POWER AND TRUST - CRITICAL FACTORS IN THE ADOPTION AND USE OF ELECTRONIC DATA INTERCHANGE

Computer networks are an increasingly important technology for improvi ng the efficiency of information processing and providing shared acces s to information resources. Because computer networks are increasingly being used to support the flow of information between and within orga nizations, their use both influences and has consequences for interorg anizational relationships. An important and widespread application of interorganizational computer networks is Electronic Data Interchange ( EDI), which refers to the computer-based exchange of standardized busi ness-related information between buyer and supplier firms. The followi ng theoretical framework addresses the role that power and trust play in EDI adoption and use. Firms with greater power can influence their trading partners to adopt EDI. But power can be exercised in different ways. Because computer networks provide a way for certain information to be: more accessible to outside parties, their use makes organizati onal boundaries more permeable. When firms use coercive power to force trading partners to adopt EDI, less powerful partners may be left mor e vulnerable. And, over time this perceived vulnerability becomes a co nstraint in interorganizational relationships that prevents improvemen ts in coordination through expanded use of EDI. On the other hand, whe n the event of EDI adoption is viewed as an opportunity to build and r einforce trust between firms, the relationship is able to support orga nizational changes (e.g., restructuring operational processes or new m odes of distribution) related to EDI use which contribute to improving interorganizational coordination. The role of power and trust in EDI adoption has important implications for interorganizational theory. Th eir role may be especially helpful in understanding how technology, an d, in particular, electronic media support strategic alliances that fi rms create to advance mutual goals.