Buyer Power and Supplier Relationship Commitment: A Cognitive Evaluation Theory Perspective

Sangho Chae, Thomas Y. Choi, Dae Sik Hur

Research output: Contribution to journalArticle

32 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
Pages (from-to)39-60
Number of pages22
JournalJournal of Supply Chain Management
Volume53
Issue number2
DOIs
Publication statusPublished - 2017 Apr 1

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All Science Journal Classification (ASJC) codes

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

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