Deceptive behavior in negotiations has been found to be widespread and to have harmful consequences. This study shifts the current research direction on deceptive negotiation behavior by adopting a target's perspective on deception and by using a configurational theorizing approach. Prior...

In buyer–supplier negotiations, both parties shape the relational and contractual dimensions of their collaboration. Being able to influence the other party during negotiations is therefore vital to improve performance outcomes. This research takes a configurational approach to investigate how...

Much of the previous research on the ‘purchasing practice–performance link' rests on the notion of “net effects,” which assumes that specific practices independently of each other impact outcomes. This study challenges this core tenet by adopting a neo-configurational perspective,...

This research examines buyer–supplier relationship resilience associated with a psychological contract breach by the buying organization. Our study covers the span of buyer-induced negative events from pre-breach to post-repair. Specifically, we investigate the role of the nature of the...

Purchasing operates in an environment that frequently provides incentives for deception. Using self-concept maintenance theory and social learning theory, this article compares two distinct manifestations of deception in buyer–supplier negotiations: lying and bluffing. Scenario-based...

This paper conceptualizes digital procurement readiness as a dyadic construct and introduces the supply chain practice view (SCPV) as a theoretical lens that can help guide future research on digital procurement. We build on a literature review and on dyadic, explanatory case studies to provide...

This research investigates purchasing managers' responses to adverse supply chain events. We build on attribution theory to examine how individual-level factors — managerial personality traits, cognitive modes, and attribution of supplier responsibility — combine with firm-level factors —...

The concept of behavioral supply management has attracted substantial research attention since its introduction about a decade ago. Nevertheless, it is still in a developmental stage, and the supply management field represents a unique and fertile ground for more behavioral research. In this...

Numerous phenomena in supply chain management (SCM) involve more than one level of theory and analysis, such as individuals within groups, groups within organizations, and organizations in the supply chain. Furthermore, multilevel analysis has made the simultaneous testing of hypotheses at...