An integrative framework of buyer-supplier negative relationship quality and dysfunctional interfirm conflict

摘要

Relationship quality is the overall direction and strength of buyer-supplier relationship including risk for buyers and sellers, relational ties, and intentions to remain within a relationship. Earlier studies have focused on the positive aspects of relationship quality. This article provides guidelines for reducing uncertainty in buyer-supplier actions, minimization of dysfunctional conflicts, and methods to improve relationship quality that can enhance value co-creation. By understanding the problems behind business-to-business relationship strains, effective managerial control can be provided to improve the situation. This can mainly be achieved through eliminating mistrust and cultivate a positive approach so that it can benefit both the partners. This paper proposes an integrative framework of the dark side of the buyer-supplier relationship by examining it at the firm level on the interpersonal dissimilarity of the agents and inter-organizational relationship quality. The main issue is the interpersonal relationships of the agents of both firms that are influenced by corporate policies and judgments of the firms. Identity differentiation that is, the validation of self-image is introduced as a process that determines buyer-supplier agent interpersonal dissimilarity judgments. The buyer-supplier interfirm negative relationship quality is formalized followed by an analysis of supplier relationship management. This study provides two negative relational quality indicator variables. Finally, the interfirm conflict is viewed in its linkage with negative relational quality. (88 refs.)