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Control mechanisms across a buyer-supplier relationship quality matrix


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  • Liu, Yi
  • Li, Yuan
  • Zhang, Leinan
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    This study develops a buyer-supplier RQ matrix and explores changes in the use of selected control mechanisms, including coercive power, non-coercive power, contracts, and relational norms, across this matrix. The results indicate, under four distinct contexts of RQ, that coercive power execution is relatively low and has no significant differences in different quadrants of the matrix; that contract execution is relatively high and likewise has no significant differences; and that execution of non-coercive power and relational norms increases as the level of RQ improves. These findings reveal the important roles of contracts, the limited roles of coercive power, and the changing roles of non-coercive power and relational norms, as displayed in four distinct contexts of RQ. They make new contributions to the buyer-supplier relationship management literature and provide insightful theoretical guidance for buyer-supplier relationship managerial practice.

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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 63 (2010)
    Issue (Month): 1 (January)
    Pages: 3-12

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    Handle: RePEc:eee:jbrese:v:63:y:2010:i:1:p:3-12

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    Keywords: Buyer-supplier relationship RQ Control mechanism Cluster analysis;


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    Cited by:
    1. Kashyap, Vishal & Sivadas, Eugene, 2012. "An exploratory examination of shared values in channel relationships," Journal of Business Research, Elsevier, vol. 65(5), pages 586-593.
    2. Jiuh-Biing Sheu, 2014. "Green Supply Chain Collaboration for Fashionable Consumer Electronics Products under Third-Party Power Intervention—A Resource Dependence Perspective," Sustainability, MDPI, Open Access Journal, vol. 6(5), pages 2832-2875, May.
    3. Niesten, Eva & Jolink, Albert, 2012. "Incentives, opportunism and behavioral uncertainty in electricity industries," Journal of Business Research, Elsevier, vol. 65(7), pages 1031-1039.
    4. Florian Hémont & Bernard Grabot & Anne Mayere, 2010. "Cooperation in Supply Chains: from practical problems to conceptual models," Post-Print hal-00952734, HAL.
    5. Shou, Yongyi & Feng, Yi & Zheng, Jingjing & Wang, Guofeng & Yeboah, Nyamah Edmond, 2013. "Power source and its effect on customer–supplier relationships: An empirical study in Yangtze River Delta," International Journal of Production Economics, Elsevier, vol. 146(1), pages 118-128.
    6. Bellouma Meryem, 2011. "Governance Mechanisms and Buyer Supplier Relationship:Static and Dynamic Panel Data Evidence from Tunisian Exporting SMEs," International Journal of Economics and Financial Issues, Econjournals, vol. 1(3), pages 88-98, September.


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