Reputational Information: Its Role in Inter-organizational Collaboration

Abstract

This paper explores the concept of reputational information in relation to decision makers' choice of inter-organizational partners. Reputational information is compared to other sources of information and a set of propositions is developed linking aspects of relationship formation and development with the use of reputational information. The propositions are further examined through a case study of a large Danish Telecommunications company's use of reputational information when evaluating advertising agencies.