Power in Business Relationships: Dynamics, Strategies and Internationalisation PDF
Preview Power in Business Relationships: Dynamics, Strategies and Internationalisation
Power in Business Relationships Focusing on the issue of power as the main building block of relationships between business buyers and sellers, this book explains the complex nature of power with its multidimensional and multi-directional character. As a complex construct, inter-firm power is treated as a matter of perception as well as in terms of total and relative power. The book analyses extensively the issue of power asymmetry with its dynamics and its consequences for business-to-business (B2B) relationships, particularly analysing the dynamic mechanism of power. Various theoretical domains or research streams regarding managing an asymmetrical business relationship by the weaker partner are also examined. Based on the studies of other scholars as well as on the authors’ own research, this book shows how weaker suppliers or buyers deal with high-power partners in business relationships and the approaches of more powerful parties to asymmetrical relationship development. Additionally, the book presents the specific nature of power in international B2B relationships, including its connection to culture and conflict, as well as how to handle power in managing export performance within international B2B relationships. It is written for scholars and students who are interested in academic research concerning B2B marketing and B2B relationship marketing domains, specifically those who are interested in literature dealing with supply chain management, key account management, relationship portfolio management, distribution channel management and the network approach. Dariusz Siemieniako is Associate Professor at Bialystok University of Technology and Kozminski University, both in Poland. His research focuses on interorganisational relationships versus social issues and also on B2B marketing, including power issues and collaborative innovation development. He has published in quality journals including: Industrial Marketing Management, Journal of Business Research and Journal of Marketing Management. Dariusz serves as an associate editor or board member for several journals and, he is the founder and coordinator of the CID Group, an informal international network of researchers and journal editors. He was associated with Griffith University, Australia (2013– 2019), most recently as Adjunct Associate Professor. He has seven years of business practice working as a CEO, Board Member and Director of Business Development for several companies operating in international environment on B2B markets. Maciej Mitręga is a professor at the University of Economics in Katowice, where he serves as chair professor of the Discipline Board for Management Science and head of the Organizational Relationship Management Department. The majority of his work focuses on dynamic capabilities, but he also studies a wide range of topics in strategy and business-to-business areas. You can find his articles in periodicals such as the International Journal of Operations & Production Management, Long Range Planning Industrial Marketing Management, Journal of Business Research and International Marketing Review. In some of these journals Maciej serves as guest editor or board member. In 2010–2011, Maciej worked at Manchester Business School as a Marie Curie Research Fellow. Hannu Makkonen is Professor of Marketing at the School of Marketing and Communication at the University of Vaasa. His research interests lie in the areas of innovation management, innovation ecosystems, and value creation logics in industrial networks and relationships. His previous work has been published in e.g. Industrial Marketing Management, Technovation, Journal of Business Research, Marketing Theory, Journal of Service Management, Journal of Business & Industrial Marketing, Management Decision, Technology Analysis & Strategic Management, Journal of Business Market Management and Journal of Financial Services Marketing. Gregor Pfajfar is an associate professor in the field of international business at School of Economics and Business, University of Ljubljana. His main area of research focuses on distribution channel conflicts and relationships in B2B markets, international marketing strategies, export performance and collaborative consumption. As a visiting professor he gave lectures at internationally high-ranked universities in England, Canada, Russia, Poland, Lithuania, Estonia and Croatia. He was a project leader or a team member for several applied projects in the field of international business for selected international companies like P&G, IBM, BMW, Henkel, Gorenje, Elan, etc. His work was published in Industrial Marketing Management, International Marketing Review, Journal of Services Marketing, Journal of Business and Industrial marketing, European Journal of International Management, Journal of East European Management Studies among others. Routledge Focus on Business and Management The fields of business and management have grown exponentially as areas of research and education. This growth presents challenges for readers trying to keep up with the latest important insights. Routledge Focus on Business and Management presents small books on big topics and how they intersect with the world of business. Individually, each title in the series provides coverage of a key academic topic, whilst collectively, the series forms a comprehensive collection across the business disciplines. Pop-Up Retail The Evolution, Application and Future of Ephemeral Stores Ghalia Boustani Building Virtual Teams Trust, Culture, and Remote Work Catalina Dumitru Fostering Wisdom at Work Jeff M. Allen Artificial Intelligence, Business and Civilization Our Fate Made in Machines Andreas Kaplan Power in Business Relationships Dynamics, Strategies and Internationalisation Dariusz Siemieniako, Maciej Mitręga, Hannu Makkonen and Gregor Pfajfar For more information about this series, please visit: www.routledge.com/ Routledge-Focus-on-Business-and-Management/book-series/FBM Power in Business Relationships Dynamics, Strategies and Internationalisation Dariusz Siemieniako, Maciej Mitręga, Hannu Makkonen and Gregor Pfajfar The book has been reviewed by Assoc. Prof. Milena Ratajczak-Mrozek and Assoc. Prof. Marek Zieliński. First published 2023 by Routledge 4 Park Square, Milton Park, Abingdon, Oxon OX14 4RN and by Routledge 605 Third Avenue, New York, NY 10158 Routledge is an imprint of the Taylor & Francis Group, an informa business © 2023 Dariusz Siemieniako, Maciej Mitręga, Hannu Makkonen and Gregor Pfajfar The right of Dariusz Siemieniako, Maciej Mitręga, Hannu Makkonen and Gregor Pfajfar to be identified as authors of this work has been asserted in accordance with sections 77 and 78 of the Copyright, Designs and Patents Act 1988. All rights reserved. No part of this book may be reprinted or reproduced or utilised in any form or by any electronic, mechanical, or other means, now known or hereafter invented, including photocopying and recording, or in any information storage or retrieval system, without permission in writing from the publishers. Trademark notice: Product or corporate names may be trademarks or registered trademarks, and are used only for identification and explanation without intent to infringe. British Library Cataloguing-in-Publication Data A catalogue record for this book is available from the British Library Library of Congress Cataloging-in-Publication Data A catalog record for this book has been requested ISBN: 978-0-367-54992-3 (hbk) ISBN: 978-0-367-55979-3 (pbk) ISBN: 978-1-003-09593-4 (ebk) DOI: 10.4324/9781003095934 Typeset in Times New Roman by Apex CoVantage, LLC Contents Acknowledgements ix Introduction 1 1 Power as the cornerstone of business relationships 4 1.1 Multifaceted power as a key building block of business relationships 4 1.1.1 Introduction 4 1.1.2 Power and power sources in business relationships 4 1.1.3 Power as socially constructed phenomenon 5 1.1.4 Structural and behavioural power asymmetry 9 1.1.5 Summary 17 1.2 Power-related tactics in asymmetrical buyer-supplier relationships 17 1.2.1 Introduction 17 1.2.2 The risks posed to the weaker party by asymmetric power relations as a determinant of undertaking power-related tactics 18 1.2.3 Power-related tactics of weaker suppliers in asymmetrical relationships 19 1.2.4 Two-sided power-related tactics in buyer-supplier asymmetrical relationships 22 1.2.5 Summary 25 1.3 References 26 viii Contents 2 Relationship power dynamics as a focus of scientific research and an area for business practice implications 31 2.1 Advancing the study of power dynamics in business relationships: introducing a power dynamics canvas and narrative approach 31 2.1.1 Introduction 31 2.1.2 Conceptualising power dynamics in business relationships: a power dynamics canvas 31 2.1.3 Applying the narrative approach to the study of power dynamics in business relationships 34 2.1.4 Summary 39 2.2 Studying relationship power dynamics – example of buyer- supplier dyads in the manufacturing industry 39 2.2.1 Introduction 39 2.2.2 Multiple case study research method and research context 39 2.2.3 Research results 46 2.2.4 Summary 55 2.3 References 60 3 Power in international business relationships 65 3.1 The specific nature of power in international business relationships 65 3.1.1 Introduction 65 3.1.2 The role of power in international business relationships 65 3.1.3 Power in headquarters-subsidiary relationships 71 3.1.4 Summary 79 3.2 Culture and conflict as antecedents to power and their influence on export performance in international business relationships 80 3.2.1 Introduction 80 3.2.2 Culture and power in international business relationships 81 3.2.3 Conflict and power in international business relationships 84 3.2.4 Handling power for managing export performance in international business relationships 93 3.2.5 Summary 95 3.3 References 96 Conclusions and implications 104 Index 112 Acknowledgements The part of the research conducted by Maciej Mitręga was supported by National Science Centre Poland (PL – ‘Narodowe Centrum Nauki’): [Grant Number UMO2017/25/B/HS4/01669].
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