Strategic responses to power dominance in buyer-supplier relationships: A weaker actor's perspective. Issue 1 (2nd March 2015)

• Record Type: Journal Article
• Authors: Habib, Farooq; Bastl, Marko; Pilbeam, Colin
• Editors: Maria Jesus Saenz, Professor; Xenophon Koufteros, Dr
• Is Part Of: International journal of physical distribution & logistics management. Volume 45:Issue 1/2(2015)
• Page Start: 182
• Page End: 203
• Publication Date: 2015-03-02
• Subjects: Power -- Buyer-supplier relationships -- Systematic literature review -- Strategic choices -- Weaker actor; Physical distribution of goods -- Management -- Periodicals; Business logistics -- Periodicals; Materials management -- Periodicals; 658.788
• DOI: 10.1108/IJPDLM-05-2013-0138
• Languages: English
• ISSNs: 0960-0035

Abstract

Abstract : Purpose: – The purpose of this paper is to identify the strategic options available to a weaker actor to counteract the dominance of a stronger actor in a buyer-supplier relationship, and identifies those factors that influence the choice of individual options. Design/methodology/approach: – Following a systematic literature review methodology, a five-phase approach of planning, searching, screening, extraction and synthesis was rigorously employed. In total, 48 studies were used to draw conclusions about the phenomena of interest. Findings: – Captured in an integrated conceptual framework, this study identified five strategic options available to the weaker actor in order to counteract a power dominance of a stronger player, which were underpinned by seven influencing factors. Research limitations/implications: – The proposed conceptual framework requires first qualitative empirical validation using an abductive multi-case strategy, followed by a theory testing phase, employing a configurational approach. Practical implications: – The proposed framework suggested that the weaker actor in a buyer-supplier relationship has five options to address power dominance. These options were available within as well as beyond a focal dyadic relationship. For the stronger actor, the authors showed that power dominance is a temporary state rather than permanent. Originality/value: – This study marks one of the first attempts to present a coherent set of strategic options and underpinning factors to counteract power dominance in a buyer-supplier relationship from the perspective of a weaker actor. Given the underexplored nature of the topic, the study also provides guidelines for further research.