is significantly diminished when the manufacturing firms use multiple sourcing, which indicates that a multiple sourcing strategy acts as a safeguarding mechanism on its own that mitigates possible opportunism and the subsequent need for hierarchical governance.

• Andersen, Otto & Buvik, Arnt (2009). The concepts of performance ambiguity and behavioral uncertainty in business-to-business relationship : a conceptual and methodological discussion. Show summary

  Incomplete information about the exchange partner plays a pivotal role in current research on marketing relationships. Within transaction cost analysis (TCA), behavioral uncertainty and performance ambiguity seems to be used interchangeably to describe absence of perfect information about the exchange partner. Some empirical studies in current inter-organizational research indicate that there is some ambiguity and confusion about the substantial content and measurement of these concepts. This paper investigates the conceptual differences between performance ambiguity and behavioral uncertainty and suggests under which circumstances the different concepts should be used in empirical studies.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2009). Vertical electronic coordination in B2B relationships.
• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2009). Vertical electronic coordination in B2B relationships. In ., , (Eds.), POMS 2009 - 20th Annual Conference of the Production and Operations Management Society : Program booklet. Production and Operations Management Society (POMS). p. 102–102. Show summary

  This paper examines how relation-specific IT investments affect vertical electronic coordination between firms. Recent research has conceptualized that the levels of specificity in IT investments and adjacent business processes lead the parties to increased vertical electronic integration (Kim and Mahoney, 2006). We propose that idiosyncratic investments in general may serve as a guide for electronic integration between firms, because specific assets induce the need for coordination and information exchange. Through a cross-industrial survey of 198 Norwegian businesses, we found vertical electronic coordination between firms to be conditionally dependent on specific assets that are not related to IT. The effect of specific IT investments on electronic collaboration is contingent upon the level of other specific assets deployed in the buyer-seller relationship. This suggests that substantial specific investments increase the need for customised information systems that can facilitate efficient coordination where assets are at risk.

• Buvik, Arnt & Andersen, Otto (2009). The impact of buyer specific investments and buyer specific control investments on hierarchical governance in supplier-buyer relationship.
• Buvik, Arnt & Andersen, Otto (2009). The impact of buyer specific investments and buyer specific control investments on hierarchical governance in supplier-buyer relationship. In Luxton, Sandra (Eds.), ANZMAC 2009 Handbook. Australian & New Zealand Marketing Academy (ANZMAC). ISSN 1-86308-160-7. p. 31–31. Show summary

  Based on transaction costs analysis (TCA) and resource-dependence theory (RDT), this stud examines the association between supplier held specific assets, buyer specific assets, buye specific control investments and hierarchical governance in industrial buyer-selle relationships. Data from a survey of 159 industrial buyer-seller relationships provide suppor for the hypotheses, and demonstrates that there is a strong and negative association between buyer specific investments and hierarchical buyer control, while the effect of buye specific control investments is positively associated to hierarchical governance. Finally, in accordance with TCA predictions, the authors a positive association between supplier held specific investments and buyer control in business-to-business relationships.

• Buvik, Arnt; Andersen, Otto & Hannås, Gøril (2009). The impact of buyer-specific investments and buyer-specific control investments on hierarchical governance in supplier-buyer relationship. Show summary

  Based on transaction costs analysis (TCA) and resource-dependence theory (RDT), this study examines the association between buyer specific investments, buyer specific control investments and hierarchical governance in industrial buyer-seller relationships and develops three hypotheses specifying these associations. Data from a survey of 159 industrial buyer-seller relationships provide support for the hypotheses, and demonstrates that there is a strong and negative association between buyer specific investments and hierarchical buyer control, while the effect of buyer specific control investments is positively associated to hierarchical governance. Finally, in accordance with TCA predictions, the supplier¿s investments in specific control arrangements in the supplier plants increase their influence and control over the suppliers business substantially. The outcome of the empirical analysis demonstrates that it is important to evaluate the nature and function of different kinds of buyer specific investments when considering the antecedents to governance mode in business-to-business relationships.

• Hannås, Gøril & Andersen, Otto (2008). B2B Relationships in Modern Times: What are the Implications of Relation-Specific Information Systems on Transaction Cost Economics? Show summary

  Information technology (IT) allows business relationships to integrate their information systems and coordination-related activities without altering the legal boundaries of the firms. This may encourage new mechanisms of governance forms, as the characteristics of IT investments and activities coordinated electronically may create new forms of inter-dependence between firms. The modern industrial organization, whose coordination depends on information technology, will attribute its inter-firm dependence not only to specific assets or resource dependence, but also to the explicit technology and systems in which the firm has invested in order to collaborate with business partners. Hence, the governance issue in modern B2B relationships does not merely hinge on the level of traditional asset specificity involved, but also on how organizational inter-dependencies are derived from implementation of inter-firm information systems. In this paper we discuss the grounds for how IOS characteristics impact transaction costs and governance forms. In particular, we focus on how the implementation of relation-specific information systems may change governance mechanisms in business-to-business relationships, in ways that may extend the central tenets of TCE.

• Hannås, Gøril & Andersen, Otto (2008). B2B Relationships in Modern Times: What are the Implications of Relation-Specific Information Systems on Transaction Cost Analysis? Show summary

  Information technology (IT) allows business relationships to integrate their information systems and coordination-related activities without altering the legal boundaries of the firms. This may encourage new mechanisms of governance forms, as the characteristics of IT investments and activities coordinated electronically may create new forms of inter-dependence between firms. The modern industrial organization, whose coordination depends on information technology, will attribute its inter-firm dependence not only to specific assets or resource dependence, but also to the explicit technology and systems in which the firm has invested in order to collaborate with business partners. Hence, the governance issue in modern B2B relationships does not merely hinge on the level of traditional asset specificity involved, but also on how organizational inter-dependencies are derived from implementation of inter-firm information systems. In this paper we discuss the grounds for how IOS characteristics impact transaction costs and governance forms. In particular, we focus on how the implementation of relation-specific information systems may change governance mechanisms in business-to-business relationships, in ways that may extend the central tenets of TCE.

• Nyhus, Ellen Katrine & Andersen, Otto (2008). Blurring Tactics In Inter-firm Relationships, IAREP/SABE World Meeting. Economics and Psychology: Methods and Synergies. September, 3-6, 2008. Luiss University Press. Show summary

  Much of the literature on inter-firm relationships has focused on strategies for controlling partners' attempts to obtain an unfair share of the values created through the cooperation. One example is to apply an equivalent retaliation strategy, "tit for tat", which means to cooperate if the partner is cooperating, and to retaliate non-cooperative behaviour. An important assumption underlying such recommended strategies is that the perception of the partners' actions is correct. This assumption may, however, be unrealistic, both due to limits in human judgmental capacity and due to partners actively seeking to influence the partners' perception of the goodness of the relationship. In this paper, we introduce the concept ¿blurring tactics¿ to denote the methods used in interfirm relationships to influence (or blur) the exchange partner¿s perception of 1) the total gain resulting from cooperation and 2) the relative share of the gain each partner receives. This may include commonly used sales tactics such as using framing, "segregating gains and integrating losses", and giving impressions of scarcity, as well as more indirect tactics of influence such as boosting of firm's offers, talking negatively about competitors, and cultivating personal relations. We hypothesise that blurring tactics will be used in order to maximise one¿s own gain from an inter-firm relationship while not compromising the partners¿ trust of willingness to continue the relationship. Firstly, we describe the form and content of such blurring tactics and secondly, we discuss links between characteristics of the inter-firm relationship and type and frequency in tactic use. Finally, we discuss some research and managerial implications.

• Buvik, Arnt & Andersen, Otto (2005). Inter-firm coordination and relationship duration in fast changing industrial markets. Show summary

  Based on transaction costs analysis (TCA), resource-dependence theory (RDT) and relational contract theory (RCT), this study examines the association between asset specificity, environmental uncertainty, relationship duration and inter-firm governance in business-to-business relationships. In particular, the authors elaborate the tension between the problem of safeguarding and adaptability in business relationships by comparing the interaction effect of environmental uncertainty and asset specificity on inter-firm coordination across business-to-business relationships with different prior length. Data from a survey of 170 industrial buyer-seller relationships demonstrates that when buyer-seller relationships with substantial asset specificity and short prior history are exposed to substantial environmental uncertainty, inter-firm coordination becomes substantially attenuated. This governance pattern is completely different in business-to-business relationships with long prior history where the combined presence of substantial assets specificity and fast changing environments increase the level of inter-firm coordination.

• Hannås, Gøril; Buvik, Arnt & Andersen, Otto (2005). Electronic commerce and governance forms : a transaction cost approach. Show summary

  A large amount of the electronic commerce (EC) literature is focused on the benefits of digitalizing transactions, as well as technological and organizational issues related to implementing inter-firm information systems. Even though businesses seem tochoose different electronic solutions for different purposes, less scientific focus has been put on what kind of governance structures emerge from business to business (B2B) electronic commerce and why these different governance forms emerge. In this paper we explore how B2B electronic commerce is affected by inter firm transaction mechanisms, and why these in turn should lead to various types of electronic governance forms (EGF). The purpose of this is to develop a framework for assessing how certain transaction characteristics such as order frequency, relation specific assets and uncertainty affect the governance form of EC. We discuss the concepts of EGF, and further explore the possibilities of categorizing electronic governance structures intofour different types. The basis for this categorization is the assumption that the choice of EGF is dependent upon the frequency of exchange and relation specific IT investments. The model is an attempt to explain how different electronic governance mechanisms are established according to inter-firm relations and transaction characteristics. The basis for discussion is the theoretical grounds of transaction cost economics coupled with theoretical frameworks of electronic commerce.

• Grønhaug, Kjell; Buvik, Arnt & Andersen, Otto (2004). Buyer control and relationship duration in domestic and international buyer-seller relationships?
• Åsland, Dag Yngvar & Andersen, Otto (2003). The Effects of Introducing Research Incentives: An Exploratory Study. Show summary

  While the level of teaching effort has been used as criterion for the management of universities and colleges as it comes to resource allocation, it has been argued that they should use incentives for other job tasks as well, in particular to increase the research efforts of the employees. The establishment of a database – such as in Norway, the ForskDok – where the employees at universities and colleges are supposed to record their research publications, enables the employer at least to get an impression of the research performance of the employees. If the extent of research performance can be weighted – for instance, by calculating points, this could increase the possibility to evaluate both the level of teaching efforts as well as the research performance of the employee. Based on arguments from principal-agent theory, this paper will investigate some possible effects introducing an incentive system that includes both teaching and research. We forward a set of research hypotheses of possible effects of such an incentive system. We suggest that the effects on research will be contingent on how the incentives are directed (individual, faculty), and that the effects will differ among the employees as well as on the type of research. Recognizing that the effects obviously will depend on the forms and content of the incentive system, we emphasize the explorative nature of our contribution.

• Buvik, Arnt; Haugland, Sven A.; Andersen, Otto & Andersen, Otto (2003). Dependence structure, relationship duration, and contractual safeguarding in industrial buyer-seller relationships.
• Elnan, Hans & Andersen, Otto (2000). Measuring and Monitoring Service Quality in the Bus Industry.
• Elnan, Hans & Andersen, Otto (2000). Asset Inflation: The Norwegian Experience.
• Andersen, Otto; Kheam, Low Suat & Elnan, Hans (2000). An Exploratory Study of International Product and Promotion Adaptations in Small- and Medium-Sized Firms.
• Andersen, Otto; Kheam, Low Suat & Elnan, Hans (2000). An Exploratory Study of International Product and Promotion Adaptations in Small- and Medium-Sized Firms.
• Andersen, Otto (2000). The International Market Selection: A Relationship Marketing Approach.
• Rynning, Marjo-Riitta; Andersen, Otto & Bewrgadaa, M. (2000). The International Market Selection: Why do Firms not Adopt a Systematic Approach?
• Rynning, Marjo-Riitta & Andersen, Otto (2000). The Internationalization Process of a Firm: A Resource-Based assessment of the Uppsala Internationalization Model.
• Rynning, Marjo-Riitta & Andersen, Otto (2000). The Capabilities, Co-operation and Diversification Connection.
• Andersen, Otto (2000). Diskriminering i arbeidsmarkedet: En empirisk illustrasjon om sammenheng mellom arbeidsgivers holdninger og atferd.
• Andersen, Otto & Rynning, Marjo-Riitta (2000). Barriers to Growth and Growth Strategies in Regional Firms.
• Andersen, Otto (2000). Bedrifters adopsjon av nye distriktspolitiske virkemidler.
• Andersen, Otto & Lehtisalo, Marjo-Riitta (2000). The Effects of Government Financial Support to Marketing Activities on Marketing Strategy and Performance of Recipient Firms: A Case Study of Developing Areas in Norway.
• Andersen, Otto (2000). Regional Barriers to Exporting.
• Andersen, Otto (2000). Regional Firms and Regional Policy Measures - Support to the Small or the Large Firms?
• Andersen, Otto & Åsland, Dag Yngvar (2000). Government Buyer-Business Seller Relationship Quality: An Explorative Study.
• Andersen, Otto (1999). Review of the book 'International and Cross-Cultural Management Research', by Jean-Claude Usunier. International Marketing Review. ISSN 0265-1335. 16(02.mar), p. 264–265.
• Andersen, Otto (1985). Støtter DU de minste bedriftene? Norges Industri. p. 19–21.
• Buvik, Arnt & Andersen, Otto (1997). Governance efficiency in domestic and international purchasing relationships. Stiftelsen for samfunns- og næringslivsforskning. ISSN 0803-4028.
• Andersen, Otto & Lehtisalo, Marjo-Riitta (1987). Evaluering av markedsføringstilskudd: sammendrag og synspunkter. Nordlandsforskning. ISSN 8273210642.
• Andersen, Otto & Lehtisalo, Marjo-Riitta (1987). Evaluering av markedsføringstilskudd: en bedriftsundersøkelse. Nordlandsforskning. ISSN 8273210634.

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