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

Donada, Carole; Mothe, Caroline; Nogatchewsky, Gwenaëlle; de Campos Ribeiro, Gisèle

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