The Development and Test of a Model of Transaction Negotiation

Rinehart, Lloyd M.; Page, Thomas J.

doi:10.2307/1251984

Cited by 37 publications

(36 citation statements)

References 30 publications

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“…This approach focuses on the extent of dependence, but does not address why the firm is dependent; it reveals nothing about the configuration or nature of that dependence. Examples of global dependence assessments include Andaleeb (1996); Antia and Frazier (2001); Celly and Frazier (1996); Gundlach et al (1995); Johnson (1999); Joshi and Campbell (2003); Lusch and Brown (1996);; and Rinehart and Page (1992).…”

Section: Customer Dependencementioning

confidence: 99%

The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence

Scheer

Miao

Garrett

2009

J. of the Acad. Mark. Sci.

113

130

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This research examines whether suppliers' capabilities impact OEM customers' dependence on the supplier and thereby generate customer loyalty. Using a sample of purchasing managers focusing on a single key component supplier, we examine three supplier capabilities, two dependence dimensions, and three aspects of customer loyalty. Core offering capability increases the customer firm's benefit-based dependence. Operations capability has a more comprehensive effect, enhancing both benefit-based and cost-based dependence. Benefit-based dependence leads to relational loyalty and, through its effect on relational loyalty, to insensitivity to competitive offerings and future purchase expansion. Cost-based dependence motivates insensitivity to competitive offerings, but does not affect relational loyalty or purchase expansion. The supplier's communication capability is associated with relational loyalty, but this effect does not flow through the customer firm's dependence. The divergent pattern of antecedents and effects of benefit-based dependence and cost-based dependence may explain the inconsistent and insignificant research findings in previous research on dependence. Our results suggest that adopting a bidimensional model of dependence more fully captures the theoretical domain of dependence, thereby permitting researchers to better examine its role in supply chain, channel, and marketing relationships.Keywords Business to business relationships . Loyalty . Dependence . Supplier-buyer relationships . Marketing capabilitiesThe May 2007 issue of Inside Supply Management noted that the reviving manufacturing sector brings great opportunities for industrial suppliers, but also has motivated OEM customers to consolidate their supply bases. As manufacturers reduce their suppliers, "highly reliable service, repeated process or product innovations, manufacturing flexibility, responsiveness to market trends, and short product development cycles" become increasingly critical that organizational resources and capabilities constitute an important source of sustainable competitive advantage.We pursue Srivastava et al.'s (1998) suggestion that capabilities' impact on performance outcomes may be mediated by market-based assets, examining customer loyalty and dependence. We do not assert that capabilities' performance effects are fully mediated by customer loyalty, but loyalty is both an indicator of effective deployment and

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Section: Customer Dependencementioning

confidence: 99%

The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence

Scheer

Miao

Garrett

2009

J. of the Acad. Mark. Sci.

113

130

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“…These include transactions cost analysis [Noordeweir, John, Nevin 1990;Mudambi, Mudambi 1995;Stump, Heide 1996], agency theory [Mishra, Heide, Cort 1998], relational contracting [Dwyer, Schurr, Oh 1987;Lusch, Brown 1996], social exchange theory [Hallen, Johanson, Seyed-Mohamed 1991;Heide 1994], network theory [Achrol 1997;Walker 1997], game theory [Rao, Reddy 1995], interorganizational exchange behavior [Rinehart, Page 1992], power dependency [Gundlach, Cadotte 1994;Kumar, Scheer, Steenkamp 1995], and interpersonal relations [Iacobucci, Ostrom 1996]. More recently, resource allocation and resource dependency perspectives [Vardarajan, Cunningham 1995;Lohtia 1997], and classical psychological and consumer behavior theories have been used to explain why companies and consumers engage in relationship marketing [Sheth, Parvatiyar 1995a;Iacobucci, Zerillo 1997;Kahn 1998;Simonin, Ruth 1998].…”

Section: Figure 3 Tools and Work Processes Applied In Relationship Mmentioning

confidence: 99%

The Conceptual Foundations of Relationship Marketing: Review and Synthesis

2015

Journal of Economic Sociology

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“…The primary component of negotiation processes is negotiation behavior (Alder and Graham 1989;Pruitt 1971;Rhinehart and Page 1992;Thompson 1990). Because of the large volume of research on negotiation behavior in many disciplines, it is necessary to restrict the scope of this study.…”

Section: Negotiation Behavior and Negotiation Outcomesmentioning

confidence: 99%

Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles

Jaeger

2005

Group Decis Negot

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Researchers believe that personality affects both the negotiation process and outcomes, but have yet to provide reliable evidence. Using a culturally balanced personality scale SAPPS, we explore the impact of personality on negotiation within a collectivist context-China. Hypothesized relationships based on a buyer/seller model are supported that assertive negotiators are more likely to behave competitively, which leads to better economic outcomes, and open-minded negotiators are more likely to use an integrative approach, which leads to higher satisfaction. This result, similar to those obtained in North America, suggests a universal model of negotiation might exist. Our study also indicates, however, that personality only accounts for a small portion of variance in negotiation behaviors. More research from other perspectives is needed for further exploration.

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The Development and Test of a Model of Transaction Negotiation

Cited by 37 publications

References 30 publications

The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence

The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence

The Conceptual Foundations of Relationship Marketing: Review and Synthesis

Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles

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