The influence of relational experience and contractual governance on the negotiation strategy in buyer–supplier disputes
研究了在供应链争端中，合作或竞争的关系经验与合同治理的控制和协调功能如何共同影响谈判策略，发现合同控制会削弱合作经验对合作谈判的正面作用，但能促进竞争经验下的合作谈判。
Abstract This paper theoretically refines and empirically extends the debate on the type of interplay between relational experience and contractual governance in an under‐researched area: supply chain disputes. We define relational experience as either cooperative or competitive; distinguish between control and coordination functions of contractual governance; and assess their interplay on the negotiation strategy used in disputes. Using a unique data set of buyer–supplier disputes, we find, in particular that increasing contractual control governance weakens the positive effect of cooperative relational experience on cooperative negotiation strategy. However, increasing contractual control governance for a buyer–supplier dyad with competitive relational experience will increase cooperative negotiation strategy. Contractual coordination governance reinforces the positive effect of cooperative relational experience. Through this study, we reach a better understanding of how and when contractual and relational governance dimensions interact; rather than whether they act as substitutes or complements as has been studied in prior research. We discuss the implications of these findings for the field of supply chain management.