Business suppliers' value creation potential

Möller, Kristian; Törrönen, Pekka

doi:10.1016/s0019-8501(02)00225-0

Cited by 404 publications

(380 citation statements)

References 30 publications

Supporting

Mentioning

350

Contrasting

Unclassified

Order By: Relevance

“…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

View full text Add to dashboard Cite

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.

show abstract

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

“…Flint, et al, 2002;Lapierre, 2000;Parasuraman, 1997;Ravald & Grönroos, 1996; or the supplier perspective (e.g. Möller & Törrönen, 2003;Simpson, et al, 2001;Walter, et al, 2001). Very few dyadic studies on relationship value have considered both sides of particular relationships (Lefaix-Durand & Kozak, 2010).…”

Section: Role Differences In Buyer-seller Relationshipsmentioning

confidence: 99%

“…Flint, Woodruff, & Gardial, 2002;Lapierre, 2000;Parasuraman, 1997;Ravald & Grönroos, 1996;, or the seller's perspective (e.g. Möller & Törrönen, 2003;Simpson, Siguaw, & Baker, 2001;Walter, Ritter, & Gemüden, 2001). Other studies have treated both suppliers and customers without accounting for their arguably very different role characteristics and perspectives (e.g.…”

Section: Introductionmentioning

confidence: 99%

The bonding effects of relationship value and switching costs in industrial buyer–seller relationships: An investigation into role differences

Geiger

Durand

Saab³

et al. 2012

Industrial Marketing Management

120

View full text Add to dashboard Cite

“…Several authors (see Håkansson and Johanson, 1993;Anderson et al, 1994;Håkansson and Snehota, 1995;Ford and McDowell, 1999;Mö ller and Törrö nen, 2000;Hö lmen and Pederson, 2003) have studied relationships' functions in industrial networks. In general, they have concluded that such functions have both direct and indirect effects.…”

Section: Capabilities: the Missing Link Between Functions And Relatiomentioning

confidence: 99%

Towards a multi‐dimensional approach to supply management: a comparative case study

Brito

Roseira²

2007

Jnl of Bus & Indus Marketing

View full text Add to dashboard Cite

Purpose -The article aims at contributing to a better understanding of the interdependence between supply management and the strategic position of the buying firm. Design/methodology/approach -The research follows a qualitative analysis of two cases: Adira, a family-owned manufacturer of machinery to cut steel, and Vulcano, a manufacturer of instantaneous house gas water-heaters and boilers. Findings -The article finds that supply management decisions depend not only on the network position of the buying firm, but also on the network vision of its managers.Research limitations/implications -The study is based on two contrasting cases. Further research should develop and test the findings by using other cases and methodological approaches more quantitative in nature. Practical implications -The article has three major practical implications: supply management should integrate three levels of decisions: dyadic, portfolio and network decisions; supply management does not depend solely on firms' strategic positioning and strategies, but also on managers' network theory about the role and capabilities of suppliers; and "no strategy" can also be a strategy. Originality/value -The study was conducted on the basis of a multi-dimensional model that integrates three levels of analysis: dyadic, portfolio and network.

show abstract

Business suppliers' value creation potential

Cited by 404 publications

References 30 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

The bonding effects of relationship value and switching costs in industrial buyer–seller relationships: An investigation into role differences

Towards a multi‐dimensional approach to supply management: a comparative case study

Contact Info

Product

Resources

About