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The impact of collaboration scope on inter-organizational controls and boundary spanners’ relational skills.

Donada, Carole; Mothe, Caroline; Nogatchewsky, Gwenaëlle; de Campos Ribeiro, Gisèle (2017), The impact of collaboration scope on inter-organizational controls and boundary spanners’ relational skills., 2017 Strategic Management Society (SMS) Special Conference, 2017-12, Alajuela, Costa Rica

Type
Communication / Conférence
Date
2017
Conference title
2017 Strategic Management Society (SMS) Special Conference
Conference date
2017-12
Conference city
Alajuela
Conference country
Costa Rica
Metadata
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Author(s)
Donada, Carole
ESSEC Business School
Mothe, Caroline
Institut de Recherche en Gestion et en Economie [IREGE]
Nogatchewsky, Gwenaëlle
Dauphine Recherches en Management [DRM]
de Campos Ribeiro, Gisèle
ESSEC Business School
Abstract (EN)
The current research analyses the effect of inter-organizational management controls on boundary spanners’ relational skills and firm performance, according to the scope (breadth or depth) of buyer–supplier relationships. Drawing on survey data from 232 buyer and supplierfirms engaged in bilateral collaborations for R&D, production, logistics, marketing/distribution or after-sales, this research confirms the need to account for collaboration characteristics. In deeper collaborations, relational skills are critical, and management controls have a negative moderating effect. In broad collaborations, the situation is reversed, and the use of management controls can compensate for a lesser influence of relational skills.
Subjects / Keywords
relationships; Inter-organizational management control systems; Quality; Performance
JEL
L14 - Transactional Relationships; Contracts and Reputation; Networks
M21 - Business Economics

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