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• W2751889531 abstract "Abstract Power asymmetry is commonly treated as an inherent feature in relationships between sellers and buyers within an industrial setting. This study aims to explore suppliers' practices oriented towards balancing power within asymmetrical relationships with large business customers, as well as understanding how these practices bring some important benefits for suppliers. Our research structures these practices into four general tactics, namely: ‘orientation towards product specialization’, ‘making extraordinary efforts’, ‘learning to work together’ and ‘maintaining a reasonable share of customer sales’. This study contributes to existing knowledge on asymmetrical business relationships by illustrating empirically how these supplier tactics influence benefits acquired by suppliers through different power sources, specifically non-mediated power sources such as: referent, informational and expert power. Our research proposes a dual tactical approach towards business partners, especially towards big, dominant customers: on the one hand, dedicating resources as long as this is safe and beneficial, but on the other hand, learning, developing own competencies and being open to new counterparts. Our research illustrates that these two orientations are not contradictory, but complement each other, because their joint implementation empowers a supplier and does not occur at the cost of losing an existing key customer." @default.
• W2751889531 created "2017-09-15" @default.
• W2751889531 creator A5034964200 @default.
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• W2751889531 date "2018-04-01" @default.
• W2751889531 modified "2023-09-25" @default.
• W2751889531 title "Improving power position with regard to non-mediated power sources – The supplier's perspective" @default.
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• W2751889531 doi "https://doi.org/10.1016/j.indmarman.2017.08.013" @default.
• W2751889531 hasPublicationYear "2018" @default.
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