Rights statement: This is the green version of this article. This article has been accepted for publication in the Industrial Marketing Management. For future citations and reference, the reader must consult the original version of this manuscript available on Science Direct as of April 1st, 2015. The full reference of this article is: Rindt, J., & Mouzas, S. (2015, in press). Exercising power in asymmetric relationships: The use of private rules, Industrial Marketing Management (in press). doi:10.1016/j.indmarman.2015.03.018
Accepted author manuscript, 919 KB, PDF document
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Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
}
TY - JOUR
T1 - Exercising power in asymmetric relationships
T2 - the use of private rules
AU - Rindt, Jekaterina
AU - Mouzas, Stefanos
N1 - This is the green version of this article. This article has been accepted for publication in the Industrial Marketing Management. For future citations and reference, the reader must consult the original version of this manuscript available on Science Direct as of April 1st, 2015. The full reference of this article is: Rindt, J., & Mouzas, S. (2015, in press). Exercising power in asymmetric relationships: The use of private rules, Industrial Marketing Management. doi:10.1016/j.indmarman.2015.03.018
PY - 2015/7
Y1 - 2015/7
N2 - This study investigates the use of private rules in exercising power in asymmetric business relationships. In asymmetric business relationships, the stronger party is likely to be able to dominate and exercise power over the conclusion of contracts and, thereby determine the processes and outcomes of the relationship. The study demonstrates how companies exercise their power in asymmetric relationships through private rules. Private rules are typically expressed in the General Terms and Conditions of Trade (GTCT) of the more powerful actor in a business relationship and are continually adapted to changing business and market requirements. Drawing on an empirical investigation in the German grocery retail business conducted in the years between 2011 and 2013, the present study demonstrates that power is exercised by the stronger parties through intervention-enforcement-sanctioning practices that are codified in private rules. Private rules frame, standardize and legitimize the terms and conditions under which exchanges among counterparts may take place thus institutionalizing the inherent power asymmetry.
AB - This study investigates the use of private rules in exercising power in asymmetric business relationships. In asymmetric business relationships, the stronger party is likely to be able to dominate and exercise power over the conclusion of contracts and, thereby determine the processes and outcomes of the relationship. The study demonstrates how companies exercise their power in asymmetric relationships through private rules. Private rules are typically expressed in the General Terms and Conditions of Trade (GTCT) of the more powerful actor in a business relationship and are continually adapted to changing business and market requirements. Drawing on an empirical investigation in the German grocery retail business conducted in the years between 2011 and 2013, the present study demonstrates that power is exercised by the stronger parties through intervention-enforcement-sanctioning practices that are codified in private rules. Private rules frame, standardize and legitimize the terms and conditions under which exchanges among counterparts may take place thus institutionalizing the inherent power asymmetry.
KW - Power
KW - Asymmetry
KW - Risk
KW - Relationship
KW - Rules
U2 - 10.1016/j.indmarman.2015.03.018
DO - 10.1016/j.indmarman.2015.03.018
M3 - Journal article
VL - 48
SP - 202
EP - 213
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
ER -