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The purpose of this study, drawing from exchange theory, is to examine how the intertwined relationships between power, justice and relative dependence influence relationship performance in buyer – seller relationships.

A two-wave structural equation model with latent variable interactions was estimated on a dataset of 283 buyer – seller relationships.

Exercised coercive and reward power follow different processes, direct and indirect, to influence relationship performance. The use of coercion was found to be substantively more detrimental to the buyer – seller relationship than the use of rewards were beneficial. Relative dependence tempers the negative influence of coercion.

Managers of buyer – seller relationships need to be judicious in their use of coercion and rewards. In their efforts to manage relationship performance, whenever possible, managers should seek to avoid punishing their partner more so than they should seek to reward them.

Although proposed under a single theoretical perspective, power and justice have developed as separate streams within the extant literature. Examining these constructs together can increase the current understanding of how to manage buyer – seller relationships.

Aim of the present monograph is the economic analysis of the role of MNEs regarding globalisation and digital economy and in parallel there is a reference and examination of some legal aspects concerning MNEs, cyberspace and e‐commerce as the means of expression of the digital economy. The whole effort of the author is focused on the examination of various aspects of MNEs and their impact upon globalisation and vice versa and how and if we are moving towards a global digital economy.

The ability to nurture marketing channel relations is essential to long‐term corporate survival. This study empirically investigates how and why relationships between manufacturers and dealers in the office systems/furniture industry develop and how and why these relationships are maintained. The results demonstrate the benefits of considering the actions and reactions of channel partners when developing tactical and strategic marketing plans. These findings emphasise the importance of mutual dependency, behaviour and financial performance in creating effective working environments.

The purpose of this article is to examine the purchasing power at the bottom of the pyramid (BOP), i.e. of low‐income consumers.

The authors analyze secondary data on income, population, and expenditure at the BOP from different countries, and apply the buying power index (BPI) methodology to assess the purchasing power of low‐income consumers.

In developing countries, more than 50 percent of the purchasing power resides in the BOP segment. Asia is the region with the greatest purchasing power, relative to Africa, Eastern Europe, and Latin America and Caribbean. On average, the greatest BPI is in the lowest income tier, and consumption concentrates mainly in food, housing, and household goods.

The article provides useful information to companies interested in reaching low‐income consumers about the relative purchasing power at the BOP across geographic regions, income tiers, and product categories (or industries).

The research proposes the BPI as a key indicator of purchasing power at the BOP, and shows how this purchasing power breaks up among geographic regions, income tiers, and product categories (or industries).

So as to understand the effects of network resources on firm innovation and performance within alliances and networks, this paper aims to examine the correlation between network resources and innovation performance through the mediation of capability accumulation and relative bargaining power.

Drawing on a survey of 208 Chinese firms engaged in global production networks, this paper extracts four sets of hierarchical regressions to test the impact of network resources on innovation performance.

Results show that network resources are an important source of competitive advantage and the distinction between accessed resources and embedded resources is critical. Other than through direct influences, innovation performance was partly achieved through the mediating role of technological capability and relative bargaining power.

Building upon the data introduced in this paper, future studies may examine the effects of network resources in different contexts and the interaction between external and internal resources.

For firms competing within and between various networks, the forming and utilizing of network resources become a new source of competitive advantage. Hence, careful planning and a consideration of network resources should be undertaken to achieve improvements to a firm's performance.

First, this paper adds value to the network resource construct by distinguishing two different dimensions. Second, by integrating the mediating effects of technological capabilities and relative bargaining power, this paper reveals the mechanism by which network resources impact innovation performance within various network structures.

This paper aims to incorporate material derived from four case study analyses of industrial business-to-business relationships. Although there is a substantial amount of literature on the concept of power, there is little academic research studying the “perception” of power – especially that of key customers’ suppliers – relative to that of the buying company. This paper develops a framework, which provides a different set of perceptions regarding the nature of supplier-key customer relationship.

The case studies involve four firms that have been long-term suppliers to a number of global industrial companies and who have set up key account programs to work with them. Three suppliers are in the corrugated cardboard industry (two large and one medium-sized company) and one supplier (a medium-sized company) is in the coding equipment industry.

The study develops a power framework, which can be used in the analysis of buyer/supplier power and points out the risk that can arise when one or more of the parties involved operates on the basis of perceptions that are incorrect.

The results suggest that the actors’ power perceptions are important constructs, which have so far been neglected in the academic literature, and stress the role of “subjectivity” in the actors’ analysis of power.

Focuses on the changing nature of retail competition and the way it affects local consumer choice in the UK grocery sector. Integrates relevant literature on the economic aspects of competition with work on the changing corporate geographies of retailers. Links vertical market power (relative to suppliers) and multiple retailers’ ability to compete horizontally (relative to other retailers) in a given trading locality, and argues that this interaction has fundamentally altered the nature of competition. The increase in retail power that has resulted has served to redefine local consumer choice. Smaller retailers are disadvantaged by this shift because it has directly affected the store and product choices of consumer groups depending on their relative mobility. Argues for empirical work to ground and validate these assertions.