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Perception differences between buyer and supplier: the effect of agent negotiation styles

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  • Hung-Chung Su
  • Yi-Su Chen
  • Young K. Ro

Abstract

This study investigates the effects of individual negotiation styles on a buyer’s stated behaviour and a supplier’s anticipation of the buyer’s behaviours with regard to opportunism and compliance in a multi-echelon production network under different firm-level governance mechanisms. We design a between-subjects matched-scenario experiment to collect data from both sides of a buyer‒supplier dyad. We find that agent negotiation styles do exert influences on opportunism but not compliance. Specifically, we find that the effects of firm-level governing mechanisms dominate the effects of individual negotiation styles with regard to compliance, while individual negotiation styles have influence beyond firm-level governing mechanisms with regard to opportunism. Theoretical contributions of our findings to the current literature and managerial implications to practice are discussed.

Suggested Citation

  • Hung-Chung Su & Yi-Su Chen & Young K. Ro, 2017. "Perception differences between buyer and supplier: the effect of agent negotiation styles," International Journal of Production Research, Taylor & Francis Journals, vol. 55(20), pages 6067-6083, October.
    • Handle: RePEc:taf:tprsxx:v:55:y:2017:i:20:p:6067-6083
    DOI: 10.1080/00207543.2017.1324220
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    Cited by:

    1. Bitsch, Linda & Hanf, Jon H., 2022. "The perfect match: interpersonal relationships and their impact on chain management," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 25(3), March.

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