Economic and social rewards and their effects on future collaboration in buyer-supplier relationships

Bode, Christoph

Document Type: Conference presentation
Year of publication: 2014
Conference title: Production and Operations Management Society (POMS)
Location of the conference venue: Atlanta, Ga.
Date of the conference: 9.-12.5.2014
Publication language: English
Institution: Business School > Stiftungslehrstuhl für Procurement (Bode 2014-)
Subject: 650 Management
Keywords (English): Buyer-supplier relationships ; Social exchange theory ; Value sharing ; Dyadic study
Abstract: This empirical study investigates how perceived fairness of value-sharing processes, in terms of economic and social rewards, affects the future of buyer-supplier relationships. Results suggest that prior negotiations are able to mitigate the effects of economic rewards and that social and economic rewards can compensate for each other.

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