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The impact of collaboration scope on inter-organizational controls and boundary spanners’ relational skills.

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Date
2017
Dewey
Gestion des ventes
Sujet
relationships; Inter-organizational management control systems; Quality; Performance
JEL code
L.L1.L14; M.M2.M21
Conference name
2017 Strategic Management Society (SMS) Special Conference
Conference date
12-2017
Conference city
Alajuela
Conference country
Costa Rica
Year
2017
URI
https://basepub.dauphine.fr/handle/123456789/18725
Collections
  • DRM : Publications
Metadata
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Author
Donada, Carole
117605 ESSEC Business School
Mothe, Caroline
432899 Institut de Recherche en Gestion et en Economie [IREGE]
Nogatchewsky, Gwenaëlle
1032 Dauphine Recherches en Management [DRM]
de Campos Ribeiro, Gisèle
117605 ESSEC Business School
Type
Communication / Conférence
Abstract (EN)
The current research analyses the effect of inter-organizational management controls on boundary spanners’ relational skills and firm performance, according to the scope (breadth or depth) of buyer–supplier relationships. Drawing on survey data from 232 buyer and supplierfirms engaged in bilateral collaborations for R&D, production, logistics, marketing/distribution or after-sales, this research confirms the need to account for collaboration characteristics. In deeper collaborations, relational skills are critical, and management controls have a negative moderating effect. In broad collaborations, the situation is reversed, and the use of management controls can compensate for a lesser influence of relational skills.

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