Abstract

Boundary-spanning individuals (BSIs) play a critical role in supply chain management, especially in small and medium sized enterprises (SMEs) where interactions with buyers and suppliers can depend heavily on just a few individuals. This study, utilizing data from Korean manufacturing-sector SMEs, explores whether cooperative social value orientations of SMEs’ BSIs influence the effects of collaborative buyer-supplier initiatives. The results suggested that the performance implication of decision-sharing initiative increases when BSIs have a high level of cooperative social value orientation. However, it also negatively moderates the relationship between risk/benefit sharing (involving financial losses or gains) and performance suggesting possible negative side-effects. However, we found that such orientation also negatively moderates the relationship between risk/benefit sharing (involving direct financial losses or gains) and relationship performance suggesting possible negative side-effects.

Publication Type:	Article
Additional Information:	This is the peer reviewed version of the following article: Son, B.G., Ha, B. & Lee, T. (2016). Small and Medium sized Enterprises’ Collaborative Buyer-Supplier Relationships: Boundary Spanning Individual Perspectives, which has been accepted for publication in Journal of Small Business Management (http://onlinelibrary.wiley.com/journal/10.1111/(ISSN)1540-627X). This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Self-Archiving.
Subjects:	H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Departments:	Bayes Business School > Management

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