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The influence of relational experience and contractual governance on the negotiation strategy in buyer-supplier disputes

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  1. Zihanxin Li & Ting Wan & Jing Lan, 2022. "Substitution or Complementarity: Influence of Industry–University–Research-Institute Cooperation Governance Mechanism on Knowledge Transfer—An Empirical Analysis from China," Sustainability, MDPI, vol. 14(13), pages 1-24, June.
  2. Belhadi, Amine & Kamble, Sachin S. & Mani, Venkatesh & Venkatesh, V.G. & Shi, Yangyan, 2021. "Behavioral mechanisms influencing sustainable supply chain governance decision-making from a dyadic buyer-supplier perspective," International Journal of Production Economics, Elsevier, vol. 236(C).
  3. Duplat, Valérie & Coeurderoy, Régis & Hagedoorn, John, 2018. "Contractual governance and the choice of dispute-resolution mechanisms: Evidence on technology licensing," Research Policy, Elsevier, vol. 47(6), pages 1096-1110.
  4. Cannavale, Chiara & Esempio, Anna & Ferretti, Marco, 2021. "Up- and down- alliances: A systematic literature review," International Business Review, Elsevier, vol. 30(5).
  5. Verónica H. Villena & Thomas Y. Choi & Elena Revilla, 2021. "Mitigating Mechanisms for the Dark Side of Collaborative Buyer–Supplier Relationships: A Mixed‐Method Study," Journal of Supply Chain Management, Institute for Supply Management, vol. 57(4), pages 86-116, October.
  6. Darko, Deborah & Zhu, Demi & Quayson, Matthew & Hossin, Md Altab & Omoruyi, Osayuwamen & Bediako, Albert Kweku, 2023. "A multicriteria decision framework for governance of PPP projects towards sustainable development," Socio-Economic Planning Sciences, Elsevier, vol. 87(PB).
  7. Nuno Oliveira & Fabrice Lumineau, 2017. "How Coordination Trajectories Influence the Performance of Interorganizational Project Networks," Organization Science, INFORMS, vol. 28(6), pages 1029-1060, December.
  8. Fang, F., 2019. "When performance shortfall arises, contract or trust? A multi-method study of the impact of contractual and relational governances on performance in public – private partnerships," Other publications TiSEM 473840ee-6945-4a93-9326-5, Tilburg University, School of Economics and Management.
  9. Um, Ki-Hyun & Kim, Sang-Man, 2019. "The effects of supply chain collaboration on performance and transaction cost advantage: The moderation and nonlinear effects of governance mechanisms," International Journal of Production Economics, Elsevier, vol. 217(C), pages 97-111.
  10. Zhang, Lihan & Gao, Yan & Lu, Wenxue & Guo, Wenqian, 2023. "The influence of conflict event strength on interorganizational cooperation: Moderating roles of contractual complexity and trust," Journal of Business Research, Elsevier, vol. 159(C).
  11. Henri Dekker & Carole Donada & Caroline Mothe & Gwenaëlle Nogatchewsky, 2019. "Boundary spanner relational behavior and inter-organizational control in supply chain relationships," Post-Print halshs-01958433, HAL.
  12. Sean M. Handley & Corey M. Angst, 2015. "The impact of culture on the relationship between governance and opportunism in outsourcing relationships," Strategic Management Journal, Wiley Blackwell, vol. 36(9), pages 1412-1434, September.
  13. Maria Ripollés & Andreu Blesa, 2020. "And yet, non-equity cooperative entries do improve international performance: uncovering the role of networks’ social capital," Small Business Economics, Springer, vol. 55(3), pages 761-776, October.
  14. Canan Kocabasoglu‐Hillmer & Sinéad Roden & Evelyne Vanpoucke & Byung‐Gak Son & Marianne W. Lewis, 2023. "Radical innovations as supply chain disruptions? A paradox between change and stability," Journal of Supply Chain Management, Institute for Supply Management, vol. 59(3), pages 3-19, July.
  15. Yili Hong & Benjamin B.M. Shao, 2021. "On Factors that Moderate the Effect of Buyer‐Supplier Experience on E‐Procurement Platforms," Production and Operations Management, Production and Operations Management Society, vol. 30(4), pages 1034-1051, April.
  16. Lijun Zeng & Junyi Wan, 2024. "Substitution or Complement: How Do Contractual and Relational Governance Shape Members’ Organizational Commitment to Farmer Cooperatives?," SAGE Open, , vol. 14(3), pages 21582440241, July.
  17. Robert C. Bird & Vivek Soundararajan, 2020. "The Role of Precontractual Signals in Creating Sustainable Global Supply Chains," Journal of Business Ethics, Springer, vol. 164(1), pages 81-94, June.
  18. Mengyuan Cheng & Guoliang Liu & Yongshun Xu & Ming Chi, 2021. "Enhancing Trust Between PPP Partners: The Role of Contractual Functions and Information Transparency," SAGE Open, , vol. 11(3), pages 21582440211, August.
  19. Lutz Kaufmann & Moritz Schreiner & Felix Reimann, 2023. "Narratives in supplier negotiations—The interplay of narrative design elements, structural power, and outcomes," Journal of Supply Chain Management, Institute for Supply Management, vol. 59(1), pages 66-94, January.
  20. Guo, Wenqian & Lu, Wenxue & Gao, Xinran, 2022. "Exploring configurations of negotiating behaviors in business negotiations: A qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 435-448.
  21. Lutz Kaufmann & Jens Esslinger & Craig R. Carter, 2018. "Toward Relationship Resilience: Managing Buyer‐Induced Breaches of Psychological Contracts During Joint Buyer–Supplier Projects," Journal of Supply Chain Management, Institute for Supply Management, vol. 54(4), pages 62-85, October.
  22. Yang, Defeng & Sheng, Shibin & Wu, Shuilong & Zhou, Kevin Zheng, 2018. "Suppressing partner opportunism in emerging markets: Contextualizing institutional forces in supply chain management," Journal of Business Research, Elsevier, vol. 90(C), pages 1-13.
  23. Rota, Cosimo & Zanasi, Cesare & Reynolds, Nikolai, 2014. "Assessing the Supply Chain Governance Scenario in the Agri-food Sector: Development of a Measurement Tool," 2014 International European Forum, February 17-21, 2014, Innsbruck-Igls, Austria 199341, International European Forum on System Dynamics and Innovation in Food Networks.
  24. van der Valk, Wendy & Lumineau, Fabrice & Wang, Wenqian, 2019. "Research on contracting in supply chain management and related disciplines: A synthesis of scholarly recommendations and a discussion of future opportunities," Other publications TiSEM 55901a88-7fc5-4808-a47a-e, Tilburg University, School of Economics and Management.
  25. Felix Reimann & Tobias Kosmol & Lutz Kaufmann, 2017. "Responses to Supplier-Induced Disruptions: A Fuzzy-Set Analysis," Journal of Supply Chain Management, Institute for Supply Management, vol. 53(4), pages 37-66, October.
  26. Rota, Cosimo & Zanasi, Cesare & Reynolds, Nikolai, 2014. "Assessing the Impact of Sustainability Improvement Options on the Agri-food Supply Chain Governance Structures: Development of an Evaluation Tool," International Journal on Food System Dynamics, International Center for Management, Communication, and Research, vol. 5(3), pages 1-13, December.
  27. Shen, Lu & Zhang, Chuang & Teng, Wenbo & Du, Nan, 2022. "How do business and political Networking shape overseas dispute resolution for state-owned enterprise from emerging economies," International Business Review, Elsevier, vol. 31(1).
  28. Pyper, Keith & Doherty, Anne Marie, 2022. "Employing brand governance mechanisms with export channel partners: What are the performance consequences and contingent effects?," International Business Review, Elsevier, vol. 31(5).
  29. Pfaff, Yuko Melanie & Birkel, Hendrik & Hartmann, Evi, 2023. "Supply chain governance in the context of industry 4.0: Investigating implications of real-life implementations from a multi-tier perspective," International Journal of Production Economics, Elsevier, vol. 260(C).
  30. Xiaodan Zheng & Jingfeng Yuan & Jiyue Guo & Mirosław J. Skibniewski & Sujun Zhao, 2018. "Influence of Relational Norms on User Interests in PPP Projects: Mediating Effect of Project Performance," Sustainability, MDPI, vol. 10(6), pages 1-19, June.
  31. Yongcheng Fu & Yongqiang Chen & Shuibo Zhang & Wenqian Wang, 2015. "Promoting cooperation in construction projects: an integrated approach of contractual incentive and trust," Construction Management and Economics, Taylor & Francis Journals, vol. 33(8), pages 653-670, August.
  32. S. Balaji & Carol V. Brown, 2014. "Lateral Coordination Mechanisms and the Moderating Role of Arrangement Characteristics in Information Systems Development Outsourcing," Information Systems Research, INFORMS, vol. 25(4), pages 747-760, December.
  33. Usama Awan & Andrzej Kraslawski & Janne Huiskonen, 2018. "Governing Interfirm Relationships for Social Sustainability: The Relationship between Governance Mechanisms, Sustainable Collaboration, and Cultural Intelligence," Sustainability, MDPI, vol. 10(12), pages 1-20, November.
  34. Son, Byung-Gak & Kocabasoglu-Hillmer, Canan & Roden, Sinéad, 2016. "A dyadic perspective on retailer–supplier relationships through the lens of social capital," International Journal of Production Economics, Elsevier, vol. 178(C), pages 120-131.
  35. Luo, Yadong & Liu, Yi & Yang, Qian & Maksimov, Vladislav & Hou, Jigang, 2015. "Improving performance and reducing cost in buyer–supplier relationships: The role of justice in curtailing opportunism," Journal of Business Research, Elsevier, vol. 68(3), pages 607-615.
  36. Chi, Maomao & Zhao, Jing & George, Joey F. & Li, Yanhui & Zhai, Shanshan, 2017. "The influence of inter-firm IT governance strategies on relational performance: The moderation effect of information technology ambidexterity," International Journal of Information Management, Elsevier, vol. 37(2), pages 43-53.
  37. Carole Donada & Caroline Danièle Mothe & Gwenaelle Nogatchewsky, 2020. "Coordination Modes and Client-Supplier Relationship Performance: The Moderating Effect of Collaborative Risks [Modos de coordinación y desempeño de las relaciones cliente-proveedor: el efecto moder," Post-Print halshs-02376348, HAL.
  38. Ricarda Bouncken & Boris Plüschke & Robin Pesch & Sascha Kraus, 2016. "Entrepreneurial orientation in vertical alliances: joint product innovation and learning from allies," Review of Managerial Science, Springer, vol. 10(2), pages 381-409, March.
  39. Wenhua Hou & Xiaoqi Peng & Lin Wang, 2024. "The Influence of Contractual and Relational Governance on the Sustainable Performance of Public-Private Partnership Projects: Findings from PLS-SEM and fsQCA," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 15(3), pages 10826-10852, September.
  40. Stephanie Eckerd & Sean Handley & Fabrice Lumineau, 2022. "Trust violations in buyer–supplier relationships: Spillovers and the contingent role of governance structures," Journal of Supply Chain Management, Institute for Supply Management, vol. 58(3), pages 47-70, July.
  41. Bertrand V. Quelin & Sandro Cabral & Sergio Lazzarini & Ilze Kivleniece, 2019. "The Private Scope in Public–Private Collaborations: An Institutional and Capability-Based Perspective," Organization Science, INFORMS, vol. 30(4), pages 831-846, July.
  42. Khuram Shahzad, 2017. "From Transaction Cost Containment to Relationship Commitment: An Integrative Perspective of Buyer-Supplier Relationship Governance," MIC 2017: Managing the Global Economy; Proceedings of the Joint International Conference, Monastier di Treviso, Italy, 24–27 May 2017,, University of Primorska Press.
  43. Joanita Kataike & Xavier Gellynck, 2018. "22 Years of Governance Structures and Performance: What Has Been Achieved in Agrifood Chains and Beyond? A Review," Agriculture, MDPI, vol. 8(4), pages 1-32, March.
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