The origins of power in buyer-seller relationships

Meehan, Joanne ORCID: 0000-0001-6730-9350 and Wright, Gillian H
(2012) The origins of power in buyer-seller relationships. INDUSTRIAL MARKETING MANAGEMENT, 41 (4). pp. 669-679.

[img] Text
IMM 10-212 Meehan Wright.doc - Unspecified

Download (646kB)


Who, or what, holds power in business-to-business buyer-seller relationships is a debate at the heart of power theory. Power in buyer-seller relationships is variously seen as the property of organizations, individuals or relationships yet to be theoretically valid and useful to management, integration of these schools of thought needs to be operationalized. This paper opens up future research avenues through identifying how buyers and sellers understand the origins of power and the nature of self perceived and countervailing power. The paper presents results from 10 focus groups of both buyers and sellers revealing the underlying origins of experienced power. The results support the proposition that power in buyer-seller relationships is a pluralistic concept and that extant theories focused on organizational, individual or relational elements of power are independently too narrow in their reflections of the power construct; rather, they are all part of the same broad construct. © 2011 Elsevier Inc..

Item Type: Article
Additional Information: ## TULIP Type: Articles/Papers (Journal) ##
Uncontrolled Keywords: Power, Buyer-seller relationships, Self-perceived power, Countervailing power, Focus groups
Depositing User: Symplectic Admin
Date Deposited: 11 Apr 2016 10:22
Last Modified: 15 Dec 2022 09:53
DOI: 10.1016/j.indmarman.2011.09.015
Related URLs: