Partner selection is one of the major topics in inter-firm management control research. Prior research has mainly discussed about selection criteria (what is important to select their partners), and search costs (how much efforts are needed to search their partners). However, few research has examined the relationships between selection criteria and search costs. In this paper, we focus on the associations between selection criteria and search costs by using Japanese survey data (including 101 manufacturing firms). The results indicate that using operation criteria (i.e., technology, costs, quality, and delivery) and emphasizing product development criteria (i.e., frequency of new product developments) are required to invest significant search efforts. In addition, whereas using operation criteria induce broader range of selection scope to compare to potential partners, emphasizing product development criteria entail longer and more intensive search processes to select strategically adequate partners.
View full abstract