Response to comments on ‘Power to all our Friends? Living with imbalance in supplier–retailer relationships’

Hingley, Martin

doi:10.1016/j.indmarman.2005.03.010

Cited by 13 publications

(15 citation statements)

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“…Such considerations also can be viewed according to a fluid framework of the business environment, in which relationships do not and cannot stay the same (Hingley, 2005b). The issue of relationship fluidity in existing interfirm relationships has tremendous impacts on the conduct and maintenance of asymmetrical relationships.…”

Section: Understanding and Redefining Asymmetrymentioning

confidence: 99%

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The current situation and future conceptualization of power in industrial markets

Hingley

Angell

Lindgreen

2015

Industrial Marketing Management

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Research Highlights• This concluding paper draws together current themes related to power in business, customer, and market relationships.• The evaluations of the contributions to this special issue seek to rationalize the context of power, from its origins and contributions to the story, current theory, and practice of power in industrial markets.• Future directions for the theory and practice of power in business markets are postulated. 4The current situation and future conceptualization of power in industrial markets AbstractThis article offers overview of research on power in industrial and business markets, conducted through the 10 articles in the special issue. These contributions are catalysts for defining the history, context, current situations, and future developments and prospects for power in the business world. Therefore, this article presents a conceptualization and understanding of power, using the special issue as a lens through which to view past antecedents, present understanding, and future directions. In addition to studies that mine past and present academic and practical rationales for power, the empirically based contributions test and explore power. This article identifies and thematically draws out and labels the principal manifestations across these contributions, to link origins with current principal foci and identify the most likely emphases of theory and practice for the future business-tobusiness arena.

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Section: Understanding and Redefining Asymmetrymentioning

confidence: 99%

“…In what became a mini-debate within the issue, Kumar (2005), Naude (2005), and Blois (2005) commented on the contribution, and then Hingley (2005b) responded. Yet even this 6 influential volume of IMM did not contain sufficient consideration of power in business.…”

Section: Introductionmentioning

confidence: 99%

The current situation and future conceptualization of power in industrial markets

Hingley

Angell

Lindgreen

2015

Industrial Marketing Management

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“…С этой точки зре ния ритейлеры, обладающие большей пе реговорной властью, могут тяготеть скорее к трансакционной ориентации, а постав щики с меньшей переговорной властью стараются компенсировать ее дефицит, раз вивая элементы отношенческого обмена. Существуют и другие исследования, кото рые показывают, что наличие властной асимметрии зачастую приводит к установ лению более длительных и устойчивых отношений, нежели при хрупкой властной симметрии [Hingley, 2005]. Условием их возникновения является такое применение власти более сильной стороной, которое воспринимается как приемлемое более сла бым контрагентом (appropriate power use) [Brown, Lusch, Nicholson, 1995, p. 364 [Уци, 2007; Бейкер, Фолкнер, Фишер, 2007, с.…”

Section: гипотезы исследованияunclassified

Transactional and Relational Exchange in Supply Chains: Constitutive Elements and Main Factors

Радаев¹

2016

Russian Management Journal

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Трансакционный и оТношенческий обмен в цепях посТавок: консТиТуирующие элеменТы и основные факТоры выбора В. В. РадаеВ Национальный исследовательский университет «Высшая школа экономики», Москва в статье на основе экономико-социологических и маркетинговых концепций разграни-чиваются трансакционный и отношенческий типы межфирменного рыночного обмена. предлагается оригинальная типология содержательных элементов отношенческого об-мена, привязанных к фазам годичного цикла договоров поставки. с помощью интегра-тивного индекса отношенческого обмена измеряется степень социальной укорененности рыночного обмена. для эмпирического анализа используются данные стандартизован-ного опроса 843 менеджеров компаний (ритейлеров и их поставщиков), работающих в России на рынках продовольственных и непродовольственных товаров, проведенного ниУ вШэ в 2013 г. в результате оценивается степень распространения разных типов рыночного обмена и их отдельных элементов, демонстрируется преобладание смешан-ных форм регулирования межфирменных отношений. выявляются основные факторы, способствующие возникновению отношенческого обмена в цепях поставок.Ключевые слова: рыночный обмен, экономическая социология, маркетинг взаимоотно-шений, торговля потребительскими товарами, Россия. JEL: P23, P31, Z13.Адрес организации: НИУ «Высшая школа экономики», Мясницкая ул., д. 20, Москва, 101000, Россия.

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“…First, the paper begins a new line of enquiry in the industrial marketing literature on the role of industrial workshop venue in buyer-seller behaviour (Hingley, 2005a(Hingley, , 2005b and recognizes the significance of discrete, episodic relational institutional arrangements and mechanisms for maintaining power, structures and institutions (Kumar, 2005;Yang & Wang, 2011). The industrial workshop as a unit of analysis opens up an understanding of institutional work that is commensurate with the interaction approach (Håkansson, 1982) and builds on the view of multiple embedded power structures posited by the traditions of the Industrial Marketing and Purchasing (IMP) Group (Ford, Gadde, Håkansson, Snehota, & Waluszewski, 2003;Meehan & Wright, 2012;Peters, Pressey, Vanharanta, & Johnson, 2013).…”

Section: Institutional Maintenance Work and Power Preservation In Busmentioning

confidence: 99%

“…Some firms are able to do this through international arbitrage (Palmer, 2005), while others may induce significant changes in levels of competition by collectively mobilizing and confronting economic and institutional agents around a cause, a best practice or an innovative business model (Meehan & Wright, 2007). Understanding this practice requires, according to Hingley (2005aHingley ( , 2005b, an analysis which goes beyond the industrial economics definition, which focuses in the degree to which a firm influences market price (Wood, 1999), and towards one which considers how market actors are able to draw upon, interact with, institutions to influence social structures and practice.…”

Section: Power As a Property Of Buyer-seller Institutional Arrangementsmentioning

confidence: 99%

Institutional maintenance work and power preservation in business exchanges: Insights from industrial supplier workshops

Palmer

Simmons

Robinson

et al. 2015

Industrial Marketing Management

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Research Highlights:• Demonstrates how power is a property of institutional maintenance work.• Recognizes the significance of temporary industrial workshop settings for maintaining power.• Provides insights into how the work of institutional maintenance 'bears down' on buyer and seller exchanges.• Elucidates priming work activity and pressure specialist mechanisms for legitimation or relegitimation of roles and expectations.• Shows power intensification in the instituting and normalizing of distinct in-group market rules. 4Institutional maintenance work and power preservation in business exchanges: Insights from industrial supplier workshops Abstract This paper aims to offer new theoretical and empirical insights into power dynamics in an industrial supplier workshop setting. Theoretically, it advances an institutional perspective on supplier workshops as an important venue in managing, preserving and instituting industrial market power. Based on a detailed ethnographic analysis of an industrial workshop setting, this article investigates the institutional maintenance work of Retail Co. in preserving the power dynamics of market dominance in business exchanges and market structures. Our findings revealed three previously unreported insights into the subtle, but nonetheless pervasive power from institutional maintenance work in an industrial workshop setting. First, the institutional workshop work comprised a cultural performance; constituting socialization practice through a performance game, the power of numbers in field comprehension and an award ceremony. Second, the institutional workshop work mobilized projective agency, stipulating, directing and appealing for the instituting of distinct market rules and collective identities. Finally, the institutional workshop work increases supplier docility and utility via the regulative technologies-of-the-self to enhance business planning, operations and market decision-making practice, without necessarily being seen to be disciplinarian.

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Response to comments on ‘Power to all our Friends? Living with imbalance in supplier–retailer relationships’

Cited by 13 publications

References 36 publications

The current situation and future conceptualization of power in industrial markets

The current situation and future conceptualization of power in industrial markets

Transactional and Relational Exchange in Supply Chains: Constitutive Elements and Main Factors

Institutional maintenance work and power preservation in business exchanges: Insights from industrial supplier workshops

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