Partnerships: the role that power plays in shaping collaborative buyer-supplier exchanges

Daniel Chicksand*

*Corresponding author for this work

Research output: Contribution to journalArticle

Abstract

The role that power plays in collaborative buyer-supplier exchanges or partnerships is explored in this study. The paper argues that research into business-to-business relationships, although rich, largely marginalises the impact that power differentials have on the formation and long-term success of partnerships. To address this, five cases are presented, drawn from the UK food industry, that show how power dynamics shape partnerships. In addition, the research contends that partnering is more likely to succeed when there are equal power resources, or interdependence, between collaborating parties and this leads us to a more robust definition of partnerships.

Original languageEnglish
Pages (from-to)121-139
Number of pages19
JournalIndustrial Marketing Management
Volume48
Early online date26 Apr 2015
DOIs
Publication statusPublished - Jul 2015

Keywords

  • buyer-supplier relationships
  • case study
  • partnering
  • power

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