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About the Authors

Richard Klein is an associate professor in the Department of Management at Clemson University’s College of Business and Behavioral Science. His research has been published in top journals, including Decision Sciences, European Journal of Information Systems, Journal of Management Information Systems, and Journal of Operations Management. Dr. Klein has presented his work at national and international conferences, including the Annual Meeting of the Academy of Management, the Americas Conference on Information Systems, the European Conference on Information Systems, and the Institute for Operations Research and the Management Sciences Annual Meeting. He serves as an associate editor for European Journal of Information Systems.

Arun Rai is Regents’ Professor and the Harkins Chair in the Center for Process Innovation and the Department of Computer Information Systems at the Robinson College of Business, Georgia State University. His research focuses on understanding interorganizational relationships and IT-enabled innovation. His articles have appeared in Management Science, MIS Quarterly, Decision Sciences, European Journal of Operations Research, IEEE Transactions on Engineering Management, Information Systems Research, Journal of Management Information Systems, and others journals. He serves as a senior editor for Information Systems Research and as an associate editor for Journal of MIS. He has also served as a senior editor for Journal of Strategic Information Systems and as an associate editor for Management Science and MIS Quarterly. His research has been sponsored by leading corporations, including A. T. Kearney, Bozell Worldwide, Daimler-Chrysler, Deutsche Bank, Gartner, Georgia-Pacific, IBM, Intel, UPS, SAP, and SunTrust.

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Appendix A

Constructs and Measures

		Observed		Standard	Observed			Standard
		Range	Mean	Deviation	Range		Mean	Deviation
Strategic Information Flows		Buyer to Supplier			Supplier to Buyer
Our organization shares the following types of information with this
business partner:
•	Inventory/capacity planning	1–7	2.86	2.61	1–7		5.23	.96
•	Production schedules	1–7	3.12	1.80	1–7		5.00	1.08
•	Cost structures	1–7	2.73	2.15	1–7		4.59	1.21
•	Margin structures	1–7	2.40	2.71	1–7		4.67	1.22
•	Marketing strategies	1–7	3.31	1.96	1–7		5.07	.67
•	Demand patterns	1–7	3.01	2.05
•	Decision-making processes	1–7	2.85	2.33
•	Decision-making criteria	1–7	2.90	1.89
•	Pricing schedules plans				1–7		4.99	1.30
•	Product/services in development				1–7		5.10	1.80
•	Support strategies				1–7			1.10
							4.80
Relationship-Specific Performance			Buyer				Supplier
Our organization has realized the following performance outcomes
as a result of our interactions with this business partner:
•	Improved asset management	1–7	4.77	1.54	1–7		3.97	1.56
•	Increased productivity	1–7	4.98	1.55	2–7		4.07	1.61
•	Lower operating costs	1–7	5.09	1.55	1–7		4.07	1.66
•	Improved production planning	1–7	5.05	1.51	1–7		4.19	1.66
•	Improved resource control	1–7	4.84	1.61	1–7		3.98	1.61
•	Increased flexibility	2–7			1–7			1.70
			5.13	1.57			4.10
					N/A: data collected from one
Buyer Dependence on Supplier			Buyer			logistics vendor
•	Percentage of our overall logistics needs serviced by this	1–10	6.67	2.207
	business partner.
					N/A: data collected from one
Buyer IT Customization			Buyer			logistics vendor
•	Our organization uses uniquely built or customized, rather than	1–7	4.48	1.73
	canned or generic, applications to facilitate information
	exchanges with our partner.
•	The applications that are used to facilitate information	1–7	4.46	1.66
	exchanges with our partner can be described on a scale from
	generic to customized.
•	What percentage of applications are customized, i.e., developed	1–7	3.77	1.57
	expressly to manage interactions and flows of information
	between your organization and this business partner?*

*The third IT customization item employed a 10-point ordinal scale that specified the percentages of applications from 0–10% to 91–100%. For analysis, this measure was rescaled to a 1-7 range, so that all three items for IT customization ranged from 1 through 7.

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	Observed		Standard	Observed		Standard
	Range	Mean	Deviation	Range	Mean	Deviation
Trusting Beliefs	Buyer in Supplier			Supplier in Buyer
Ability
• Our business partner is competent and effective in their	2–7	4.74	1.55	2–7	4.51	1.71
interactions with our organization.
• Our business partner performs all of their roles very well.	2–7	4.97	1.52	2–7	4.53	1.58
• Overall, this business partner is capable and proficient.	2–7	4.98	1.53	2–7	4.56	1.50
• In general, this business partner is knowledgeable about their	2–7	4.98	1.58	2–7	4.62	1.86
industry and business operations.
Benevolence
• Our organization believes that this business partner would act in	2–7	5.47	1.45	2–7	4.58	1.63
our best interest.
• If our organization required help, this business partner would do	2–7	5.42	1.57	2–7	4.66	1.63
their best to provide assistance.
• This business partner is interested in our organization’s well	2–7	5.30	1.52	2–7	4.82	1.56
being and not just its own.
Integrity
• This business partner is truthful in their dealings with our	2–7	5.34	1.37	2–7	4.88	1.52
organization.
• Our organization would characterize this business partner as	3–7	5.49	1.26	2–7	4.90	1.58
being honest.
• This business partner keeps their commitments.	2–7	5.24	1.39	1–7	4.74	1.58
• This business partner is sincere and genuine.	2–7	5.18	1.36	2–7	4.91	1.61

Appendix B

ANOVA Test for Nonresponse Bias

(1) Early Versus Late Respondents
Factor	Group	Sum of Squares	Mean Square	F	Sig.
Primary Industry	Between	6.500	6.500	.413	.521
	Within	2421.109	15.721
	Total	2427.609
Primary Location	Between	.841	.841	.268	.606
	Within	483.518	3.140
	Total	484.359
Number of Employees	Between	.732	.732	.149	.700
	Within	756.877	4.915
	Total	757.609
Years with the Organization	Between	18.701	18.701	1.975	.162
	Within	1458.273	9.469
	Total	1476.974
Gender	Between	.008409	.008409	.044	.835
	Within	29.735	.193
	Total	29.744
Years Work Experience	Between	25.952	25.952	1.223	.270
	Within	3266.638	21.212
	Total	3292.59
Years IT Experience	Between	.655	.655	.221	.639
	Within	456.492	2.964
	Total	457.147
Years Relationship Management Experience	Between	28.999	28.999	1.831	.178
	Within	2439.226	15.839
	Total	2468.224

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(2) Responding Versus Nonresponding Client Firms
			Mean Square
Factor	Group	Sum of Squares		F	Sig.
Client Organization Primary Industry	Between	.895	.895	.056	.814
	Within	2906.624	16.059
	Total	2907.519
Client Organization Primary Location	Between	.731	.731	.252	.616
	Within	524.297	2.897
	Total	525.027
Relationship Longevity	Between	.06894	.06894	.008	.930
	Within	1601.188	8.846
	Total	1601.257
(3) Responding Versus Nonresponding Vendor Representative

Factor	Group	Sum of Squares	Mean Square	F	Sig.
Years with the Organization	Between	21.537	21.537	.468	.318
	Within	1579.720	8.728
	Total	1601.257
Gender	Between	.003865	.003865	.020	.888
	Within	35.406	.196
	Total	35.410
Supervisor	Between	.009931	.009931	.001	.975
	Within	1769.617	10.112
	Total	1769.627
(4) Unmatched Versus Matched Vendor Respondents
Factor	Group	Sum of Squares	Mean Square	F	Sig.
Primary Industry	Between	123.528	123.528	.896	.306
	Within	2033.714	15.644
	Total	2157.242
Primary Location	Between	6.139	6.139	1.174	.243
	Within	367.157	2.824
	Total	373.295
Years with the Organization	Between	62.621	62.621	.462	.304
	Within	962.008	7.400
	Total	1024.629
Gender	Between	.004924	.004924	.026	.871
	Within	24.238	.186
	Total	24.242
Years Work Experience	Between	39.750	39.750	1.354	.247
	Within	3817.492	29.365
	Total	3857.242
Years IT Experience	Between	43.226	43.226	1.185	.233
	Within	370.069	2.847
	Total	413.295
Years Relationship Management Experience	Between	42.441	42.441	.024	.878
	Within	2431.468	18.704
	Total	2431.909

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Appendix C

Exploratory Factor Analysis Results

	Items	Dimension	1	2	3	4	5	6
	BTS1		.71	.22	.25	.03	-.09	.10
	BTS2	Ability, Buyer in Supplier	.80	.29	.28	.12	-.10	.14
	BTS3		.76	.30	.33	.18	-.21	.13
	BTS4		.84	.31	.26	.21	-.07	.12
	BTS5		.31	.69	.22	.02	.19	.17
	BTS6	Benevolence, Buyer in Supplier	.22	.72	.24	.01	.18	.13
	BTS7		.29	.64	.22	.19	.01	.14
	BTS8		.27	.17	.73	.07	.01	.05
	BTS9	Integrity, Buyer in Supplier	.21	.23	.80	.05	.01	-.03
	BTS10		.20	.18	.76	.04	.02	.03
	BTS11		.18	.20	.69	.05	.01	-.02
	STB1		-.05	-.01	.13	.68	.21	.31
	STB2	Ability, Supplier in Buyer	-.02	.01	.14	.68	.31	.26
	STB3		-.09	-.01	.19	.72	.21	.22
	STB4		-.08	.02	.09	.78	.31	.31
	STB5		.19	.01	.02	.35	.89	.27
	STB6	Benevolence, Supplier in Buyer	.18	-.06	.01	.21	.69	.38
	STB7		.10	-.02	.03	.29	.78	.32
	STB8		.09	.07	.01	.19	.47	.66
	STB9	Integrity, Supplier in Buyer	.14	.05	.01	.31	.33	.77
	STB10		.10	.04	.03	.21	.38	.69
	STB11		.09	.07	.02	.27	.22	.80

MIS Quarterly Vol. 33 No. 4/December 2009

761

Klein & Rai/Strategic Information Flows

762 MIS Quarterly Vol. 33 No. 4/December 2009