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عنوان فارسی مقاله:
مدیریت ارتباط با خریداران مزایای قدرت: نقش تامین کنندگان تاکتیک های تضمینی در همکاری های بلند مدت خریدار و تامین کننده
عنوان انگلیسی مقاله:
Managing relationships with power advantage buyers: The role of supplier initiated bonding tactics in long-term buyer–supplier collaborations
سال انتشار : 2016
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بخشی از مقاله انگلیسی:
2. Theoretical background
2.1. Resource dependence and long-term collaboration Buyer and supplier long-term collaboration focuses on mutual benefits to achieve future goals in the long run. Long-term collaborative relationships maximize profits over many transactions through relational exchanges (Ganesan, 1994). Maintaining a long-term relationship is widely recognized as a core argument of resource dependence theory. According to resource dependence theory, interdependence in social systems and social interactions comprise two categories, specifically competitive interdependence and symbiotic interdependence. In a competitive relationship, the partner can achieve a higher outcome only when the other's performance is lower. While in symbiotic interdependence, the output of one partner is input for the other (Pfeffer, 1972). Furthermore, Pfeffer (1972) posits that interorganizational relationships may include both competitive interdependence and symbiotic interdependence simultaneously. Specifically, firms in symbiotic interdependency typically have to manage critical interdependencies that may be essentially beyond their control. Therefore, firms must seek to engage in long-term collaboration that can facilitate dealing with both types of interdependence (Pfeffer & Nowak, 1976). Interorganizational long-term collaboration is one of the strategies that can stabilize interorganizational relationships and eliminate environmental uncertainty (Pfeffer, 1972). In the context of this research, the buyer firm and supplier firm engage in a collaborative software project entailing both implementation and maintenance. On the one hand, the buyer firm must not only interface with the incumbent supplier, but also has to cope with relationships with other suppliers outside the relationship. On the other hand, turbulence of the general environment and imperfections of inexperienced institutions exist in an emerging economy. Seeking a long-term relationship is an ideal way for the buyer firm to survive in a highly competitive environment. Therefore, this study's research context in emerging economies allows us to explore interorganizational longterm collaboration drawing on resource dependence theory. 2.2. Relationship bonding tactics Firms possess a repertory of relationship bonding tactics that can be employed to manage interorganizational relations (Baker, 1990; Yang, Su, & Fam, 2012). Relationship bonding tactics refers to the psychological, emotional, economic, or physical attachment in a relationship through which exchange partners are connected, interact and bind together (Ibrahim & Najjar, 2008). In a joint project, if the buyer has many alternatives to cooperate outside of the joint project, and thus possesses more power, it is difficult for the supplier to build a longterm relationship with the buyer. As the less powerful side, the supplier company is motivated to implement tactics to retain the buyer company.
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کلمات کلیدی:
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