Power advantage: antecedents and consequences in supplier–retailer relationships

Author:

Low Wen Shinn,Li Cheng Ta

Abstract

Purpose The research indicates that relatively powerful firms exploit their advantages to damage their weaker partners. However, how power can be abused by advantaged firms remains unclear. This study aims to examine the relationship between power advantage and abuse of power and whether the power advantage mediates the relationship between dependence and personal interests and between trust and company performance. Design/methodology/approach A total of 130 retailers in Taiwan were investigated. Partial least squares regression was performed to test the proposed hypotheses. Findings The results of this study show that power-advantaged firms are more likely to abuse their power; however, the purposes are more for their company performance than for personal interests. Power advantage has different mediating effects on the dependence–personal interests and trust–company performance relationships. Research limitations/implications Considering both time and cost limitations, this study investigated one aspect of the retailer–supplier dyad in northern Taiwan. The samples collected may be influenced by the nature of the industry and sampling method, possibly limiting the generalizability of the research results. Practical implications This study can help channel managers with a power advantage to have an improved understanding of their salespersons’ behavioral patterns, particularly gaining personal interests from customers. Originality/value This study expands the understanding of the antecedents and consequences of power advantages in supplier–retailer relationships. It also highlights in specific institutional arrangements, the weaker parties’ efforts to endure their counterparts’ use of their power advantage to serve their personal interests. Future research may analyze abuse of power by expanding research to other industries and different cultural contexts.

Publisher

Emerald

Subject

Marketing,Business and International Management

Cited by 13 articles. 订阅此论文施引文献 订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献

同舟云学术

1.学者识别学者识别

2.学术分析学术分析

3.人才评估人才评估

"同舟云学术"是以全球学者为主线,采集、加工和组织学术论文而形成的新型学术文献查询和分析系统,可以对全球学者进行文献检索和人才价值评估。用户可以通过关注某些学科领域的顶尖人物而持续追踪该领域的学科进展和研究前沿。经过近期的数据扩容,当前同舟云学术共收录了国内外主流学术期刊6万余种,收集的期刊论文及会议论文总量共计约1.5亿篇,并以每天添加12000余篇中外论文的速度递增。我们也可以为用户提供个性化、定制化的学者数据。欢迎来电咨询!咨询电话:010-8811{复制后删除}0370

www.globalauthorid.com

TOP

Copyright © 2019-2024 北京同舟云网络信息技术有限公司
京公网安备11010802033243号  京ICP备18003416号-3