Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 2 of 2
Full-Text Articles in Business
The Power Of Power In Supplier-Retailer Relationships, Nirmalya Kumar
The Power Of Power In Supplier-Retailer Relationships, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
In his interesting paper, Martin Hingley makes a few key observations about power and role accorded to it in the relationship marketing literature that has become increasingly popular over the past decade. Fundamentally, the article states that the relationship marketing view sees power as alien to effective relationships, as negating cooperation, and as the antithesis of trust. In other words, power in a relationship is ‘‘only viewed in a negative sense’’. Or, alternatively, power is viewed as not important enough to include in relationship marketing models because firms have moved from transactional exchanges to relational exchange. It is contended by …
Do Suppliers Benefit From Collaborative Relationships With Large Retailers? An Empirical Investigation Of Efficient Consumer Response Adoption, Daniel Corsten, Nirmalya Kumar
Do Suppliers Benefit From Collaborative Relationships With Large Retailers? An Empirical Investigation Of Efficient Consumer Response Adoption, Daniel Corsten, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Collaborative manufacturer-retailer relationships based on efficient consumer response (ECR) have become ubiquitous over the past decade. Yet academic studies of ECR adoption and its impact on marketing relationships are relatively scarce. Inspired by the relational view of competitive advantage, the authors empirically investigate whether the extent to which suppliers of a major retailer adopt ECR has a beneficial impact on their outcomes. The results demonstrate that whereas ECR adoption has a positive impact on supplier economic performance and capability development, it also generates greater perceptions of negative inequity on the part of the supplier. However, retailer capabilities and supplier trust …