The Influence of Relational Experience and Contractual Governance on the Negotiation Strategy in Buyer-Supplier Disputes

  title={The Influence of Relational Experience and Contractual Governance on the Negotiation Strategy in Buyer-Supplier Disputes},
  author={Fabrice Lumineau and James E. Henderson},
  journal={ERPN: Contract Design \& Incentives (Sub-Topic)},
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… Expand
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