A structurational view of interfirm relationships : agents, social structures, and technology in practice [electronic resource] /

by Tong, Pingsheng

by Pingsheng Tong, Ph.D. Washington State University May 2007 Despite the theoretical and strategic importance of Interfirm Relationship (IR) and technology in today’s highly competitive marketplace, relational consequences of technology use in interfirm interactions remain unclear and inconclusive. Drawing on Giddens’ (1984) Theory of Structuration, this dissertation proposes a structurational view of IRs and constructs a conceptual framework that emphasizes the role of IR agents in technology use and interfirm interactions. This dissertation views technology through a practice lens and examines the role of IR agents by studying IR agents’ Sense-making and Technology Enactment. This research adopted a key-informant survey design in the context of industrial service providers. The results show that IR agents’ Sense-making is positively related to Relationship Quality and plays a critical role in mediating effects of everyday IR interactions on Relationship Quality. Similarly IR agents’ Technology Enactment of Relationship Management not only positively contributes to Relationship Quality but also mediates the relationship of IT Embeddedness and Relationship Quality. Additionally cognitive Sense-making seems to mitigate the effect of Technology Enactment on Relationship Quality. In general, research results are consistent with extant research but highlight the efficacy of human agency in technology use and IR formation and management. iv