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Boundary spanner relational behavior and inter-organizational control in supply chain relationships

Henri Dekker, Carole Donada, Caroline Mothe and Gwenaëlle Nogatchewsky
Additional contact information
Carole Donada: ESSEC Business School - Essec Business School
Caroline Mothe: IREGE - Institut de Recherche en Gestion et en Economie - USMB [Université de Savoie] [Université de Chambéry] - Université Savoie Mont Blanc
Gwenaëlle Nogatchewsky: DRM - Dauphine Recherches en Management - Université Paris-Dauphine - CNRS - Centre National de la Recherche Scientifique

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Abstract: Boundary spanner relational skills are considered critical in the successful management of buyer-supplier relationships 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 collaborations that vary in scope of activities undertaken. Findings show that collaborative scope as well as boundary spanner relational skills and inter-organizational controls are positively associated with performance. The effect of collaborative scope on firm performance, however, also depends on both mechanisms but in opposite directions: while the influence of collaborative scope on performance is enhanced by inter-organizational controls, a partner's boundary spanner relational skills has a negative moderating effect, indicating that such skills contribute more to the effective management of collaborations of narrow scope than those of broader scope.

Keywords: firm performance; collaboration scope; buyer-supplier relations; boundary spanners; relational skills; inter-organizational control (search for similar items in EconPapers)
New Economics Papers: this item is included in nep-bec
Date: 2018-11
Note: View the original document on HAL open archive server: https://halshs.archives-ouvertes.fr/halshs-01958433
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Published in Industrial Marketing Management, Elsevier, In press

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