Remember Me
Or use your Academic/Social account:


Or use your Academic/Social account:


You have just completed your registration at OpenAire.

Before you can login to the site, you will need to activate your account. An e-mail will be sent to you with the proper instructions.


Please note that this site is currently undergoing Beta testing.
Any new content you create is not guaranteed to be present to the final version of the site upon release.

Thank you for your patience,
OpenAire Dev Team.

Close This Message


Verify Password:
Verify E-mail:
*All Fields Are Required.
Please Verify You Are Human:
fbtwitterlinkedinvimeoflicker grey 14rssslideshare1
Lumineau, Fabrice; Henderson, James (2012)
Types: Unknown
Subjects: D23 - Organizational Behavior ; Transaction Costs ; Property Rights, L14 - Transactional Relationships ; Contracts and Reputation ; Networks, L22 - Firm Organization and Market Structure, D74 - Conflict ; Conflict Resolution ; Alliances ; Revolutions, K40 - General, D21 - Firm Behavior: Theory, Buyer-supplier relationships; contractual governance; relational experience; supply chain governance; negotiation; dispute
jel: jel:D21, jel:D74, jel:K40, jel:D23, jel:L22, jel:L14
This paper theoretically refines and empirically extends the debate on the type of interplay between relational experience and contractual governance in an under-researched area: supply chain disputes. We define relational experience as either cooperative or competitive; distinguish between control and coordination functions of contractual governance; and assess their interplay on the negotiation strategy used in disputes. Using a unique data set of buyer-supplier disputes, we find, in particular, that increasing contractual control governance weakens the positive effect of cooperative relational experience on cooperative negotiation strategy. However, increasing contractual control governance for a buyer-supplier dyad with competitive relational experience will increase cooperative negotiation strategy. Contractual coordination governance reinforces the positive effect of cooperative relational experience. Through this study, we reach a better understanding of how and when contractual and relational governance dimensions interact; rather than whether they act as substitutes or complements as has been studied in prior research. We discuss the implications of these findings for the field of supply chain management.
  • The results below are discovered through our pilot algorithms. Let us know how we are doing!

    • negotiation strategy (Faems et al., 2008; Klein Woolthuis et al., 2005). Therefore, we suggest: Anderson, E., Jap, S.D., 2005. The dark side of close relationships. MIT Sloan Management Review 46 (3), 75-82.
    • Anderson, E., Weitz, B., 1989. Determinants of continuity in conventional industrial channel dyads. Marketing Science 8, 310-323.
    • Azoulay, P., Repenning, N.P., Zuckerman, E.W., 2010. Nasty, brutish, and short: embeddedness failure in the pharmaceutical industry. Administrative Science Quarterly 55 (3), 472-507.
    • Balakrishnan, S., Koza, M.P., 1993. Information asymmetry, adverse selection and jointventures. Journal of Economic Behavior and Organization 20 (1), 99-117.
    • Barley, S.R., 1991. Contextualizing conflict: notes on the anthropology of disputes and negotiations. In: Bazerman, M.H., Sheppard, B.H., Lewicki, R. (Eds.), Research on Negotiation in Organizations. JAI Press, Greenwich, CT, pp. 165-199.
    • Beatty, J., Samuelson, S., 2001. Business law for a new century. West Legal Studies in Business, Cincinnati, OH.
    • Bendersky, C., McGinn, K.L., 2011. Open to negotiation: phenomenological assumptions and knowledge dissemination. Organization Science 21 (3), 781-800.
    • Bengtsson, M., Kock, S., 2000. Co-opetition in business networks-To cooperate and compete simultaneously. Industrial Marketing Management 29, 411-426.
    • Benton, W.C., Maloni, M., 2005. The influence of power driven buyer/seller relation-ships on supply chain satisfaction. Journal of Operations Management 23 (1), 1-22.
    • Boyle, B., Dwyer, R., Robicheaux, R., Simpson, J., 1991. Influence strategies in marketing channels: measures and use in different relationship structures. Journal of Marketing Research 29, 462-473.
    • Bradach, J.L., 1997. Using the plural form in the management of restaurant chains. Administrative Science Quarterly 42, 276-303.
    • Bradach, J.L., Eccles, R.G., 1989. Price, authority and trust: from ideal types to plural forms. Annual Review of Sociology 15, 97-118.
    • Carey, S., Lawson, B., Krause, D.R., 2011. Social capital configuration, legal bonds and performance in buyer-supplier relationships. Journal of Operations Management 29 (4), 277-288.
    • Carter, C.R., Stevens, C.K., 2007. Electronic reverse auction configuration and its impact on buyer price and supplier perceptions of opportunism: a laboratory experiment. Journal of Operations Management 25 (5), 1035-1054.
    • Cavusgil, S.T., Deligonul, S., Zhang, C., 2004. Curbing foreign distributor opportunism: an examination of trust, contracts, and the legal environment in international channel relationships. Journal of International Marketing 12 (2), 7-27.
    • Chatterjee, S., Price, B., 1991. Regression Analysis by Example, 2nd ed. Wiley: New York.
    • Chen, I.J., Paulraj, A., 2004. Towards a theory of supply chain management: the constructs and measurements. Journal of Operations Management 22 (3), 119-150.
    • Coase, R.H., 1937. The nature of the firm. Economica 16 (4), 386-405.
    • Corts, K.S., Singh, J., 2004. The effect of repeated interaction on contract choice: evidence from offshore drilling. Journal of Law, Economics, and Organization 20 (1), 230-260.
    • Cousins, P.D., Handfield, R.B., Lawson, B., Petersen, K.J., 2006. Creating supply chain relational capital: the impact of formal and informal socialization processes. Journal of Operations Management 24, 851-863.
  • No related research data.
  • No similar publications.

Share - Bookmark

Cite this article