Understanding influence and value creation in buyer-supplier relationship

Anna Aminoff, Kari Tanskanen

Research output: Contribution to conferenceConference articleScientific

Abstract

The purpose of this paper is to examine how social exchange theory (SET) might increase our understanding about buyer-supplier relationships. Drawing on SET, we seek the answer to the following research question: What is the social exchange mechanism of influence and value creation in the buyer-supplier relationship? We will utilize the SET constructs to explore key mechanisms of a relationship between buyer and supplier, and present a framework about social exchange mechanism of influence and value creation. We illustrate the SET constructs and the framework by an empirical example of a strategic and complex buyer-supplier relationship.
Original languageEnglish
Publication statusPublished - 2013
MoE publication typeNot Eligible
Event22nd IPSERA Conference - Nantes, France
Duration: 24 Mar 201327 Mar 2013

Conference

Conference22nd IPSERA Conference
CountryFrance
CityNantes
Period24/03/1327/03/13

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Keywords

  • buyer-supplier relationships
  • value creation
  • social exchange theory

Cite this

Aminoff, A., & Tanskanen, K. (2013). Understanding influence and value creation in buyer-supplier relationship. Paper presented at 22nd IPSERA Conference, Nantes, France.