Power priorities in buyer-seller relationships: A comparative analysis

Industrial Marketing Management

Volumn 42, Issue 8, 2013, Pages 1245-1254

  Meehan, Joanne ^a   Wright, Gillian H ^b  

^a UNIVERSITY OF LIVERPOOL MANAGEMENT SCHOOL   (United Kingdom)

^b MANCHESTER METROPOLITAN UNIVERSITY   (United Kingdom)

Author keywords

B2B relationships; Partnerships; Power; Power priorities; Relational view

Indexed keywords

EID: 84888203656     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2013.07.023     Document Type: Article

References (108)

1. Bachrach P., Baratz M.S. Two faces of power. The American Political Science Review 1962, 56:947-952.
2. Barnes B.R., Naudé P., Michell P. Perceptual gaps and similarities in buyer-seller dyadic relationships. Industrial Marketing Management 2007, 36(5):662-675.
3. Barney J.B. Strategic factor markets: Expectations, luck, and business strategy. Management Science 1986, 32(10):1231-1241.
4. Blocker C.P., Houston M.B., Flint D.J. Unpacking what a "relationship" means to commercial buyers: How the relationship metaphor creates tension and obscures experience. Journal of Consumer Research 2012, 38(5):886-908.
5. Blois K. Self-interest and not benign power - A comment on Hingley's "power to all our friends". Industrial Marketing Management 2005, 34:859-862.
6. Bonoma T.V., Johnston W.J. The social psychology of industrial buying and selling. Industrial Marketing Management 1978, 17:213-224.
7. Bunduchi R. Trust, power and transaction costs in B2B exchanges: A socio-economic approach. Industrial Marketing Management 2008, 37(5):610-622.
8. Cambra-Fierro J.J., Polo-Redondo Y. Post-satisfaction factors affecting the long-term orientation of supply relationships. The Journal of Business and Industrial Marketing 2011, 26(6):395-406.
9. Cavinato J.L. A total cost/value model for supply chain competitiveness. Journal of Business Logistics 1992, 13(2):285-301.
10. Chen I.J., Paulraj A., Lado A. Strategic purchasing, supply management and firm performance. Journal of Operations Management 2004, 22(5):505-523.
11. Cialdini R.B., Goldstein N.J. Social influence: Compliance and conformity. Annual Review of Psychology 2004, 55:591-621.
12. Claycomb C., Frankwick G.L. Buyers' perspectives of buyer-seller relationship development. Industrial Marketing Management 2010, 39(2):252-263.
13. Corsten D., Kumar N. Do suppliers benefit from collaborative relationships with large retailers? An empirical investigation of efficient consumer response adoption. Journal of Marketing 2005, 69(3):80-94.
14. Cousins P.D. A conceptual model for managing long-term inter-organisational relationships. European Journal of Purchasing & Supply Management 2002, 8(2):71-82.
15. Coviello N.E., Brodie R.J., Danaher P.J., Johnston W.J. How firms relate to their markets: An empirical examination of contemporary marketing practices. The Journal of Marketing 2002, 33-46.
16. Cox A. Power, value and supply chain management. Supply Chain Management: An International Journal 1999, 4(4):167-175.
17. Cox A. The art of the possible: Relationship management in power regimes and supply chains. Supply Chain Management: An International Journal 2004, 9(5):346-356.
18. Cox A., Sanderson J., Watson G. Power regimes: A new perspective on managing in supply chains and networks. 10th International Annual IPSERA Conference (Jonköping, Sweden) 2001, 215-227.
19. Croom S. The dyadic capabilities concept: Examining the processes of key supplier involvement in collaborative product development. European Journal of Purchasing and Supply Management 2001, 7(1):29-37.
20. Croom S., Batchelor J. The development of strategic capabilities-An interaction view. Integrated Manufacturing Systems 1997, 8(5):299-312.
21. Croom S., Romano P., Giannakis M. Supply chain management: An analytical framework for critical literature review. European Journal of Purchasing & Supply Management 2000, 6:67-83.
22. Das K. Relationship marketing research (1994-2006): An academic literature review and classification. Marketing Intelligence & Planning 2009, 27(3):326-363.
23. Daugherty P.J., Richey R.G., Roath A.S., Min S., Chen H., Arndt A.D., et al. Is collaboration paying off for firms?. Business Horizons 2006, 49(1):61-70.
24. Doran D., Thomas P., Caldwell N. Examining buyer-supplier relationships within a service sector context. Supply Chain Management: An International Journal 2005, 10(4):272-277.
25. Doz Y.L. The evolution of cooperation in strategic alliances: Initial conditions or learning processes?. Strategic Management Journal 1996, 17(S1):55-83.
26. Dubois A., Pedersen A.C. Why partners do not fit into purchasing portfolio models. 10th International Annual IPSERA Conference (Jonköping, Sweden) 2001, 313-325.
27. Duffy R.S. Towards a better understanding of partnership attributes: An exploratory analysis of relationship type classification. Industrial Marketing Management 2008, 37(2):228-244.
28. Duffy R.S., Fearne A., Hornibrook S., Hutchinson K., Reid A. Engaging suppliers in CRM: The role of justice in buyer-supplier relationships. International Journal of Information Management 2013, 33(1):20-27.
29. Dwyer F.R., Schurr P.H., Oh S. Developing buyer-seller relationships. Journal of Marketing 1987, 51(2):11-27.
30. Dyer J.H., Singh H. The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review 1998, 23(4):660-679.
31. Emerson R.M. Power-dependence relations. American Sociological Review 1962, 27:31-41.
32. Fang S.R., Chang Y.S., Peng Y.C. Dark side of relationships: A tensions-based view. Industrial Marketing Management 2011, 40(5):774-784.
33. Field A. Discovering statistics using SPSS for Windows 2000, Sage Publications, London.
34. Fink A. How to Sample in Surveys 1995, Sage, California.
35. Flint D.J., Woodruff R.B., Gardial S.F. Customer value change in industrial marketing relationships: A call for new strategies and research. Industrial Marketing Management 1997, 26(2):163-175.
36. Frankel R., Goldsby T.J., Whipple J.M. Grocery industry collaboration in the wake of ECR. International Journal of Logistics Management 2002, 13(1):57-72.
37. Fry W.R., Firestone I.J., Williams D. Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose?. Basic and Applied Social Psychology 1983, 4(1):1-16.
38. Gelderman K., van-Weele A. Advancements in the use of a purchasing portfolio approach: A case study. 10th International Annual IPSERA Conference (Jonköping, Sweden) 2001, 403-415.
39. Goffin K., Szwejczewski M., New C. Managing suppliers: When fewer can mean more. International Journal of Physical Distribution and Logistics Management 1997, 27(7):422-436.
40. Golicic S.L., Mentzer J.T. Exploring the drivers of interorganizational relationship magnitude. Journal of Business Logistics 2005, 26(2):47-71.
41. Griffith D.A., Harvey M.G., Lusch R.F. Social exchange in supply chain relationships: The resulting benefits of procedural and distributive justice. Journal of Operations Management 2006, 24:85-98.
42. Håkansson H., Ford D. How should companies interact in business networks?. Journal of Business Research 2002, 55:133-139.
43. Hanmer-Lloyd S.A. Relationship appraisal: A route to improved reseller channel performance. Industrial Marketing Management 1996, 25(3):173-185.
44. Harrison J.S. Strategic management of resources and relationships: Concepts and cases 2003, Wiley International, New York.
45. Hausman A. Variations in relationship strength and its impact on performance and satisfaction in business relationships. The Journal of Business and Industrial Marketing 2001, 16(7):600-616.
46. Hausman A., Haytko D.L. Cross-border supply chain relationships: Interpretive research of maquiladora realized strategies. The Journal of Business and Industrial Marketing 2003, 18(6/7):545-563.
47. Hayes R.H., Wheelwright S.C. Restoring our competitive edge: Competing through manufacturing 1984, Wiley, New York.
48. Hingley M.K. Power to all our friends? Living with imbalance in supplier-retailer relationships. Industrial Marketing Management 2005, 34:848-858.
49. Holden M.T., O'Toole T. A quantitative exploration of communication's role in determining the governance of manufacturer-retailer relationships. Industrial Marketing Management 2004, 33(6):539-548.
50. Hoyt J., Huq F. From arms-length to collaborative relationships in the supply chain: An evolutionary process. International Journal of Physical Distribution and Logistics Management 2000, 30(9):750-764.
51. Huemer L., Boström G.O., Felzensztein C. Control-trust interplays and the influence paradox: A comparative study of MNC-subsidiary relationships. Industrial Marketing Management 2009, 38(5):520-528.
52. Ivens B.S., Pardo C. Are key account relationships different? Empirical results on supplier strategies and customer reactions. Industrial Marketing Management 2007, 36(4):470-482.
53. Ivens B.S., Pardo C. Key-account-management in business markets: An empirical test of common assumptions. The Journal of Business and Industrial Marketing 2008, 23(5):301-310.
54. Janda S., Murray J.B., Burton S. Manufacturer-supplier relationships: An empirical test of a model of buyer outcomes. Industrial Marketing Management 2002, 31(5):411-420.
55. Jap S.D., Ganesan S. Control mechanisms and the relationship life cycle: Implications for safeguarding specific investments and developing commitment. Journal of Marketing Research 2000, 37(2):227-245.
56. Kalwani M.U., Narayandas N. Long-term manufacturer-supplier relationships: Do they pay off for supplier firms?. The Journal of Marketing 1995, 1-16.
57. Kannan V.R., Tan K.C. Buyer-supplier relationships: The impact of supplier selection and buyer-supplier engagement on relationship and firm performance. International Journal of Physical Distribution and Logistics Management 2006, 36(10):755-775.
58. Kanter R.M. Collaborative advantage: The art of alliances. Harvard Business Review 1994, 72(4):96-108.
59. Kim T.Y., Oh H., Swaminathan A. Framing interorganizational network change: A network inertia perspective. The Academy of Management Review 2006, 31(3):704-720. (ARCHIVE).
60. Kingshott R.P.J. The impact of psychological contracts upon trust and commitment within supplier-buyer relationships: A social exchange view. Industrial Marketing Management 2006, 35(6):724-739.
61. Kraljic P. Purchasing must become supply management. Harvard Business Review 1983, 109-117. (Sep-Oct).
62. Laing A.W., Lian P.C.S. Inter-organisational relationships in professional services: Towards a typology of service relationships. Journal of Services Marketing 2005, 19(2):114-128.
63. Lambe C.J., Spekman R.E., Hunt S.D. Alliance competence, resources, and alliance success: Conceptualization, measurement, and initial test. Journal of the Academy of Marketing Science 2002, 30(2):141-158.
64. Lee D.M., Drake P.R. A portfolio model for component purchasing strategy and the case study of two South Korean elevator manufacturers. International Journal of Production Research 2010, 48(22):6651-6682.
65. Lemke F., Goffin K., Szwejczewski M. Investigating the meaning of supplier-manufacturer partnerships. International Journal of Physical Distribution and Logistics Management 2003, 33(1):12-35.
66. Leonidou L. Industrial manufacturer-customer relationships: The discriminant role of the buying situation. Industrial Marketing Management 2004, 33(8):731-742.
67. McLoughlin D., Horan C. Markets-as-networks: Notes on a unique understanding. Journal of Business Research 2002, 55(7):535-543.
68. Meehan J., Wright G.H. Power priorities: A buyer-seller comparison of areas of influence. Journal of Purchasing and Supply Management 2011, 17(1):32-41.
69. Meehan J., Wright G.H. The origins of power in buyer-seller relationships. Industrial Marketing Management 2012, 14(4):669-679.
70. Min S., Roath A.S., Daugherty P.J., Genchev S.E., Chen H., Arndt A.D., et al. Supply chain collaboration: What's happening?. International Journal of Logistics Management 2005, 16(2):237-256.
71. Möller K., Halinen A. Relationship marketing theory: Its roots and direction. Journal of Marketing Management 2000, 16(1-3):29-54.
72. Mysen T., Svensson G., Payan J.M. Causes and outcomes of satisfaction in business relationships. Marketing Intelligence & Planning 2011, 29(2):123-140.
73. Narasimhan R., Jayaram J. Causal linkages in supply chain management: An exploratory study of North American manufacturing firms. Decision Sciences 1998, 29(3):579-605.
74. Narayandas D., Rangan V.K. Building and sustaining buyer-seller relationships in mature industrial markets. Journal of Marketing 2004, 68(3):63-77.
75. Noordewier T.G., John G., Nevin J.R. Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing 1990, 54(4):80-93. (October).
76. O'Toole T., Donaldson B. Relationship performance dimensions of buyer-supplier exchanges. European Journal of Purchasing & Supply Management 2002, 8:197-207.
77. Ouchi W.G. A conceptual framework for the design of organizational control mechanisms. Management Science 1979, 25(9):833-848.
78. Pinnington B.D., Scanlon T.J. Antecedents of collective-value within business-to-business relationships. European Journal of Marketing 2009, 43(1/2):31-45.
79. Porter M. Competitive strategy 1980, Free Press, New York.
80. Reinartz W., Krafft M., Hoyer W.D. The customer relationship management process: Its measurement and impact on performance. Journal of Marketing Research 2004, 293-305.
81. Rinehart L.M., Eckert J.A., Handfield R.B., Page T.J., Atkin T. An assessment of supplier-customer relationships. Journal of Business Logistics 2004, 25(1):25-62.
82. Ring P.S., Van de Ven A.H. Developmental processes of cooperative interorganizational relationships. Academy of Management Review 1994, 90-118.
83. Rossetti C., Choi T. On the dark side of strategic sourcing: Experiences from the aerospace industry. The Academy of Management Executive 2005, 19(1):46-60.
84. Saarijärvi H., Kuusela H., Spence M.T. Using the pairwise comparison method to assess competitive priorities within a supply chain. Industrial Marketing Management 2012, 41(4):631-638.
85. Siguaw J.A., Baker T.L., Simpson P.M. Preliminary evidence on the composition of relational exchange and its outcomes: The distributor perspective. Journal of Business Research 2003, 56(4):311-322.
86. Sislian E., Satir A. Strategic sourcing: A framework and a case study. Journal of Supply Chain Management 2000, 36(3):4-11.
87. Spekman R.E., Carraway R. Making the transition to collaborative buyer-seller relationships: An emerging framework. Industrial Marketing Management 2006, 35(1):10-19.
88. Steinman C., Deshpandé R., Farley J.U. Beyond market orientation: When customers and suppliers disagree. Journal of the Academy of Marketing Science 2000, 28(1):109-119.
89. Svensson G. The measurement and evaluation of mutual dependence in specific dyadic business relationships. The Journal of Business and Industrial Marketing 2002, 17(1):56-74.
90. Talluri S., DeCampos H.A., Hult G.T.M. Supplier rationalization: A sourcing decision model. Decision Sciences 2013, 44(1):57-86.
91. Talluri S., Narasimhan R. A methodology for strategic sourcing. European Journal of Operational Research 2004, 154(1):236-250.
92. Tan K.C., Lyman S.B., Wisner J.D. Supply chain management: A strategic perspective. International Journal of Operations & Production Management 2002, 2(6):614-631.
93. Tenbrunsel A.E., Wade-Benzoni K.A., Moag J., Bazerman M.H. The negotiation matching process: Relationships and partner selection. Organizational Behaviour and Human Decision Processes 1999, 80(3):252-283. (December).
94. Turnbull P.W. A review of portfolio planning models for industrial marketing and purchasing management. European Journal of Marketing 1990, 24(3):7-22.
95. Visentin M., Scarpi D. Determinants and mediators of the intention to upgrade the contract in buyer-seller relationships. Industrial Marketing Management 2012, 41(7):1133-1141.
96. Wagner S.M. Supplier development and the relationship life-cycle. International Journal of Production Economics 2011, 129(2):277-283.
97. Ward P.T., Duray R., Leong G.K., Sum C.C. Business environment, operations strategy, and performance: An empirical study of Singapore manufacturers. Journal of Operations Management 1995, 13(2):99-115.
98. Wathne K.H., Biong H., Heide J.B. Choice of supplier in embedded markets: Relationship and marketing program effects. Journal of Marketing 2001, 65(2):54-66.
99. Webster F.E. The changing role of marketing in the corporation. Journal of Marketing 1992, 56(4):1-17.
100. Whipple J.M., Lynch D.F., Nyaga G.N. A buyer's perspective on collaborative versus transactional relationships. Industrial Marketing Management 2010, 39(3):507-518.
101. Wilkinson I.F. Distribution channel management: Power considerations. International Journal of Physical Distribution and Logistics Management 1996, 26(5):31-41.
102. Williamson O.E. Markets and hierarchies 1975, Free Press, New York.
103. Williamson O.E. Transaction-cost economics: The governance of contractual relations. Journal of Law and Economics 1979, 22(2):233-261.
104. Wilson D.F. Why divide consumer and organizational buyer behaviour?. European Journal of Marketing 2000, 34(7):780-796.
105. Wong A., Tjosvold D., Zhang P. Developing relationships in strategic alliances: Commitment to quality and cooperative interdependence. Industrial Marketing Management 2005, 34(7):722-731.
106. Wouters T.M., Anderson J.C., Wynstra F. The adoption of total cost of ownership for sourcing decisions -A structural equations analysis. Accounting, Organizations and Society 2005, 30(2):167-191.
107. Yen D.A., Barnes B.R. Analyzing stage and duration of Anglo-Chinese business-to-business relationships. Industrial Marketing Management 2011, 40(3):346-357.
108. Zemanek J.E., Pride W.M. Distinguishing between manufacturer power and manufacturer salesperson power. The Journal of Business and Industrial Marketing 1996, 11(2):20-36.