Negotiations are an essential element of buyer-supplier relationships that form the foundation of modern supply chains. Research has identified two common types of negotiation strategies that are used in buyersupplier negotiations. A win-win negotiation strategy attempts to maximize mutual gain while a win-lose strategy focuses on obtaining a disproportionate share of benefits. This study investigates the relational costs of adopting a negotiation strategy in terms of adverse effects on knowledge sharing intentions in interdependent buyer-supplier relationships. A between-subjects scenario-based experiment is used to test hypotheses developed from applicable literature and social exchange theory. Results of the experiment indicate that employing a win-lose negotiation strategy may decrease future intentions toward information exchange, communication quality and operational knowledge transfer between buyers and suppliers. The findings inform managerial aspects of supply chain relationship management, extend the negotiation literature to consider longer-term effects of common negotiation strategies and provide insights into social exchange theory.
Ba 3 Cu 14-δ Te 12 was prepared by directly reacting the elements in stoichiometric ratios at 800°C for 3 days, followed by slow cooling. Ba 3 Cu 14-δ Te 12 forms a new structure type, space group P2 1 /m, with lattice dimensions of a ) 11.909(2) Å, b ) 21.174(4) Å, c ) 11.983(2) Å, ) 117.071(4)°, and V ) 2690.6(8) Å 3 , for δ ) 0.35(2) (Z ) 4). The structure contains corner-, edge-, and face-sharing CuTe 4 tetrahedra interconnected with almost planar CuTe 3 units. These connections result in a three-dimensional Cu atom network with numerous Cu-Cu bonds. With two Te 2 2-dumbbells per formula unit, Ba 3 Cu 14-δ Te 12 is an electron-precise compound when δ ) 0, according to (Ba 2+ ) 3 (Cu + ) 14 (Te 2 2-) 2 (Te 2-) 8 . For δ > 0, the materials are degenerate semiconductors with moderate Seebeck coefficients and electrical conductivities, in accord with the electronic structure calculations, and exhibit extremely low thermal conductivity.
Purpose – The purpose of this paper is to explore how the history of a supply chain relationship impacts expectations concerning negotiation strategy use. Design/methodology/approach – Following a grounded theory approach, experienced buyers and suppliers were interviewed to enhance understanding of the complexity of supply chain negotiations. Findings – Qualitative analysis developed a theoretical framework emphasizing the impact of relationship history on negotiation strategy expectations in long-term buyer-supplier relationships. Data supports that previous negotiation interactions build a history between the involved organizations. This relationship history creates expectations. When negotiation strategy use is consistent with expectations, the relationship history will continue to develop in the same manner as it has previously. When negotiation strategy expectations are violated, the relationship impact will differ depending on evidence of an Extrarelational Factor that leads to the strategy change. Research limitations/implications – Results of this study present a theoretical framework that future research can quantitatively test, which has the potential to open up new streams of research on relationship history and supply chain negotiations. Practical implications – Results show that buyers and suppliers should consider the strategy expectations of their negotiation partner. When actions are inconsistent with expectations, the effects impact the relationship. Originality/value – Negotiation research has largely focussed on negotiations as discrete events with economic outcomes. This ongoing buyer-supplier relationship research highlights the impact that previous negotiations (relationship history) have on negotiation expectations. It also explores the relational impact when those expectations are or are not met.
As boundary-spanning supply chain members, truck drivers are important to the efficient and effective flow of goods throughout the supply chain. However, costly truck-driver turnover rates have plagued the industry for years. While previous research has focused on a variety of factors that can contribute to a driver leaving his or her current organization and/or the industry, long-haul turnover rates remain unacceptably high. Using a phenomenological methodology, this research explores psychological aspects of truck drivers' experiences in order to better understand the challenges and stressors that may lead to dissatisfaction with their careers and ultimately their decision to leave their company and/or the industry. Data was collected from drivers through face-to-face interviews and Internet blogs. The findings identify both controllable and uncontrollable psychological stressors that truck drivers experience and how these stressors manifest in their jobs. The themes identified include stress from loneliness and loss of family life, stress due to health-related issues and uncertainty from health-related support, lack of respect from multiple parties, and the stressful impact of government regulations. Identification of these themes may help organizations develop strategies to address these important stressors and improve the retention and performance of their drivers.
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