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- W3124680879 abstract "This paper theoretically refines and empirically extends the debate on the type of interplay between relational experience and contractual governance in an under-researched area: supply chain disputes. We define relational experience as either cooperative or competitive; distinguish between control and coordination functions of contractual governance; and assess their interplay on the negotiation strategy used in disputes. Using a unique data set of buyer-supplier disputes, we find, in particular, that increasing contractual control governance weakens the positive effect of cooperative relational experience on cooperative negotiation strategy. However, increasing contractual control governance for a buyer-supplier dyad with competitive relational experience will increase cooperative negotiation strategy. Contractual coordination governance reinforces the positive effect of cooperative relational experience. Through this study, we reach a better understanding of how and when contractual and relational governance dimensions interact; rather than whether they act as substitutes or complements as has been studied in prior research. We discuss the implications of these findings for the field of supply chain management." @default.
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- W3124680879 date "2012-05-04" @default.
- W3124680879 modified "2023-09-23" @default.
- W3124680879 title "The Influence of Relational Experience and Contractual Governance on the Negotiation Strategy in Buyer-Supplier Disputes" @default.
- W3124680879 hasPublicationYear "2012" @default.
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