Coping with time pressure and knowledge sharing in buyer-supplier relationships

Journal of Supply Chain Management

Volumn 47, Issue 3, 2011, Pages 22-42

  Thomas, Rodney W ^a   Fugate, Brian S ^b   Koukova, Nevena T ^c  

^a GEORGIA SOUTHERN UNIVERSITY   (United States)

^b Veterinary Dentistry and Oral Surgery   (United States)

^c LEHIGH UNIVERSITY   (United States)

Author keywords

Analysis of variance; Behavioral supply management; Buyer supplier relationships; Knowledge sharing; Laboratory studies

Indexed keywords

EID: 79960507463     PISSN: 15232409     EISSN: 1745493X     Source Type: Journal    
DOI: 10.1111/j.1745-493X.2011.03229.x     Document Type: Article

References (116)

1. Anderson, E. and B. Weitz The Use of Pledges to Build and Sustain Commitment in Distribution Channels, "Journal of Marketing Research, (29:1), 1992, pp. 18-34.
2. Anderson, J.C. and D.W. Gerbing Structural Equation Modeling in Practice: A Review of the Two-Step Approach, "Psychological Bulletin, (103:3), 1988, pp. 411-423.
3. Antia, K.D., M.E. Bergen, S. Dutta and R.J. Fisher How Does Enforcement Deter Gray Market Incidence?, "Journal of Marketing, (70:1), 2006, pp. 92-106.
4. Azadegan, A., K.J. Dooley, P.L. Carter and J.R. Carter Supplier Innovativeness and the Role of Interorganizational Learning in Enhancing Manufacturer Capabilities, "Journal of Supply Chain Management, (44:4), 2008, pp. 14-35.
5. Beach, L.R. and T. Connolly The Psychology of Decision Making: People in Organizations, Sage, Thousand Oaks, CA., 2005.
6. Bendoly, E. and M. Prietula In "The Zone" The Role of Evolving Skill and Transitional Workload on Motivation and Realized Performance in Operational Tasks, "International Journal of Operations and Production Management, (28:12), 2008, pp. 1130-1152.
7. Ben Zur, H. and S.J. Breznitz The Effect of Time Pressure on Risky Choice Behavior, "Acta Psychologica, (47), 1981, pp. 89-104.
8. Bernardes, E.S. The Effect of Supply Chain Management on Aspects of Social Capital and the Impact on Performance: A Social Network Perspective, "Journal of Supply Chain Management, (46:1), 2010, pp. 45-55.
9. Bove, L.L. and L.W. Johnson Customer Relationships with Personnel: Do We Measure Closeness, Quality or Strength?, "Journal of Business Research, (54:3), 2001, pp. 189-197.
10. Brockman, B.K. and R.M. Morgan The Role of Existing Knowledge in New Product Innovativeness and Performance, "Decision Sciences, (34:2), 2003, pp. 385-415.
11. Cai, S., M. Jun and Z. Yang The Impact of Interorganizational Internet Communication on Purchasing Performance: A Study of Chinese Manufacturing Firms, "Journal of Supply Chain Management, (42:3), 2006, pp. 16-29.
12. Cai, S. and Z. Yang Development Of Cooperative Norms in the Buyer-Supplier Relationship: The Chinese Experience, "Journal of Supply Chain Management, (44:1), 2008, pp. 55-70.
13. Cannon, J.P. and W.D. Perreault Jr. Buyer-Seller Relationships in Business Markets, "Journal of Marketing Research, (36:4), 1999, pp. 439-460.
14. Carter, C.R., L. Kaufmann and A. Michel Behavioral Supply Management: A Taxonomy of Judgment and Decision Making Biases, "International Journal of Physical Distribution and Logistics Management, (37:8), 2007, pp. 631-669.
15. Carter, C.R. and C.K. Stevens Electronic Reverse Auction Configuration and Its Impact on Buyer Price and Supplier Perceptions of Opportunism: A Laboratory Experiment, "Journal of Operations Management, (25:5), 2007, pp. 1035-1054.
16. Churchill, G.A. Jr. A Paradigm for Developing Better Measures of Marketing Constructs, "Journal of Marketing Research, (16:1), 1979, pp. 64-73.
17. Claycomb, C. and G.L. Frankwick A Contingency Perspective of Communication, Conflict Resolution and Buyer Search Effort in Buyer-Supplier Relationships, "Journal of Supply Chain Management, (40:1), 2004, pp. 18-34.
18. Cousins, P.D. and B. Menguc The Implications of Socialization and Integration in Supply Chain Management, "Journal of Operations Management, (24:5), 2006, pp. 604-620.
19. Cramton, C.D. The Mutual Knowledge Problem and Its Consequences for Dispersed Collaboration, "Organization Science, (12:3), 2001, pp. 346-371.
20. Crosby, L.A., K.A. Evans and D. Cowles Relationship Quality in Services Selling: An Interpersonal Influence Perspective, "Journal of Marketing, (54:3), 1990, pp. 68-81.
21. Croson, R. and K. Donohue Experimental Economics and Supply-Chain Management, "Interfaces, (32:5), 2002, pp. 74-82.
22. Croson, R. and K. Donohue Impact of POS Data Sharing on Supply Chain Management: An Experimental Study, "Production and Operations Management, (12:1), 2003, pp. 1-11.
23. Davis, P.S. and T.L. Pett Measuring Organizational Efficiency and Effectiveness, "Journal of Management Research, (2:2), 2002, pp. 87-98.
24. Day, G.S. Managing Market Relationships, "Journal of the Academy of Marketing Sciences, (28), 2000, pp. 24-30.
25. Day, G.S. and S. Klein Cooperative Behavior in Vertical Markets: The Influence of Transaction Costs and Competitive Strategies." In M.J. Houston (Ed.), Review of Marketing, American Marketing Association, Chicago, 1987, pp. 39-66.
26. De Dreu, K.W. Time Pressure and Closing of the Mind in Negotiation, "Organizational Behavior and Human Decision Processes, (91:2), 2003, pp. 280-296.
27. Dube-Rioux, L. and J.E. Russo An Availability Bias in Professional Judgment, "Journal of Behavioral Decision Making, (1:4), 1988, pp. 223-237.
28. Durham, C.C., E.A. Locke, J.M. Poon and P.L. McLeod Effects of Group Goals and Time Pressure on Group Efficacy, Information-Seeking Strategy and Performance, "Human Performance, (13:2), 2000, pp. 115-140.
29. Dwyer, F.R., P.H. Schurr and S. Oh Developing Buyer-Seller Relationships, "Journal of Marketing, (51:2), 1987, pp. 11-27.
30. Dyer, J.H. and H. Singh The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage, "Academy of Management Review, (23:4), 1998, pp. 660-679.
31. Fornell, C. and D.F. Larcker Evaluating Structural Equation Models with Unobservable Variables and Measurement Error, "Journal of Marketing Research, (18:1), 1981, pp. 39-50.
32. Frazier, G.L. Physical Distribution and Channel Management: A Knowledge and Capabilities Perspective, "Journal of Supply Chain Management, (45:2), 2009, pp. 23-36.
33. Fugate, B.S., J.T. Mentzer and D.J. Flint The Role of Logistics in Marketing Orientation, "Journal of Business Logistics, (29:2), 2008, pp. 1-26.
34. Fugate, B.S., T.P. Stank and J.T. Mentzer Linking Improved Knowledge Management to Operational and Organizational Performance, "Journal of Operations Management, (27:3), 2009, pp. 27-46.
35. Futoran, G.C., J.R. Kelly and J.E. McGrath A Time-Based System for Analysis or Group Interaction Process, "Basic and Applied Psychology, (10:3), 1989, pp. 211-232.
36. Ganesan, S. Determinants of Long-Term Orientation in Buyer-Seller Relationships, "Journal of Marketing, (58:2), 1994, pp. 1-19.
37. Golicic, S.L. and J.T. Mentzer An Empirical Examination of Relationship Magnitude, "Journal of Business Logistics, (27:1), 2006, pp. 81-108.
38. Gouldner, A.W. The Norm of Reciprocity: A Preliminary Statement, "American Sociological Review, (25:2), 1960, pp. 161-178.
39. Grant, R. Prospering in Dynamically-Competitive Environments: Organizational Capability as Knowledge Integration, "Organization Science: A Journal of the Institute of Management Sciences, (7), 1996, pp. 375-387.
40. Handfield, R.B. and E.L. Nichols Jr. Transforming Supply Chains Into Integrated Value Systems, Prentice-Hall, Upper Saddle River, NJ, 2002.
41. Hausman, W.H., H.L. Lee, G.P. Napier, A. Thompson and Y. Zheng A Process Analysis of Global Trade Management: An Inductive Approach, "Journal of Supply Chain Management, (46:2), 2010, pp. 5-29.
42. Heide, J.B. and G. John The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels, "Journal of Marketing, (52:1), 1988, pp. 20-35.
43. Heide, J.B. and G. John Do Norms Matter in Marketing Relationships?, "Journal of Marketing, (56:2), 1992, pp. 32-44.
44. Heintzman, P. and R.C. Mannell Spiritual Functions of Leisure and Spiritual Well-Being: Coping with Time Pressure, "Leisure Sciences, (25:2/3), 2003, pp. 207-230.
45. Herrington, J.D. and L.M. Capella Shopper Reactions to Perceived Time Pressure, "International Journal of Retail and Distribution Management, (23:12), 1995, pp. 13-21.
46. Ho, J.L. and S.C. Vera-Munoz Opportunism in Capital Budget Recommendations: The Effects of Past Performance and Its Attributions, "Decision Sciences, (32:3), 2001, pp. 473-497.
47. Hogarth, R.M. Judgment and Choice: The Psychology of Decision, 2nd ed., John Wiley, Oxford, UK, 1987.
48. Huang, X., T.F. Gattiker and J.L. Schwarz Interpersonal Trust Formation During the Supplier Selection Process: The Role of the Communication Channel, "Journal of Supply Chain Management, (44:3), 2008, pp. 53-75.
49. Hult, G.T.M., D.J. Ketchen Jr. and S.F. Slater Information Processing, Knowledge Development, and Strategic Supply Chain Performance, "Academy of Management Journal, (47:2), 2004, pp. 241-253.
50. Iyer, E.S. Unplanned Purchasing: Knowledge of Shopping Environment and Time Pressure, "Journal of Retailing, (65:1), 1989, pp. 40-58.
51. Jap, S.D. Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships, "Journal of Marketing Research, (36:4), 1999, pp. 461-475.
52. Jap, S.D. "Pie Sharing" in Complex Collaboration Contexts, "Journal of Marketing Research, (38:1), 2001, pp. 86-99.
53. Jap, S.D. The Impact of Online Reverse Auction Design on Buyer-Supplier Relationships, "Journal of Marketing, (71:1), 2007, pp. 146-159.
54. Johnston, D.A., D.M. McCutcheon, F.I. Stuart and H. Kerwood Effects of Supplier Trust on Performance of Cooperative Supplier Relationships, "Journal of Operations Management, (22:1), 2004, pp. 23-39.
55. Kahneman, D. and A. Tversky Prospect Theory: An Analysis of Decision Under Risk, "Econometrica, (47:2), 1979, pp. 263-291.
56. Kannan, V.R. and K.C. Tan Supplier Selection and Assessment: Their Impact on Business Performance, "Journal of Supply Chain Management, (38:4), 2002, pp. 11-21.
57. Kaufmann, L., A. Michel and C.R. Carter Debiasing Strategies in Supply Management Decision Making, "Journal of Business Logistics, (30:1), 2009, pp. 85-106.
58. Kocher, M.G. and M. Sutter Time Is Money: Time Pressure, Incentives, and the Quality of Decision Making, "Journal of Economic Behavior and Organization, (61:3), 2006, pp. 375-392.
59. Kogut, B. and U. Zander Knowledge of the Firm, Combinative Capabilities, and the Replication of Technology, "Organization Science, (3:3), 1992, pp. 383-397.
60. Kwon, I. and T. Suh Factors Affecting the Level of Trust and Commitment in Supply Chain Relationships, "Journal of Supply Chain Management, (40:2), 2004, pp. 4-14.
61. Lawson, B., B.B. Tyler and P.D. Cousins Antecedents and Consequences of Social Capital on Buyer Performance Improvement, "Journal of Operations Management, (26:3), 2008, pp. 446-460.
62. Lösch, A. and J.S. Lambert E-Reverse Auctions Revisited: An Analysis of Context, Buyer-Supplier Relations and Information Behavior, "Journal of Supply Chain Management, (43:4), 2007, pp. 47-63.
63. Louviere, J., D.A. Henser and J.D. Swait Stated Choice Methods: Analysis and Application, Cambridge University Press, Cambridge, UK, 2000.
64. Lynch, J.G. Jr. The Role of External Validity in Theoretical Research, "Journal of Consumer Research, (10:1), 1983, pp. 109-111.
65. Matsuno, K. and J.T. Mentzer The Effects of Strategy Type on the Market Orientation-Performance Relationship, "Journal of Marketing, (64:4), 2000, pp. 1-16.
66. Maule, A.J., R.J. Hockey and L. Bdzola Effects of Time Pressure on Decision Making Under Uncertainty: Changes in Affective State and Information Processing Strategy, "Acta Psychologica, (104:3), 2000, pp. 283-301.
67. Maule, A.J. and P. Mackie A Componential Investigation of the Effects of Deadlines on Individual Decision Making." In K. Borcherding (Ed.), Contemporary Issues in Decision Making, North-Holland, Amsterdam, 1990, pp. 449-461.
68. McKinney, K., S. Sprecher and T.L. Orbuch A Person Perception Experiment Examining the Effects of Contraceptive Behavior on First Impressions, "Basic and Applied Social Psychology, (8:3), 1987, pp. 235-249.
69. McNally, R.C. and A. Griffin Firm and Individual Choice Drivers in Make-or-Buy Decisions: A Diminishing Role for Transaction Cost Economics?, "Journal of Supply Chain Management, (40:1), 2004, pp. 4-17.
70. Modi, S.B. and V.A. Mabert Supplier Development: Improving Supplier Performance Through Knowledge Transfer, "Journal of Operations Management, (25:1), 2007, pp. 42-64.
71. Mohr, J. and R. Spekman Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques, "Strategic Management Journal, (15:2), 1994, pp. 135-152.
72. Moore, K.R. Trust and Relationship Commitment in Logistics Alliances: A Buyer Perspective, "Journal of Supply Chain Management, (34:1), 1998, pp. 24-37.
73. Moorman, C. Organizational Market Information Processes: Cultural Antecedents and New Product Outcomes, "Journal of Marketing Research, (32), 1995, pp. 318-335.
74. Morgan, R.M. and S.D. Hunt The Commitment-Trust Theory of Relationship Marketing, "Journal of Marketing, (58:3), 1994, pp. 20-38.
75. Noda, M., J. Takai and T. Yoshida The Influence of Time Pressure on Mood-Congruent Effects: Evaluating Products with Limited Information, "Journal of Applied Social Psychology, (37:2), 2007, pp. 403-425.
76. Nonaka, I. A Dynamic Theory of Organizational Knowledge Creation, "Organization Science, (5:1), 1994, pp. 14-37.
77. Nordqvist, S., S. Hovmark and A. Zika-Viktorsson Perceived Time Pressure and Social Processes in Project Teams, "International Journal of Project Management, (22:6), 2004, pp. 463-486.
78. Nordstrom, C.R., R.A. Hall and L.K. Bartels First Impressions versus Good Impressions: The Effect of Self-Regulation on Interview Evaluations, "Journal of Psychology, (132:5), 1998, pp. 477-492.
79. Oncken, W.J. and D.L. Wass Management Time: Who's Got the Monkey?, "Harvard Business Review, (52:6), 1974, pp. 75-80.
80. Ordonez, L. and L. Benson III. Decisions Under Time Pressure: How Time Constraint Affects Risky Decision Making, "Organizational Behavior and Human Decision Processes, (71:2), 1997, pp. 121-140.
81. Park, C.W., E.S. Iyer and D.C. Smith The Effects of Situational Factors on In-Store Grocery Shopping Behavior: The Role of Store Environment and Time Available for Shopping, "Journal of Consumer Research, (15:4), 1989, pp. 422-435.
82. Parsons, A.L. What Determines Buyer-Seller Relationship Quality? An Investigation from the Buyer's Perpective, "Journal of Supply Chain Management, (38:2), 2002, pp. 4-12.
83. Paulraj, A., A.A. Lado and I.J. Chen Inter-Organizational Communication as a Relational Competency: Antecedents and Performance Outcomes in Collaborative Buyer-Supplier Relationships, "Journal of Operations Management, (26:1), 2008, pp. 45-64.
84. Payne, J.W., J.R. Bettman and M.F. Luce When Time is Money: Decision Behavior Under Opportunity - Cost Time Pressure, "Organizational Behavior and Human Decision Processes, (66:2), 1996, pp. 131-152.
85. Pennington, R. and B. Tuttle The Effects of Information Overload on Software Project Risk Assessment, "Decision Sciences, (38:3), 2007, pp. 489-526.
86. Petersen, K.J., R.B. Handfield, B. Lawson and P.D. Cousins Buyer Dependency and Relational Capital Formation: The Mediating Effects of Socialization Processes and Supplier Integration, "Journal of Supply Chain Management, (44:4), 2008, pp. 53-65.
87. Petersen, K.J., G.L. Ragatz and R.M. Monczka An Examination of Collaborative Planning Effectiveness and Supply Chain Performance, "Journal of Supply Chain Management, (41:2), 2005, pp. 14-25.
88. Pilling, B.K., L.A. Crosby and D.W. Jackson Jr. Relational Bonds in Industrial Exchange: An Experimental Test of the Transaction Cost Economic Framework, "Journal of Business Research, (30:3), 1994, pp. 237-251.
89. Rabin, M. and J.L. Schrag First Impressions Matter: A Model of Confirmatory Bias, "Quarterly Journal of Economics, (114:1), 1999, pp. 37-82.
90. Rastegary, H. and F. Landy The Interactions Among Time Urgency, Uncertainty, and Time Pressure." In O. Svenson and A.J. Maule (Eds.), Time Pressure and Stress in Human Judgement and Decision Making, Plenum Press, New York, NY, 1993, pp. 217-239.
91. Roberto, M.A. Lessons from Everest: The Interaction of Cognitive Bias, Psychological Safety, and System Complexity, "California Management Review, (45:1), 2002, pp. 136-158.
92. Scheer, L.K. and L.W. Stern The Effect of Influence Type and Performance Outcomes on Attitude Toward the Influencer, "Journal of Marketing Research, (29:1), 1992, pp. 128-142.
93. Seshadri, S. and Z. Shapira Managerial Allocation of Time and Effort: The Effects of Interruptions, "Management Science, (47:5), 2001, pp. 647-662.
94. Simon, H.A. A Behavioural Model of Rational Choice, "Quarterly Journal of Economics, (69:1), 1955, pp. 99-118.
95. Simon, H.A. Models of Man, John Wiley, New York, NY, 1957.
96. Steers, R.M. Problems in the Measurement of Organizational Effectiveness, "Administrative Science Quarterly, (20:4), 1975, pp. 546-568.
97. Svenson, O. and A. Edland Change of Preferences Under Time Pressure: Choices and Judgements, "Scandinavian Journal of Psychology, (28), 1987, pp. 322-330.
98. Svenson, O., A. Edland and P. Slovik Choices and Judgements of Incompletely Described Decision Alternatives Under Time Pressure, "Acta Psychologica, (75), 1990, pp. 153-169.
99. Svenson, O. and A.J. Maule Time Pressure and Stress in Human Judgement and Decision Making, Plenum, New York, NY, 1993.
100. Szulanski, G. Exploring Internal Stickiness: Impediments to the Transfer of Best Practice within the Firm, "Strategic Management Journal, (17), 1996, pp. 27-43.
101. Terpend, R., B.B. Tyler, D.R. Krause and R.B. Handfield Buyer-Supplier Relationships: Derived Value Over Two Decades, "Journal of Supply Chain Management, (44:2), 2008, pp. 28-55.
102. Thaler, R.H. From Homo Economicus to Homo Sapiens, "Journal of Economic Perspectives, (14:1), 2000, pp. 133-141.
103. Thirumalai, S. and K.K. Sinha Customization Strategies in Electronic Retailing: Implications of Customer Purchase Behavior, "Decision Sciences, (40:1), 2009, pp. 5-36.
104. Thomas, R.W., T.L. Esper and T.P. Stank Testing the Negative Effects of Time Pressure in Retail Supply Chain Relationships, "Journal of Retailing, (86:4), 2010, pp. 368-382.
105. Trautmann, G., V. Turkulainen, E. Hartmann and L. Bals Integration in the Global Sourcing Organization: An Information Processing Perspective, "Journal of Supply Chain Management, (45:2), 2009, pp. 57-74.
106. Tversky, A. and D. Kahneman Judgment Under Uncertainty: Heuristics and Biases, "Organization Science, (185), 1974, pp. 1124-1131.
107. van Bruggen, G.H., A. Smidts and B. Wierenga Improving Decision Making by Means of a Marketing Decision Support System, "Management Science, (44:5), 1998, pp. 645-658.
108. Wagner, S.M. and C. Buk An Empirical Investigation of Knowledge-Sharing in Networks, "Journal of Supply Chain Management, (41:4), 2005, pp. 17-31.
109. Williamson, O.E. Transaction-Cost Economics: The Governance of Contractual Relations, "Journal of Law and Economics, (22:2), 1979, pp. 233-261.
110. Williamson, O.E. Outsourcing: Transaction Cost Economics and Suply Chain Management, "Journal of Supply Chain Management, (44:2), 2008, pp. 5-16.
111. Woodworth, R.S. Accuracy of Voluntary Movements, "Psychologica Review, (3), 1899, pp. 1-101.
112. Wright, P. The Harassed Decision Maker: Time Pressures, Distractions, and the Use of Evidence, "Journal of Applied Psychology, (59:5), 1974, pp. 555-561.
113. Wu, Z. and T.Y. Choi Supplier-Supplier Relationships in the Buyer-Supplier Triad: Building Theories from Eight Case Studies, "Journal of Operations Management, (24:1), 2005, pp. 27-52.
114. Xu, L. and B.M. Beamon Supply Chain Coordination and Cooperation Mechanisms: An Attribute-Based Approach, "Journal of Supply Chain Management, (42:1), 2006, pp. 4-12.
115. Yukl, G.A., M.P. Malone, B. Hayslip and T.A. Pamin The Effects of Time Pressure and Issue Settlement Order on Integrative Bargaining, "Sociometry, (39), 1976, pp. 277-281.
116. Zakay, D. and S. Wooler Time Pressure, Training, and Decision Effectiveness, "Ergonomics, (27), 1984, pp. 273-284.