Business negotiations constitute a key element of supply chain interactions that can create additional value for both the buyer and supplier. However, negotiations can also render the parties vulnerable to deception. While a large body of knowledge on buyer-supplier relationships exists,...

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...

Buyer-supplier engagement leads to numerous opportunities for unexpected positive benefits to occur. How these events come about and are managed (i.e., what entities are responsible for the outcomes and how the benefits are shared) remains an under-investigated phenomenon in the supply chain...

Purchasing and supply management (PSM) research commonly covers multiple levels of theory and analysis. The theorizing and simultaneous testing of hypotheses across multiple levels is referred to as multilevel analysis (MLA) and is commonly performed using hierarchical linear modeling (HLM)....

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...

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...