Power to none: conceptualising the role of power and control in asymmetrical inter-firm relationships

Stephane Bignoux, David M. Gray

Research output: Chapter in Book/Report/Conference proceedingConference proceeding contributionpeer-review


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 languageEnglish
Title of host publicationProceedings of the 2009 World Marketing Congress
Subtitle of host publicationMarketing in Transition : Scarcity, Globalism, & Sustainability
Place of PublicationOslo, Norway
PublisherAcademy of Marketing Science
Number of pages5
Publication statusPublished - 2009
EventBiennial World Marketing Conference (14th : 2009) - Oslo
Duration: 22 Jul 200925 Jul 2009


ConferenceBiennial World Marketing Conference (14th : 2009)


  • Business Partnering
  • Power
  • Control


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