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Social power as an antecedence of governance in buyer-supplier alliance

Title data

Clauß, Thomas ; Bouncken, Ricarda B.:
Social power as an antecedence of governance in buyer-supplier alliance.
In: Industrial Marketing Management. Vol. 77 (2019) . - pp. 75-89.
ISSN 1873-2062
DOI: https://doi.org/10.1016/j.indmarman.2018.12.005

Abstract in another language

Buyer-supplier alliances require certain governance mechanisms to be successfully controlled and coordinated. However, relatively little is known about how power differentials between the actors affect the applicability of those governance mechanisms. This paper follows the assumption that different sources of social power among firms directly influence the governance mechanisms and indirectly their performance. Our study utilizes a sample of 250 European firms to test the influence of four social power sources on three different governance mechanisms. We find different influences of social power on certain governance mechanisms. Suppliers' perception of buyers' coercive power leads to stronger contractual governance and stronger buyer directives but reduces the use of relational norms. Reward power only relates to contractual governance. Expert power steers towards buyer directives and relational norms. Referent power stimulates the development of relational norms. A cluster analysis of power types provides additional insights and enriches our managerial implications.

Further data

Item Type: Article in a journal
Refereed: Yes
Keywords: Buyer-supplier alliances; Social power; Governance mechanisms; Contract complexity; Buyer directives; Relational norms
Institutions of the University: Faculties
Faculties > Faculty of Law, Business and Economics
Faculties > Faculty of Law, Business and Economics > Department of Business Administration
Faculties > Faculty of Law, Business and Economics > Department of Business Administration > Chair Business Administration VI
Faculties > Faculty of Law, Business and Economics > Department of Business Administration > Chair Business Administration VI > Chair Business Administration VI - Univ.-Prof. Dr. Ricarda Bouncken
Result of work at the UBT: Yes
DDC Subjects: 300 Social sciences
300 Social sciences > 330 Economics
Date Deposited: 09 Aug 2019 07:35
Last Modified: 09 Aug 2019 07:35
URI: https://eref.uni-bayreuth.de/id/eprint/51809