BEYOND SABRE: AN EMPIRICAL TEST OF EXPERTISE EXPLOITATION IN ELECTRONIC CHANNELS.

Author List: Christiaanse, Ellen; Venkatraman, N.;
MIS Quarterly, 2002, Volume 26, Issue 1, Page 15-38.
This paper develops a perspective of interorganizational relationships based on the concept of exploitation of expertise. Insights from marketing channel theory and resource-based views of the firm are integrated to test the effects of expertise exploitation capabilities in electronic channels. The distinctiveness of this study is based on the role of information and computer technology in creating advantage through differential expertise. A model of IT-induced quasi-integration was developed and tested on a sample of 117 travel agencies targeted by American Airlines using the Sabre system and SMARTS. We find that while the degree of quasi-integration is moderately explained by the Sabre link, it is more significantly explained by American Airlines' use of an expertise exploitation capability using SMARTS. These results show the necessity of extending the theoretical perspectives on IT-induced interorganizational relationships from an efficiency perspective to an expertise point of view.
Keywords: Electronic channels; expertise-driven advantage; interorganizational systems; resource based approaches; airline industry
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#25 0.280 relationships relationship relational information interfirm level exchange relations perspective model paper interpersonal expertise theory study effects literature role social identify
#108 0.185 model research data results study using theoretical influence findings theory support implications test collected tested based empirical empirically context paper
#59 0.124 capabilities capability firm firms performance resources business information technology firm's resource-based competitive it-enabled view study value infrastructure results organizational model
#23 0.098 channel distribution demand channels sales products long travel tail new multichannel available product implications strategy allows internet revenue technologies times
#182 0.058 percent sales average economic growth increasing total using number million percentage evidence analyze approximately does business flow annual book daily
#101 0.057 edi electronic data interchange b2b exchange exchanges interorganizational partners adoption transaction trading supplier factors business suppliers impact network commerce efficiency