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Rebuilding supplier relationships: An action research study of contract complementarity

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  • Pinnington, Bruce D.
  • Ayoub, Rima

Abstract

Despite the body of evidence suggesting that contracts can complement social controls, much remains to be learned about situations where complementarity is not evident. The emerging contingency perspective on complementarity provides insights into the complexity of the contract-trust interplay, but little theoretical guidance exists suggesting how this interplay can be influenced such that dysfunctional relationships lacking trust can be transformed. This longitudinal study of three problematic relationships in a complex engineering projects setting exposes a duality in formal coordination mechanisms that has a polarising effect on trust. For dysfunctional relationships to become collaborative, coordination mechanisms need to address impediments to mutuality, enabling new relational norms to develop, which in turn disrupt negative trust cycles, enabling relationship repair.

Suggested Citation

  • Pinnington, Bruce D. & Ayoub, Rima, 2019. "Rebuilding supplier relationships: An action research study of contract complementarity," Journal of Business Research, Elsevier, vol. 101(C), pages 323-333.
    • Handle: RePEc:eee:jbrese:v:101:y:2019:i:c:p:323-333
    DOI: 10.1016/j.jbusres.2019.04.036
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    Cited by:

    1. Gomes, Leonardo Augusto de Vasconcelos & Fleury, André Leme & Oliveira, Maicon Gouvêa de & Facin, Ana Lucia Figueiredo, 2021. "Ecosystem policy roadmapping," Technological Forecasting and Social Change, Elsevier, vol. 170(C).
    2. Nagel, Duane M. & Giunipero, Larry & Jung, Hyeyoon & Salas, Jim & Hochstein, Bryan, 2021. "Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability," Journal of Business Research, Elsevier, vol. 128(C), pages 174-186.
    3. Yin, Qiaoyi & Song, Dian & Lai, Fujun & Collins, Brian J. & Dogru, Ali K., 2023. "Customizing governance mechanisms to reduce opportunism in buyer–supplier relationships in the digital economy," Technological Forecasting and Social Change, Elsevier, vol. 190(C).
    4. Vrontis, Demetris & Basile, Gianpaolo & Simona Andreano, M. & Mazzitelli, Andrea & Papasolomou, Ioanna, 2020. "The profile of innovation driven Italian SMEs and the relationship between the firms’ networking abilities and dynamic capabilities," Journal of Business Research, Elsevier, vol. 114(C), pages 313-324.

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