Market power and relational conflicts in Russian retailing

Вадим Радаев

38 citations0/0 files storedJournal of Business and Industrial Marketing

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Supply Chain and Inventory Management Quality and Supply Management Consumer Market Behavior and Pricing

Abstract

Purpose The purpose of this paper is to examine new rules of exchange in retailer‐supplier relationships imposed by the retail chains, to analyse factors facilitating this institutional change and to reveal the links between channel power and relational conflicts. Design/methodology/approach Survey data were collected from 500 managers of retail chains and their suppliers in five Russian cities. The sample includes firms of different sizes that sell food and home electronic appliances. After the diffusion of new contract arrangements is examined, logistic regression models are constructed to evaluate major sources of relational conflicts. Findings The findings indicate that power‐advantaged firms disseminate new rules of exchange effectively. However, relational conflicts largely originate not from these new demands but from the frequent contract infringements by both exchange parties. Research limitations/implications The study is confined to two sectors of retail trade in one country. Further research is required to determine the effects on channel relationships of the financial crisis and of the adoption of restrictive federal legislation. Practical implications Practitioners should recognise the need to provide socio‐political legitimacy for the new rules of exchange. Otherwise, they may face relational conflicts and provoke restrictive state regulations. Public officials should know that relational conflicts may originate largely from opportunistic behaviour by exchange parties rather than from abuse of market power. Originality/value This paper presents the first systematic quantitative study of retailer‐supplier relationships in Russia. It investigates institutional change and relational conflicts as perceived by both exchange parties.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 38 citations exist upstream.

References

2004The iron cage revisited institutional isomorphism and collective rationality in organizational fields 1962Power-Dependence Relations 2018The Organization of Buyer-Driven Global Commodity Chains: How US Retailers Shape Overseas Production Networks 1999Buyer-Seller Relationships in Business Markets 1978Power, Equity and Commitment in Exchange Networks 2001The Architecture of Markets 1996Interdependency, Contracting, and Relational Behavior in Marketing Channels 1984The Theory of Power and Conflict in Channels of Distribution

Cited by

2018No manager is an island: culture in sensemaking of business networking 2017Role of power in supply chain performance: evidence from agribusiness SMEs in Uganda 2016Modern food retailing buying behaviour in Africa: the case of Tanzania 2015B2B and internal relationships and curative international marketing: A polish case study 2019Power advantage: antecedents and consequences in supplier–retailer relationships

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.