Boundary spanner relational behavior and inter-organizational control in supply chain relationships
Donada, Carole; Dekker, Henri; Mothe, Caroline; Nogatchewsky, Gwenaëlle (2019), Boundary spanner relational behavior and inter-organizational control in supply chain relationships, Industrial Marketing Management, 77, p. 143-154. 10.1016/j.indmarman.2018.11.010
TypeArticle accepté pour publication ou publié
Journal nameIndustrial Marketing Management
MetadataShow full item record
ESSEC Business School
School of Business and Economics [Amsterdam]
Institut de Recherche en Gestion et en Economie [IREGE]
Dauphine Recherches en Management [DRM]
Abstract (EN)Boundary spanner relational behavior is considered critical in the successful management of buyer–supplierrelationships and may help avoiding high costs of more formal inter-organizational controls. Yet, the influence of partners' boundary spanners on effective supply chain collaboration has had much less inquiry than the influence of broader inter-organizational controls. We use survey data of 200 buyer–supplier relationships to examine how these individual and organizational control mechanisms influence the performance effects of interfirm colla- borations that vary in scope of activities undertaken. Findings show that collaboration scope as well as boundary spanner relational behavior and inter-organizational controls are positively associated with performance. The effect of collaboration scope on firm performance, however, also depends on both mechanisms but in opposite directions: while its influence on performance is enhanced by inter-organizational controls, relational behavior of partners' boundary spanners has a negative moderating effect, indicating that such behavior contributes more to the effective management of collaborations of narrow scope than those of broader scope.
Subjects / KeywordsBuyer–supplier relations; Boundary spanners; Relational behavior; Inter-organizational control; Collaboration scope; Firm performance
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