Although relationship-specific investments (RSIs) typically signal commitment, they may inadvertently heighten supplier vulnerability under power asymmetry. This study aims to address a critical gap: how suppliers actively transform these investments into buyer dependence. By shifting focus from the direct effects of RSIs to their strategic transformation, the authors explore how suppliers navigate power-asymmetric relationships.
Drawing on the relational view, this study develops and tests a mediation model in which proactive market orientation, information technology (IT) integration and collaborative joint efforts act as key relational mechanisms. Survey data were collected from 208 IT original equipment manufacturer (OEM) suppliers in China, and the proposed model was tested using structural equation modeling (SEM).
The results show that the effects of RSIs on buyer dependence are mediated through relational mechanisms, namely, proactive market orientation, IT integration and collaborative joint efforts, highlighting the importance of relational mechanisms in unlocking the value of RSIs.
This study advances the literature on buyer–supplier relationships by revealing the contingent nature of RSIs in power-asymmetric contexts. It extends the relational view by identifying key relational mechanisms through which suppliers can unlock relational rents and actively shape buyer dependence dynamics. The findings provide new insights into how structurally weaker suppliers can strategically manage RSIs and offer practical guidance for building stronger and more enduring relationships with dominant buyers.
