Underlining micro socio-psychological mechanisms of buyer-supplier relationships

• Autor(a) principal: Carmeli, Abraham
• Data de Publicação: 2021
• Outros Autores: Zivan, Itzik, Gomes, Emanuel, Markman, Gideon D.
• Tipo de documento: Artigo
• Idioma: eng
• Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
• Texto Completo: http://hdl.handle.net/10362/119033
• topic: Buyer-supplier work relationships; Inter-organizational learning agility; Micro-foundations; Relationship commitment; Vertical relationships; Applied Psychology; Organizational Behavior and Human Resource Management

The nature and patterns of vertical work relationships between buyers and suppliers is a key subject of inquiry in organization and management research. However, the mechanisms conducive to transforming transaction-based relationships into commitment-based relationships remain elusive. Although commitment-based relationships can produce various outcomes, little is known about whether and how these work relationships build and facilitate inter-organizational capabilities and their performance implications. This article presents a theoretical model that clarifies the micro socio-psychological mechanisms by which buyers and suppliers can develop inter-organizational learning agility. By drawing on theoretical insights in the areas of social exchange, micro-foundations, positive work relationships, commitment, and dynamic capabilities, it suggests that three mechanisms - respectful engagement, rich and ongoing communication, and advice seeking and giving - can transition buyer-supplier relations from transactional ties to commitment-based ties. It is argued that relationship commitment is a key to building inter-organizational learning agility by enacting three mechanisms: psychological availability, generativity and reflective reframing. The discussion centers on the fundamentals for developing this stream of research.