Boundary spanner relational behavior and inter-organizational control in supply chain relationships

Henri Dekker, Carole Donada, Gwenaelle Nogatchewsky, Caroline Mothe

Research output: Contribution to JournalArticleAcademicpeer-review

Abstract

Boundary spanner relational behavior is considered critical in the successful management of buyer–supplier relationships and may help avoiding high costs of more formal inter-organizational controls. Yet, the influence of partners' boundary spanners on effective supply chain collaboration has had much less inquiry than the influence of broader inter-organizational controls. We use survey data of 200 buyer–supplier relationships to examine how these individual and organizational control mechanisms influence the performance effects of interfirm collaborations that vary in scope of activities undertaken. Findings show that collaboration scope as well as boundary spanner relational behavior and inter-organizational controls are positively associated with performance. The effect of collaboration scope on firm performance, however, also depends on both mechanisms but in opposite directions: while its influence on performance is enhanced by inter-organizational controls, relational behavior of partners' boundary spanners has a negative moderating effect, indicating that such behavior contributes more to the effective management of collaborations of narrow scope than those of broader scope.
LanguageEnglish
Pages143-154
JournalIndustrial Marketing Management
Volume77
DOIs
Publication statusPublished - 2019

Fingerprint

Supply chain relationships
Inter-organisational control
Relational behaviors
Boundary spanners
Buyer-supplier relationships
Control mechanism
Moderating effect
Organizational control
Survey data
Costs
Supply chain collaboration
Inter-firm collaboration
Firm performance

Keywords

  • Buyer–supplier relations
  • Boundary spanners
  • Relational behavior
  • Inter-organizational control
  • Collaboration scope
  • Firm performance

Cite this

Dekker, Henri ; Donada, Carole ; Nogatchewsky, Gwenaelle ; Mothe, Caroline. / Boundary spanner relational behavior and inter-organizational control in supply chain relationships. In: Industrial Marketing Management. 2019 ; Vol. 77. pp. 143-154.
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Boundary spanner relational behavior and inter-organizational control in supply chain relationships. / Dekker, Henri; Donada, Carole; Nogatchewsky, Gwenaelle; Mothe, Caroline.

In: Industrial Marketing Management, Vol. 77, 2019, p. 143-154.

Research output: Contribution to JournalArticleAcademicpeer-review

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