Managing relationships with power advantage buyers : The role of supplier initiated bonding tactics in long-term buyer–supplier collaborations

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review

7 Scopus Citations
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Detail(s)

Original languageEnglish
Pages (from-to)5587-5596
Journal / PublicationJournal of Business Research
Volume69
Issue number12
Early online date3 Jun 2016
Publication statusPublished - Dec 2016

Abstract

Interorganizational long-term collaboration plays an important role in buyer and supplier relationships. However, the specific tactics a supplier firm should adopt when the buyer firm is power-advantaged and reluctant to maintain long-term collaboration remain unexplored. Drawing on resource dependence theory, this study argues that buyer power advantage makes the buyer reluctant to collaborate with the supplier in the long run. These findings further identify three types of relationship bonding tactics initiated by the supplier firm: customization, information sharing, and managerial ties to the buyer firm. Using a 131 matched buyer–supplier dyadic database, this paper's results show that buyer power advantage is negatively related to long-term collaboration. Supplier customization and managerial ties mitigate the effect of buyer power advantage on long-term collaboration. Nevertheless, the effect of information sharing on the relationship between buyer power advantage and long-term collaboration is not significant.

Research Area(s)

  • Long-term collaboration, Power advantage, Relationship bonding tactics, Supplier customization

Citation Format(s)

Managing relationships with power advantage buyers : The role of supplier initiated bonding tactics in long-term buyer–supplier collaborations. / Wang, Yonggui; Wang, Na; Jiang, Ling; Yang, Zhilin; Cui, Victor.

In: Journal of Business Research, Vol. 69, No. 12, 12.2016, p. 5587-5596.

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review