跨文化买家-供应商关系中的冲突与合同使用:文化背景的作用

IF 4.8 3区 管理学 Q1 ENGINEERING, MANUFACTURING
J. Roehrich, Mehrnoush Sarafan, Brian Squire, Benn Lawson, Meriem Bouazzaoui
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引用次数: 0

摘要

冲突在全球供应链中很常见,尤其是在买方和供方跨越不同文化的情况下。在这种情况下,正式合同发挥着重要作用,它提供了一种共同语言,明确规定了双方的角色、责任和义务。然而,合同的重要性、使用和解释受制于相关双方的文化规范。我们采用了多种方法的研究设计,以了解文化背景如何影响供应商如何解释和应对买方公司在冲突事件中采用的不同合同功能(控制与协调)。研究 1 涉及对三家印度供应商与其来自中国、德国和美国的六家国际买家之间冲突的多个深入案例研究。我们的研究结果凸显了合同控制或协调的使用是如何因供应商的文化背景而产生不同解释的。特别是,合同功能的使用与供应商在文化上的期望不匹配,会导致强烈的负面情绪并破坏双方的关系。在研究 2 中,我们通过对德国和中国经理人进行情景实验,提出并验证了一系列假设。我们发现假设的条件效应得到了支持,表明对于来自高语境文化的供应商来说,买方使用合同控制来解决冲突对关系承诺(通过愤怒情绪)有显著的负面间接影响。最后,我们讨论了在跨文化供应链关系中使用合同管理冲突的意义。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
Conflict and Contract Use in Cross-Cultural Buyer–Supplier Relationships: The Role of Cultural Context
Conflict is common within global supply chains, especially where the buyer and supplier span different cultures. In such settings, formal contracts assume an important role in providing a common language that specifies each party's roles, responsibilities, and liabilities. However, the primacy, use, and interpretation of contracts is subject to the cultural norms of the two parties involved. We adopt a multi-method research design to understand how cultural context affects how suppliers interpret and respond to different contract functions (control vs. coordination) adopted by a buyer firm during conflict episodes. Study 1 involves multiple, in-depth case studies of conflict between three Indian suppliers and six of their international buyers from China, Germany, and the United States. Our findings highlight how the use of contractual control or coordination is interpreted differently depending on the supplier's cultural context. In particular, a mismatch in contract function use and the supplier's culturally derived expectations can lead to strong negative emotions and damage to the relationship. In Study 2, we propose and test a set of hypotheses via a scenario-based experiment of German and Chinese managers. We find support for our hypothesized conditional effects, showing that for suppliers from high-context cultures, the buyer's use of contractual control to address conflict has a significant negative, indirect effect on relationship commitment (via the emotion of anger). We conclude with a discussion of the implications of using contracts to manage conflict in cross-cultural supply chain relationships.
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来源期刊
Production and Operations Management
Production and Operations Management 管理科学-工程:制造
CiteScore
7.50
自引率
16.00%
发文量
278
审稿时长
24 months
期刊介绍: The mission of Production and Operations Management is to serve as the flagship research journal in operations management in manufacturing and services. The journal publishes scientific research into the problems, interest, and concerns of managers who manage product and process design, operations, and supply chains. It covers all topics in product and process design, operations, and supply chain management and welcomes papers using any research paradigm.
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