Deceptive behavior in negotiations has been found to be widespread and to have harmful consequences. This study shifts the current research direction on deceptive negotiation behavior by adopting a target's perspective on deception and by using a configurational theorizing approach. Prior...

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...

This research investigates purchasing managers' responses to adverse supply chain events. We build on attribution theory to examine how individual-level factors — managerial personality traits, cognitive modes, and attribution of supplier responsibility — combine with firm-level factors —...

The concept of behavioral supply management has attracted substantial research attention since its introduction about a decade ago. Nevertheless, it is still in a developmental stage, and the supply management field represents a unique and fertile ground for more behavioral research. In this...

Purchasing operates in an environment that frequently provides incentives for deception. Using self-concept maintenance theory and social learning theory, this article compares two distinct manifestations of deception in buyer–supplier negotiations: lying and bluffing. Scenario-based...

Numerous phenomena in supply chain management (SCM) involve more than one level of theory and analysis, such as individuals within groups, groups within organizations, and organizations in the supply chain. Furthermore, multilevel analysis has made the simultaneous testing of hypotheses at...