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Hegemony in asymmetric customer-supplier relationships

Author

Listed:
  • Rhona Elizabeth Johnsen

    (Audencia Business School)

  • Sylvie Lacoste

    (Pôle Customer, Retail and Supply Chain - Rouen Business School - Rouen Business School)

  • Joanne Meehan

Abstract

This paper explores the concept of hegemony to understand how power relates to hegemony and the potential influence of hegemony on business relationships. The nature of hegemony, its connections to the power literature and its impacts on customer-supplier relationships can expose the mechanisms that contribute to sustaining inequality in asymmetric relationships. We bridge the concept of hegemony (with roots predominantly from the international relations and sociology fields) to the relationship and interaction literature showing the derivations, distinctions and potential evolutions of literature combining power and hegemony in customer-supplier relationships. A conceptual framework, 'the hegemonic triangle', identifies a hegemonic approach to customer-supplier relationships involving dominance, mastery and authority. Hegemonic relationships may evolve from imbalanced power of a customer over a supplier through determinedly and unilaterally imposing these three facets to exert influence over a supplier. The hegemonic triangle is situated at three boundary levels of influence; the contract, the market, and ideology. Hegemony is positioned at the meta level and represents a spatial domain impacting mental models of actors who legitimize practices and ideas. The paper presents an agenda for research linking hegemony and power to guide future conceptual and empirical developments in B2B relationship and interaction studies.

Suggested Citation

  • Rhona Elizabeth Johnsen & Sylvie Lacoste & Joanne Meehan, 2020. "Hegemony in asymmetric customer-supplier relationships," Post-Print hal-02865587, HAL.
  • Handle: RePEc:hal:journl:hal-02865587
    DOI: 10.1016/j.indmarman.2020.01.013
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    Cited by:

    1. Mitręga, Maciej & Choi, Tsan-Ming, 2021. "How small-and-medium transportation companies handle asymmetric customer relationships under COVID-19 pandemic: A multi-method study," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 148(C).
    2. Paul F. Skilton & Ednilson Bernardes, 2022. "Normal misconduct in the prescription opioid supply chain," Journal of Supply Chain Management, Institute for Supply Management, vol. 58(4), pages 6-29, October.
    3. Liwen Wang & Jin Jason Lu & Kevin Zhou, 2023. "Technological Capability Strength/Asymmetry and Supply Chain Process Innovation: The Contingent Roles of Institutional Environments in China," Post-Print hal-03954124, HAL.
    4. Gligor, David M. & Pillai, Kishore Gopalakrishna & Golgeci, Ismail, 2021. "Theorizing the dark side of business-to-business relationships in the era of AI, big data, and blockchain," Journal of Business Research, Elsevier, vol. 133(C), pages 79-88.
    5. Wang, Liwen & Jin, Jason Lu & Zhou, Kevin Zheng, 2023. "Technological capability strength/asymmetry and supply chain process innovation: The contingent roles of institutional environments," Research Policy, Elsevier, vol. 52(4).
    6. Talay, Cagri & Oxborrow, Lynn & Goworek, Helen, 2022. "The impact of asymmetric supply chain relationships on sustainable product development in the fashion and textiles industry," Journal of Business Research, Elsevier, vol. 152(C), pages 326-335.

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