Abstract
This paper integrates the extant literature in inter-firm control by rethinking the nature of control in inter-firm relationships as it applies to the context oflow power suppliers. This study contributes to the literature in several ways. First, it compares the power context between two inter-firm relationship types - preferred supplier agreements (PSAs) and buyer-supplier partnerships. Second, this study brings the power concept to the fore of the literature by defining the 'low-power supplier' and then develops a conceptual framework for investigating the control mechanisms used by low power suppliers. Third, this is one of a handful of studies to analyse performance from the supplier's perspective.
Original language | English |
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Title of host publication | Proceedings of the 2009 World Marketing Congress |
Subtitle of host publication | Marketing in Transition : Scarcity, Globalism, & Sustainability |
Place of Publication | Oslo, Norway |
Publisher | Academy of Marketing Science |
Pages | 1-5 |
Number of pages | 5 |
Publication status | Published - 2009 |
Event | Biennial World Marketing Conference (14th : 2009) - Oslo Duration: 22 Jul 2009 → 25 Jul 2009 |
Conference
Conference | Biennial World Marketing Conference (14th : 2009) |
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City | Oslo |
Period | 22/07/09 → 25/07/09 |
Keywords
- Business Partnering
- Power
- Control