IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v63y2010i8p817-823.html
   My bibliography  Save this article

Wearing many hats: Supply managers' behavioral complexity and its impact on supplier relationships

Author

Listed:
  • Wu, Zhaohui
  • Steward, Michelle D.
  • Hartley, Janet L.

Abstract

Applying concepts from the behavioral complexity literature ([Ashby, 1952] and [Denison et al., 1995]) we examine if supply managers' multiple roles (behavioral repertoire) and the ability to shift among these roles (behavioral differentiation) are related to their interpersonal relationships with account executives of key suppliers. A series of interviews identified four roles that are enacted when managing supplier relationships: negotiator, facilitator, supplier's advocate, and educator. Survey data were gathered from 70 matched pairs of supply managers and key suppliers' account executives. Results show that a broader behavioral repertoire is positively related to interpersonal relationship quality but behavioral differentiation is negatively related to interpersonal relationship quality.

Suggested Citation

  • Wu, Zhaohui & Steward, Michelle D. & Hartley, Janet L., 2010. "Wearing many hats: Supply managers' behavioral complexity and its impact on supplier relationships," Journal of Business Research, Elsevier, vol. 63(8), pages 817-823, August.
    • Handle: RePEc:eee:jbrese:v:63:y:2010:i:8:p:817-823
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(09)00191-X
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Cai, Shaohan & Yang, Zhilin & Hu, Zuohao, 2009. "Exploring the governance mechanisms of quasi-integration in buyer-supplier relationships," Journal of Business Research, Elsevier, vol. 62(6), pages 660-666, June.
    2. Wagner, Stephan M., 2006. "A firm's responses to deficient suppliers and competitive advantage," Journal of Business Research, Elsevier, vol. 59(6), pages 686-695, June.
    3. Knight, Louise & Harland, Christine, 2005. "Managing Supply Networks:: Organizational Roles in Network Management," European Management Journal, Elsevier, vol. 23(3), pages 281-292, June.
    4. Gao, Tao & Sirgy, M. Joseph & Bird, Monroe M., 2005. "Reducing buyer decision-making uncertainty in organizational purchasing: can supplier trust, commitment, and dependence help?," Journal of Business Research, Elsevier, vol. 58(4), pages 397-405, April.
    5. Gumusluoglu, Lale & Ilsev, Arzu, 2009. "Transformational leadership, creativity, and organizational innovation," Journal of Business Research, Elsevier, vol. 62(4), pages 461-473, April.
    6. R. J. Rummel, 1967. "Understanding factor analysis," Journal of Conflict Resolution, Peace Science Society (International), vol. 11(4), pages 444-480, December.
    7. Mukherji, Ananda & Francis, John D., 2008. "Mutual adaptation in buyer-supplier relationships," Journal of Business Research, Elsevier, vol. 61(2), pages 154-161, February.
    8. Daniel R. Denison & Robert Hooijberg & Robert E. Quinn, 1995. "Paradox and Performance: Toward a Theory of Behavioral Complexity in Managerial Leadership," Organization Science, INFORMS, vol. 6(5), pages 524-540, October.
    9. Kozan, M. Kamil & Wasti, S. Nazli & Kuman, Ayca, 2006. "Management of buyer-supplier conflict: The case of the Turkish automotive industry," Journal of Business Research, Elsevier, vol. 59(6), pages 662-670, June.
    10. Vincenzo Perrone & Akbar Zaheer & Bill McEvily, 2003. "Free to Be Trusted? Organizational Constraints on Trust in Boundary Spanners," Organization Science, INFORMS, vol. 14(4), pages 422-439, August.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Si Tan & Weiping Chen, 2019. "Can members’ WeChat engagement affect relational outcomes in community‐supported agriculture? Empirical evidence from China," Agribusiness, John Wiley & Sons, Ltd., vol. 35(1), pages 36-52, January.
    2. Goworek, Helen & Oxborrow, L. & Claxton, S. & McLaren, A. & Cooper, T. & Hill, H., 2020. "Managing sustainability in the fashion business: Challenges in product development for clothing longevity in the UK," Journal of Business Research, Elsevier, vol. 117(C), pages 629-641.
    3. Chen Qian & Stefan Seuring & Ralf Wagner, 2021. "Reviewing interfirm relationship quality from a supply chain management perspective," Management Review Quarterly, Springer, vol. 71(3), pages 625-650, July.
    4. Harrison, Robert L., 2013. "Using mixed methods designs in the Journal of Business Research, 1990–2010," Journal of Business Research, Elsevier, vol. 66(11), pages 2153-2162.
    5. Johnson, Jeff S., 2023. "How business-to-business salespeople deal with buying center dissenters," International Journal of Research in Marketing, Elsevier, vol. 40(3), pages 590-608.
    6. A. J. Burns & Clay Posey & Tom L. Roberts, 2021. "Insiders’ Adaptations to Security-Based Demands in the Workplace: An Examination of Security Behavioral Complexity," Information Systems Frontiers, Springer, vol. 23(2), pages 343-360, April.
    7. Justin M. Lawrence & Andrew T. Crecelius & Lisa K. Scheer & Son K. Lam, 2019. "When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers," Journal of the Academy of Marketing Science, Springer, vol. 47(5), pages 837-857, September.
    8. Deniz Köksal & Jochen Strähle & Martin Müller, 2018. "Social Sustainability in Apparel Supply Chains—The Role of the Sourcing Intermediary in a Developing Country," Sustainability, MDPI, vol. 10(4), pages 1-35, March.
    9. Jia, Fu & Lamming, Richard & Sartor, Marco & Orzes, Guido & Nassimbeni, Guido, 2014. "International purchasing offices in China: A dynamic evolution model," International Business Review, Elsevier, vol. 23(3), pages 580-593.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Shuanglong Wang & Nathan Eva & Alexander Newman & Haihua Zhou, 2021. "A double-edged sword: the effects of ambidextrous leadership on follower innovative behaviors," Asia Pacific Journal of Management, Springer, vol. 38(4), pages 1305-1326, December.
    2. Sarooghi, Hessamoddin & Libaers, Dirk & Burkemper, Andrew, 2015. "Examining the relationship between creativity and innovation: A meta-analysis of organizational, cultural, and environmental factors," Journal of Business Venturing, Elsevier, vol. 30(5), pages 714-731.
    3. Busola Oluwafemi, Tolulope & Mitchelmore, Siwan & Nikolopoulos, Konstantinos, 2020. "Leading innovation: Empirical evidence for ambidextrous leadership from UK high-tech SMEs," Journal of Business Research, Elsevier, vol. 119(C), pages 195-208.
    4. Luo, Yadong & Liu, Yi & Yang, Qian & Maksimov, Vladislav & Hou, Jigang, 2015. "Improving performance and reducing cost in buyer–supplier relationships: The role of justice in curtailing opportunism," Journal of Business Research, Elsevier, vol. 68(3), pages 607-615.
    5. Francis, John & Mukherji, Ananda & Mukherji, Jyotsna, 2009. "Examining relational and resource influences on the performance of border region SMEs," International Business Review, Elsevier, vol. 18(4), pages 331-343, August.
    6. Cannavale, Chiara & Esempio, Anna & Ferretti, Marco, 2021. "Up- and down- alliances: A systematic literature review," International Business Review, Elsevier, vol. 30(5).
    7. Behrooz Gharleghi & Asghar Afshar Jahanshahi & Khaled Nawaser, 2018. "The Outcomes of Corporate Social Responsibility to Employees: Empirical Evidence from a Developing Country," Sustainability, MDPI, vol. 10(3), pages 1-15, March.
    8. Justin J. P. Jansen & Gerard George & Frans A. J. Van den Bosch & Henk W. Volberda, 2008. "Senior Team Attributes and Organizational Ambidexterity: The Moderating Role of Transformational Leadership," Journal of Management Studies, Wiley Blackwell, vol. 45(5), pages 982-1007, July.
    9. Musarra, Giuseppe & Kadile, Vita & Zaefarian, Ghasem & Oghazi, Pejvak & Najafi-Tavani, Zhaleh, 2022. "Emotions, culture intelligence, and mutual trust in technology business relationships," Technological Forecasting and Social Change, Elsevier, vol. 181(C).
    10. Rameshwar Dubey & Nezih Altay & Constantin Blome, 2019. "Swift trust and commitment: The missing links for humanitarian supply chain coordination?," Annals of Operations Research, Springer, vol. 283(1), pages 159-177, December.
    11. Rosa, José Antonio & Qualls, William J. & Ruth, Julie A., 2014. "Consumer creativity: Effects of gender and variation in the richness of vision and touch inputs," Journal of Business Research, Elsevier, vol. 67(3), pages 386-393.
    12. Tanja Lepistö & Tiina Mäkitalo-Keinonen & Tiina Valjakka, 0. "Opportunity recognition in a hub-governed network – insights from garage services," International Entrepreneurship and Management Journal, Springer, vol. 0, pages 1-24.
    13. Yubo Hou & Ge Gao & Fei Wang & Tingrui Li & Zhilan Yu, 2011. "Organizational Commitment and Creativity: the Influence of Thinking Styles," Annals of Economics and Finance, Society for AEF, vol. 12(2), pages 411-431, November.
    14. Yucel, Ilhami & McMillan, Amy & Richard, Orlando C., 2014. "Does CEO transformational leadership influence top executive normative commitment?," Journal of Business Research, Elsevier, vol. 67(6), pages 1170-1177.
    15. Wei Sun & Ang Xu & Yufan Shang, 2014. "Transformational leadership, team climate, and team performance within the NPD team: Evidence from China," Asia Pacific Journal of Management, Springer, vol. 31(1), pages 127-147, March.
    16. repec:ipg:wpaper:40 is not listed on IDEAS
    17. David Audretsch & Jagannadha Pawan Tamvada, 2023. "From entrepreneurship to leadership," The Journal of Technology Transfer, Springer, vol. 48(2), pages 814-820, April.
    18. Jenkins A. Asaah & Beatrice L. Asaah & Austin W. Luguterah, 2020. "Diagnosing the Organizational Culture of Rural Community Banks in Ghana and Its Effects on Their Financial Performance," Journal of Social Science Studies, Macrothink Institute, vol. 7(2), pages 86-114, December.
    19. Badrinarayanan, Vishag & Suh, Taewon & Kim, Kyung-Min, 2016. "Brand resonance in franchising relationships: A franchisee-based perspective," Journal of Business Research, Elsevier, vol. 69(10), pages 3943-3950.
    20. Chang, Kuo-Hsiung & Chen, Yung-ray & Huang, Hsu-Feng, 2015. "Information technology and partnership dynamic capabilities in international subcontracting relationships," International Business Review, Elsevier, vol. 24(2), pages 276-286.
    21. Nguyen, Thi Thu & Mia, Lokman & Winata, Lanita & Chong, Vincent K., 2017. "Effect of transformational-leadership style and management control system on managerial performance," Journal of Business Research, Elsevier, vol. 70(C), pages 202-213.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:63:y:2010:i:8:p:817-823. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.