File Download

There are no files associated with this item.

  Links for fulltext
     (May Require Subscription)
Supplementary

Conference Paper: The influence of governance on negotiation strategies in buyer-supplier disputes

TitleThe influence of governance on negotiation strategies in buyer-supplier disputes
Authors
Lumineau, FabriceHenderson, James E.
KeywordsGovernance
Negotiation strategy
Interfirm dispute
Issue Date2009
Citation
Academy of Management 2009 Annual Meeting (AOM 2009): Green Management Matters, Chicago, IL, 7-11 August 2009. In Academy of Management Proceedings, 2009, v. 2009 n. 1 How to Cite?
DOI: http://dx.doi.org/10.5465/ambpp.2009.44249878
AbstractThis paper analyzes how governance mechanisms in a buyer-supplier relationship impact subsequent dispute negotiation strategies. Our analysis of 102 buyer-supplier disputes highlights the strength of relational governance in influencing subsequent collaborative negotiation strategies; however, the benefits of relational governance are conditional on each contractual dimension of control and coordination.
Persistent Identifierhttp://hdl.handle.net/10722/301850

 

DC FieldValueLanguage
dc.contributor.authorLumineau, Fabrice-
dc.contributor.authorHenderson, James E.-
dc.date.accessioned2021-08-19T02:20:52Z-
dc.date.available2021-08-19T02:20:52Z-
dc.date.issued2009-
dc.identifier.citationAcademy of Management 2009 Annual Meeting (AOM 2009): Green Management Matters, Chicago, IL, 7-11 August 2009. In Academy of Management Proceedings, 2009, v. 2009 n. 1-
dc.identifier.urihttp://hdl.handle.net/10722/301850-
dc.description.abstractThis paper analyzes how governance mechanisms in a buyer-supplier relationship impact subsequent dispute negotiation strategies. Our analysis of 102 buyer-supplier disputes highlights the strength of relational governance in influencing subsequent collaborative negotiation strategies; however, the benefits of relational governance are conditional on each contractual dimension of control and coordination.-
dc.languageeng-
dc.relation.ispartofAcademy of Management Proceedings-
dc.subjectGovernance-
dc.subjectNegotiation strategy-
dc.subjectInterfirm dispute-
dc.titleThe influence of governance on negotiation strategies in buyer-supplier disputes-
dc.typeConference_Paper-
dc.description.naturelink_to_OA_fulltext-
dc.identifier.doi10.5465/ambpp.2009.44249878-
dc.identifier.scopuseid_2-s2.0-85088716944-
dc.identifier.volume2009-
dc.identifier.issue1-

Export via OAI-PMH Interface in XML Formats

OR

Export to Other Non-XML Formats