Search Results - subject:"configurational theorizing"

In the eye of the beholder: A configurational exploration of perceived deceptive supplier behavior in negotiations

Woelfl, Katja; Kaufmann, Lutz; Carter, Craig R. - In: Journal of Supply Chain Management 59 (2023) 2, pp. 33-61

using a configurational theorizing approach. Prior studies in supply chain management (SCM) and in other disciplines have …

Persistent link: https://www.econbiz.de/10014503487

Narratives in supplier negotiations : the interplay of narrative design elements, structural power, and outcomes

Kaufmann, Lutz; Schreiner, Moritz; Reimann, Felix - In: The journal of supply chain management 59 (2023) 1, pp. 66-94

Persistent link: https://www.econbiz.de/10014251365

In the eye of the beholder : a configurational exploration of perceived deceptive supplier behavior in negotiations

Woelfl, Katja; Kaufmann, Lutz; Carter, Craig R. - In: The journal of supply chain management 59 (2023) 2, pp. 33-61

Persistent link: https://www.econbiz.de/10014251368

Narratives in supplier negotiations—The interplay of narrative design elements, structural power, and outcomes

Kaufmann, Lutz; Schreiner, Moritz; Reimann, Felix - In: Journal of Supply Chain Management 59 (2022) 1, pp. 66-94

In buyer–supplier negotiations, both parties shape the relational and contractual dimensions of their collaboration. Being able to influence the other party during negotiations is therefore vital to improve performance outcomes. This research takes a configurational approach to investigate how...

Persistent link: https://www.econbiz.de/10014504104