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Article: The role of agent negotiation behaviors in buyer-supplier relationships.
- Article from:
- Journal of Managerial Issues
- Article date:
- March 22, 2009
- Author:
CopyrightCOPYRIGHT 2009 Pittsburg State University - Department of Economics. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Opportunism and relationship continuance are behaviors that express themselves in several different buyer-supplier contexts (Conner and Prahalad, 1996; Morgan et al., 2007; Morgan and Hunt, 1994). How firms manage supplier relationships (e.g., choosing and monitoring suppliers, developing and dissolving relationships) is increasingly critical to firms' operational efficiency, product development, profitability and long-term prosperity, and is becoming a strategic issue in today's business landscape (Chatain and Zemsky, 2007; Dwyer et al., 1987; Good and Evans, 2001; Lee et al., 2007; McIvor et al., 2006). Over the last decade and a half, there have been a number of studies ...