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- Publisher Website: 10.1016/j.jom.2012.03.005
- Scopus: eid_2-s2.0-84860315012
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Article: The influence of relational experience and contractual governance on the negotiation strategy in buyer-supplier disputes
Title | The influence of relational experience and contractual governance on the negotiation strategy in buyer-supplier disputes |
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Authors | |
Keywords | Supply chain governance Dispute Contractual governance Negotiation Relational experience Buyer-supplier relationships |
Issue Date | 2012 |
Citation | Journal of Operations Management, 2012, v. 30, n. 5, p. 382-395 How to Cite? |
Abstract | This paper theoretically refines and empirically extends the debate on the type of interplay between relational experience and contractual governance in an under-researched area: supply chain disputes. We define relational experience as either cooperative or competitive; distinguish between control and coordination functions of contractual governance; and assess their interplay on the negotiation strategy used in disputes. Using a unique data set of buyer-supplier disputes, we find, in particular that increasing contractual control governance weakens the positive effect of cooperative relational experience on cooperative negotiation strategy. However, increasing contractual control governance for a buyer-supplier dyad with competitive relational experience will increase cooperative negotiation strategy. Contractual coordination governance reinforces the positive effect of cooperative relational experience. Through this study, we reach a better understanding of how and when contractual and relational governance dimensions interact; rather than whether they act as substitutes or complements as has been studied in prior research. We discuss the implications of these findings for the field of supply chain management. © 2012 Elsevier B.V. All rights reserved. |
Persistent Identifier | http://hdl.handle.net/10722/301767 |
ISSN | 2023 Impact Factor: 6.5 2023 SCImago Journal Rankings: 3.009 |
ISI Accession Number ID |
DC Field | Value | Language |
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dc.contributor.author | Lumineau, Fabrice | - |
dc.contributor.author | Henderson, James E. | - |
dc.date.accessioned | 2021-08-19T02:20:41Z | - |
dc.date.available | 2021-08-19T02:20:41Z | - |
dc.date.issued | 2012 | - |
dc.identifier.citation | Journal of Operations Management, 2012, v. 30, n. 5, p. 382-395 | - |
dc.identifier.issn | 0272-6963 | - |
dc.identifier.uri | http://hdl.handle.net/10722/301767 | - |
dc.description.abstract | This paper theoretically refines and empirically extends the debate on the type of interplay between relational experience and contractual governance in an under-researched area: supply chain disputes. We define relational experience as either cooperative or competitive; distinguish between control and coordination functions of contractual governance; and assess their interplay on the negotiation strategy used in disputes. Using a unique data set of buyer-supplier disputes, we find, in particular that increasing contractual control governance weakens the positive effect of cooperative relational experience on cooperative negotiation strategy. However, increasing contractual control governance for a buyer-supplier dyad with competitive relational experience will increase cooperative negotiation strategy. Contractual coordination governance reinforces the positive effect of cooperative relational experience. Through this study, we reach a better understanding of how and when contractual and relational governance dimensions interact; rather than whether they act as substitutes or complements as has been studied in prior research. We discuss the implications of these findings for the field of supply chain management. © 2012 Elsevier B.V. All rights reserved. | - |
dc.language | eng | - |
dc.relation.ispartof | Journal of Operations Management | - |
dc.subject | Supply chain governance | - |
dc.subject | Dispute | - |
dc.subject | Contractual governance | - |
dc.subject | Negotiation | - |
dc.subject | Relational experience | - |
dc.subject | Buyer-supplier relationships | - |
dc.title | The influence of relational experience and contractual governance on the negotiation strategy in buyer-supplier disputes | - |
dc.type | Article | - |
dc.description.nature | link_to_subscribed_fulltext | - |
dc.identifier.doi | 10.1016/j.jom.2012.03.005 | - |
dc.identifier.scopus | eid_2-s2.0-84860315012 | - |
dc.identifier.volume | 30 | - |
dc.identifier.issue | 5 | - |
dc.identifier.spage | 382 | - |
dc.identifier.epage | 395 | - |
dc.identifier.isi | WOS:000305040100003 | - |