THE IMPACT OF POWER AND RELATIONSHIP QUALITY ON VALUE CREATION AND APPROPRIATION IN BUYER-SUPPLIER RELATIONSHIPS: THE CASE OF MOROCCAN COMPANIES

Mdarhri Alaoui Saad; Amine Noureddine

doi:10.17261/Pressacademia.2019.1130

Research Article

THE IMPACT OF POWER AND RELATIONSHIP QUALITY ON VALUE CREATION AND APPROPRIATION IN BUYER-SUPPLIER RELATIONSHIPS: THE CASE OF MOROCCAN COMPANIES

Year 2019, , 175 - 196, 30.09.2019

Mdarhri Alaoui Saad Amine Noureddine

https://doi.org/10.17261/Pressacademia.2019.1130

Abstract

Purpose- This study aims to examine the influence of relationship quality and power on value creation and appropriation and ultimately, on satisfaction and relationship continuity. Based on the theory of social exchange, this study proposes a conceptual model, which positions value creation and appropriation as central variables in the nomological network of business relationships.

Methodology- A quantitative study of 174 suppliers was carried out in order to compare the theoretical model with the empirical reality.

Findings- The results obtained show that the relationship quality promotes greater value creation and appropriation in ongoing business relationships. As for power, its influence differs depending on how it is exercised within the relationship. Moreover, the appropriation of value remains the main driver of partner satisfaction, a sine qua non condition for the continuity of the relationship.

Conclusion- This research contributes to a better understanding of value creation-appropriation in ongoing business relationships. By strategically managing their customer-supplier relationships, managers can create and capture greater value and gain a competitive advantage.

Keywords

Value creation, value appropriation, relationship quality, power, relational satisfaction, relationship continuity

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Year 2019, , 175 - 196, 30.09.2019

Mdarhri Alaoui Saad Amine Noureddine

https://doi.org/10.17261/Pressacademia.2019.1130

Abstract

References

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Chen, P.-Y., Chen, K.-Y., and Wu, L.-Y. (2017). The impact of trust and commitment on value creation in asymmetric buyer–seller relationships: the mediation effect of specific asset investments. Journal of Business and Industrial Marketing, 32(3), 457–471. https://doi.org/10.1108/JBIM-09-2014-0171
Cherni, M., and Leroux, V. (2015). Dynamique relationnelle et impact sur la création- appropriation de la valeur dans les partenariats client- fournisseur Dynamique relationnelle et impact sur la création- appropriation de la valeur dans les partenariats client- fournisseur, 1–25.
Chicksand, D., and Rehme, J. (2018). Total value in business relationships: exploring the link between power and value appropriation. Journal of Business and Industrial Marketing, 33(2), 174–182. https://doi.org/10.1108/JBIM-05-2016-0100
Coff, R. W. (1999). When Competitive Advantage Doesn’t Lead to Performance: The Resource-Based View and Stakeholder Bargaining Power. Organization Science, 10(2), 119–133. https://doi.org/10.1287/orsc.10.2.119
Cox, A., Watson, G., Lonsdale, C., and Sanderson, J. (2004). Managing appropriately in power regimes : Relationship and performance management in 12 supply chain cases Supply Chain Management : An International Journal cases Article information :, (January 2015). https://doi.org/10.1108/13598540410560748
Crook, T. R., and Combs, J. G. (2007). Sources and consequences of bargaining power in supply chains, 25, 546–555. https://doi.org/10.1016/j.jom.2006.05.008
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Primary Language	English
Subjects	Business Administration
Journal Section	Articles
Authors	Mdarhri Alaoui Saad This is me 0000-0002-2119-7784 Amine Noureddine This is me 0000-0002-8045-8374
Publication Date	September 30, 2019
Published in Issue	Year 2019

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APA	Saad, M. A., & Noureddine, A. (2019). THE IMPACT OF POWER AND RELATIONSHIP QUALITY ON VALUE CREATION AND APPROPRIATION IN BUYER-SUPPLIER RELATIONSHIPS: THE CASE OF MOROCCAN COMPANIES. Journal of Management Marketing and Logistics, 6(3), 175-196. https://doi.org/10.17261/Pressacademia.2019.1130

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