Understanding Behavioural Aspects in Horizontal Purchasing Collaboration in Developing Countries: an Empirical Survey

Abstract

In a large scale survey among 107 organizations, we tested the effects of behavioural aspects on horizontal purchasing collaboration in a developing country. The survey shows that the behavioural aspect affective commitment contributes more to collaboration than normative and instrumental commitment. The study recognises competences and critical resources of collaborating partners as important determinants of trust in the collaborative initiative. A critical minimum mass in terms of behavioural aspects is also suggested for meaningful collaborative results.

Keywords: Horizontal purchasing collaboration; behavioural aspects; developing countries