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This study analyzes whether power in the supply chain, based on governance modes and network centrality, explain financial performance at different levels of analysis: buyers, suppliers and dyads.

The study employs a dual macro-micro lens based on global value chain (i.e. market, modular, relational and captive governance modes) and social network analysis (network centrality) to assess the impact of power (im)balance onto financial performance. Different from previous research, this study adopts information reliability techniques – such as information entropy – to differentiate the weights of distinct financial performance metrics in terms of the maximal entropy principle. This principle states that the probability distribution that best represents the current state of knowledge given prior data is the one with largest entropy. These weights are used in TOPSIS analysis.

Results offer insightful reflections to SCM research. We show that buyers outperform suppliers due to power asymmetry. We ground our findings both analyzing across governance modes and comparing network centrality. We show that market and modular governances (where power balance prevails) outperform relational and captive modes at the dyadic level – thus inferring that in the long run these governance modes may lead to financially healthier supply chains.

This study advances SCM research by exploring the impact of governance modes and network centrality on performance at both firm and dyadic levels while employing an innovative combination of secondary data and robust set of techniques including TOPSIS, WASPAS and information entropy.

This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes to drive improved business and relational outcomes. In the context of Sales 2.0, this paper addresses the need for buyer–seller dyadic sales research in the literature and highlights the importance of understanding buyer and seller perspectives regarding technology expectations and relationship-building performance.

This research utilizes a dyadic (salesperson–customer) data collection methodology, involving 74 matched salesperson and customer responses (37 dyads) to an online survey. Existing salesperson (self-report) measures of customer technology expectations and relationship-building performance with customers were utilized and adapted to provide dyadic measures to test for buyer–seller perceptual differences.

The dyadic data analysis supports the presence of significant perceptual differences between the salesperson and their customer, respective of customer technology expectations and relationship-building performance measures. In particular, the analysis reveals bidirectional perceptual differences for the two measures, whereas the salesperson underestimates the importance of their customer’s technology expectations, but overestimates their relational performance relative to their customers.

As technology continues to transform salesperson interactions with customers, the value of capturing a deeper understanding about those interactions increases. This study uses matched salesperson–customer dyads from a health-care sales organization to provide researchers and practitioners with insightful findings with respect to buyer–seller interactions and perceptual differences. Further, the research uniquely advances dyadic measures of customer technology expectations and relationship-building performance with customers to advance sales research in the context of Sales 2.0.

This paper aims to investigate small and medium-sized upstream suppliers' and downstream distributors' understandings of supply chain finance (SCF) arrangements and their decisions to adopt such schemes.

In this paper grounded theory-informed methods are employed, involving 56 in-depth interviews with informants from small and medium-sized enterprises (SMEs), banks and subject experts in the United Kingdom (UK) and Thailand. A category structure for the data is developed. The findings are then examined systematically from both a transaction cost economics (TCE) and non-TCE perspective.

SME members made sense of SCF through a core distinction between dyadic and triadic SCF arrangements. The former maintains independence between physical and financial supply chains, whereas the latter causes them to be closely coupled or even entangled. The SCF adoption decisions of SMEs were based on a consideration of four related aspects: relationality, awareness, control and context. The authors demonstrate the limits of TCE in explaining the findings, leading to a proposed combined theory of the transactional and, importantly, non-transactional influences on how SMEs make decisions about SCF.

Focal firms wanting their SME suppliers and distributors to participate in triadic SCF (TSCF), i.e. reverse factoring and distributor finance, need to understand that transitioning to such schemes involves the unwinding of existing financing arrangements, which may be problematic for SMEs. Moreover, it is important to be aware of SMEs' concerns, such as about what accessing TSCF might signal to the focal firm about their financial health and about the potential loss of control that might result from entangling the physical and financial aspects of supply chains.

This paper unpack the perspectives of both SME suppliers and distributors of large focal firms in supply chains. These firms appear less concerned with the economic advantages (transaction costs) of SCF and more concerned with the relational consequences or non-transactional costs of participation in a TSCF arrangement. The dyadic-triadic distinction provides a new and meaningful way of categorising SCF mechanisms, which also broadens the service triads’ literature from a focus on outsourcing services for a focal firm's customers to outsourcing financing for its suppliers or distributors. The paper also addresses gaps identified by Gelsomino et al. (2016) regarding the need for a general theory of SCF, for empirically-based holistic studies of SCF applications, and a tool for selecting SCF mechanisms.

The purpose of this paper is to establish how consumer knowledge is transferred among family members in multi-generational families, based on the consumer socialisation theory. Understanding how consumers learn about consumption and are socialised as consumers is critical to developing marketing strategies throughout the family lifecycle. Central to current conceptions of consumer socialisation is the idea that individuals make decisions as outcomes of previous socialisation processes. However, socialisation takes place in the meso-level social setting and there is need to understand how these meso-systems interact when it comes to consumption.

Using a social system design and dyadic analysis, the authors tested knowledge transfer and consumer socialisation agency in multi-generation families in Vietnam, yielding a sample size of 654 individuals and 218 families.

The authors demonstrate the role of consumer socialisation agency on consumer knowledge transfer between people within families. The study illustrates that where knowledge is limited, family-related services and household products will be jointly considered within the family.

This study was undertaken within a single country setting, but the technique and findings have wider implications for collectivist family decision-making in other settings. The limitations of cross-sectional research are acknowledged; the method specifically overcomes issues with self-reported measures by collecting data from multiple people within the social system.

Our findings suggest that consumer knowledge and learning is bi-directionally transferred through consumer socialisation agency. In complex new market situations, marketers can target the social system and ensure that knowledge will be transferred between members.

Social system design and dyadic analysis have not previously been used to examine meso-level consumption settings. The results provide unique understanding of consumer learning in social settings.

This chapter explores how a configurational approach and set-theoretic methods can contribute to a deeper and more nuanced understanding of organizational networks and network relations. This is especially true for the study of “whole networks” of organizations where data collection difficulties often limit the sample size (Provan, Fish, & Sydow, 2007). We present two empirical examples of current research on whole networks, demonstrating how qualitative comparative analysis (QCA) can be used to analyze organizational networks. We then discuss the methodological and theoretical implications of the configurational approach for future organizational network research.

The social relations model (SRM; Kenny, 1994) explicitly proposes that leadership simultaneously operates at three levels of analysis: group, dyad, and individual (perceiver and target). With this model, researchers can empirically determine the amount of variance at each level as well as those factors that explain variance at these different levels. This chapter shows how the SRM can be used to address many theoretically important questions in the study of leadership and can be used to advance both the theory of and research in leadership. First, based on analysis of leadership ratings from seven studies, we find that there is substantial agreement (i.e., target variance) about who in the group is the leader and little or no reciprocity in the perceptions of leadership. We then consider correlations of leadership perceptions. In one analysis, we examine the correlations between task-oriented and socioemotional leadership. In another analysis, we examine the effect of gender and gender composition on the perception of leadership. We also explore how self-ratings of leadership differ from member perceptions of leadership. Finally, we discuss how the model can be estimated using conventional software.

The article aims to study the relationship between the assignments of financial management responsibilities and the level of financial literacy within married and cohabitating couples.

The link between household financial management and the financial literacy of union partners was examined using dyadic survey data. In the dyadic multilevel regression analysis, the financial management process was scrutinized, and two distinct measures of financial literacy (tested and self-assessed) were used as the outcomes in the analysis.

The extent to which married and cohabitating individuals engage in household financial management was found to positively correlate with their financial literacy. Self-reports about the division of financial management responsibilities were found to be biased with individuals typically overestimating their share in household financial management. Consequently, the status of household financial manager was not as crucial for financial literacy as was the self-perception of engagement in household financial management. Despite the benefits of intrahousehold labor specialization, delegation of sole responsibility for household financial matters may place the person who waives the responsibility at a serious risk of self-exclusion from lifelong financial learning.

The article uses dyadic data (from married and cohabiting couples), which ensures more rigorous and accurate evidence for the link between the household financial management and financial literacy. A novel approach to the analytical treatment of partners' contradictory reports on the role of couple's financial manager is also proposed. The breadth of household financial management is captured by analyzing three stages of the process: proposing, decision-making and implementation of financial solutions or actions.

Purpose – This chapter (a) summarizes leader–member exchange (LMX) measurement practices since the influential reviews by Schriesheim, Castro, and Cogliser (1999) and Gerstner and Day (1997), (b) clarifies the status of LMX as a broad construct from a hierarchical factor model, (c) conducts multitrait-multimethod (MTMM) analyses on leader and follower reports of multidimensional LMX, and (d) investigates discriminant validity between Member LMX and satisfaction with supervisor.

Methodology/Approach – We used (a) a literature search of LMX measurement practices, (b) a combination of meta-analysis and factor analysis to specify the broad LMX construct underlying Liden and Maslyn's (1998) (LMX-MDM) multidimensional instrument, (c) MTMM analyses of leader and member ratings of the LMX-MDM, and (d) a combination of meta-analysis and multiple regression to assess incremental validity of Member LMX beyond satisfaction with supervisor.

Findings – Since 1999, 85% of LMX studies now use one of two dominant LMX scales (LMX-7, Scandura, & Graen, 1984; LMX-MDM, Liden & Maslyn, 1998). These two measures are correlated (rcorrected=.9), suggesting the LMX-7 and the LMX-MDM are alternate forms of the same instrument. 94% of studies that used these two measures treat LMX as a single, broad construct rather than as a multidimensional set of constructs. MTMM analyses suggest Leader LMX and Member LMX are two, separate-but-related constructs (i.e., confirming two source factors and no lower-order trait factors). Last, Member LMX meta-analytically correlates with satisfaction with supervisor at rcorrected=.8. There is some incremental validity of LMX, but the pattern is inconsistent across samples.

Social Implications – We point out that LMX researchers have now moved toward standard measurement of LMX – as a broad, higher-order factor that varies between leader and follower. By doing so, we reveal that the stage is set for cumulative and replicable research on leadership as a dyadic, follower-specific phenomenon.

Originality/Value of Paper – Our chapter is the first to reveal consensus in LMX measurement across studies; to summarize the standard treatment of LMX as a single, broad factor; and to apply MTMM analyses to demonstrate separate Leader LMX and Member LMX source factors.

Is social network analysis just measures and methods with no theory? We attempt to clarify some confusions, address some previous critiques and controversies surrounding the issues of structure, human agency, endogeneity, tie content, network change, and context, and add a few critiques of our own. We use these issues as an opportunity to discuss the fundamental characteristics of network theory and to provide our thoughts on opportunities for future research in social network analysis.

This paper aims to extend the argument of DeNisi & Smith Sockbeson, who called to bridge the gap between feedback-seeking and feedback-giving research. The paper pushes their argument further by suggesting that future feedback research should systematically adopt a dyadic and dynamic approach to enhance the understanding of feedback episodes.

This paper reviews previous empirical work in the feedback domain and develops conceptual arguments for linking feedback-seeking and feedback intervention research.

Drawing upon previous work, the authors conclude that the current depiction of feedback processes in the literature might have been overly static and one-sided. Furthermore, it is argued that feedback research might have not kept up to date with recent conceptual and methodological developments in dyadic organizational behavior research.

This paper builds on the argument of DeNisi & Smith Sockbeson, in turn contributing to a more complete picture of how feedback processes unfold in organizations. While this paper profiles a few studies that have begun to bridge the disconnect between feedback-seeking and feedback-giving research, one of its limitations is that it does not adopt a systematic approach in reviewing all potential methodologies.

This paper provides a first step toward studying feedback episodes as dyadic and dynamic processes. In doing so it helps solving one of the long-standing puzzles in management research namely why feedback interventions are sometimes detrimental to performance.

El objetivo de este artículo es extender los argumentos de DeNisi & Smith Sockbeson, que hacen un llamamiento para conectar la investigación sobre buscar y ofrecer feedback (retroalimentación). Desarrollamos aún más su propuesta sugiriendo que la investigación futura sobre feedback debe adoptar sistemáticamente una aproximación diádica y dinámica para mejorar nuestra comprensión de los episodios de feedback.

El artículo revisa la literatura empírica en el campo del feedback y desarrolla argumentos conceptuales para vincular la investigación en busqueda de feedback e intervenciones de feedback.

Sobre los resultados de trabajos previos los autores concluyen que la imagen actual de los procesos de feedback en la literatura es excesivamente estática y desde un solo punto de vista. Es más, se argumenta que la investigación en feedback puede no haber seguido algunos desarrollos conceptuales y metodológicos recientes en la investigación sobre comportamiento organizativo diádico.

El presente trabajo toma los argumentos de DeNisi & Smith Sockbeson como punto de partida, y con ello contribuye a desarrollar una imagen más completa sobre como los procesos de feedback se despliegan en las organizaciones. Si bien el trabajo comenta algunos trabajos que han comenzado a conectar las hasta la fecha desconectadas literaturas en buscar y ofrecer feedback, su limitación principal reside en que no adopta una revisión sistemática de todas las metodologías potenciales.

El trabajo ofrece un primer paso hace el estudio de los episodios de feedback como procesos diádicos y dinámicos. De este modo contribuye a solventar uno de los retos clásicos en la investigación en gestión: porqué las intervenciones de feedback son en ocasiones negativas para el rendimiento.

Este artigo visa estender o argumento de DeNisi & Smith Sockbeson, que preenche a lacuna entre a pesquisa sobre buscar feedback e dar feedback. Nós impulsionamos ainda mais o seu argumento, sugerindo que a futura pesquisa sobre o feedback deve adotar sistematicamente uma abordagem diádica e dinâmica para melhorar nossa compreensão dos episódios de feedback.

Este artigo revisa o trabalho empírico anterior no domínio do feedback e desenvolve argumentos conceituais para vincular pesquisas de busca de feedback e de intervenção de feedback.

Com base em trabalhos anteriores, os autores concluem que a representação atual dos processos de feedback na literatura pode ter sido excessivamente estática e unilateral. Além disso, argumenta-se que a pesquisa de feedback pode não ter se atualizado com desenvolvimentos conceituais e metodológicos recentes na pesquisa do comportamento organizacional diádico.

Este artigo baseia-se no argumento de DeNisi & Smith Sockbeson, contribuindo, por sua vez, para um quadro mais completo de como os processos de feedback se desdobram nas organizações. Enquanto o artigo mapeia alguns estudos que começaram a reduzir a desconexão entre a pequisa sobre buscar e dar feedback, uma de suas limitações é que ela não adota uma abordagem sistemática ao revisar todas as metodologias potenciais.

Este artigo fornece um primeiro passo para o estudo de episódios de feedback como processos diádicos e dinâmicos. Ao fazê-lo, ajuda a resolver um dos quebra-cabeças de longa data na pesquisa em administração, principalmente porque as intervenções de feedback às vezes são prejudiciais ao performance.