Business Commons^™

Competitive Versus Collaborative: Exploring The Negotiation Strategy Impact On Relational Outcomes In Ongoing Buyer-Supplier Relationships, Stephanie Powell Thomas

Electronic Theses and Dissertations

Negotiations are important interactions in ongoing buyer-supplier relationships. Previous research has identified two commonly utilized types of negotiation strategies that are incorporated into buyer-supplier negotiation encounters. The collaborative strategy seeks to achieve an outcome that is mutually beneficial, while a competitive strategy is focused on individual outcomes. The purpose of this dissertation is to utilize a multi-method research approach to examine the relational impact of negotiation strategies choices. Study One utilized a scenario based experiment methodology. A priori hypotheses were developed based on Social Exchange Theory and its reciprocity tenet. The experimental results indicate that the use of a competitive …

The Industrial Dynamics Of Order Rationing, Shortage Gaming, And Retail Promotions Demand Shock: A Discrete Event Simulation Experiment, Uio In Sara Liao-Troth

Electronic Theses and Dissertations

This research investigates the impact of order rationing strategies, shortage gaming responses, and retail promotions demand shock on the long-term system performance of the inventory ordering and fulfillment process between competing retailers and a shared upstream manufacturer. The research addresses a need to understand the horizontal dynamics of competition for supply inventory among interconnected entities within business systems. It also expands understanding of the interactions between various manufacturer order rationing strategies and retailer shortage gaming responses, in the context of supply capacity constraints arising from a retail promotions demand shock.

A discrete event simulation based on a US major appliance …