Universität zu Köln

Schmitz, Tobias, Schweiger, Bastian and Daft, Jost (2016). The emergence of dependence and lock-in effects in buyer-supplier relationships - A buyer perspective. Ind. Mark. Manage., 55. S. 22 - 35. NEW YORK: ELSEVIER SCIENCE INC. ISSN 1873-2062

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Abstract

The industrial marketing literature frequently points to dependence in buyer-supplier relationships (BSRs) as an essential construct in understanding the development of strong, long-lasting partnerships. Although the antecedents of dependence have been discussed, extant research lacks an understanding of the explanatory mechanisms of how dependence - or even lock-in situations - actually evolve. In this article, we examine the emergence of these aspects in BSRs by analyzing the example of a logistics outsourcing relationship. Using a grounded theory approach in a real-life case involving a German mechanical engineering company and its service provider, we identify four interrelated mechanisms (convincing, tying, complementing and lock-in) that explain dependence and lock-in from a buyer's perspective. Based on our empirical findings, we develop a conceptual model that points to the theoretical importance of the interconnected influences and sub-processes between transactional, mental, and operative bonding effects. Our results inform managerial practice on how to plan and manage BSRs. The model enhances existing research on dependence in BSRs and can serve as a starting point for further investigations into buyer-supplier dependence (BSD) and lock-in in dyadic business relationships. (C) 2016 Elsevier Inc. All rights reserved.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Schmitz, Tobias UNSPECIFIED UNSPECIFIED UNSPECIFIED Schweiger, Bastian UNSPECIFIED UNSPECIFIED UNSPECIFIED Daft, Jost UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-276450
DOI:	10.1016/j.indmarman.2016.02.010
Journal or Publication Title:	Ind. Mark. Manage.
Volume:	55
Page Range:	S. 22 - 35
Date:	2016
Publisher:	ELSEVIER SCIENCE INC
Place of Publication:	NEW YORK
ISSN:	1873-2062
Language:	English
Faculty:	Unspecified
Divisions:	Unspecified
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language ORGANIZATIONAL PATH DEPENDENCE; INTERORGANIZATIONAL DEPENDENCE; QUALITATIVE RESEARCH; SELLER RELATIONSHIPS; 3RD-PARTY LOGISTICS; MARKETING CHANNELS; DARK SIDE; POWER; COMMITMENT; TRUST Multiple languages Business; Management Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/27645