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Buyer-Supplier and Supplier-Supplier Alliances: Do They Reinforce or Undermine One Another?

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  • Sergio G. Lazzarini
  • Danny P. Claro
  • Luiz F. Mesquita

Abstract

Previous research has portrayed buyer-supplier and supplier-supplier alliances as important mechanisms to foster learning and exchange efficiencies. Controversy remains, however, as to how these alliances interact. While some propose they reinforce one another (e.g. learning in horizontal ties generates positive spillovers to vertical ties), others propose a negative interplay (e.g. when increasing vertical-tie intensity, suppliers may weaken horizontal ties to avoid retaliation from buyers who wish to preserve bargaining power). We empirically test these competing views using survey data from the Brazilian auto-parts industry. In an attempt at reconciliation, we propose that the positive or negative interaction between vertical and horizontal alliances depends on the level of technological uncertainty of goods exchanged. Vertical ties seem to inhibit horizontal ties when technological uncertainty is low; when technological uncertainty is higher, vertical and horizontal ties do not seem to have any meaningful form of interaction. We discuss implications for theory and practice. Copyright (c) Blackwell Publishing Ltd 2007.

Suggested Citation

  • Sergio G. Lazzarini & Danny P. Claro & Luiz F. Mesquita, 2008. "Buyer-Supplier and Supplier-Supplier Alliances: Do They Reinforce or Undermine One Another?," Journal of Management Studies, Wiley Blackwell, vol. 45(3), pages 561-584, May.
  • Handle: RePEc:bla:jomstd:v:45:y:2008:i:3:p:561-584
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    References listed on IDEAS

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    Cited by:

    1. Susan M. Mudambi & Stephen Tallman, 2010. "Make, Buy or Ally? Theoretical Perspectives on Knowledge Process Outsourcing through Alliances," Journal of Management Studies, Wiley Blackwell, vol. 47(s2), pages 1434-1456, December.
    2. repec:bla:jscmgt:v:53:y:2017:i:2:p:61-87 is not listed on IDEAS
    3. De Vita, Glauco & Tekaya, Arafet & Wang, Catherine L., 2010. "Asset specificity's impact on outsourcing relationship performance: A disaggregated analysis by buyer-supplier asset specificity dimensions," Journal of Business Research, Elsevier, vol. 63(7), pages 657-666, July.
    4. Yadong Luo & Yi Liu & Jiaqi Xue, 2009. "Relationship Investment and Channel Performance: An Analysis of Mediating Forces," Journal of Management Studies, Wiley Blackwell, vol. 46(7), pages 1113-1137, November.
    5. Antonios Karatzas & Mark Johnson & Marko Bastl, 2016. "Relationship Determinants of Performance in Service Triads: A Configurational Approach," Journal of Supply Chain Management, Institute for Supply Management, vol. 52(3), pages 28-47, July.

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