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,...