... to identity threats in collaborative supply relationships, such threats are driven by the imbalance of power between or among the parties. Therefore, establishing an intergroup relational identity should be preferred over a collective identity in situations characterized by a high identity threat. Research...

...Min Zhang; Xiande Zhao; Baofeng Huo; Barbara Flynn Purpose This study aims to examine the relationships between power, relationship commitment and customer integration by replicating and extending Zhao et al. (2008) in China and the USA. Design/methodology/approach This study collects...

... of negotiators – namely, agreeableness – moderates the effectiveness of using coercion and reward power to appropriate value in buyer-supplier negotiations. Simulated negotiations in buyer-supplier dyads with 152 participants are analyzed using hierarchical regression analysis. The analysis shows...

... about the phenomena of interest. Findings – Captured in an integrated conceptual framework, this study identified five strategic options available to the weaker actor in order to counteract a power dominance of a stronger player, which were underpinned by seven influencing factors. Research...