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The impact of asymmetric perceptions of buyer-supplier governance mechanisms on relational rents

Evelyne Vanpoucke (International Centre for Innovation, Technology and Education Studies, Solvay Brussels School of Economics and Management, Université Libre de Bruxelles, Brussels, Belgium)
Martin Wetzels (Department of Marketing, EDHEC Business School, Lille, France)
Frank Rozemeijer (Department of Marketing and Supply Chain Management, School of Business and Economics, Maastricht University, Maastricht, The Netherlands)
Marion Pilzak-Blonska (Department of Marketing and Supply Chain Management, School of Business and Economics, Maastricht University, Maastricht, The Netherlands)

International Journal of Operations & Production Management

ISSN: 0144-3577

Article publication date: 16 December 2021

Issue publication date: 3 January 2022

658

Abstract

Purpose

Buyers and suppliers often perceive relationship governance mechanisms, such as trust and contractual fairness, in different ways. These differences in perception create an extra layer of complexity that is often ignored in the extant literature. This study adds to the understanding of how perceived asymmetries in trust and contractual fairness, two key relationship governance mechanisms, impact relational rents. This study also analyzes how boundary spanners aid managers to deal with these perceived asymmetries.

Design/methodology/approach

Based on survey data of 103 buyer–supplier dyads from a single global manufacturer of industrial equipment, the authors test hypotheses of perceived asymmetries in trust and contractual fairness, as well as the moderating effect of boundary spanners, on relational rents.

Findings

This research challenges the belief that asymmetries negatively impact or lead to unstable buyer–supplier relationships. Furthermore, it explains how preferential treatment and length of the relationship could reduce the impact of asymmetric perceptions.

Practical implications

This study stresses that open communication, which considers different viewpoints, helps to overcome the negative differences in attitude and perception. In addition, the authors found that long-term relationships seem to be far more resilient in dealing with asymmetries and that preferential treatments are best applied in (approximately) symmetric relationships in terms of contractual fairness.

Originality/value

While studies on buyer–supplier relationships often assume symmetric perceptions of governance mechanisms, asymmetric perceptions are far more prominent in reality. This study aims to improve one’s understanding of the impact of these asymmetries as well as how boundary spanners can affect these perceptions.

Keywords

Acknowledgements

The authors would like to thank the Dutch Association for Purchasing Management (NEVI) for co-funding this research.

Citation

Vanpoucke, E., Wetzels, M., Rozemeijer, F. and Pilzak-Blonska, M. (2022), "The impact of asymmetric perceptions of buyer-supplier governance mechanisms on relational rents", International Journal of Operations & Production Management, Vol. 42 No. 1, pp. 91-121. https://doi.org/10.1108/IJOPM-05-2021-0296

Publisher

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Emerald Publishing Limited

Copyright © 2021, Emerald Publishing Limited

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