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Copyright of Bingol University Journal of Economics & Administrative Science is the property of Bingol University Journal of Economics & Administrative Science and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

Power is crucial in influencing the parties' mutual relations during supply chain transactions. In this context, power can be defined as the ability of a firm, which is in the position of buyer or seller, to influence the behaviors and decisions of the other party or to move them in line with their wishes. In some cases, the power may lie with the commercial buyer and, in some cases, with the seller. The characteristics of the sector usually shape this position. In addition, power itself is classified as coercive and non-coercive power according to how it is exercised. Coercive power directs the other party to the target behaviors with imposition and punishments. Non-coercive power, on the other hand, directs the target behaviors by using rewards and creating attraction points. According to the resource dependency theory, companies with coercive power are usually the leading companies due to having vital resources for other stakeholders in the supply chain. Studies have shown that non-coercive power should also be considered an essential factor in terms of maintaining the relationship in the long term. However, no study has been found on the effect of non-coercive power and the coercive power of the companies that are in a strong position in making the supplier selection decision of the buyers at the beginning. As a reason for this, it can be shown that the coverage of non-coercive power elements in the literature is insufficient, and some of them are used as coercive power elements. In this sense, it is suggested for the first time that the concept of soft power, generally used in the literature to explain power relations among countries or organizations, should be included in the analysis to explain power relations within the supply chain. Therefore, this study aims to analyze the effect of soft power, including non-coercive power factors, in buyer-seller relations and to determine whether the soft power elements differentiate the supplier selection decisions of the buyers. The decision problem discussed in the study is considered a multi-criteria decision-making problem since many factors are influential in evaluating alternatives, and the solution is conducted with multi-criteria decision-making techniques. Accordingly, soft power factors constitute the effective criteria in the decision problem. Suppliers are the alternatives in the decision problem. As a result of the literature review and subsequent expert comments, eight soft power factors were identified as the criteria for evaluating alternatives in the decision problem: culture (CU), values (VA), policies (PL), image (IMG), knowledge sharing (KS), expert power (EXP), reference power (RFP), and agenda setting (AS). The smartphone and accessories sector, where suppliers hold power, is the sector to be implemented. The data were obtained from Eskişehir, Turkey. The choice of the province was influenced by the city having three universities, and the market being relatively large by national standards. With the sector research, 15 big buyer companies were determined. These buyer companies constitute the decision makers in the decision problem. The data required to solve the problem were obtained from the decision-makers to be evaluated by DEMATEL and Fermatean Fuzzy (FFS) WASPAS techniques. For this purpose, original questionnaires specific to DEMATEL and Fermatean Fuzzy (FFS) WASPAS techniques were applied to senior purchasing managers of buyer companies, and data to be analyzed were collected. It was determined that 13 questionnaires were valid for analysis. In the first stage of the problem's solution, 13 questionnaires were analyzed by applying the steps of the DEMATEL technique, and the weights of the criteria (soft power elements) were determined as a result. To determine the best alternative (supplier) by applying the Fermatean Fuzzy (FF) WASPAS technique to the decision problem, the suppliers that all buyers work with were taken into account, and non-partner suppliers were excluded from the analysis. As a result, three important supplier companies were determined out of the five big buyer companies worked with. Accordingly, in the second stage of the solution of the problem, five experts (decision makers in the role of the buyer) evaluated three big suppliers (alternatives) according to 8 soft power factors (criteria) using a questionnaire developed for the application of the Fermatean Fuzzy (FF) WASPAS method. According to the findings obtained from the DEMATEL analysis, the PL criterion is the most critical soft power factor with the 14% weight value, CU with 13%, VL with 13%, and RFP has stood out as other important criteria with its 13% weight value. On the other hand, IMG, which has the smallest value (6.13) according to the D values found by DEMATEL analysis, is the criterion most affected by other criteria. However, the EXP with the highest D-R value is generally considered the criterion whose interaction with other criteria significantly impacts the system. In the second stage, using the FF-WASPAS method, the suppliers were ranked as A3>A1>A2. Accordingly, when the three largest suppliers are evaluated according to their soft power characteristics, it is clear that they differ in the eyes of the buyers. In other words, soft power factors influence buyers' supplier selection. In addition, the results of the validation and sensitivity analysis at the last stage showed no change in the ranking of the alternatives. The techniques applied in the study are effective in solving the decision problem discussed. In this sense, the most influential factors of soft power can be determined with the DEMATEL technique and the interactions between these criteria. In addition, the FFS-WASPAS technique has proven helpful for the analysis and consistency of the decisions made. It is consistent because the obtained supplier ranking did not change as shown by validity and sensitivity analyses. The overall results and consistency of the analyses show that the integrated application of DEMATEL and FF-WASPAS is a suitable method to explain soft power criteria and determine whether suppliers have changed among buyers. On the other hand, the interrelationships between the criteria strengthen our understanding of the formation of total soft power. Finally, resource dependency theory helps interpret and clarify the results, significantly improving our understanding of the phenomenon. The research findings highlight many vital points that will benefit practitioners in real life. Accordingly, the fact that the most critical power factor is policies shows that the policies created by powerful suppliers will also be followed by the buyers they interact with. Thus, managers should determine their policies by considering the benefits of their relevant stakeholders. According to the resource dependency theory, it is accepted that policies are one of the most fundamental elements of soft power. Furthermore, EXP's effect on other factors indicates that the historical relations and contacts of the suppliers with the buyer companies enhance creating an attractive atmosphere in bilateral partnerships. Another important inference can be drawn from the IMG. The fact that IMG is the most affected criterion shows how complex it is to shape IMG. Therefore, it is vital to understand how IMG distinguishes a supplier from its competitors in the eyes of buyers in terms of its relationship with other soft power aspects. This study offers original and distinctive contributions from various angles. For the first time in the literature, the concept of soft power contributes to the concept of non-coercive power in a broader context. Second, the integrated DEMATEL and FFS-WASPAS technique was used for the first time in research evaluating power relations in the supply chain. In addition, research findings will shed light on improvements in research and practice regarding the novel contributions. [ABSTRACT FROM AUTHOR]

Extant literature has studied how customer–salesperson price negotiations evolve in "normal" circumstances. However, recent economic recessions illustrate the need to advance theory on the question of how price negotiations evolve in "abnormal" times when customer demand significantly contracts beyond expected variation. In response to this gap in the literature, this study uses a multi-method design to investigate price negotiations during exceptional demand contractions. Our results from a theories-in-use study reveal that during such circumstances, salespeople's perceived dependency on customers increases while customers' perceived dependency on salespeople decreases. The inherent "power shift" should benefit customers in subsequent price negotiations. However, customers are less likely to capitalize on their power if they have a close relationship with a salesperson, implying that salespeople do not have to concede on price negotiations. This effect is likely due to increased sympathy during periods of exceptional demand contractions. The authors further validate key propositions from this qualitative study in a field study and a scenario-based experiment. Altogether, this study suggests that managers should not be too hasty in approving and encouraging salespeople to offer unnecessary price discounts during exceptional demand contractions as buyers may become more sympathetic and lenient during price negotiations. Graphical Abstract [ABSTRACT FROM AUTHOR]

As the focus on the effectiveness of salespeople has increased, we concentrate on the fact that selling involves broad sets of actors and investigate the approaches and behaviors of salespeople from the perspective of the purchasing agent to develop a deeper theoretical understanding of the effectiveness of salesperson strategies. Our focus is on the purchasing function that is increasingly involved in the buying process, and we examine a central research question—how does the purchasing function view salespeople's strategies and behaviors? We describe the results of in-depth interviews with 35 purchasing executives that focused on how the purchasing function views salespeople's strategies and behaviors. The findings suggest that salespeople, in general, do not focus enough on the needs of the purchasing function. Salespeople are not meeting the purchasing function needs, and purchase-centered sales strategies may need to be developed. These findings have theoretical and managerial implications and offer directions for future research in this area. [ABSTRACT FROM AUTHOR]

The development of fast-moving consumer goods (FMCGs) retail has demonstrated an evolution of buyer–seller interactions. In the era of digital transformation, FMCGs and micro, small, and medium enterprises (MSMEs) can easily use website applications to shop for various products from suppliers, make payments, and access a wider variety of products with more efficient delivery. However, empirical studies on loyalty drivers on B2B relationships for business sustainability in the retail industry have not received much attention. This research aimed to examine the factors that influence loyalty and analyze the mediating role of MSME loyalty by discussing a new conceptual framework designed based on the buyer–seller relationship theory and relational marketing. Data were collected from 500 owners or managers of FMCG retail stalls in various provinces in Indonesia and analyzed using structural equation modeling (SEM). The results showed that merchandising, website quality, commitment, and satisfaction have a positive effect on loyalty, as opposed to service quality and trust. There are also different roles in the mediating variables of trust, commitment, and satisfaction on retail store loyalty. These findings were useful for policymakers, managers, and practitioners to clarify the influence of service quality, merchandising website quality, and the role of relationship quality on loyalty in the era of digital transformation. [ABSTRACT FROM AUTHOR]

In business-to-business (B2B) markets, the success of key account management (KAM) teams depends on how they are structured and how they handle customer relationships. The authors conceptualize relationships among selling team members as a within-seller (intrafirm) network and the relationships between selling team members and buyer representatives as a buyer–seller (interfirm) network. Drawing on both structural (buyer–seller density, within-seller density, and within-seller centralization) and functional (buyer–seller similar function ties and within-seller cross-functional ties) composition attributes of these networks, the authors examine how the interplay between these networks drives seller account profitability. Using data from 207 key account managers across B2B industries, the authors uncover a nuanced pattern of interplay across the two networks. Densities in the two networks are mutually substitutive, but density in the buyer–seller networks and centralization in the within-seller networks serve complementary roles. Cross-function ties in the within-seller network serve a complementary role too, but only in relation to similar function ties in the buyer–seller network. In contrast, within-seller centralization supports both network density and similar function ties in the buyer–seller network and, thus, emerges as a valuable KAM team characteristic. These findings suggest multiple ways for firms to align interfirm and intrafirm KAM networks to improve account profitability. [ABSTRACT FROM AUTHOR]

In contrast to prior literature, we hypothesise that socialisation with suppliers plays a key role in the success of buyer’s innovation programmes. Using the theoretical lens of social capital theory and knowledge-based view of a firm; we propose a framework of antecedents and consequences of socialisation. We use data from a large sample of firms in Australia to test our framework. We also corroborate our results with a small sample of qualitative case studies that were carried out in conjunction with the large-scale empirical study. Taken together, the results supported the claim of the importance of socialisation as well as absorptive capacity in influencing innovation performance of buyers. The results suggest that managers ought to consider socialisation as a mechanism to enhance collaborative competence which in turn helps innovation performance via tapping the potential of absorptive capacity of knowledge. [ABSTRACT FROM AUTHOR]

Objective: The purpose of this research is to further develop a model of buyer-seller relationship in industrial markets based on the buyer’s approach in supply chain of Iran oil industry. Given the increasing competition in industrial markets (B2B), the buyer- seller relationship is considered as an appropriate model for establishing and maintaining a long-term relationship with customers. Methodology: This mixed research is applied, fundamental, and developmental in terms of orientation. And it is a descriptive survey in terms of data collection. The qualitative phase of the present study concerns with the identification of themes and components of the buyer-seller relationship; it also includes the development of the primary and secondary parameters accordingly. In the quantitative phase of the present study and based on the literature review and results of the qualitative research, the conceptual model was developed, and then evaluated using structural equation method (partial least squares). The statistical population for the qualitative phase includes managers and purchasing experts working in companies affiliated with the National Iranian Oil Company who had at least ten years of work experience in the field of purchasing with a bachelor's degree or higher. At this stage, the snowball sampling method was used. In other words, the interviewees were asked to introduce other experts in the industry. Findings: The results indicated the positive impact of the quality of buyer-seller relationship on the customer’s perceived value and attitudinal loyalty. Moreover, the relationship quality has a positive effect on behavioral loyalty (intention to repurchase) through the mediating rooe of attitudinal loyalty. On the other hand, the positive effect of the customer’s perceived value on attitudinal and behavioral loyalty was supported by the findings of this study. However, the direct effect of relationship quality on behavioral loyalty was not supported among industrial customers. Besdies, the negative effect of market turbulence (mediating variable) on the association between relationship quality and customer’s perceived value was also confirmed. Conclusion: A few studies have investigated industrial marketing, especially the area of buyer-seller relationships in industrial markets. The present study contributes to the literature by developing a local model of buyer-seller relationship, its dimensions, as well as the customer’s perceived value among Iranian industrial buyers. The innovative contribution of the present study refers to the empirical examination of the impact of relationship quality and the customer’s perceived value on attitudinal and behavioral loyalty. Furthermore, market turbulence was identified and examined as an intervening variable in the buyer–seller relationship model for the first time in this study

There is a paucity of research on Incoterms®. The article reviews the evolution of Incoterms®, the current state of research and use of Incoterms®, and sets the foundation for future research. Incoterms® are the globally accepted terms in a contract of sale that define the obligations, costs, and risks, that the buyers' and sellers' organizations must undertake. The authors classify currently published research into four categories: Incoterms® focused on a country; the comparison between the different versions of Incoterms®; Incoterms® in trade and legal issues; and understanding of Incoterms®. There is no depth of research published on the use of Incoterms® in trade agreements between buyer and sellers, in the implications for the supply chains of both buyer and seller, on the choice of the Incoterm®, nor in the conflict with other legal systems and commercial codes. Further, there is substantial confusion in the industry about Incoterms® and when and how to apply them in practice. [ABSTRACT FROM AUTHOR]

Deductions and claims to recover trade promotions incentives through post-audit of previous years' transactions is a highly contentious but prevalent practice in the industry. Retailers, given their low margins of operations, are motivated to seek every opportunity to obtain extra incentives from suppliers to boost their profits. They often hire third-party post-auditors to scrub through all their transactions and "deal sheets" or supplier agreements to search for potential unclaimed trade promotion dollars promised by suppliers in prior years. Third party auditors have an incentive to also make dubious claims as they are compensated on contingency fees of a percent of claims recovered. Such practices lead to acrimony between retailers and suppliers. They often have differing viewpoints and opinions about the contextual terms of the trade promotion deals itself leading to an opinion "chasm" that is sometimes difficult to bridge. The resulting tension among retailers and suppliers, along with regulatory compliance under the Sarbanes–Oxley Act, and prevailing questions on the role and practices of post-auditors, motivated this study. Conducted over a 24-month period with extensive collaboration and research discussions between the study team and responsible managers from leading US retail and manufacturing companies. The distinctive mix of academic rigor and practitioner relevance was the hallmark of this study that involved three retail summits conducted with industry participants to discuss the research method and its resultant findings. Evidence suggests that transactional discrepancies will continue to happen, despite technological advances, because of large volume of transactions and multiplicity of complex trade promotion methods in vogue in the retail world. So, as long as there are claim opportunities, post-audit recovery practices will continue, confounding the darker side of the retailer–supplier relationship. Through a multi-stage and multi-level study, and data from a variety of sources, we identify best practices in post-audit recovery and suggest ways to reduce associated conflict and improve relationship satisfaction. [ABSTRACT FROM AUTHOR]

Buyer and seller relationship has been one of prominent issues of discussion especially in an emerging country’s economy. In many ways, both parties interact with each other and over time will create long term relationships which may benefit them. This study focuses on the dynamic of trust between the fisherman (seller) and their buyer and the relationship of trust towards business performance. A total of 98 hook and line tuna fisherman in Mabul Island, Semporna were interviewed using guided-completion questionnaires. The data collected was tested using SmartPLS. The study reveals that communication was the strongest variable influencing trust followed by price satisfaction, interdependency and information sharing. On the same note, cultural similarities and flexibility were found non-significant towards trust. The study also found that trust has no direct influence towards business performance. From a managerial perspective, in order to be successful, channel members need to develop, maintain and seek improvements on communication, information sharing, interdependency and price satisfaction variables within the supply chain. It will be beneficial for members in the value chain to adopt the usage of information technology gadgets to boost communication and information sharing within the industry thus strengthening interdependency among members of the tuna fishing industry. From a theoretical perspective, the findings were consistent with previous researchers who also found that communication, information sharing, interdependency and price satisfaction variables were the main actors in the buyer-seller relationship context specifically on the trust dynamic. [ABSTRACT FROM AUTHOR]

Buyer and seller relationship has been one of prominent issues of discussion especially in an emerging country’s economy. In many ways, both parties interact with each other and over time will create long term relationships which may benefit them. This study focuses on the dynamic of trust between the fisherman (seller) and their buyer and the relationship of trust towards business performance. A total of 98 hook and line tuna fisherman in Mabul Island, Semporna were interviewed using guided-completion questionnaires. The data collected was tested using SmartPLS. The study reveals that communication was the strongest variable influencing trust followed by price satisfaction, interdependency and information sharing. On the same note, cultural similarities and flexibility were found non-significant towards trust. The study also found that trust has no direct influence towards business performance. From a managerial perspective, in order to be successful, channel members need to develop, maintain and seek improvements on communication, information sharing, interdependency and price satisfaction variables within the supply chain. It will be beneficial for members in the value chain to adopt the usage of information technology gadgets to boost communication and information sharing within the industry thus strengthening interdependency among members of the tuna fishing industry. From a theoretical perspective, the findings were consistent with previous researchers who also found that communication, information sharing, interdependency and price satisfaction variables were the main actors in the buyer-seller relationship context specifically on the trust dynamic. [ABSTRACT FROM AUTHOR]

Purpose: Prior literature has acknowledged the growing importance of service business markets (SBMs). However, relatively little research has examined the relationships and the motives for relationship development in SBMs. The aim of this paper is to investigate the nature of relationships and the various motives for relationship development between service provider and customers. Methodology: This paper adopts a qualitative research strategy and a case study approach. The context is the maritime industry. One of the largest container terminals in China represents a unique and revelatory case study, wherein nine container terminal-shipping line dyads are the units of analysis. The data were mostly collected via 34 semistructured interviews with maritime industry professionals. The data were triangulated by including archival records and industry reports. Findings: The interdependence and nonidentical nature of service delivery episodes are identified and considered to add to the knowledge on SBMs. This research provides evidence of the applicability of three groups of motives—economic, strategic, and social—for relationship development to SBMs. The motives are found to coexist and to have greater or lesser weight in the actors’ decision making depending on external factors, such as industry and company development stage, and internal factors, including the companies’ common vision and desire to collaborate. Contribution: Academic papers have usually focused on specific types of motives, associated with a particular theoretical framework (e.g. transaction cost theory). Motives have rarely been discussed from multiple theoretical lenses. When motives are identified it is not clear what they really imply in different contexts, and what factors cause them to appear. This paper provides a number of contributions. First, it integrates several theoretical perspectives and specifies three groups of motives for relationship development in SBMs: economic, strategic, and social. Second, through the analysis of empirical findings the paper provides a deeper understanding of each group of motives, proposing an integrated framework of motives and the factors affecting their appearance. Subsequently, the research is carried out through a dyadic perspective, which is relatively rare in SBM research. A dyadic perspective allows similarities and differences in actors’ perceptions and actions to be illuminated. Finally, the research brings in a relatively new and important context—the Chinese maritime industry. Practical implications: Knowing the needs and motives of counterparts can greatly assist SBM actors in formulating their strategies and planning their investments. It is also important that actors realize that the extent to which the other side is open to collaboration depends on the interplay of various motives. In general, business professionals should realize that end users increasingly perceive various service delivery stages within a supply chain as interdependent. Thus, to deliver a more integrated and flawless service to the end user, service providers and customers in SBMs should develop communication and collaboration beyond the operational level. [ABSTRACT FROM AUTHOR]

Copyright of RAIMED: Revista de Administração IMED is the property of RAIMED: Revista de Administracao IMED and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

Purpose – This paper aims to develop and validate a scale measurement of trust in long-term relations, specifically in the maintenance phase, between buyers and sellers. Relying on a cognitive conception, existing scales do not measure the affective trust occurring in the maintenance stage of the relationship. Design/methodology/approach – Three surveys were conducted with purchasing managers of enterprises in various business-to-business (B2B) sectors to build a bi-dimensional measurement scale of affective trust as a sentiment of security and affective attachment. For measurement scale development, established construction procedures were followed, including qualitative and quantitative surveys. The process can be summarized as: domain specification, generation of questionnaire items, empirical survey and iterative process of scale purification based on reliability assessment and validity checks. Findings – The results indicate satisfactory psychometric properties of the new Affective Trust Scale (ATS). Furthermore, they demonstrate the scale’s measurement invariance across business sectors. The research confirms the importance of affective aspects of trust and supports the reliability and validity of the measure. Nomological validity assessment of the scale shows that sentiment of security-based trust impacts investment in business relationships. Research limitations/implications – The ATS developed and tested in the B2B French context needs to be evaluated taking into account several limitations. First, the specific context was a sample of buyers in France experiencing lasting relationships, suggesting that an extension of the study to other countries would be desirable. Also, the ATS needs to be further validated and confirmed in other contexts, for instance, within buyer–supplier relationship intensity. Practical implications – The ATS can help firms to identify key parameters in buyer–seller relationships. It is important for the seller to collect information to determine the stage of the relationship before spending money on targeting customers, as they may not be ready to broaden the scope of their contract. The ATS can be very useful for companies to assess the state of the relationship and the strength of the bond in a timely manner and, therefore, anticipate the relational orientation. Segmentation based on relational phases requires tailoring to each form of trust strategies and hence the accurate identification of the relationship phase could help to better categorize and subcategorize customers with respect to the sentiment of security and affective attachment degrees. Furthermore, an understanding of the two dimensions is useful for key account managers to adjust relationship management toward specific actions (e.g. sentiment of security and/or affective attachment). The ATS could be very useful to guide managers in taking the right decision, by focusing both on sentiment of security and affective attachment dimensions of affective trust. Originality/value – Affective trust is important to B2B managers, who frequently struggle to build and maintain close relationships with customers and suppliers. This paper adds insights into the complex but important construct of trust. The scale could be used for empirical studies of affective trust in B2B relationships. It may also help marketing managers develop better relationships with partners. [ABSTRACT FROM AUTHOR]

Purpose – This paper aims to analyze the impact of three types of embedded ties, namely, specialized complementary resources, idiosyncratic investments and knowledge sharing, on the innovation capacity of firms. It also examines the particularities of the machine-tool industry. Design/methodology/approach – The evaluation of the embedded buyer-supplier ties is based on the potential sources of relational rents proposed by Dyer and Singh (1998). It also draws on Uzzi and Lancaster (2003) and Noordhoff et al. (2011), among others, to discuss the positive and negative aspects of embedded ties. Using data from a survey of 202 European machine-tool firms acting as buyers and sellers, the study proposes and evaluates a structural equation model. Findings – Only knowledge-sharing routines exert a significant positive effect on product innovation performance. Neither an increase in idiosyncratic investments nor in complementary resources and capabilities enhances innovation performance. Moreover, knowledge-sharing routines mediate in the effect of idiosyncratic investments on innovation performance. Research limitations/implications – The machine-tool industry has unique characteristics that make generalization difficult. There is also considerable difficulty associated with testing the interrelations among these embedded ties in greater depth in the long run. It is plausible to consider that these interrelations operate within a gradual process. Originality/value – This research contributes to a better understanding of the role of embedded ties on innovativeness. To the best of the authors’ knowledge, no previous international empirical research has been published analyzing the mediation effects among specialized complementary resources, idiosyncratic investments and knowledge sharing, and their effects on the innovation capacity of firms. [ABSTRACT FROM AUTHOR]

Purpose – High-specification food products that reach prices or expert reviews above average, results from buyer-supplier engagement in quality management. The purpose of this paper is to identify the main attributes of the coffee industry supply chain that deals with high-specification products. Coffee may be included in this category of consumption goods that has increasing importance at consumption level around the world. Several groups of high-quality food products such as wine, coffee, spirits and cheese seem to have a very similar supply chain. Design/methodology/approach – This study was based on multiple case studies. Three research techniques were used in the investigation: secondary data analysis, direct observations and interviews with coffee company’s managers and experts. The within-case and the cross-case analyses made it possible to find the main attributes of a high-specification product supply chain. Findings – The cases studies pointed out differences between the two groups of coffee shops in relation to their supply chain strategies. The first group can be called Independent Coffee Shops, since they are focussed on the coffee preparation business. The second group can be called Integrated Coffee Shops, due to the fact that these organizations are responsible to manufacturing activities in addition to the coffee preparation activities. Despite this supply chain configuration difference, both groups have a similar perception about their role for the final consumer, to provide a premium experience with coffee. Research limitations/implications – The main limitation of this research comes from the fact it was possible to interview only one person in each organization. Only the commercialization of the supply chain was analyzed, if the agricultural production was also analyzed, this paper could have broader implications. Originality/value – The results of this research show the configuration of a supply chain that handles a high-specification product. They are set to transform the trade of a product that has a component of volatility in its quality attributes into a trade of a product that embodies all the desirable attributes preferred by a specific group of costumers. The logic of a supply chain that deals with commodities is different, since in most of the cases it will try to accommodate the variations on quality that comes from nature. This paper describes the market based strategy of 12 organizations and their supply chain configuration in order to offer a premium product. [ABSTRACT FROM AUTHOR]

This study aims to understand how buyer–seller relationship, competitive environment and guanxi affect Chinese manufacturers’ decision to implement Green Supply Chain Collaboration (GSCC). We also examine whether guanxi is able to mediate the buyer–seller relationship and GSCC implementation. Data collected from 222 Chinese manufacturing organizations were analyzed using the partial least squares method of structural equation modeling. The result shows that buyer–seller relationship influences Green Supply Chain Collaboration through asset specificity, volume uncertainty, transaction frequency and competitive environment. The results also showed support for our hypotheses that guanxi mediates the effect of asset specificity, volume uncertainty and environmental competition on GSCC. [ABSTRACT FROM AUTHOR]

This study aims to understand how buyer–seller relationship, competitive environment and guanxi affect Chinese manufacturers’ decision to implement Green Supply Chain Collaboration (GSCC). We also examine whether guanxi is able to mediate the buyer–seller relationship and GSCC implementation. Data collected from 222 Chinese manufacturing organizations were analyzed using the partial least squares method of structural equation modeling. The result shows that buyer–seller relationship influences Green Supply Chain Collaboration through asset specificity, volume uncertainty, transaction frequency and competitive environment. The results also showed support for our hypotheses that guanxi mediates the effect of asset specificity, volume uncertainty and environmental competition on GSCC. [ABSTRACT FROM AUTHOR]

Purpose:The article aims to test the appropriateness of deterrence and conflict spiral models in marketing channels. Both models have been alternatively used as bases to explain firms’ power-related behaviors in marketing channels. However, the issue of the appropriateness of such an application in various contexts has not yet been addressed. Methodology/approach:The authors develop the hypotheses based on deterrence theory and their alternatives based on conflict spiral theory. They gather data from 204 sales representatives of suppliers in China and use linear regression analysis to test their hypotheses versus alternatives. Empirical findings:The data analysis offers supportive evidence for the deterrence logic but with unexpected results. By elaborating on the empirical results, the original assumption of deterrence theory, and the nature of interfirm relationship in marketing channels, the authors modify the deterrence model for research on power related-behaviors in the given context. The analysis implies a possible explanation for inconsistent findings in the literature regarding exercises of coercive power. Originality/value/contribution:This article proposes a revised deterrence model that can interpret the empirical results with a consistent logic and better predict power-related behaviors in marketing channels. Research limitations/implications:The research results may lack generalizability with respect to channel type and culture. It does not directly test the cognitive mechanisms that mediate the impact of power on its exercise. Researchers are encouraged to directly test the mediating constructs in other channels or countries. Practical implications:The article includes some insights and implications for managers in understanding power structure and implementing influence strategies in business-to-business marketing. [ABSTRACT FROM PUBLISHER]

Purpose – Several studies focus on agri-food value chain from a consumer or from a supply chain perspective. But there is little investigation integrating both approaches and providing empirical evidence from developing countries. The purpose of this paper is twofold: first, it describes the supply chain of organic products in Brazil, which is an emerging market. It describes how retailers manage its supply chain (wholesalers and small producers) in an organic own brand of fresh products. Second, this paper identifies the motivations, attitudes, beliefs and personal values behind Brazilian consumers' decision to purchase organic food. Design/methodology/approach – Qualitative and quantitative techniques were used in two stages. First, it presents a case study of the organic supply chain. Then, a survey carried out with 261 consumers at supermarkets in a Brazilian city is presented. Findings – The case study points out that retailers transfer to wholesalers the responsibility to manage small organic producers. It also suggests that as the organic product is under the retailer own brand, and therefore most of the value perceived by the consumer is retained by the retailer. Survey results indicate that organic consumers have strong individual values and benefits are the most significant predictors of attitude toward organic food for the Brazilian consumers interviewed. Availability is significantly related to the intent to purchase organic food, which is a key point for the supply chain to respond efficiently to consumers' demand. Research limitations/implications – This paper is based on a single case study and the survey is applied in only one city of Brazil. Originality/value – The study contributes to expand the value analysis through a combination of quantitative and qualitative techniques, including consumer behaviour and supply chain management in the same analysis. It also adds to the debate on value, proposing Schwartz Value Theory as a complementary approach to value analysis. [ABSTRACT FROM AUTHOR]

This article contributes to scholarly understanding of the significance of procedural fairness in pricing contexts. It has been widely recognized that price fairness judgments concern both the outcome (fair price) and the procedure leading to the outcome (fair pricing). However, extant research has traditionally viewed procedural fairness as a means to outcome fairness. According to this instrumental view, procedural fairness is a component or antecedent of outcome fairness, but has no direct effects on consumers' responses to prices. Building on the relational perspective on fairness, we develop and test a model of price procedural fairness as an end in itself. In three lab studies, we show that (1) when information regarding outcome (an unfavorable price difference) and procedure (the pricing practice underlying the price difference) is available simultaneously and unambiguously, procedural fairness has direct and stronger effects than outcome fairness on consumers' responses and (2) procedural fairness mediates the effects of pricing practices on these responses. In all three studies, adding procedural fairness as a direct predictor of consumers' responses increases the explanatory power of a model of price fairness significantly. Our model can explain peculiar real-world cases in which consumers reacted very strongly over relatively small price differences. The research findings point to the significance of the non-instrumental aspect of consumer's demand for ethical (fair pricing) behavior and the need for companies to assess the fairness of their pricing practices from the consumer perspective. [ABSTRACT FROM AUTHOR]