کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1027604 942247 2012 11 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
The origins of power in buyer–seller relationships
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
The origins of power in buyer–seller relationships
چکیده انگلیسی

Who, or what, holds power in business-to-business buyer–seller relationships is a debate at the heart of power theory. Power in buyer–seller relationships is variously seen as the property of organizations, individuals or relationships yet to be theoretically valid and useful to management, integration of these schools of thought needs to be operationalized. This paper opens up future research avenues through identifying how buyers and sellers understand the origins of power and the nature of self perceived and countervailing power. The paper presents results from 10 focus groups of both buyers and sellers revealing the underlying origins of experienced power. The results support the proposition that power in buyer–seller relationships is a pluralistic concept and that extant theories focused on organizational, individual or relational elements of power are independently too narrow in their reflections of the power construct; rather, they are all part of the same broad construct.


► We identify how buyers and sellers understand the origins of self perceived and countervailing power.
► Inductive focus groups explore buyers and sellers understanding of experienced power and its composition.
► An integrated model identifies organizational, individual and relational aspects of power from both sides of the dyad.
► An integrated perspective demonstrates multiple embedded realities of power structures.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 41, Issue 4, May 2012, Pages 669–679
نویسندگان
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