Have a personal or library account? Click to login

The influence of negotiation approaches on supplier relationship management in Zimbabwe's fast-food industry

Open Access
|Dec 2024

References

  1. Alafi, K. 2014. The effect of purchasing strategies on manufacturing performance: the case of qualifying industrial zones in Jordan. Journal of Contemporary Research in Business, 6(2):337-361.
  2. Albin, C. 2019. Negotiating Complex Conflicts. Global Policy. Volume 10. Issue Supplement 2.
  3. Amanatullah, E. T., Morris, M. W. & Curhan, J. R. 2008. Negotiators who give too much: Unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining. Journal of Personality and Social Psychology, 95(3):723-738.
  4. Bandura, A. 1986. Social foundations of thought and action. A social cognitive theory. Prentice-Hall, Englewood Cliffs, NJ.
  5. Barthelmess, P. Y., Enzmann, P., Settelen, M. & Scharmeli, N. 2018. Navigating ambiguity: distributive and integrative negotiation tactics in China. Central European Business Review, 7(2):21-43.
  6. Bartlett, M. S. 1954. A note on the multiplying factors for various chi square approximations. Journal of Royal Statistical Society, 16 (Series B), 296-298.
  7. Bazerman, M. H. & Moore, D. A. 2008. Judgement in managerial decision making.
  8. Bottom, W. P., Holloway, J., Miller, G. J., Mislin, A. & Whiteford, A. 2006. Building pathway to cooperation: negotiation and social exchange between principal and agent. Administrative Quarterly Review, 51:29-58.
  9. Brouthers, K. D. & Hennart, J. F. 2007. Boundaries of the firm: insights from the international entry mode research. Journal of Management, 33(3):395-425.
  10. Burgess, S. M., & Steenkamp, J. -B. E. M. 2006. Marketing renaissance: How research in emerging markets advances marketing science and practice. International Journal of Research in Marketing, 23(4), 337–356
  11. Cai, S., Yang, Z. & Hu, Z. 2009. Exploring the governance mechanisms of quasi-integration in buyer-supplier relationships. Journal of Business Research, 62(6):660-666.
  12. Caniels, M. C. J. & Gelderman, C. J. 2005. Purchasing strategies in the Kraljic matrix-A power and dependence perspective. Journal of Purchasing and Supply Management, 11:141-155.
  13. Cannon, J. P. & Prreault, W. D. 1999. Buyer-seller relationships in business markets. Journal of Marketing Research, 36:430-460.
  14. Chen, I. J. & Paulraj, A. 2004. Towards a theory of supply chain management: the constructs and measurements. Journal of Operations Management, 22:119-150.
  15. Chopra, S., Meindl, D. & Kalra, D. V. 2018. Supply Chain Management. Strategy, Planning, and Operation. 6th edition. Pearson India Education services Pvt Ltd.
  16. Claro, D. P., Zylbersztajn, D. & Omta, O. S. W. F. 2004. Impact on network information on long term buyer-relationships in the Dutch potted plant and flower industry. Chin and network science. Manuscript submitted for publication.
  17. Comrey, L. A. & Lee, H. B. 1992. A first course of factor analysis. 3rd edition. New York, NY. Continuum International Publishing Group.
  18. Cordon, C. & Vollmann, T. 2008. The power of two: how smart companies create win-win customer-supplier partnerships that outperform the competition. Palgrave Macmillan.
  19. Costello, A. B. & Osborne, J. W. 2005. Best practices in exploratory factor analysis: four recommendations for getting the most from your analysis. Practical Assessment Research & Evaluation, 10(7):1-9.
  20. De Dreu, C. K., Weingart, L. R. & Known, S. 2000. Influence of social motives on integrative negotiation: a meta-analytic review and test of two theories. Journal of Personality and Social Psychology, 78(5):889.
  21. Evanschitzky, H., Iyer, G. R., Plassmann, H., Niessing, J. & Meffert, H. 2016. The relative strength of affective commitment in securing loyalty in service relationships. Journal of Business Research, 59(12):1207-1213.
  22. Fabrigar, L., Wegener, D., MacCallum, R. & Strahan, E. 1999. Evaluating the use of exploratory factor analysis in psychological research. Psychological Methods, 4(3), 272- 299.
  23. Falcao, P. F. 2013. Todos podemos negociar bem! Conceitos, estrategias e exmplos praticas de gestores de sucesso. Top books.
  24. Fleming, D. E. & Howes, J. M. 2017. The negotiation scoreboard: a planning tool in business and industrial marketing. Journal of Business and Industrial Marketing, 32(4):519-524.
  25. Ghijsen, P. W. T., Semeijin, J. & Ernston, S. 2009. Supplier satisfaction and commitment: the role of influence strategies and supplier development. Journal of Purchasing & Supply Management, 16:17-26.
  26. Grant D. B. 2005. The Transaction - Relationship Dichotomy in Logistics and Supply Chain Management, Supply Chain Forum: An International Journal, 6:2, 38-48, DOI: 10.1080/16258312.2005.11517146
  27. Gyampah, K. A., Boakye, K. G., Adaku, E. & Famiyeh, S. 2019. Supplier relationship management and firm performance in developing economies: A moderated mediation analysis of flexibility capability and ownership structure. International Journal of Production Economics, 208:160-170. https://doi.org/10.1016/j.ijpe.2018.11.021.
  28. Hair, J. F., Black, W. C., Babin, J. B. & Anderson, R. E. 2014. Multivariate Data Analysis. 7th ed. Essex, England: Pearson.
  29. Heide, J. & Miner, A. 1992. The shadow of the future: Effects of anticipated interaction and frequency of contact in buyer-seller cooperation. Academy of Management Journal, 35(2):265-291.
  30. Henderson J. E. & Cool K. O. 2010. Experience and Learning in Wine Supply Chain Negotiations, Supply Chain Forum: An International Journal, 11:1, 42-55, DOI: 10.1080/16258312.2010.11517224
  31. Hoejmose, S. U., Grosvold, J. & Millington, A. 2013. Socially responsible supply chains: power asymmetries and joint dependence. Supply Chain management: An International Journal, 18(3):277-291.
  32. Hsiao, C., Shen, G. C. & Chao, P. 2015. How does brand misconduct affect the brand-consumer relationship? Journal of Business Research, 68(4):862-866.
  33. Huttinger, l., Shiele, H. & Schroer, D. 2014. Exploring the anticedents of preferential customer treatment by suppliers: a mixed method approach. Supply Chain Management, 44(1):697-721.
  34. Kaiser, H. F. 1974. An index of factoral simplicity. Psychometrika, 39(1):31-36.
  35. Kimes, S. E. 2008. The role of technology in restaurant revenue management. Cornell hospitality quarterly, 49(3):297-309.
  36. Kraljic, P. 1983. Purchasing must become supply management. Harvard Business Review, 61(5):109-117.
  37. Krause, D. R., Terpend, R. & Peterson, K. J. 2006. Bargaining stances and outcomes in buyer-seller negotiations: experimental results. Journal of Supply Chain Management, 42(3):4-15.
  38. Kumar, N., Hibbard, J. D. & Stern, L. W. 1994. The nature and consequences of marketing channel intermediary commitment. Marketing Science Institute, 94-115.
  39. Lambert, D. M. & Schwietrman, M. A. 2012. Supplier relationship management as a macro business process. Supply chain management: An International Journal, 7(3):337-352.
  40. Leenders, M. R. & Blenkhorn, D. L. 1988. Reverse marketing: The new buyer-supplier relationship. London. Free Press.
  41. Leenders, M., Johhnson, F., Flynn, A. & Fearson, H. 2006. Purchasing and supply management: with 50 supply chain cases. McGraw-Hill: Singapore.
  42. Lewicki, R. J., Saunders, D. M. & Barry, E, 2011. Essentials of Negotiation, 5th edition. Boston: McGraw-Hill International.
  43. Lewicki, R. J., Saunders, D. M. & Barry, E, 2015. Negotiation, Boston: McGraw-Hill Education.
  44. Liu, Y., Luo, Y. D. & Liu, T. 2009. Governing buyer-seller relationships through transactional and relational mechanisms: evidence from China. Journal of Operations Management, 27(4):294-309.
  45. Luo, Y., Liu, Y., Yang, Q., Maksimov, Y. & Hou, S. 2015. Improving performance and reducing cost in buyer-supplier relationships: The role of justice in curtailing opportunism. Journal of Business Research, 68(3):607-615.
  46. Lysons, K. & Farrington, B. 2016. Procurement and supply chain management. 9th edition. Pearson Education ltd, London.
  47. Mohanty, M. K. & Gahan, P, 2012. Buyer-supplier relationship in manufacturing industry-findings from Indian manufacturing sector. Business Intelligence Journal, 5(2):319-333.
  48. Moorman, C., Deshpande, R. & Zaltan, G. 1993. Factors affecting trust in market research relationships. Journal of Marketing Research, 57:81-101.
  49. Mukucha, P. & Chari, F. 2022. Supply chain resilience: the role of supplier development in the form of contract farming in fast-food outlets in
  50. Zimbabwe. Continuity & Resilience Review, 4(3):280-299. https://doi.org/10.1108/CRR-03-2022-0006.
  51. Mukucha, P. & Jaravaza, D. C. 2021. Global fast foods Brands: The role of consumer ethnocentrism in frontier markets. Journal of Industrial Distribution & Business, 12(6):7-21. doi:http://dx.doi.org/10.13106/jidb.2021.vol12.no6.7.
  52. Mukucha, P. 2022. An evaluation of the operational efficiency of pizza restaurants in Zimbabwe. Southern Africa Journal of Science and Technology, 5(ii). https://dx.doi.org/10.4314/sajest.v5i2.39827.
  53. Mukucha, P., Rootman C. & Mazibuko, N. E. 2019. Service encounter experience antecedents and outcomes in the Zimbabwean restaurant industry. Journal of Contemporary Management, 16(2):513-537.
  54. Ng, E. 2012. An empirical study on the success factors of supplier-distributor relationships. Contemporary Management Research, 8(2):161-180.
  55. O’Brien, J. 2013. Negotiation for purchasing professionals. London: Kogan page Limited.
  56. Oduro, S., Nyarku, K.M. & Gbadeyan, R.A. 2020. Supplier relationship management and organizational performance of hospitals in an emerging economy context: A comparative study. Journal of Modelling in Management, 15(4):1451-1478. https://doi.org/10.1108/JM2-03-2019-0072.
  57. Olga, W. 2003. Capturing value creation in business relationships: A customer perspective. Industrial Marketing Management, 32(8):677-693.
  58. Park J., Rahman H. A., Suh J. & Hussin H. 2019. A Study of Integrative Bargaining Model with Argumentation-Based Negotiation. Sustainability. 11, 6832; doi:10.3390/su11236832
  59. Pruitt, D. G. & Cornevale, P. J. 1993. Negotiation in social conflict. Thomson Brooks/Cole.
  60. Pruitt, D. G. 1981. Negotiation behaviour. Volume, 47. Academic Press. New York.
  61. Public Procurement and Disposal of Public Assets Act [Chapter 4:23].
  62. Sarmento, R. & Costa, V. 2017. Comparative approaches to using R and Python for statistical data analysis. Information Science Reference. http://doi.org/10.4018/978-1-68318-016-6.
  63. Saunders, M., Lewis, P. & Thornhill, A. 2016. Research Methods for Business Students. 7th edition. Pearson Education Limited, Essex: England.
  64. Schiele, H., Calvi, R. & Gibbert, M. 2012. Customer attractiveness, supplier satisfaction, and preferred customer status: introductions, definitions and an overarching framework. Industrial Marketing Management, 41(8):1178-1185.
  65. Schiele, H., Scott, E. C., Essig, M., Henke, J. & Knull, T. 2015. Managing supplier satisfaction: Social capital and resource dependence frameworks. Australasian Marketing Journal, 23(2):132-138.
  66. Sebenius, J. K. & Sebenius, J. K. 1986. The manager as negotiator: Bargain for cooperative and competitive gain. Free Press, New York.
  67. Simchi-Levi, D., Kaminski, P. & Simchi-Levi, E. 2009. Designing and managing the supply chain: Concepts, Strategies and Case studies. 3rd edition. McGraw-Hill/Irwin
  68. Tabachnick, B. C. & Fidell, L. S. 2012. Multivariate Statistics. 6th edition. Boston: Allyn & Bacon.
  69. Thibaut, J. W. & Kelly, H. H. 1959. The social psychology of groups. NY: John Wiley & Sons.
  70. Thomas, S. P. 2013. Competitive vs collaborative: Exploring the negotiation strategy impact on relational outcomes in on-going buyer-supplier relationships-Electronic Theses Dissertations. Paper 59.
  71. Thomas, S. P., Thomas, R. W., Manrodt, K. B. & Rutner, S. M. 2013. An experimental test of negotiation strategy effects of knowledge sharing intentions in buyer-supplier relationships. Journal of Supply Chain Management, 49(2):96-113.
  72. Vos, F., Schiele, H. & Huttinger, L. 2016. Supplier satisfaction: Explanation and out-of-sample prediction for direct and indirect procurement. Journal of Business Research, 1-45.
  73. Wagner, S. M., Coley, L. S. & Lindermann, E. 2011. Effects of suppliers’ reputation on the future of buyer-supplier relationships: the mediating roles of outcome fairness and trust. Journal of Supply Chain Management, 47(2):29-48.
  74. Wang, Y., Wang, N., Jiang, L., Yang, Z. & Cui, V. 2016. Managing relationships with power advantage buyers: the role of supplier initiated bonding tactics in the long-term buyer-supplier collaborations. Journal of Business Research, 69(12):5587-5596.
  75. Watkins, M. W. 2018. Exploratory factor analysis: A guide to best practice. Journal of Black Psychology, 44(3):219-246.
  76. Wilson, K. S., Matta, F. K., Conlon, D. E., DeRue, D. S. & Howe, M. 2016. Personality similarity in negotiations: Testing the dyadic effects of similarity in interpersonal traits and the use of emotional displays on negotiation outcomes. Journal of Applied Psychology, 101(10):1405-1421.
  77. Wong, C. W., Lai, K. H., Lun, Y. & Cheng, T. C. E. 2012. A study on the antecedents of supplier commitment in support of logistics operations. International Journal of Shipping and Transport Logistics, 4(1):5-16.
  78. Zikmund, W. G. & Babin, B. J. 2007. Essentials of Marketing Research.3rd edition. South-Western Cengage learning.
Language: English
Page range: 10 - 24
Submitted on: Feb 2, 2024
Published on: Dec 6, 2024
Published by: Sciendo
In partnership with: Paradigm Publishing Services
Publication frequency: 1 times per year

© 2024 Paul Mukucha, Felix Chari, Divaries Cosmas Jaravaza, Victor Shumba, published by Sciendo
This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.