Buyer Power and Supplier Relationship Commitment

A Cognitive Evaluation Theory Perspective

Sangho Chae, Thomas Choi, Daesik Hur

Research output: Contribution to journalArticle

23 Citations (Scopus)

Abstract

Our study investigates how buyer power affects supplier relationship commitment. When a buyer exerts power on a supplier, the supplier response can be either simple compliance or commitment at a deeper level. Theoretically, the latter pertains to a supplier's intrinsic motivation. Building on cognitive evaluation theory, our model proposes the distinctive yet interactive nature of reward power and coercive power, commonly considered together as mediated powers. It also posits that nonmediated powers (expert, referent, and legitimate) amplify the influences of reward and coercive powers. An empirical investigation, based on large-scale multinational survey data, provides support for our theoretical arguments. We discuss the practical implications for how buyers can use reward and coercive powers to improve supplier relationship commitment.

Original languageEnglish (US)
Pages (from-to)39-60
Number of pages22
JournalJournal of Supply Chain Management
Volume53
Issue number2
DOIs
StatePublished - Apr 1 2017

Fingerprint

Relationship commitment
Buyer power
Supplier relationships
Evaluation theory
Compliance
Reward
Suppliers
Intrinsic motivation
Survey data
Multinationals
Empirical investigation
Buyers

Keywords

  • cognitive evaluation theory
  • interorganizational relationship commitment
  • power bases

ASJC Scopus subject areas

  • Management Information Systems
  • Information Systems
  • Economics, Econometrics and Finance (miscellaneous)
  • Marketing

Cite this

Buyer Power and Supplier Relationship Commitment : A Cognitive Evaluation Theory Perspective. / Chae, Sangho; Choi, Thomas; Hur, Daesik.

In: Journal of Supply Chain Management, Vol. 53, No. 2, 01.04.2017, p. 39-60.

Research output: Contribution to journalArticle

@article{2be22644a49443e4a10683f29977547a,
title = "Buyer Power and Supplier Relationship Commitment: A Cognitive Evaluation Theory Perspective",
abstract = "Our study investigates how buyer power affects supplier relationship commitment. When a buyer exerts power on a supplier, the supplier response can be either simple compliance or commitment at a deeper level. Theoretically, the latter pertains to a supplier's intrinsic motivation. Building on cognitive evaluation theory, our model proposes the distinctive yet interactive nature of reward power and coercive power, commonly considered together as mediated powers. It also posits that nonmediated powers (expert, referent, and legitimate) amplify the influences of reward and coercive powers. An empirical investigation, based on large-scale multinational survey data, provides support for our theoretical arguments. We discuss the practical implications for how buyers can use reward and coercive powers to improve supplier relationship commitment.",
keywords = "cognitive evaluation theory, interorganizational relationship commitment, power bases",
author = "Sangho Chae and Thomas Choi and Daesik Hur",
year = "2017",
month = "4",
day = "1",
doi = "10.1111/jscm.12138",
language = "English (US)",
volume = "53",
pages = "39--60",
journal = "Journal of Supply Chain Management",
issn = "1523-2409",
publisher = "Wiley-Blackwell",
number = "2",

}

TY - JOUR

T1 - Buyer Power and Supplier Relationship Commitment

T2 - A Cognitive Evaluation Theory Perspective

AU - Chae, Sangho

AU - Choi, Thomas

AU - Hur, Daesik

PY - 2017/4/1

Y1 - 2017/4/1

N2 - Our study investigates how buyer power affects supplier relationship commitment. When a buyer exerts power on a supplier, the supplier response can be either simple compliance or commitment at a deeper level. Theoretically, the latter pertains to a supplier's intrinsic motivation. Building on cognitive evaluation theory, our model proposes the distinctive yet interactive nature of reward power and coercive power, commonly considered together as mediated powers. It also posits that nonmediated powers (expert, referent, and legitimate) amplify the influences of reward and coercive powers. An empirical investigation, based on large-scale multinational survey data, provides support for our theoretical arguments. We discuss the practical implications for how buyers can use reward and coercive powers to improve supplier relationship commitment.

AB - Our study investigates how buyer power affects supplier relationship commitment. When a buyer exerts power on a supplier, the supplier response can be either simple compliance or commitment at a deeper level. Theoretically, the latter pertains to a supplier's intrinsic motivation. Building on cognitive evaluation theory, our model proposes the distinctive yet interactive nature of reward power and coercive power, commonly considered together as mediated powers. It also posits that nonmediated powers (expert, referent, and legitimate) amplify the influences of reward and coercive powers. An empirical investigation, based on large-scale multinational survey data, provides support for our theoretical arguments. We discuss the practical implications for how buyers can use reward and coercive powers to improve supplier relationship commitment.

KW - cognitive evaluation theory

KW - interorganizational relationship commitment

KW - power bases

UR - http://www.scopus.com/inward/record.url?scp=85017288257&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=85017288257&partnerID=8YFLogxK

U2 - 10.1111/jscm.12138

DO - 10.1111/jscm.12138

M3 - Article

VL - 53

SP - 39

EP - 60

JO - Journal of Supply Chain Management

JF - Journal of Supply Chain Management

SN - 1523-2409

IS - 2

ER -