Boundary spanners in inter-organizational relationships: A literature review and research agenda

Fagundes, Ernando; Gasparetto, Valdirene

doi:10.15728/bbr.2021.0994.en

Acessibilidade / Reportar erro

Brasil

BBR. Brazilian Business Review

Español English

Brasil

Español English

sumário « anterior atual seguinte »

Sumário

Article • BBR, Braz. Bus. Rev. 20 (4) • Jul-Aug 2023 • https://doi.org/10.15728/bbr.2021.0994.en copy

Boundary spanners in inter-organizational relationships: A literature review and research agenda

Authorship SCIMAGO INSTITUTIONS RANKINGS

ABSTRACT

The literature on interorganizational relationships has explored them at the organizational level and ignored interpersonal relationships. This paper consists of a literature review analyzing, consolidating, and synthesizing studies on boundary spanners in business-to-business (B2B) interorganizational relationships, pointing out directions for future research. The review was carried out in ten steps, separated into three phases encompassing planning, collecting, and synthesizing data, and disclosing the results. The study assesses 3,156 published articles, and 45 of them addressed the theme of boundary spanners in B2B interorganizational relationships. These articles were analyzed, identifying their characteristics and the evolution of research through time. The definitions of interpersonal and interorganizational relationships were compared, observing how the literature has addressed the interdependency between these relationships. Also, the concepts and roles assigned to boundary spanners were analyzed, leading to an integrated framework of the existing literature on the theme. Finally, suggestions for future research are presented, followed by this review’s implications and limitations.

KEYWORDS:
Boundary Spanners; Interpersonal Relationships; Interorganizational Relationships; Cooperation

Phase I - Planning the review
Step 0	Identifying the need for a review
Step 1	Preparing a review proposal
Step 2	Developing a review protocol
Phase II - Conducting the review
Step 3	Identifying studies
Step 4	Selecting the studies
Step 5	Evaluation of the study’s quality
Step 6	Data extraction and monitoring progress
Step 7	Data synthesis
Phase III - Report and disclosure
Step 8	Report and recommendation
Step 9	Putting the evidence into practice

Journal	Number of articles	%
Industrial Marketing Management	7	15.6
Journal of Operations Management	4	8.9
Journal of Business Research	2	4.4
Others	32	71.1
Total	45
Publication year	Number of articles	%
1977 - 2000	4	8.9
2001 - 2005	4	8.9
2006 - 2010	10	22.2
2011 - 2015	5	11.1
2016 - 2019	22	48.9
Total	45	100.0
Type of article	Number of articles	%
Theoretical	11	24.4
Empirical	34	75.6
Total	45	100.0
Approach of empirical articles	Number of articles	%
Qualitative	8	23.5
Quantitative	25	73.6
Mixed (Qualitative-Quantitative)	1	2.9
Total	34	100.0
Theory	Number of articles	%
Transaction cost theory	5	11.1
Social exchange theory	5	11.1
Role theory	4	8.9
Boundary spanning theory	4	8.9
Social network theory	3	6.7
Social capital theory	3	6.7
Contingency theory	2	4.4
Resource dependence theory	2	4.4
Social immersion theory	2	4.4
Institutional theory	2	4.4
Other theories	15	24.4

Themes	Main topics	Key questions
Interpersonal and Interorganizational relationships	Interorganizational relationships immersed in interpersonal relationships	How do interpersonal relationships and interorganizational relationships relate to each other?
		What conflicts can emerge between boundary spanners and their organizations? What conflicts can emerge from the immersion of interorganizational relationships in interpersonal relationships?
		How can boundary spanners’ behavior influence interorganizational performance?
	Interrelations between formal control and relational control.	How can companies exercise control through trust beyond using formal controls?
		What is the effect of different perceptions of trust on the performance of interorganizational relationships?
	Trust as relational control	How does trust between organizations change throughout an interorganizational relationship, considering the individual and the organizational levels?
Boundary spanners’ roles and hierarchical levels	Roles in different types of organizational activities, business environments, and positions in dyads	What roles do boundary spanners perform in emerging and advanced economies?
		What are the differences in roles boundary spanners take on throughout the many relationship stages?
	Characteristics and roles of boundary spanners at different organizational levels	What are the characteristics of interpersonal relationships among boundary spanners from different organizational levels?

Authors (Year)	Methodology	Theory (s)	Context	Results
Andersen and Kumar (2006Andersen, P. H., & Kumar, R. (2006). Emotions, trust and relationship development in business relationships: A conceptual model for buyer-seller dyads.Industrial Marketing Management,35(4), 522-535. https://doi.org/10.1016/J.INDMARMAN.2004.10.010 https://doi.org/10.1016/J.INDMARMAN.2004... )	Theory Develops systematic literature review and proposes model and propositions	N/A	Illustrative empirical cases	Emotions can have a direct impact on behavioral interaction, regardless of their impact through the trust mediator mechanism
Beugelsdijk et al. (2009Beugelsdijk, S., Koen, C., & Noorderhaven, N. (2009). A dyadic approach to the impact of differences in organizational culture on relationship performance.Industrial Marketing Management ,38(3), 312-323. https://doi.org/10.1016/j.indmarman.2008.02.006 https://doi.org/10.1016/j.indmarman.2008... )	Quantitative empirical. Cross-sectional field study of 124 dyads	Social Exchanges Theory	Individuals from 30 companies and partner companies from a Western European country	Differences in organizational culture are greater in relationships between companies with less success, but do not significantly influence the perceived success in the relationship.
Butt (2019Butt, A. S. (2019). Absence of personal relationship in a buyer-supplier relationship: case of buyers and suppliers of logistics services provider in Australia.Heliyon, 5(6), e01799. https://doi.org/10.1016/j.heliyon.2019.e01799 https://doi.org/10.1016/j.heliyon.2019.e... )	Qualitative empirical. Case study, through semi-structured interviews with 24 senior managers	Social Capital Theory	10 Australian companies involved in the process of buying and selling logistics services	Butt (2019) noted that even in long-term transactions, in the absence of personal relationships, trust does not develop, and only limited commercial information is shared.
Caglio and Ditillo (2008Caglio, A., & Ditillo, A. (2008). A review and discussion of management control in inter-firm relationships: Achievements and future directions.Accounting, Organizations and Society,33(7-8), 865-898. https://doi.org/10.1016/j.aos.2008.08.001 https://doi.org/10.1016/j.aos.2008.08.00... )	Theory Systematic literature review	N/A	N/A	The authors reviewed management accounting research on management controls in inter-organizational contexts and evaluated achievements in this area
Cai et al. (2017Cai, S., Jun, M., & Yang, Z. (2017). The effects of boundary spanners’ personal relationships on interfirm collaboration and conflict: A study of the role of guanxi in China.Journal of Supply Chain Management,53(3), 19-40. https://doi.org/10.1111/jscm.12132 https://doi.org/10.1111/jscm.12132... )	Quantitative empirical. Questionnaire applied to 348 purchasing managers and 613 sales managers	Resource Dependency Theory	Cell phone distribution network, which consists of a Chinese cell phone manufacturer and its 277 independent resellers.	In establishing close and long-term interfirm relationships, boundary spanners can develop interpersonal "ganqing" between them through frequent interactions from formal meetings or informal meetings. "Ganqing" and "renqing" lead to greater cooperation and coordination between companies
Chakkol et al. (2018Chakkol, M., Karatzas, A., Johnson, M., & Godsell, J. (2018). Building bridges: Boundary spanners in servitized supply chains.International Journal of Operations & Production Management. https://doi.org/10.1108/IJOPM-01-2016-0052 https://doi.org/10.1108/IJOPM-01-2016-00... )	Qualitative empirical. Case study comprising 61 interviews in 11 companies	Boundary Spanning Theory	A UK commercial vehicle manufacturer network	In relation to the sector of performance, the study by Chakkol et al. (2018) shows that, in the services sector, the existence of functions, roles and practices of boundary spanners, implicit and explicit, is clearer and its influence considerably stronger than in other sectors. Many boundary spanners in the service sector not only operate within a single dyadic relationship between companies, but also have links with other boundary spanners from various companies in the network
Corsten et al. (2011Corsten, D., Gruen, T., & Peyinghaus, M. (2011). The effects of supplier-to-buyer identification on operational performance-An empirical investigation of inter-organizational identification in automotive relationships.Journal of Operations Management,29(6), 549-560. https://doi.org/10.1016/j.jom.2010.10.002 https://doi.org/10.1016/j.jom.2010.10.00... )	Quantitative empirical. Initially, a series of 21 expert interviews with car manufacturers and suppliers was carried out. Subsequently, 346 questionnaires were applied with suppliers	Social Identity Theory	European automotive industry, 346 German supplier companies.	The supplier-buyer identification directly affects the relationship-specific investments and the exchange of information, although most of the latter effect is mediated by trust. The specific investments in the supplier relationship and the exchange of information play different but complementary roles in influencing operational performance
Dekker et al. (2016Dekker, H., Ding, R., & Groot, T. (2016). Collaborative performance management in interfirm relationships.Journal of Management Accounting Research,28(3), 25-48. https://doi.org/10.2308/jmar-51492 https://doi.org/10.2308/jmar-51492... )	Quantitative empirical. Questionnaire applied with valid responses from 61 individuals	Transaction Cost Theory (TCE)	Financial management professionals from a partnership with a Dutch national organization	Performance management practices are associated with the strategic importance of collaboration and this association is mediated by the characteristics of the transaction in which the partners have chosen to participate. The collaboration objectives of the companies determine these practices through the choice of the transaction
Dekker et al. (2019Dekker, H., Donada, C., Mothe, C., & Nogatchewsky, G. (2019). Boundary spanner relational behavior and inter-organizational control in supply chain relationships.Industrial Marketing Management ,77, 143-154.)	Quantitative empirical. Applied questionnaire with valid answers of 200 CEOs	Organizational Control Theory and Social and Relational Exchanges Theory	2000 French companies of buyers and suppliers in the French region of Auvergne Rhône-Alpes	The relational behavior of supply chain partners' boundary spanners is particularly valuable in narrow scope collaboration, but reduces in value for broader scope collaborations
Dubinsky et al. (1985Dubinsky, A. J., Hartley, S. W., & Yammarino, F. J. (1985). Boundary spanners and self-monitoring: An extended view.Psychological Reports,57(1), 287-294. https://doi.org/10.2466/pr0.1985.57.1.287 https://doi.org/10.2466/pr0.1985.57.1.28... )	Quantitative empirical. Questionnaire applied with two samples with 120 valid answers in the insurance group and 162 in the retail group	N/A	Insurance company located in a large metropolitan area and a chain of department stores	Self-monitoring is not related to performance. The acquisition of knowledge about work through work experience, apparently does not change the (lack of) relationship between self-monitoring and performance
Ekanayake et al. (2017Ekanayake, S., Childerhouse, P., & Sun, P. (2017). The symbiotic existence of interorganizational and interpersonal ties in supply chain collaboration.The International Journal of Logistics Management, 28, 723-754. https://doi.org/10.1108/IJLM-12-2014-0198 https://doi.org/10.1108/IJLM-12-2014-019... )	Qualitative empirical. Case study through interviews and informal observations	Social Networks Theory	Network of a pioneer domestic logistics service provider in Sri Lanka	Trust and reciprocity are incorporated at the personal level, whose benefits are shared by the broader collaboration at the company level.
Ellegaard (2012Ellegaard, C. (2012). Interpersonal attraction in buyer-supplier relationships: A cyclical model rooted in social psychology.Industrial Marketing Management ,41(8), 1219-1227. https://doi.org/10.1016/j.indmarman.2012.10.006 https://doi.org/10.1016/j.indmarman.2012... )	Theory Systematic literature review with the development of a model	Social Exchanges Theory	N/A	The cyclical development of an ever closer link between boundary spanners, with different types of perceived rewards and social psychological characteristics, characterizes the attraction process. This cyclical process develops the close relationship, characterized by high flexibility, durability, resistance, cooperation and performance.
Grawe et al. (2015Grawe, S. J., Daugherty, P. J., & Ralston, P. M. (2015). Enhancing dyadic performance through boundary spanners and innovation: An assessment of service provider-customer relationships.Journal of Business Logistics,36(1), 88-101. https://doi.org/10.1111/jbl.12077 https://doi.org/10.1111/jbl.12077... )	Quantitative empirical. Questionnaire applied with final data for analysis of 81 dyads	N/A	Logistics service providers	Boundary spanners who perceive higher levels of external organizational support from a client develop greater emotional commitment to the client. A relationship was also found between innovation and logistical performance (from service providers and customers).
Gulati and Sytch (2008Gulati, R., & Sytch, M. (2008). Does familiarity breed trust? Revisiting the antecedents of trust.Managerial and Decision Economics,29(2-3), 165-190. https://www.jstor.org/stable/25151592 https://www.jstor.org/stable/25151592... )	Quantitative empirical. Questionnaires with 64 valid responses from Ford buyers and 67 from Chrysler buyers	N/A	Two major US automobile companies (Ford and Chrysler)	The story affects the formation of trust in a complex nonlinear manner, involving a period of ambivalence at the beginning of a relationship.
Haytko (2004Haytko, D. L. (2004). Firm-to-firm and interpersonal relationships: Perspectives from advertising agency account managers.Journal of the Academy of Marketing Science,32(3), 312-328. https://doi.org/10.1177/0092070304264989 https://doi.org/10.1177/0092070304264989... )	Qualitative empirical. Data collected from a series of 20 interviews with account managers	Information Theory	Three different advertising agencies (a large, a medium-sized and a small in terms of revenue) located in three different areas in the United States	Personal relationships between boundary spanners can decrease role conflict and role ambiguity for these individuals, leading to greater job satisfaction and greater relationship satisfaction.
Hoe (2006Hoe, S. L. (2006). The boundary spanner’s role in organizational learning: Unleashing untapped potential.Development and Learning in Organizations: An International Journal, 20(5), 9-11. https://doi.org/10.1108/14777280610687989 https://doi.org/10.1108/1477728061068798... )	Theory Systematic literature review	N/A	N/A	The role of boundary spanners in the acquisition, sharing and use of market knowledge is essential for success in organizational learning
Hu et al. (2019Hu, N., Wu, J., & Gu, J. (2019). Cultural intelligence and employees’ creative performance: The moderating role of team conflict in interorganizational teams.Journal of Management & Organization,25(1), 96-116.)	Quantitative empirical. Data obtained from questionnaires with valid responses from 54 inter-organizational teams	Trait Activation Theory	Inter-organizational teams in China.	Cultural intelligence is positively associated with employee creativity and performance. Team conflict is a significant contextual factor and influences the expression of cultural intelligence factors
2010; Huang et al. (2016Huang, Y., Luo, Y., Liu, Y., & Yang, Q. (2016). An investigation of interpersonal ties in interorganizational exchanges in emerging markets: A boundary-spanning perspective.Journal of Management,42(6), 1557-1587. https://doi.org/10.1177/014920631351111 https://doi.org/10.1177/014920631351111... )	Quantitative empirical. Interviews were conducted with 11 senior managers and a questionnaire was applied with 251 valid responses	Social Embeddedness Theory and Boundary Spanning Theory	Chinese home appliance industry	Interpersonal ties at the highest levels (between top executives) and at the lowest levels (between sellers and individual buyers) are both positively associated with the quality of the buyer-supplier relationship through dyads. Comparing the two levels of interpersonal ties, ties at the lower levels exhibit a stronger association with the quality of the relationship than ties at the highest levels
Ireland and Webb (2007Ireland, R. D., & Webb, J. W. (2007). A multi-theoretic perspective on trust and power in strategic supply chains.Journal of Operations Management ,25(2), 482-497. https://doi.org/10.1016/j.jom.2006.05.004 https://doi.org/10.1016/j.jom.2006.05.00... )	Theory Systematic literature review	Social Capital Theory; Resource Dependency Theory; Transaction Costs Theory	N/A	Four strategies are presented that partners participating in a strategic supply chain can use to develop optimal levels of power and trust
Janowicz-Panjaita and Noorderhaven (2009Janowicz-Panjaitan, M., & Noorderhaven, N. G. (2009). Trust, calculation, and interorganizational learning of tacit knowledge: An organizational roles perspective.Organization Studies,30(10), 1021-1044. https://doi.org/10.1177/0170840609337933 https://doi.org/10.1177/0170840609337933... )	Theory Systematic literature review and model development	Role Theory	N/A	Because of the unique learning-related roles played by boundary spanners at both levels, different factors would determine the extent of their cooperative learning behaviors
Johlke et al. (2002Johlke, M. C., Stamper, C. L., & Shoemaker, M. E. (2002). Antecedents to boundary‐spanner perceived organizational support.Journal of Managerial Psychology, 17, 116-128.)	Quantitative empirical. Data obtained from questionnaires with 235 valid answers from salespeople who attended companies in IORs	N/A	Professional sellers from four inter-company service companies and an insurance company selling mainly to companies	The employee's gender, the amount of formal organizational recognition received and the quality of task-related training are associated with perceived organizational support
Kamann et al. (2006Kamann, D. J. F., Snijders, C., Tazelaar, F., & Welling, D. T. (2006). The ties that bind: Buyer-supplier relations in the construction industry.Journal of Purchasing & Supply Management,12(1), 28-38. https://doi.org/10.1016/j.pursup.2006.03.001 https://doi.org/10.1016/j.pursup.2006.03... )	Quantitative empirical. Data obtained from questionnaires with 448 valid answers.	Transaction Cost Theory; Social Embeddedness Theory	Dutch construction industry	It makes sense to distinguish between cases that are governed by a written contract, versus those that are governed only by verbal agreement. In smaller, less problematic transactions, verbal agreements are used (and relatively successful)
Knoppen and Sáenz (2017Knoppen, D., & Sáenz, M. J. (2017). Interorganizational teams in low-versus high-dependence contexts.International Journal of Production Economics,191, 15-25. https://doi.org/10.1016/j.ijpe.2017.05.011 https://doi.org/10.1016/j.ijpe.2017.05.0... )	Quantitative empirical. Data obtained from questionnaires with 413 valid answers.	Relational view of the company; Working Team Theory. ContingencyTheory	An American multinational company that distributes components and spare parts for heavy machinery	Psychological safety and relationalism improve all facets of the results of the relationship with suppliers, with the exception of efficiency
Larentis et al. (2018Larentis, F., Antonello, C. S., & Slongo, L. A. (2018). Organizational culture and relationship marketing: An interorganizational perspective.Revista Brasileira de Gestão de Negócios,20(1), 37-56. https://doi.org/10.7819/rbgn.v20i1.3688 https://doi.org/10.7819/rbgn.v20i1.3688... )	Qualitative empirical. Multiple cases in two marketing channels, through interviews, observation and data analysis	N/A	Two strategic business units (SBUs) located in southern Brazil, from different industrial groups (customized furniture and financial services)	Trust, commitment, cooperation and learning processes are related to organizational cultural changes and the reduction of role conflicts for boundary spanners, as well as the role of staff turnover in weakening these dimensions and their relationships
Leifer and Huber (1977Leifer, R., & Huber, G. P. (1977). Relations among perceived environmental uncertainty, organization structure, and boundary-spanning behavior.Administrative Science Quarterly, 235-247.)	Quantitative empirical. Cross-sectional field study. Applied questionnaire with valid answers of 182 employees	Contingency Theory	A health and wellness organization, focused on family problems, adoption, social work and so on, in a state government	The role of the boundary spanner mediates the relationship between environmental influences and organizational structures
Leonidou et al. (2018Leonidou, L. C., Aykol, B., Fotiadis, T. A., & Christodoulides, P. (2018). Betrayal intention in exporter-importer working relationships: Drivers, outcomes, and moderating effects.International Business Review,27(1), 246-258. https://doi.org/10.1016/j.ibusrev.2017.07.005 https://doi.org/10.1016/j.ibusrev.2017.0... )	Quantitative empirical. Questionnaire with 268 valid answers applied with representatives of exporters	Rational Action Theory	Indigenous exporters of manufactured products based in Greece	In an importer-exporter relationship, an importer's intention to betray is subsequently very likely to turn into real betrayal in the relationship
Li et al. (2010Li, Y., Xie, E., Teo, H. H., & Peng, M. W. (2010). Formal control and social control in domestic and international buyer-supplier relationships.Journal of Operations Management ,28(4), 333-344. https://doi.org/10.1016/j.jom.2009.11.008 https://doi.org/10.1016/j.jom.2009.11.00... )	Quantitative empirical. Questionnaire applied with CEO or boundary spanner with 580 valid answers	Social Network Theory; Institutional Theory	Manufacturing companies in China	The influence of the duration of cooperation in the use of social control mechanisms is positive and significant in international cooperation, but insignificant in domestic cooperation.
Liu and Meyer (2018Liu, Y., & Meyer, K. E. (2018). Boundary spanners, HRM practices, and reverse knowledge transfer: The case of Chinese cross-border acquisitions.Journal of World Business, 55(2), 100958. https://doi.org/10.1016/j.jwb.2018.07.007 https://doi.org/10.1016/j.jwb.2018.07.00... )	Qualitative empirical. In-depth semi-structured interviews with 22 managers, both at the senior as well as middle level.	Boundary Spanning Theory	Chinese acquisitions in Germany and the United Kingdom	A conceptual framework for reverse knowledge transfer with two mechanisms is proposed - enabling and materializing
Luo (2005Luo, Y. (2005). How important are shared perceptions of procedural justice in cooperative alliances? .Academy of Management Journal,48(4), 695-709. https://www.jstor.org/stable/20159687 https://www.jstor.org/stable/20159687... )	Quantitative empirical. Questionnaire with 176 valid answers collected in 440 alliances.	Alliance Theory	International cooperative alliances in China	The alliance's profitability is higher when both parties perceive high rather than low procedural justice. Profitability is also higher when the parties' perceptions are high than when one party perceives high procedural justice, but the other perceives low procedural justice
Luvison and Cummings (2017Luvison, D., & Cummings, J. L. (2017). Decisions at the boundary: Role choice and alliance manager behaviors.Group & Organization Management,42(2), 279-309. https://doi.org/10.1177/1059601117696620 https://doi.org/10.1177/1059601117696620... )	Theory Develops propositions.	Role Theory	N/A	They argue that the role theory's ability to explain employee behavior is incomplete when viewed in terms of an alliance context. Present and discuss the reasons
Manosso and Antoni (2018Manosso, T. W. S., & Antoni, V. L. (2018). From value congruence between boundary spanners to satisfaction in B2B markets: A theoretical perspective. Revista Alcance, 25(2), 194-210. https://doi.org/alcance.v25n2(Mai/Ago).p194-210 https://doi.org/alcance.v25n2(Mai/Ago).p... )	Theory Develops systematic literature review and proposes a model and propositions	Similarity-Attraction Theory; Social Exchange Theory	N/A	The developed theoretical model proposes the evaluation of the impact of the congruence of the human values of the boundary spanners in the satisfaction of the members involved in IORs
Marcos and Prior (2017Marcos, J., & Prior, D. D. (2017). Buyer-supplier relationship decline: A norms-based perspective.Journal of Business Research ,76, 14-23. https://doi.org/10.1016/j.jbusres.2017.03.005 https://doi.org/10.1016/j.jbusres.2017.0... )	Qualitative empirical. Gathering data from focus groups, semi-structured interviews and document analysis	Transaction Cost Theory	A buyer-supplier relationship with a thirty-year history. The customer's company is a global aircraft systems manufacturer and integrator and employs more than 50,000 people worldwide	The study identifies three main phases of the relationship decline: ignorance, divergence and degeneration
Olk (1998Olk, P. (1998). A knowledge-based perspective on the transformation of individual-level relationships into inter-organizational structures: The case of R&D consortia.European Management Journal,16(1), 39-49.)	Qualitative empirical. 43 questionnaires received by consortium managers and 207 questionnaires received from consortium companies	Transaction Costs Theory	US R&D Consortia	Present propositions on the relationship of individual and organizational factors in the consortium
Perrone et al. (2003Perrone, V., Zaheer, A., & McEvily, B. (2003). Free to be trusted? Organizational constraints on trust in boundary spanners.Organization Science,14(4), 422-439. https://doi.org/10.1287/orsc.14.4.422.17487 https://doi.org/10.1287/orsc.14.4.422.17... )	Quantitative empirical. Semi-structured interviews with 20 purchasing managers	Role Theory	Companies in the "Electronics and other electrical equipment and components" section of NAPM	Giving purchasing managers greater autonomy improves customer representative confidence in purchasing managers
Schilke and Cook (2013Schilke, O., & Cook, K. S. (2013). A cross-level process theory of trust development in interorganizational relationships.Strategic Organization,11(3), 281-303. https://doi.org/10.1177/1476127012472096 https://doi.org/10.1177/1476127012472096... )	Theory Develops systematic literature review and proposes a model and propositions	Trust Development Process Theory	N/A	The proposed model identifies new factors worthy of further exploration in future empirical research
Shen et al. (2019Shen, L., Su, C., Zheng, X. V., & Zhuang, G. (2019). Between contracts and trust: Disentangling the safeguarding and coordinating effects over the relationship life cycle.Industrial Marketing Management ,84, 183-193. https://doi.org/10.1016/j.indmarman.2019.06.006 https://doi.org/10.1016/j.indmarman.2019... )	Quantitative empirical. Questionnaire with 627 valid answers applied to retailers' purchasing managers	Life Cycle Theory	Dyads between manufacturers and retailers in the Chinese home appliance industry	The mutual relationship between contracts and trust of goodwill will vary with the changing perceptions of the exchange partners of the main role of contracts at different stages of the relationship
Stouthuysen et al. (2019Stouthuysen, K., Van den Abbeele, A., van der Meer-Kooistra, J., & Roodhooft, F. (2019). Management control design in long-term buyer-supplier relationships: Unpacking the learning process.Management Accounting Research,45, 100643. https://doi.org/10.1016/j.mar.2019.06.001 https://doi.org/10.1016/j.mar.2019.06.00... )	Qualitative empirical. Case study	Organizational Learning Theory; Role Theory	Relationship between MultiGoods and the FacilityNet provider	Boundary spanners learn to control in a variety of ways, including trial and error, third-party advice, experimentation, multi-level learning (i.e. corporate boundary spanners learning from operational boundary spanners) and partner advice
Vanneste (2016Vanneste, B. S. (2016). From interpersonal to interorganisational trust: The role of indirect reciprocity.Journal of Trust Research, 6(1), 7-36. https://doi.org/10.1080/21515581.2015.1108849 https://doi.org/10.1080/21515581.2015.11... )	Theory Construction and analysis of a relationship simulation model	Social Exchange Theory; Network Theory	N/A	Inter-organizational trust comes from individuals and their dispositions, actions and observations. Organizations cannot trust, only their employees
Vesalainen et al. (2019Vesalainen, J., Rajala, A., & Wincent, J. (2019). Purchasers as boundary spanners: Mapping purchasing agents’ persuasive orientations.Industrial Marketing Management ,84, 224-236.)	Quantitative and qualitative empirical. Two stages with 178 and 79 valid responses respectively	Institutional Theory; Multiple Governance Approach	Finnish manufacturing sector.	Not all buyers can be considered ideal boundary spanners, due to the adoption of certain persuasive guidelines. The role of the boundary spanner for a buyer is therefore related to the way they communicate and behave in relations with suppliers.
Walter and Gemünden (2000Walter, A., & Gemünden, H. G. (2000). Bridging the gap between suppliers and customers through relationship promoters: theoretical considerations and empirical results.Journal of Business & Industrial Marketing, 15(2-3), 86-105. https://doi.org/10.1108/08858620010316813 https://doi.org/10.1108/0885862001031681... )	Quantitative empirical. Questionnaire with 213 valid answers.	N/A	Supplier companies in Germany	The advancement of the relationship through a relationship promoter at the customer's supplier or company has a significant positive impact on sales growth in the relationship and on the supplier's participation in a customer's business.
Williams (2016Williams, M. (2016). Being trusted: How team generational age diversity promotes and undermines trust in cross‐boundary relationships.Journal of Organizational Behavior,37(3), 346-373. https://doi.org/10.1002/job.2045 https://doi.org/10.1002/job.2045... )	Quantitative empirical. Questionnaire with 227 valid answers applied with senior level consultants	Social Categorization Theory; Social Capital Theory	Top 10 international management consultancy companies based in the USA	Generational diversity among the client team members of a client organization harms the perception of reliability in the homogeneous dyads of the boundary spanner with the client
Wu et al. (2010Wu, Z., Steward, M. D., & Hartley, J. L. (2010). Wearing many hats: Supply managers’ behavioral complexity and its impact on supplier relationships.Journal of Business Research ,63(8), 817-823. https://doi.org/10.1016/j.jbusres.2009.07.001 https://doi.org/10.1016/j.jbusres.2009.0... )	Quantitative empirical. Questionnaire with 70 pairs of valid answers applied to supply managers and account executives	N/A	16 purchasing companies that are members of supply management institutes	Four roles were identified that are performed when managing relationships with suppliers: negotiator, facilitator, supplier's lawyer and educator.
Zhang et al., (2011Zhang, C., Viswanathan, S., & Henke, J. W., Jr.(2011). The boundary spanning capabilities of purchasing agents in buyer-supplier trust development.Journal of Operations Management ,29(4), 318-328. https://doi.org/10.1016/j.jom.2010.07.001 https://doi.org/10.1016/j.jom.2010.07.00... )	Quantitative empirical. Questionnaires with 230 valid answers from salespeople in the automotive industry and 125 salespeople in the food industry	Boundary Spanning Theory	Production goods suppliers from two major global manufacturing companies in the automotive and food industries	A purchasing agent's effectiveness in strategic communication with suppliers affects a supplier's trust in the purchasing company. Trust in the purchasing agent, in turn, affects trust in the purchasing company
Zhang et al., (2019Zhang, C., Zheng, X. V., & Li, J. J. (2019). Is collaboration a better way to develop trust after opportunism? Distinguishing firm and boundary spanner opportunism.Industrial Marketing Management ,82, 38-51. https://doi.org/10.1016/j.indmarman.2019.02.018 https://doi.org/10.1016/j.indmarman.2019... )	Quantitative empirical. Questionnaire with 287 valid responses from purchasing managers and senior executives	Equity Theory	China Statistics Bureau manufacturing companies	Tolerance has a positive effect on restoring confidence under boundary spanner opportunism, but negatively affects confidence in firm opportunism, while aggression makes restoring confidence even more in the organization's opportunism than in the boundary spanner's opportunism
Zhou et al. (2018Zhou, C., Hu, N., Wu, J., & Gu, J. (2018). A new scale to measure cross-organizational cultural intelligence.Chinese Management Studies, 12(3), 658-679. https://doi.org/10.1108/CMS-10-2017-0309 https://doi.org/10.1108/CMS-10-2017-0309... )	Quantitative empirical. Applied questionnaire with 196 valid answers	N/A	Participants were from companies, governments and others located in China and Hong Kong	Expands the field of research in cultural intelligence and proposes a four-dimensional scale was developed to measure it, which includes cognition, motivation, collaborative communication and behavioral adaptability

Autores (Ano)	Metodologia	Teoria (s)	Contexto	Resultados
Andersen and Kumar (2006Andersen, P. H., & Kumar, R. (2006). Emotions, trust and relationship development in business relationships: A conceptual model for buyer-seller dyads.Industrial Marketing Management,35(4), 522-535. https://doi.org/10.1016/J.INDMARMAN.2004.10.010 https://doi.org/10.1016/J.INDMARMAN.2004... )	Teórico. Desenvolve revisão sistemática da literatura e propõe modelo e proposições.	N/A	Casos empíricos ilustrativos	As emoções podem ter um impacto direto na interação comportamental, independentemente de seu impacto através do mecanismo mediador da confiança.
Beugelsdijk et al. (2009Beugelsdijk, S., Koen, C., & Noorderhaven, N. (2009). A dyadic approach to the impact of differences in organizational culture on relationship performance.Industrial Marketing Management ,38(3), 312-323. https://doi.org/10.1016/j.indmarman.2008.02.006 https://doi.org/10.1016/j.indmarman.2008... )	Empírico quantitativo. Estudo de campo transversal de 124 díades	Teoria das trocas sociais	Indivíduos de 30 empresas e de empresas parceiras de um país da Europa Ocidental	As diferenças na cultura organizacional são maiores em relacionamentos entre empresas com menos sucesso, mas não influenciam significativamente o sucesso percebido no relacionamento.
Butt (2019Butt, A. S. (2019). Absence of personal relationship in a buyer-supplier relationship: case of buyers and suppliers of logistics services provider in Australia.Heliyon, 5(6), e01799. https://doi.org/10.1016/j.heliyon.2019.e01799 https://doi.org/10.1016/j.heliyon.2019.e... )	Empírico qualitativo. Estudo de caso, por meio de entrevistas semiestruturadas com 24 gerentes seniores	Teoria do Capital Social	10 empresas da Austrália envolvidas no processo de compra e venda de serviços de logística	Em transações de longo prazo, na ausência de relacionamentos pessoais, não se desenvolve a confiança e se compartilham apenas informações comerciais limitadas.
Caglio and Ditillo (2008Caglio, A., & Ditillo, A. (2008). A review and discussion of management control in inter-firm relationships: Achievements and future directions.Accounting, Organizations and Society,33(7-8), 865-898. https://doi.org/10.1016/j.aos.2008.08.001 https://doi.org/10.1016/j.aos.2008.08.00... )	Teórico. Revisão sistemática da literatura	N/A	N/A	Revisaram a pesquisa em contabilidade gerencial acerca dos controles gerenciais em contextos interorganizacionais e avaliaram as realizações nessa área.
Cai et al. (2017Cai, S., Jun, M., & Yang, Z. (2017). The effects of boundary spanners’ personal relationships on interfirm collaboration and conflict: A study of the role of guanxi in China.Journal of Supply Chain Management,53(3), 19-40. https://doi.org/10.1111/jscm.12132 https://doi.org/10.1111/jscm.12132... )	Empírico quantitativo. Questionário aplicado com 348 gerentes de compras e 613 gerentes de vendas	Teoria da dependência de recursos	Rede de distribuição de telefonia celular, que consiste em um fabricante chinês de celulares e seus 277 revendedores independentes.	No estabelecimento de relações interorganizacionais próximas e de longo prazo, os boundary spanners podem desenvolver "ganqing" interpessoal entre eles por meio de interações frequentes a partir de reuniões formais ou reuniões informais. "Ganqing" e "renqing" levam a uma maior cooperação e coordenação entre as empresas.
Chakkol et al. (2018Chakkol, M., Karatzas, A., Johnson, M., & Godsell, J. (2018). Building bridges: Boundary spanners in servitized supply chains.International Journal of Operations & Production Management. https://doi.org/10.1108/IJOPM-01-2016-0052 https://doi.org/10.1108/IJOPM-01-2016-00... )	Empírico qualitativo. Estudo de caso compreendendo 61 entrevistas em 11 empresas	Teoria dos Limites	Rede um fabricante de veículos comerciais do Reino Unido	No setor de serviços, a existência de funções, papéis e práticas dos boundary spanners implícitos e explícitos é mais clara e sua influência consideravelmente mais forte. Muitos boundary spanners no setor de serviços, não operam apenas dentro de um único relacionamento diádico entre empresas, mas também têm vínculos com outros boundary spanners de várias empresas da rede
Corsten et al. (2011Corsten, D., Gruen, T., & Peyinghaus, M. (2011). The effects of supplier-to-buyer identification on operational performance-An empirical investigation of inter-organizational identification in automotive relationships.Journal of Operations Management,29(6), 549-560. https://doi.org/10.1016/j.jom.2010.10.002 https://doi.org/10.1016/j.jom.2010.10.00... )	Empírico quantitativo. Inicialmente foi realizada uma série de 21 entrevistas de especialistas com fabricantes e fornecedores de automóveis. Posteriormente foram aplicados 346 questionários com fornecedores.	Teoria da identidade social	Indústria automotiva europeia 346 empresas fornecedoras alemãs.	A identificação fornecedor-comprador afeta diretamente os investimentos específicos do relacionamento e a troca de informações, embora a maior parte desse último efeito seja mediada pela confiança. Os investimentos específicos da relação do fornecedor e a troca de informações desempenham papéis diferentes, porém complementares, na influência do desempenho operacional.
Dekker et al. (2016Dekker, H., Ding, R., & Groot, T. (2016). Collaborative performance management in interfirm relationships.Journal of Management Accounting Research,28(3), 25-48. https://doi.org/10.2308/jmar-51492 https://doi.org/10.2308/jmar-51492... )	Empírico quantitativo. Questionário aplicado com respostas válidas de 61 indivíduos	Economia de custos de transação (TCE)	Profissionais em gestão financeira a partir de uma parceria com uma organização nacional holandesa	As práticas de gerenciamento de desempenho estão associadas à importância estratégica da colaboração, e essa associação é mediada pelas características da transação da qual os parceiros optaram por participar. Os objetivos de colaboração das empresas determinam essas práticas por meio da escolha da transação.
Dekker et al. (2019Dekker, H., Donada, C., Mothe, C., & Nogatchewsky, G. (2019). Boundary spanner relational behavior and inter-organizational control in supply chain relationships.Industrial Marketing Management ,77, 143-154.)	Empírico quantitativo. Questionário aplicado com respostas válidas de 200 CEOs	Teoria do controle organizacional e Teoria das trocas sociais e relacionais	"2000 empresas francesas de compradores e fornecedores na região francesa de Auvergne Rhône-Alpes	O comportamento relacional dos boundary spanners dos parceiros da cadeia de suprimentos é particularmente valioso na colaboração em escopo estreito, mas reduz em valor para colaborações em escopo mais amplo.
Dubinsky et al. (1985Dubinsky, A. J., Hartley, S. W., & Yammarino, F. J. (1985). Boundary spanners and self-monitoring: An extended view.Psychological Reports,57(1), 287-294. https://doi.org/10.2466/pr0.1985.57.1.287 https://doi.org/10.2466/pr0.1985.57.1.28... )	Empírico quantitativo. Questionário aplicado com duas amostras com 120 respostas válidas no grupo de seguros e 162 no grupo de varejo	N/A	Companhia de seguros localizada em uma grande área metropolitana e uma cadeia de lojas de departamento	O auto monitoramento não apresenta relação com o desempenho. A aquisição de conhecimento sobre o trabalho por meio da experiência no trabalho, aparentemente não altera a (falta de) relação entre auto monitoramento e performance.
Ekanayake et al. (2017Ekanayake, S., Childerhouse, P., & Sun, P. (2017). The symbiotic existence of interorganizational and interpersonal ties in supply chain collaboration.The International Journal of Logistics Management, 28, 723-754. https://doi.org/10.1108/IJLM-12-2014-0198 https://doi.org/10.1108/IJLM-12-2014-019... )	Empírico qualitativo. Estudo de caso por meio de entrevistas e observações informais	Teoria das redes sociais	Rede de um provedor de serviços de logística doméstica pioneira no Sri Lanka	Confiança e reciprocidade são incorporados no nível pessoal, cujos benefícios são compartilhados pela colaboração mais ampla no nível da empresa.
Ellegaard (2012Ellegaard, C. (2012). Interpersonal attraction in buyer-supplier relationships: A cyclical model rooted in social psychology.Industrial Marketing Management ,41(8), 1219-1227. https://doi.org/10.1016/j.indmarman.2012.10.006 https://doi.org/10.1016/j.indmarman.2012... )	Teórico. Revisão sistemática da literatura com elaboração de um modelo	Teoria das trocas sociais	N/A	O desenvolvimento cíclico de uma ligação cada vez mais próxima entre os boundary spanners, com os diferentes tipos de recompensas percebidas e características psicológicas sociais, caracteriza o processo de atração. Esse processo cíclico desenvolve o relacionamento de perto, caracterizado por alta flexibilidade, durabilidade, resistência, cooperação e desempenho.
Grawe et al. (2015Grawe, S. J., Daugherty, P. J., & Ralston, P. M. (2015). Enhancing dyadic performance through boundary spanners and innovation: An assessment of service provider-customer relationships.Journal of Business Logistics,36(1), 88-101. https://doi.org/10.1111/jbl.12077 https://doi.org/10.1111/jbl.12077... )	Empírico quantitativo. Questionário aplicado com dados finais para análise de 81 díades	N/A	Prestadores de serviços de logística	Os boundary spanners que percebem níveis mais altos de suporte organizacional externo de um cliente desenvolvam maior comprometimento afetivo com o cliente. Também foi encontrada uma relação entre inovação e desempenho logístico (de prestadores de serviços e de clientes).
Gulati and Sytch (2008Gulati, R., & Sytch, M. (2008). Does familiarity breed trust? Revisiting the antecedents of trust.Managerial and Decision Economics,29(2-3), 165-190. https://www.jstor.org/stable/25151592 https://www.jstor.org/stable/25151592... )	Empírico quantitativo. Questionários com aplicados com 64 respostas válidas de compradores da Ford e 67 de compradores da Chrysler	N/A	Duas grandes empresas de automóveis dos EUA (Ford e Chrysler)	A história afeta a formação da confiança de uma maneira não linear complexa, envolvendo um período de ambivalência no início de um relacionamento.
Haytko (2004Haytko, D. L. (2004). Firm-to-firm and interpersonal relationships: Perspectives from advertising agency account managers.Journal of the Academy of Marketing Science,32(3), 312-328. https://doi.org/10.1177/0092070304264989 https://doi.org/10.1177/0092070304264989... )	Empírico qualitativo. Dados coletados a partir de uma série de 20 entrevistas com gerentes de contas	Teoria da informação	Três agências de publicidade diferentes (uma grande, um de tamanho médio e outro pequeno em termos de faturamento) localizado em três áreas diferentes os Estados Unidos	Relações pessoais entre boundary spanners podem diminuir o conflito de papéis e a ambiguidade de papéis para esses indivíduos, levando a maior satisfação no trabalho e maior satisfação com o relacionamento.
Hoe (2006Hoe, S. L. (2006). The boundary spanner’s role in organizational learning: Unleashing untapped potential.Development and Learning in Organizations: An International Journal, 20(5), 9-11. https://doi.org/10.1108/14777280610687989 https://doi.org/10.1108/1477728061068798... )	Teórico. Revisão sistemática de literatura	N/A	N/A	O papel dos boundary spanners na aquisição, compartilhamento e uso do conhecimento do mercado é essencial para o sucesso no aprendizado organizacional.
Hu et al. (2019Hu, N., Wu, J., & Gu, J. (2019). Cultural intelligence and employees’ creative performance: The moderating role of team conflict in interorganizational teams.Journal of Management & Organization,25(1), 96-116.)	Empírico quantitativo. Dados obtidos a partir de questionários com respostas válidas de 54 equipes interorganizacionais	Teoria da ativação de traços	Equipes interorganizacionais na China.	A inteligência cultural está positivamente associada à criatividade dos funcionários e ao desempenho. O conflito de equipe é um fator contextual significativo e influencia a expressão de fatores de inteligência cultural.
Huang et al. (2016Huang, Y., Luo, Y., Liu, Y., & Yang, Q. (2016). An investigation of interpersonal ties in interorganizational exchanges in emerging markets: A boundary-spanning perspective.Journal of Management,42(6), 1557-1587. https://doi.org/10.1177/014920631351111 https://doi.org/10.1177/014920631351111... )	Empírico quantitativo. Foram realizadas entrevistas com 11 gerentes seniores e aplicado questionário com 251 respostas válidas	Teoria da Imersão Social e Teoria da Extensão de Limites	Indústria chinesa de eletrodomésticos	Os laços interpessoais nos níveis mais altos (entre os principais executivos) e nos níveis mais baixos (entre vendedores e compradores individuais) estão ambos associados positivamente à qualidade do relacionamento comprador-fornecedor por meio de diádicos. Comparando os dois níveis de vínculos interpessoais, os laços nos níveis mais baixos exibem uma associação mais forte com a qualidade do relacionamento do que os laços nos níveis mais altos.
Ireland and Webb (2007Ireland, R. D., & Webb, J. W. (2007). A multi-theoretic perspective on trust and power in strategic supply chains.Journal of Operations Management ,25(2), 482-497. https://doi.org/10.1016/j.jom.2006.05.004 https://doi.org/10.1016/j.jom.2006.05.00... )	Teórico. Revisão sistemática da literatura	Teoria do capital social; Teoria da dependência de recursos; Teoria dos custos de transação	N/A	São apresentadas quatro estratégias que os parceiros participantes de uma cadeia estratégica de suprimentos podem usar para desenvolver níveis ideais de poder e confiança.
Janowicz-Panjaita and Noorderhaven (2009Janowicz-Panjaitan, M., & Noorderhaven, N. G. (2009). Trust, calculation, and interorganizational learning of tacit knowledge: An organizational roles perspective.Organization Studies,30(10), 1021-1044. https://doi.org/10.1177/0170840609337933 https://doi.org/10.1177/0170840609337933... )	Teórico. Revisão sistemática da literatura e desenvolvimento de modelo	Teoria dos papéis	N/A	Em virtude dos papéis únicos relacionados à aprendizagem desempenhados pelos boundary spanners nos dois níveis, fatores diferentes determinariam a extensão de seus comportamentos de aprendizagem cooperativa.
Johlke et al. (2002Johlke, M. C., Stamper, C. L., & Shoemaker, M. E. (2002). Antecedents to boundary‐spanner perceived organizational support.Journal of Managerial Psychology, 17, 116-128.)	Empírico quantitativo. Dados obtidos a partir de questionários com 235 respostas válidas de vendedores que atendiam empresas em IORs.	N/A	Vendedores profissionais de quatro empresas de serviços entre empresas e uma empresa de seguros vendendo principalmente para empresas.	O gênero do funcionário, a quantidade de reconhecimento organizacional formal recebido e a qualidade do treinamento relacionado à tarefa estão associados à percepção de suporte organizacional.
Kamann et al. (2006Kamann, D. J. F., Snijders, C., Tazelaar, F., & Welling, D. T. (2006). The ties that bind: Buyer-supplier relations in the construction industry.Journal of Purchasing & Supply Management,12(1), 28-38. https://doi.org/10.1016/j.pursup.2006.03.001 https://doi.org/10.1016/j.pursup.2006.03... )	Empírico quantitativo. Dados obtidos a partir de questionários com 448 respostas válidas	Economia de Custo de Transação; Teoria da Imersão Social	Indústria da construção holandesa	Faz sentido distinguir entre os casos que são regidos por um contrato escrito, contra aqueles que são regidos apenas por acordo verbal. Em transações menores e menos problemáticas, acordos verbais são usados (e relativamente bem-sucedidos).
Knoppen and Sáenz (2017Knoppen, D., & Sáenz, M. J. (2017). Interorganizational teams in low-versus high-dependence contexts.International Journal of Production Economics,191, 15-25. https://doi.org/10.1016/j.ijpe.2017.05.011 https://doi.org/10.1016/j.ijpe.2017.05.0... )	Empírico quantitativo. Dados obtidos a partir de questionários com 413 respostas válidas	Visão relacional da empresa; Teoria da equipe de trabalho; Teoria da contingência	Uma empresa multinacional norte-americana que distribui componentes e peças de reposição para máquinas pesadas.	A segurança psicológica e o relacionalismo melhoram todas as facetas dos resultados do relacionamento com fornecedores, com exceção da eficiência.
Larentis et al. (2018Larentis, F., Antonello, C. S., & Slongo, L. A. (2018). Organizational culture and relationship marketing: An interorganizational perspective.Revista Brasileira de Gestão de Negócios,20(1), 37-56. https://doi.org/10.7819/rbgn.v20i1.3688 https://doi.org/10.7819/rbgn.v20i1.3688... )	Empírico qualitativo. Casos múltiplos em dois canais de marketing, por meio de entrevistas, observação e análise de dados	N/A	Duas unidades de negócios estratégicas (SBUs) localizadas no sul do Brasil, de diferentes grupos industriais (móveis personalizados e serviços financeiros)	A confiança, o comprometimento, a cooperação e os processos de aprendizagem estão relacionados com mudanças culturais organizacionais e na redução dos conflitos de papel dos boundary spanners, assim como o papel da rotatividade de pessoal em enfraquecer essas dimensões e respectivas relações.
Leifer and Huber (1977Leifer, R., & Huber, G. P. (1977). Relations among perceived environmental uncertainty, organization structure, and boundary-spanning behavior.Administrative Science Quarterly, 235-247.)	Empírico quantitativo. Estudo de campo transversal. Questionário aplicado com respostas válidas de 182 funcionários	Teoria da Contingência.	Uma organização de saúde e bem-estar, voltada para problemas familiares, adoção, serviço social e assim por diante, em um governo estadual	O papel do boundary spanner medeia a relação entre influências ambientais e estruturas organizacionais.
Leonidou et al. (2018Leonidou, L. C., Aykol, B., Fotiadis, T. A., & Christodoulides, P. (2018). Betrayal intention in exporter-importer working relationships: Drivers, outcomes, and moderating effects.International Business Review,27(1), 246-258. https://doi.org/10.1016/j.ibusrev.2017.07.005 https://doi.org/10.1016/j.ibusrev.2017.0... )	Empírico quantitativo. Questionário com 268 respostas válidas aplicado com representantes dos exportadores	Teoria da Ação Racional	Exportadores indígenas de produtos manufaturados, com base na Grécia	Em uma relação importador-exportador, a intenção de traição de um importador é subsequentemente muito provável de se transformar em traição real no relacionamento.
Li et al. (2010Li, Y., Xie, E., Teo, H. H., & Peng, M. W. (2010). Formal control and social control in domestic and international buyer-supplier relationships.Journal of Operations Management ,28(4), 333-344. https://doi.org/10.1016/j.jom.2009.11.008 https://doi.org/10.1016/j.jom.2009.11.00... )	Empírico quantitativo. Questionário aplicado com CEO ou boundary spanner com 580 respostas válidas	Teoria das redes sociais; Visão institucional	Empresas do setor manufatureiro na China	A influência da duração da cooperação no uso de mecanismos de controle social é positiva e significativa na cooperação internacional, mas insignificante na cooperação doméstica.
Liu and Meyer (2018Liu, Y., & Meyer, K. E. (2018). Boundary spanners, HRM practices, and reverse knowledge transfer: The case of Chinese cross-border acquisitions.Journal of World Business, 55(2), 100958. https://doi.org/10.1016/j.jwb.2018.07.007 https://doi.org/10.1016/j.jwb.2018.07.00... )	"Empírico qualitativo. Entrevistas semiestruturadas em profundidade com 22 gerentes, tanto no nível sênior quanto no médio,"	Teoria da abrangência de fronteiras	Aquisições chinesas na Alemanha e no Reino Unido	É proposta uma estrutura conceitual de transferência reversa de conhecimento com dois mecanismos - capacitar e materializar.
Luo (2005Luo, Y. (2005). How important are shared perceptions of procedural justice in cooperative alliances? .Academy of Management Journal,48(4), 695-709. https://www.jstor.org/stable/20159687 https://www.jstor.org/stable/20159687... )	Empírico quantitativo. Questionário com 176 respostas válidas coletados em 440 alianças.	Teoria da Aliança	Alianças cooperativas internacionais na China	A rentabilidade da aliança é maior quando ambas as partes percebem alta ao invés de baixa justiça processual. A lucratividade também é maior quando as percepções das partes são altas do que quando uma parte percebe alta justiça processual, mas o outro percebe baixa justiça processual.
Luvison and Cummings (2017Luvison, D., & Cummings, J. L. (2017). Decisions at the boundary: Role choice and alliance manager behaviors.Group & Organization Management,42(2), 279-309. https://doi.org/10.1177/1059601117696620 https://doi.org/10.1177/1059601117696620... )	Teórico. Desenvolve proposições.	Teoria dos papéis	N/A	Argumentam que a capacidade da teoria dos papéis de explicar o comportamento dos funcionários é incompleta quando vista em termos de um contexto de aliança. Apresentam e discutem as razões.
Manosso and Antoni (2018Manosso, T. W. S., & Antoni, V. L. (2018). From value congruence between boundary spanners to satisfaction in B2B markets: A theoretical perspective. Revista Alcance, 25(2), 194-210. https://doi.org/alcance.v25n2(Mai/Ago).p194-210 https://doi.org/alcance.v25n2(Mai/Ago).p... )	Teórico. Desenvolve uma revisão sistemática da literatura e propõe um modelo teórico.	Teoria da Semelhança-Atração; Teoria da troca social	N/A	O modelo teórico desenvolvido propõe a avaliação do impacto da congruência dos valores humanos dos boundary spanners na satisfação dos membros envolvidos em IORs.
Marcos and Prior (2017Marcos, J., & Prior, D. D. (2017). Buyer-supplier relationship decline: A norms-based perspective.Journal of Business Research ,76, 14-23. https://doi.org/10.1016/j.jbusres.2017.03.005 https://doi.org/10.1016/j.jbusres.2017.0... )	Empírico qualitativo. Dados coletador a partir de grupos focais, entrevistas semiestruturadas e análises de documentos	Economia dos Custos de Transação (TCE)	Um relacionamento comprador-fornecedor com um histórico de trinta anos. A empresa do cliente é um fabricante e integrador global de sistemas de aeronaves e emprega mais de 50.000 pessoas em todo o mundo	O estudo identifica três fases principais do declínio do relacionamento: desconhecimento, divergência e degeneração.
Olk (1998Olk, P. (1998). A knowledge-based perspective on the transformation of individual-level relationships into inter-organizational structures: The case of R&D consortia.European Management Journal,16(1), 39-49.)	Empírico qualitativo. 43 questionários recebidos por gerentes de consórcio e 207 questionários recebidos de empresas do consórcio	Teoria dos custos de transação	Consórcios de P&D dos EUA	Apresentam proposições sobre a relação de fatores individuais e organizacionais no consórcio
Perrone et al. (2003Perrone, V., Zaheer, A., & McEvily, B. (2003). Free to be trusted? Organizational constraints on trust in boundary spanners.Organization Science,14(4), 422-439. https://doi.org/10.1287/orsc.14.4.422.17487 https://doi.org/10.1287/orsc.14.4.422.17... )	Empírico quantitativo. Entrevistas semiestruturadas com 20 gerentes de compras	Teoria dos papéis	Empresas na seção “Setor de eletrônica e outros equipamentos e componentes elétricos" da NAPM	Conceder aos gerentes de compras maior autonomia aprimora confiança do representante do cliente nos gerentes de compras.
Schilke and Cook (2013Schilke, O., & Cook, K. S. (2013). A cross-level process theory of trust development in interorganizational relationships.Strategic Organization,11(3), 281-303. https://doi.org/10.1177/1476127012472096 https://doi.org/10.1177/1476127012472096... )	Teórico. Desenvolve uma revisão sistemática da literatura e propõe um modelo e proposições.	Teoria de processo de desenvolvimento de confiança	N/A	O modelo proposto identifica novos fatores dignos de exploração adicional em futuras pesquisas empíricas.
Shen et al. (2019Shen, L., Su, C., Zheng, X. V., & Zhuang, G. (2019). Between contracts and trust: Disentangling the safeguarding and coordinating effects over the relationship life cycle.Industrial Marketing Management ,84, 183-193. https://doi.org/10.1016/j.indmarman.2019.06.006 https://doi.org/10.1016/j.indmarman.2019... )	Empírico quantitativo. Questionário com 627 respostas válidas aplicado com gerentes de compras dos varejistas	Teoria do ciclo de vida do relacionamento	Díades entre fabricantes e varejistas na indústria chinesa de eletrodomésticos	O relacionamento mútuo entre contratos e confiança de boa vontade variará com as percepções em mudança dos parceiros de troca da função principal dos contratos em diferentes fases do relacionamento.
Stouthuysen et al. (2019Stouthuysen, K., Van den Abbeele, A., van der Meer-Kooistra, J., & Roodhooft, F. (2019). Management control design in long-term buyer-supplier relationships: Unpacking the learning process.Management Accounting Research,45, 100643. https://doi.org/10.1016/j.mar.2019.06.001 https://doi.org/10.1016/j.mar.2019.06.00... )	Empírico qualitativo. Estudo de caso	Teoria do aprendizado organizacional; Teoria dos papéis	Relação entre MultiGoods e o fornecedor FacilityNet	Os boundary spanners aprendem a controlar de várias maneiras, incluindo tentativa e erro, conselhos de terceiros, experimentação, aprendizado em vários níveis (ou seja, boundary spanners corporativos aprendendo com boundary spanners operacionais) e conselhos do parceiro.
Vanneste (2016Vanneste, B. S. (2016). From interpersonal to interorganisational trust: The role of indirect reciprocity.Journal of Trust Research, 6(1), 7-36. https://doi.org/10.1080/21515581.2015.1108849 https://doi.org/10.1080/21515581.2015.11... )	Teórico. Construção e análise de um modelo de simulação do relacionamento	Teoria das trocas sociais; Teoria das redes	N/A	A confiança interorganizacional vem dos indivíduos e de suas disposições, ações e observações. As organizações não podem confiar, apenas seus funcionários.
Vesalainen et al. (2019Vesalainen, J., Rajala, A., & Wincent, J. (2019). Purchasers as boundary spanners: Mapping purchasing agents’ persuasive orientations.Industrial Marketing Management ,84, 224-236.)	Empírico quantitativo e qualitativo. Dois estágios com 178 e 79 respostas válidas respectivamente	Teoria institucional; Abordagem de governança múltipla	Setor manufatureiro finlandês.	Nem todos os compradores podem ser considerados boundary spanners ideais, devido à adoção de determinadas orientações persuasivas. A função do boundary spanner para um comprador está, portanto, relacionada à forma como eles se comunicam e se comportam nas relações com os fornecedores.
Walter and Gemünden (2000Walter, A., & Gemünden, H. G. (2000). Bridging the gap between suppliers and customers through relationship promoters: theoretical considerations and empirical results.Journal of Business & Industrial Marketing, 15(2-3), 86-105. https://doi.org/10.1108/08858620010316813 https://doi.org/10.1108/0885862001031681... )	Empírico quantitativo. Questionário com 213 respostas válidas.	N/A	Empresas fornecedoras na Alemanha	O avanço do relacionamento por meio de um promotor de relacionamento no fornecedor ou na empresa do cliente tem um impacto significativo positivo no crescimento das vendas no relacionamento e na participação do fornecedor nos negócios de um cliente.
Williams (2016Williams, M. (2016). Being trusted: How team generational age diversity promotes and undermines trust in cross‐boundary relationships.Journal of Organizational Behavior,37(3), 346-373. https://doi.org/10.1002/job.2045 https://doi.org/10.1002/job.2045... )	Empírico quantitativo. Questionário com 227 respostas válidas aplicados com consultores de nível sênior	Teoria da categorização social; Teoria do capital social	10 principais empresas internacionais de consultoria de gestão com sede nos EUA	A diversidade geracional entre os membros da equipe do cliente de uma organização cliente prejudica a percepção de confiança nas díades homogêneas do boundary spanner com o cliente.
Wu et al. (2010Wu, Z., Steward, M. D., & Hartley, J. L. (2010). Wearing many hats: Supply managers’ behavioral complexity and its impact on supplier relationships.Journal of Business Research ,63(8), 817-823. https://doi.org/10.1016/j.jbusres.2009.07.001 https://doi.org/10.1016/j.jbusres.2009.0... )	Empírico quantitativo. Questionário com 70 pares de respostas válidas aplicados com gerentes de suprimentos e executivos de contas	N/A	16 empresas compradoras membros de institutos de gerenciamento de suprimentos	Foram identificadas quatro funções que são desempenhadas ao gerenciar relacionamentos com fornecedores: negociador, facilitador, advogado do fornecedor e educador.
Zhang et al. (2011Zhang, C., Viswanathan, S., & Henke, J. W., Jr.(2011). The boundary spanning capabilities of purchasing agents in buyer-supplier trust development.Journal of Operations Management ,29(4), 318-328. https://doi.org/10.1016/j.jom.2010.07.001 https://doi.org/10.1016/j.jom.2010.07.00... )	Empírico quantitativo. Questionários com 230 respostas válidas de vendedores da indústria automotiva e 125 vendedores da indústria alimentícia	Teoria dos limites	Fornecedores de bens de produção de duas grandes empresas globais de manufatura nas indústrias automotiva e de alimentos	A eficácia de um agente de compras na comunicação estratégica com os fornecedores afeta a confiança de um fornecedor na empresa compradora. A confiança no agente de compras, por sua vez, afeta a confiança na empresa compradora.
Zhang et al. (2019Zhang, C., Zheng, X. V., & Li, J. J. (2019). Is collaboration a better way to develop trust after opportunism? Distinguishing firm and boundary spanner opportunism.Industrial Marketing Management ,82, 38-51. https://doi.org/10.1016/j.indmarman.2019.02.018 https://doi.org/10.1016/j.indmarman.2019... )	Empírico quantitativo. Questionário com 287 respostas válidas de gerentes de compras e executivos seniores	Teoria da Equidade	Empresas de manufatura do China Statistics Bureau	A tolerância tem um efeito positivo na restauração da confiança sob o oportunismo do boundary spanner, mas afeta negativamente a confiança no oportunismo firme, enquanto a agressão dificulta a restauração da confiança ainda mais no oportunismo da organização do que no oportunismo do boundary spanner.
Zhou et al. (2018Zhou, C., Hu, N., Wu, J., & Gu, J. (2018). A new scale to measure cross-organizational cultural intelligence.Chinese Management Studies, 12(3), 658-679. https://doi.org/10.1108/CMS-10-2017-0309 https://doi.org/10.1108/CMS-10-2017-0309... )	Empírico quantitativo. Questionário aplicado com 196 respostas válidas	N/A	Participantes eram de empresas, governos e outros localizados na China e Hong Kong.	Amplia o campo de pesquisa em inteligência cultural e propõe uma escala quadrimensional desenvolvida para mensurá-la, que inclui cognição, motivação, comunicação colaborativa e adaptabilidade comportamental.

Fucape Business School Av. Fernando Ferrari, 1358, Boa Vista, 29075-505, Vitória, Espírito Santo, Brasil, (27) 4009-4423 - Vitória - ES - Brazil
E-mail: bbronline@bbronline.com.br

Acompanhe os números deste periódico no seu leitor de RSS

[1] fagundes.ernando@gmail.com