The impact of coping with time pressure on boundary spanner collaborative behaviors

Purpose – The purpose of this research is to investigate the direct and interaction effects of managers' tactics to deal with time pressure on behaviors and relational norms across transactional and collaborative buyer‐supplier relationships. Design/methodology/approach – This research utilizes a novel scenario‐based experimental design. The lack of behavioral experimentation in logistics research is noticeable given the vital role that human judgment and decision making play in managing contemporary supply chains. Findings – When supplier personnel exhibit signs of coping with time pressure, individual boundary spanners in buying organizations are less willing to engage in key collaborative behaviors and relational norms. These adverse effects are intensified in closer buyer‐supplier relationships. Research limitations/implications – Although internal validity is maximized in this type of research, such gains are achieved through the development of artificial business scenarios that lack external validity. Practical implications – Although it should not be as much of a concern in working with transactional customers, supplier personnel involved in collaborative relationships should be cognizant of the potential negative impact of coping with time pressure and allot sufficient resources to manage critical partnerships. Originality/value – This research contributes to better understanding the clash between maintaining collaborative relationships while simultaneously coping with time pressure.