Skip to main content
SpringerLink
Log in

Managing the unexpected: advancing knowledge on negative and positive events in buyer-supplier relationships

  • Chapter
  • First Online:
Supply Management Research

Part of the book series: Advanced Studies in Supply Management ((ASSM))

  • 3265 Accesses

Zusammenfassung

There exists a sizeable body of research on supply chain disruptions, with much of the emphasis (understandably) on major events, such as the effects and handling of explosions, earthquakes, or emission scandals. However, the whole day-to-day business in purchasing is overshadowed by the implications of a VUCA-world: unexpected events, like a missed deadline in a joint new product development project, are much more frequent and practically relevant than the headline-making disasters. Furthermore, unexpected events are not necessarily negative: it is also true that in reality buyers and suppliers often fulfill their obligations beyond what is contractually expected from them. Therefore, this paper addresses the practically relevant cases of how purchasing can handle everyday events which are either unexpectedly negative or surprisingly positive. How can damaged trust be repaired in the negative case, and how can the value generated by positive events be claimed by purchasing? Rigorously answering such practically relevant, yet academically underexplored questions —by means of a combination of scenario-based experiments with more than 1,000 purchasing and sales professionals and expert interviews—generates novel insights for purchasing managers and research alike.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 44.99
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 59.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Similar content being viewed by others

Literatur

  • Arnold, U.; EĂźig, M. (2003): Kooperationen in der industriellen Beschaffung. In: Zentes, J.; Swoboda, B.; Morschett, D. (Eds.): Kooperationen, Allianzen und Netzwerke, S. 659–681, Wiesbaden.

    Google Scholar 

  • Bellamy, M.A.; Ghosh, S.; Hora, M. (2014): The influence of supply network structure on firm innovation. In: Journal of Operations Management, 32(6), pp. 357–373.

    Google Scholar 

  • Bendoly, E. (2014): System dynamics understanding in projects. Information sharing, psychological safety, and performance effects. In: Production & Operations Management, 23(8), pp. 1352–1369.

    Google Scholar 

  • Blau, P.M. (1964): Exchange and power in social life. New York.

    Google Scholar 

  • Blau, P.M. (1968): Interaction. Social exchange. In: International Encyclopedia of the Social Sciences, 7, pp. 452–458.

    Google Scholar 

  • Bode, C.; Wagner, S.M.; Petersen, K.J.; Ellram, L.M. (2011): Understanding responses to supply chain disruptions. Insights from information processing and resource dependence perspectives. In: Academy of Management Journal, 54(4), pp. 833–856.

    Google Scholar 

  • Bottom, W.P.; Gibson, K.; Daniels, S.E.; Murnighan, J.K. (2002). When talk is not cheap. Substantive penance and expressions of intent in rebuilding cooperation. In: Organization Science, 13(5), pp. 497–513.

    Google Scholar 

  • Bunderson, J.S. (2003): Recognizing and utilizing expertise in work groups. A status characteristics perspective. In: Administrative Science Quarterly, 48(4), pp. 557–591.

    Google Scholar 

  • Craighead, C.W.; Blackhurst, J.; Rungtusanatham, M.J.; Handfield, R.B. (2007): The severity of supply chain disruptions. Design characteristics and mitigation capabilities. In: Decision Sciences, 38(1), pp. 131–156.

    Google Scholar 

  • Cropanzano, R.; Mitchell, M.S. (2005): Social exchange theory. An interdisciplinary review. In: Journal of Management, 31(6), pp. 874–900.

    Google Scholar 

  • Dirks, K.T.; Ferrin, D.L. (2001): The role of trust in organizational settings. In: Organization Science, 12(4), pp. 450–467.

    Google Scholar 

  • Dirks, K.T.; Kim, P.H.; Ferrin, D.L.; Cooper, C.D. (2011): Understanding the effects of substantive responses on trust following a transgression. In: Organizational Behavior and Human Decision Processes, 114(2), pp. 87–103.

    Google Scholar 

  • Dirks, K.T.; Lewicki, R.J.; Zaheer, A. (2009): Repairing relationships within and between organizations. Building a conceptual foundation. In: Academy of Management Review, 34(1), pp. 68–84.

    Google Scholar 

  • Doerfler, S. (2017): Value and innovation with incumbent suppliers: Engaging in change management and looking beyond cost can help an organization achieve mutual profitability with its supply base. In: Inside Supply Management, 28(3), pp. 16–21.

    Google Scholar 

  • Eberly, M.B.; Holley, E.C.; Johnson, M.D.; Mitchell, T.R. (2017): It’s not me, it’s not you, it’s us! An empirical examination of relational attributions. In: Journal of Applied Psychology, 102(5), pp. 711–731.

    Google Scholar 

  • Eckerd, A.; Girth, A.M. (2017): Designing the buyer-supplier contract for risk management. Assessing complexity and mission criticality. In: Journal of Supply Chain Management, 53(3), pp. 60–75.

    Google Scholar 

  • Eckerd, S. (2016): Experiments in purchasing and supply management research. in: Journal of Purchasing and Supply Management, 22(4), pp. 258–261.

    Google Scholar 

  • Eckerd, S.; Boyer, K.K.; Qi, Y.; Eckerd, A.; Hill, J.A. (2016): Supply chain psychological contract breach. An experimental study across national cultures. In: Journal of Supply Chain Management, 52(3), pp. 68–82.

    Google Scholar 

  • Ellis, S.C.; Henry, R.M.; Shockley, J. (2010): Buyer perceptions of supply disruption risk. A behavioral view and empirical assessment. In: Journal of Operations Management, 28, pp. 34–46.

    Google Scholar 

  • Emerson, R.M. (1962): Power-dependence relations. In: American Sociological Review, 27(1), pp. 31–41.

    Google Scholar 

  • Esslinger, J.; Eckerd, S.; Kaufmann, L.; Carter, C.R. (2019): Who cares? Supplier reactions to buyer claims after psychological contract over-fulfillments. In: Journal of Supply Chain Management, 55(4), pp. 98–128.

    Google Scholar 

  • Fornell, C.; Larcker, D.F. (1981): Evaluating structural equation models with unobservable variables and measurement error. In: Journal of Marketing Research, 18(1), pp. 39–50.

    Google Scholar 

  • Fugate, B.S.; Stank, T.P.; Mentzer, J.T. (2009): Linking improved knowledge management to operational and organizational performance. In: Journal of Operations Man-agement, 27(3), pp. 247–264.

    Google Scholar 

  • Gharajedaghi, J. (2007): Systems thinking. A case for second-order-learning. In: The Learning Organization, 14(6), pp. 473–479.

    Google Scholar 

  • Gligor, D.M.; Autry, C.W. (2012). The role of personal relationships in facilitating supply chain communications: A qualitative study. In: Journal of Supply Chain Management, 48(1), pp. 24–43.

    Google Scholar 

  • Gordon, A.M.; Impett, E.A.; Kogan, A.; Oveis, C.; Keltner, D. (2012): To have and to hold. Gratitude promotes relationship maintenance in intimate bonds. In: Journal of Personality and Social Psychology, 103(2), pp. 257–274.

    Google Scholar 

  • Hair, J.F.; Black, W.C.; Babin, B.J.; Anderson, R.E. (2010): Multivariate data analysis, 7th edition, Upper Saddle River, NJ.

    Google Scholar 

  • Heide, J.B.; John, G. (1990): Alliances in industrial purchasing. The determinants of joint action in buyer-supplier relationships. In: Journal of Marketing Research (JMR), 27(1), pp. 24–36.

    Google Scholar 

  • Hill, J. A.; Eckerd, S.; Wilson, D.; Greer, B. (2009): The effect of unethical behavior on trust in a buyer-supplier relationship. The mediating role of psychological contract violation. In: Journal of Operations Management, 27(4), pp. 281–293.

    Google Scholar 

  • Homans, G.C. (1958): Social behavior as exchange. in: American Journal of Sociology, 63(6), pp. 597–606.

    Google Scholar 

  • Kaufmann, L.; Esslinger, J.; Carter, C.R. (2018): Toward relationship resilience. Managing buyer-induced breaches of psychological contracts during joint buyer-supplier projects. in: Journal of Supply Chain Management, 54(4), pp. 62–85.

    Google Scholar 

  • Kline, P. (2000): The handbook of psychological testing, 2nd edition, London, New York.

    Google Scholar 

  • Lambe, C.J.; Wittmann, C.M.; Spekman, R.E. (2001): Social exchange theory and research on business-to-business relational exchange. In: Journal of Business-to-Business Marketing, 8(3), pp. 1–36.

    Google Scholar 

  • Large, R.O. (2006): Interpersonelle Kommunikation und erfolgreiches Lieferantenmanagement. Analyse des externen Kommunikationsverhaltens von Beschaffungsmanagern auf Basis eines Strukturgleichungsmodells. In: Journal of Business Economics, 76(10), pp. 1005–1034.

    Google Scholar 

  • Liu, P.J.; Lamberton, C.; Haws, K.L. (2015): Should firms use small financial benefits to express appreciation to consumers? Understanding and avoiding trivialization effects. In: Journal of Marketing, 79(3), pp. 74–90.

    Google Scholar 

  • Liu, Y.; Luo, Y.; Liu, T. (2009): Governing buyer–supplier relationships through transactional and relational mechanisms. Evidence from China. In: Journal of Operations Management, 27(4), pp. 294–309.

    Google Scholar 

  • Lo, S.; Aryee, S. (2003): Psychological contract breach in a Chinese context. An integrative approach. In: Journal of Management Studies, 40(4), pp. 1005–1020.

    Google Scholar 

  • Moon, S.-A.; Kim, D.-J. (2005): Systems thinking ability for supply chain management. In: Supply Chain Management. An International Journal, 10(5), pp. 394–401.

    Google Scholar 

  • Morrison, E.W.; Robinson, S.L. (1997): When employees feel betrayed. A model of how psychological contract violation develops. In: Academy of Management Review, 22(1), pp. 226–256.

    Google Scholar 

  • Nakayachi, K.; Watabe, M. (2005): Restoring trustworthiness after adverse events: The signaling effects of voluntary “Hostage Posting” on trust. In: Organizational Behavior and Human Decision Processes, 97(1), pp. 1–17.

    Google Scholar 

  • Narasimhan, R.; Narayanan, S. (2013): Perspectives on supply network-enabled innovations. In: Journal of Supply Chain Management, 49(4), pp. 27–42.

    Google Scholar 

  • Newman, H. (1981): Communication within ongoing intimate relationships. In: Personality & Social Psychology Bulletin, 7(1), pp. 59–70.

    Google Scholar 

  • Praxmarer-Carus, S.; Sucky, E.; Durst, S.M. (2013): The relationship between the perceived shares of costs and earnings in supplier development programs and supplier satisfaction. In: Industrial Marketing Management, 42(2), pp. 202–210.

    Google Scholar 

  • Ring, P.S.; van de Ven, A. (1994): Developmental processes of cooperative interorganizational relationships. In: Academy of Management Review, 19(1), pp. 90–118.

    Google Scholar 

  • Robinson, S.L. (1996): Trust and breach of the psychological contract. In: Administrative Science Quarterly, 41(4), pp. 574–599.

    Google Scholar 

  • Robinson, S.L.; Rousseau, D.M. (1994): Violating the psychological contract. Not the exception but the norm. In: Journal of Organizational Behavior, 15(3), pp. 245–259.

    Google Scholar 

  • Stölzle, W.; Gareis, K. (2002): Konzepte der Beschaffungslogistik – Anforderungen und Gestaltungsalternativen. In: Hahn, D.; Kaufmann, L. (Eds.): Handbuch Industrielles Beschaffungsmanagement, S. 401–423, Wiesbaden.

    Google Scholar 

  • Tangpong, C.; Hung, K.-T.; Li, J. (2014): Agent-system co-development in supply chain research. Propositions and demonstrative findings. In: Behavioral Operations, 32(4), pp. 154–174.

    Google Scholar 

  • Teller, C.; Kotzab, H. (2016): The importance of key supplier relationship management in supply chains. In: International Journal of Retail & Distribution Management, 44(2), pp. 109–123.

    Google Scholar 

  • Timmer, S.; Kaufmann, L. (2019): Do managers’ dark personality traits help firms in coping with adverse supply chain events? In: Journal of Supply Chain Management, 55(4), pp. 67–97.

    Google Scholar 

  • Weiner, B. (1974): Achievement motivation and attribution theory. Morristown, NJ.

    Google Scholar 

  • Weiner, B. (1985): An attributional theory of achievement motivation and emotion. In: Psychological Review, 92(4), pp. 548–573.

    Google Scholar 

  • Weiner, B. (1986): An attributional theory of motivation and emotion. Springer series in social psychology. New York.

    Google Scholar 

  • Wowak, K.D.; Craighead, C.W.; Ketchen, D.J.; Hult, G.; Tomas M. (2016): Toward a “theoretical toolbox” for the supplier-enabled fuzzy front end of the new product development process. In: Journal of Supply Chain Management, 52(1), pp. 66–81.

    Google Scholar 

  • Zaheer, A.; McEvily, B.; Perrone, V. (1998): Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance. In: Organization Science, 9(2), pp. 141–159.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Frankfurt/Mn., Deutschland

    Jens Esslinger

Authors
  1. Jens Esslinger
    View author publications

    You can also search for this author in PubMed Google Scholar

Editor information

Editors and Affiliations

  1. Universität Mannheim, Mannheim, Germany

    Christoph Bode

  2. Universität Würzburg, Würzburg, Germany

    Ronald Bogaschewsky

  3. Universität der Bundeswehr München, Neubiberg, Germany

    Michael EĂźig

  4. Technische Universität Dresden, Dresden, Germany

    Rainer Lasch

  5. Universität St. Gallen, St. Gallen, Switzerland

    Wolfgang Stölzle

Rights and permissions

Reprints and permissions

Copyright information

© 2020 Der/die Autor(en), exklusiv lizenziert durch Springer Fachmedien Wiesbaden GmbH , ein Teil von Springer Nature

About this chapter

Check for updates. Verify currency and authenticity via CrossMark

Cite this chapter

Esslinger, J. (2020). Managing the unexpected: advancing knowledge on negative and positive events in buyer-supplier relationships. In: Bode, C., Bogaschewsky, R., Eßig, M., Lasch, R., Stölzle, W. (eds) Supply Management Research. Advanced Studies in Supply Management. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-31898-7_1

Download citation

  • DOI: https://doi.org/10.1007/978-3-658-31898-7_1

  • Published:

  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-31897-0

  • Online ISBN: 978-3-658-31898-7

  • eBook Packages: Business and Economics (German Language)

Publish with us

Policies and ethics

Search

Navigation