Asymmetric customer–supplier relationship development in Taiwanese electronics firms

Lee, Chia-Jung; Johnsen, Rhona

doi:10.1016/j.indmarman.2011.09.017

Cited by 49 publications

(89 citation statements)

References 65 publications

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“…Some studies find task conflict to have a constructive impact on business performance (Rose et al, 2007), but other studies find task conflict to negatively influence performance (Chang & Gotcher, 2010; because task conflict can D.A. Yen et al Industrial Marketing Management 66 (2017) 103-114 block or destroy value co-creation (Mele, 2011;Möller & Törrönen, 2003), impacting the economic performance of the relationship (Johnsen & Ford, 2006;Lee & Johnsen, 2012). However, it is important to note that conflict is generally frowned upon in the Chinese context, due to their cultural preference for a more harmonious interaction atmosphere (Yen, Yu, & Barnes, 2007).…”

Section: Conflict Managementmentioning

confidence: 99%

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Yen

Abosag

Huang

et al. 2017

Industrial Marketing Management

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A B S T R A C TThis paper challenges the existing view of guanxi as comprising one combined notion, and thus proposes to investigate guanxi's sub-dimensions individually. Developed from Confucius Relationalism, the proposed GRX conflict management framework argues that ganqing (emotional attachment), renqing (reciprocal favour exchange) and xinren (interpersonal trust) have different effects on reducing task and emotional conflict. Empirical findings based on 300 Sino-US business relationships reveal that ganqing and xinren can significantly reduce both emotional and task conflict, whilst renqing does not have a significant effect on reducing either. Nevertheless, upon moderation analysis, the effects of ganqing and renqing in reducing emotional and task conflict become more significant when dealing with the more experienced buyer (with a longer length of employment), whilst xinren's impact on reducing task conflict is lessened in more mature relationships (those with a longer business relationship duration), compared to less developed business relationships. The findings shed new light to guanxi literature, with evidence highlighting how GRX dimensions may be employed individually to effectively reduce conflict in Sino-US business relationships.

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Section: Conflict Managementmentioning

confidence: 99%

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Yen

Abosag

Huang

et al. 2017

Industrial Marketing Management

View full text Add to dashboard Cite

show abstract

“…For example, some exporter-importer relationships lasted longer while some exporter-importer relationships broke up. This has suggested that in-depth investigation to explore the multifaceted character of asymmetry is needed (Lee & Johnsen, 2012;Nyaga et al, 2013;Hingley, Angel, & Lindgreen, 2015). This research has addressed this gap in the literature and it built on the work of IMP interaction approach and asymmetry investigation of .…”

Section: Discussionmentioning

confidence: 99%

“…Power asymmetry in supply chain relationships has been studied by a number of researchers Lee & Johnsen, 2012;Nyaga et al, 2013;Rindt & Mouzas, 2015). They found that the strong partner influence the weaker partner in two areas mainly; the strategic and operational areas in relationships.…”

Section: Positives and Negatives Of Power Asymmetrymentioning

confidence: 99%

“…Hence, power imbalance in supplier-buyer relationships has been viewed as (a) harmful in all relationship dimensions; (b) has had a serious impact on trust (Kumar, 1996;Kumar, Scheer, & Steenkamp, 1998); and (c) that the power of the dominant party tends to weaken the other party (Johnsen & Ford, 2002). On the other hand, weaker parties can gain power and overcome asymmetries as the relationship develops through different alignment approaches (Lee & Johnsen, 2012).…”

Section: Positives and Negatives Of Power Asymmetrymentioning

confidence: 99%

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Types of Asymmetries in Exporter-Importer Relationships and Alignment Behaviour

Talay¹,

Alptekin²

2016

IJMS

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The purpose of this paper is to explore the phenomenon of asymmetry in international supply chain relationships and investigate how small exporter firms manage these asymmetric relationships. Prior studies have conceptualized asymmetry as a relationship attribute and concentrated on causal effects of asymmetry in supplier-buyer relationships by highlighting the extensive amount of reasons why asymmetry occurs in dyadic relationships. However, those extensive reasons intent to articulate why asymmetry occurs in relationships, have not provided enough in-depth to understand the complexity of asymmetry in international supply chain relationships, therefore, this study aims to explore the concept of asymmetry by focusing on structure and exercise rather than simply discovering reasons. This research explores the four distinguishable types of relational asymmetry between exporters and importers suggest different implications for international supply chain relationships. As opposed to the existing literature, which has considered and largely agreed that asymmetry is related to a negative connotation, this research suggests that different types of asymmetries also have a positive relational outcome for small export firms. This exploratory paper provides managers with additional insight into the types of asymmetry in international supply chain relationships and suggests that asymmetric relationships must be examined carefully in order to overcome difficulties that distract long-term relationships.

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“…The implementation of cost information depended on the balance of power between firms, on the trust between personnel, and on the volume of the firms' mutual business. Lee and Johnsen (2012) analyzed the relationship development stages of asymmetric customer-supplier relationships. They linked the characteristics of asymmetric customer-supplier relationships and the relationship development stages through a comprehensive review on the existing literature.…”

Section: Introductionmentioning

confidence: 99%

A study on different factors influencing customer satisfaction on industrial market

Shirani¹,

Danaei²,

Shirvani³

2014

10.5267/j.msl

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Customer satisfaction plays essential role on the success of industrial products such as milk in todays' marketing planning. In this paper, we present a conceptual model to measure the relative impact of various factors on customer satisfaction. The proposed study of this paper designs a questionnaire and distributes it among managers of a dairy producer named Pegah in city of Esfahan, Iran. Using Pearson correlation ratio as well as stepwise regression technique, the study has found positive and meaningful relationship between customer satisfaction and price, quality of product, distribution and compatibility with customer expectation. In addition, the study detects a negative and meaningful relationship between conflict and customer satisfaction.

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Asymmetric customer–supplier relationship development in Taiwanese electronics firms

Cited by 49 publications

References 65 publications

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Types of Asymmetries in Exporter-Importer Relationships and Alignment Behaviour

A study on different factors influencing customer satisfaction on industrial market

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