Partnerships: The role that power plays in shaping collaborative buyer–supplier exchanges
Research output: Contribution to journal › Article › peer-review
The role that power plays in collaborative buyer-supplier exchanges or partnerships is explored in this study. The paper argues that research into business-to-business relationships, although rich, largely marginalises the impact that power differentials have on the formation and long-term success of partnerships. To address this, five cases are presented, drawn from the UK food industry, that show how power dynamics shape partnerships. In addition, the research contends that partnering is more likely to succeed when there are equal power resources, or interdependence, between collaborating parties and this leads us to a more robust definition of partnerships.
|Number of pages||19|
|Journal||Industrial Marketing Management|
|Early online date||26 Apr 2015|
|Publication status||Published - Jul 2015|
- buyer-supplier relationships, case study, partnering, power