Control mechanisms across a buyer-supplier relationship quality matrix
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.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Lui, Steven S. & Ngo, Hang-yue & Hon, Alice H.Y., 2006. "Coercive strategy in interfirm cooperation: Mediating roles of interpersonal and interorganizational trust," Journal of Business Research, Elsevier, vol. 59(4), pages 466-474, April.
- De Cannière, Marie Hélène & De Pelsmacker, Patrick & Geuens, Maggie, 2009.
"Relationship Quality and the Theory of Planned Behavior models of behavioral intentions and purchase behavior,"
Journal of Business Research,
Elsevier, vol. 62(1), pages 82-92, January.
- M. H. De Cannière & P. De Pelsmacker & M. Geuens, 2008. "Relationship Quality and the Theory of Planned Behavior Models of Behavioral Intentions and Purchase Behavior," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 08/492, Ghent University, Faculty of Economics and Business Administration.
- Cooley, Thomas F. & Dwyer, Mark, 1998. "Business cycle analysis without much theory A look at structural VARs," Journal of Econometrics, Elsevier, vol. 83(1-2), pages 57-88.
- Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
- Bejou, David & Wray, Barry & Ingram, Thomas N., 1996. "Determinants of relationship quality: An artificial neural network analysis," Journal of Business Research, Elsevier, vol. 36(2), pages 137-143, June.
- Ryu, Sungmin & Kabadayi, Sertan & Chung, Christina, 2007. "The relationship between unilateral and bilateral control mechanisms:The contextual effect of long-term orientation," Journal of Business Research, Elsevier, vol. 60(7), pages 681-689, July.
- Geyskens, I. & Steenkamp, J.E.B.M. & Scheer, L.K. & Kumar, N., 1996. "The effects of trust and interdependence on relationship commitment : A trans-Atlantic study," Other publications TiSEM ef7c8d6c-963d-4ee7-8576-9, Tilburg University, School of Economics and Management.
- Rauyruen, Papassapa & Miller, Kenneth E., 2007. "Relationship quality as a predictor of B2B customer loyalty," Journal of Business Research, Elsevier, vol. 60(1), pages 21-31, January.
- Stickel, Eberhard, 2001. "Uncertainty reduction in a competitive environment," Journal of Business Research, Elsevier, vol. 51(3), pages 169-177, March.
- Buvik, Arnt & Reve, Torger, 2001. "Asymmetrical deployment of specific assets and contractual safeguarding in industrial purchasing relationships," Journal of Business Research, Elsevier, vol. 51(2), pages 101-113, February.
- Oliver E. Williamson, 1993. "Contested Exchange versus the Governance of Contractual Relations," Journal of Economic Perspectives, American Economic Association, vol. 7(1), pages 103-108, Winter.
- Ryu, Sungmin & Park, Jeong Eun & Min, Soonhong, 2007. "Factors of determining long-term orientation in interfirm relationships," Journal of Business Research, Elsevier, vol. 60(12), pages 1225-1233, December.
When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:63:y:2010:i:1:p:3-12. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei)
If references are entirely missing, you can add them using this form.