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The influence of relational experience and contractual governance on the negotiation strategy in buyer-supplier disputes

机译：关系经验和合同治理对买卖双方纠纷谈判策略的影响

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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.
机译：本文在研究不足的领域：供应链纠纷，从理论上完善和经验扩展了关于关系经验与合同治理之间相互作用类型的辩论。我们将关系经验定义为合作或竞争关系，区分合同治理的控制和协调功能，并评估它们在争议中使用的谈判策略中的相互作用。我们使用独特的买家-供应商争议数据集，特别是发现，增加合同控制治理会削弱合作关系经验对合作谈判策略的积极影响。但是，为具有竞争关系经验的买方-供应商二元组加强合同控制管理将增加合作谈判策略。合同协调治理加强了合作关系经验的积极作用。通过这项研究，我们可以更好地了解合同和关系治理维度如何以及何时相互作用，而不是像先前研究中所研究的那样，它们是作为替代还是补充。我们讨论了这些发现对供应链管理领域的意义。

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