... with key informants. The RV has been increasingly applied in supply chain management (SCM) research to explain performance differentials in buyer–supplier relationships, including studies on relational governance, trust and collaborative advantage (Autry and Golicic, 2010 ; Mesquita et al...

... performance (BP). Further, this paper includes buyer–supplier relationships (BSRs) and competitive intensity (CI) as moderators to clarify boundary conditions. This paper confirms the partial mediating effect of IA on the relationship between SS and BP. Additional mediators, such as organizational...

... with expectations, the effects impact the relationship. Originality/value – Negotiation research has largely focussed on negotiations as discrete events with economic outcomes. This ongoing buyer-supplier relationship research highlights the impact that previous negotiations (relationship history) have...

...Professor Maria Jesus Saenz; Dr Xenophon Koufteros; Farooq Habib; Marko Bastl; Colin Pilbeam Purpose – The purpose of this paper is to identify the strategic options available to a weaker actor to counteract the dominance of a stronger actor in a buyer-supplier relationship, and identifies those...

...Brian S. Fugate; Rodney W. Thomas; Susan L. Golicic Purpose The purpose of this research is to investigate the direct and interaction effects of managers' tactics to deal with time pressure on behaviors and relational norms across transactional and collaborative buyer‐supplier relationships...