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The research explores the linkage between the flow of information between buyers and sellers and the perceived performance of the seller. Using data received from 152 export managers for U.S. manufacturing firms, a moderated multiple regression analysis shows that information exchange and supplier performance are positively related regardless of the presence of moderating demographic characteristics. The findings suggest that organizations should more fully plan, anticipate, and design strategies to ensure that information is frequently exchanged with business associates. Such an approach to the management of information suggests that organizations will increasingly find themselves coupled together with associates in relational attachments.
Stank et al. (1996) studied this question.