Cited by 1,018Quality and Supply ManagementCustomer Service Quality and LoyaltyOutsourcing and Supply Chain Management

The DOI matches its Crossref record; 148 of the 156 references it cites were found in a registry or an index, and 2 are not checked yet.

The dark side of buyer–supplier relationships: A social capital perspective⋆

Villena, Verónica H., Revilla, Elena, Choi, Thomas Y.·2011·Journal of Operations Management

DOI 10.1016/j.jom.2010.09.001

Open this paper in CoChat — free account

Abstract

The literature on supply chain management (SCM) has consistently promoted the “bright side” of collaborative buyer–supplier relationships (BSRs). Based on the social capital argument, SCM scholars have investigated how a buyer can gain access to and leverage resources through its collaborative BSRs. Our study extends this research stream by considering the “dark side” of social capital in BSRs. It evaluates how social capital in its cognitive, relational, and structural forms contributes to or impedes value creation within BSRs. Both primary survey measures and secondary objective measures have been used in data analysis. The results show the presence of both the bright side, confirming the existing literature, and the dark side, extending the literature. There is an inverted curvilinear relationship between social capital and performance: Either too little or too much social capital can hurt performance. This study confirms that building social capital in a collaborative BSR positively affects buyer performance, but that if taken to an extreme it can reduce the buyer's ability to be objective and make effective decisions as well as increase the supplier's opportunistic behavior. Our study also examines how a buyer can delay the emergence of the dark side. It opens up new research avenues in the collaborative BSR context and suggests directions for future research and practice.

Integrity signals

Registry

Crossref · 10.1016/j.jom.2010.09.001

Cites

148 of 150 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

This paper’s full text isn’t openly available, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives
Hu, L., & Bentler, P. M. (1999) · Structural Equation Modeling A Multidisciplinary Journal · doi:10.1080/10705519909540118 · Cited by 108,788
Common method biases in behavioral research: A critical review of the literature and recommended remedies
Podsakoff, P. M., MacKenzie, S. B., Lee, J.-Y., & Podsakoff, N. P. (2003) · Journal of Applied Psychology · doi:10.1037/0021-9010.88.5.879 · Cited by 82,194
Structural equation modeling in practice: A review and recommended two-step approach
Anderson, J. C., & Gerbing, D. W. (1988) · Psychological Bulletin · doi:10.1037/0033-2909.103.3.411 · Cited by 41,941
Multiple regression: testing and interpreting interactions
(1992) · Choice Reviews Online · doi:10.5860/choice.29-3352 · Cited by 36,647
Economic Action and Social Structure: The Problem of Embeddedness
Granovetter, M. (1985) · American Journal of Sociology · doi:10.1086/228311 · Cited by 28,745
Social Capital in the Creation of Human Capital
Coleman, J. S. (1988) · American Journal of Sociology · doi:10.1086/228943 · Cited by 26,975
Exploration and Exploitation in Organizational Learning
March, J. G. (1991) · Organization Science · doi:10.1287/orsc.2.1.71 · Cited by 21,942
Social Capital in the Creation of Human Capital
Coleman, J. S. (2000) · Elsevier eBooks · doi:10.1016/b978-0-7506-7222-1.50005-2 · Cited by 21,751
Culture's Consequences: Comparing Values, Behaviors, Institutions, and Organizations Across NationsCulture's Consequences: Comparing Values, Behaviors, Institutions, and Organizations Across Nations (Second Edition), by HofstedeGeert. Thousand Oaks, CA: Sage, 2001
Bhagat, R. S., & Hofstede, G. (2002) · Academy of Management Review · doi:10.5465/amr.2002.7389951 · Cited by 21,688
Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences
Cohen, P., Cohen, P., West, S. G., & Aiken, L. S. (2014) · Psychology Press eBooks · doi:10.4324/9781410606266 · Cited by 20,870

Show all 156 references

Research works printed but not linked: 13

Burt R.S., 2010, Neighbor Networks
10.2307/259291 · DOI
10.2307/259056 · DOI
Dyer J.H., 2003, Creating and managing a high‐performance knowledge‐sharing network: The Toyota case, Strategic Management Journal, 21, 345, 10.1002/(sici)1097-0266(200003)21:3<345::aid-smj96>3.0.co;2-n · DOI
10.1002/(sici)1097-0266(200003)21:3<203::aid-smj102>3.0.co;2-k · DOI
Hofstede G., 2001, Culture's Consequences: Comparing Values, Behaviors, Institutions, and Organizations Across Nations
Janis I.L., 1982, Groupthinking: Psychological Studies of Policy Decisions and Fiascos
10.1002/(sici)1097-0266(200003)21:3<217::aid-smj95>3.0.co;2-y · DOI
Lambert D.M, 1990, Measuring nonresponse bias in customer service mail surveys, Journal of Business Logistics, 11, 5
10.1142/9789812798060 · DOI
Nunnally J., 1978, Psychometric Theory
10.1002/(sici)1097-0266(200003)21:3<369::aid-smj93>3.0.co;2-m · DOI
Thompson J.D., 1967, Organizations in Action

Sorted by citations

Items 301–400 of 1,000

Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship
Wei, S., & Sheng, S. (2022) · Industrial Marketing Management · doi:10.1016/j.indmarman.2022.11.013 · Cited by 32
Integrating the Dark Side of Competition into Explanations of Business Failures: Evidence from a Developing Economy
Amankwah‐Amoah, J., Antwi‐Agyei, I., & Zhang, H. (2017) · European Management Review · doi:10.1111/emre.12131 · Cited by 34
“In spite of a growing body of research on this bright side of inter-firm relationships, limited attention has been paid to the effects of dark side of inter-firm relationships and how they unfold (Anderson and Jap 2005; Reuber and Fischer 2010; Villena et al. 2011).”
Background
Relationship quality and supplier performance in food supply chains
Lees, N. J., Nuthall, P. L., & Wilson, M. M. J. (2020) · The International Food and Agribusiness Management Review · doi:10.22434/ifamr2019.0178 · Cited by 30
The roles of supply network centralities in firm performance and the moderating effects of reputation and export-orientation
Lau, A. K. W., Kajikawa, Y., & Sharif, N. (2019) · Production Planning & Control · doi:10.1080/09537287.2019.1700569 · Cited by 30
The two sides of cooperation in export relationships: When more is not better
Obadia, C., & Robson, M. J. (2021) · Journal of International Business Studies · doi:10.1057/s41267-021-00420-7 · Cited by 30
The Impact of Bribery Relationships on Firm Growth in Transition Economies
Jung, H. J., & Lee, S. (2022) · Organization Science · doi:10.1287/orsc.2022.1575 · Cited by 32
Inter-firm knowledge transfer in R&D project networks: A multiple case study
Majuri, M. (2022) · Technovation · doi:10.1016/j.technovation.2022.102475 · Cited by 28
How boundary spanners'guanximatters: managing supply chain dependence in China
Shou, Z., Gong, Y., & Zhang, Q. (2022) · International Journal of Operations & Production Management · doi:10.1108/ijopm-08-2021-0492 · Cited by 31
Supply chain network structures and firm financial performance: the moderating role of international relations
Luo, P., Ngai, E. W. T., & Cheng, T. C. E. (2023) · International Journal of Operations & Production Management · doi:10.1108/ijopm-07-2022-0434 · Cited by 29
Sourcing complexity in the Chinese manufacturing sector: An assessment of intangible factors and contractual relationship strategies
Subramanian, N., Rahman, S., & Abdulrahman, M. D.-A. (2015) · International Journal of Production Economics · doi:10.1016/j.ijpe.2015.03.012 · Cited by 29
Project Complexity and Bonding Social Capital in Network Organizations
Moore, C. B., Payne, G. T., Autry, C. W., & Griffis, S. E. (2016) · Group & Organization Management · doi:10.1177/1059601116650556 · Cited by 29
Getting the best solution from a supplier – A social capital perspective
Jääskeläinen, A., Schiele, H., & Aarikka‐Stenroos, L. (2020) · Journal of Purchasing and Supply Management · doi:10.1016/j.pursup.2020.100648 · Cited by 29
“One explanation for this finding may be that the negative effects of social capital are less apparent in the provision of solutions (cf. Villena et al., 2011).”
BackgroundMethodInfluential
Resource Scarcity Perceptions in Supply Chains: The Effect of Buyer Altruism on the Propensity for Collaboration
Wiedmer, R., Whipple, J. M., Griffis, S. E., & Voorhees, C. M. (2020) · Journal of Supply Chain Management · doi:10.1111/jscm.12242 · Cited by 33
Social capital and loan credit terms: does it matter in microfinance contract?
Iqbal, Z., & Rao, Z.-U.-R. (2022) · Journal of Asian Business and Economic Studies · doi:10.1108/jabes-10-2021-0185 · Cited by 37
Achieving alliance ambidexterity through managing paradoxes of cooperation
Sun, B., & Lo, Y.-J. (2014) · European Journal of Innovation Management · doi:10.1108/ejim-01-2013-0011 · Cited by 28
Do external diversity practices boost focal firm performance? The case of supplier diversity
Richard, O. C., Su, W., Peng, M. W., & Miller, C. D. (2014) · The International Journal of Human Resource Management · doi:10.1080/09585192.2014.985324 · Cited by 28
Best practice relief supply for emergency services in a developed economy
Wilson, M. M. J., Tatham, P. H., Payne, J. L., et al. (2018) · Journal of Humanitarian Logistics and Supply Chain Management · doi:10.1108/jhlscm-03-2017-0008 · Cited by 28
New forms of partnership: the role of logistics clusters in facilitating horizontal collaboration mechanisms
Sheffi, Y., Sáenz, M. J., Rivera, L., & Gligor, D. M. (2019) · European Planning Studies · doi:10.1080/09654313.2019.1575797 · Cited by 28
The impact of supply chain social capital on supply chain performance: a longitudinal analysis
Ye, Y., Lu, Y., Huo, B., & Zhao, X. (2022) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-09-2021-0423 · Cited by 29
Managing coopetition dynamics: A longitudinal study of a multiparty alliance formation in a large utilities project
Taubeneder, R., Roehrich, J. K., Tyler, B. B., et al. (2024) · Journal of Operations Management · doi:10.1002/joom.1320 · Cited by 27
“The OSCM literature has begun to explore the “ dark-side ” of over-embedded buyer – supplier relationships (e.g., Villena et al., 2011, 2019).”
Blockchain and trust in supply chains: a bibliometric analysis and trust transfer perspective
Yavaprabhas, K., Pournader, M., & Seuring, S. A. (2024) · International Journal of Production Research · doi:10.1080/00207543.2024.2389544 · Cited by 30
Views of NHS commissioners on commissioning support provision. Evidence from a qualitative study examining the early development of clinical commissioning groups in England
Petsoulas, C., Allen, P. W., Checkland, K., et al. (2014) · BMJ Open · doi:10.1136/bmjopen-2014-005970 · Cited by 27
“Others caution against the ‘dark side’ of supplier partnerships, warning that they may easily result in a lack of flexibility in adapting to changing environments, thus adversely affecting their performance.(51) Too much trust on the part of the buyer may lead to lack of vigilance in monitoring performance, which can…”
Background
Towards a service-led relationship in project-based firms
Razmdoost, K., & Mills, G. (2016) · Construction Management and Economics · doi:10.1080/01446193.2016.1200106 · Cited by 31
“The dark-side of relationship has been studied and explained in different ways, and some solutions have been explored to overcome these negative consequences (e.g. Anderson and Jap, 2005; Fang et al., 2011; Villena et al., 2011; Elsharnouby and Parsons, 2013).”
Background
Influence of social capital on customer’s relationship satisfaction in the Pakistani banking industry
Muhammad, L., Mahadi, B., & Hussin, N. (2017) · Asia Pacific Journal of Marketing and Logistics · doi:10.1108/apjml-10-2016-0193 · Cited by 27
Social capital, psychological resilience and job burnout in hazardous work environments
Khaksar, S. M. S., Maghsoudi, T., & Young, S. (2019) · Labour & Industry a journal of the social and economic relations of work · doi:10.1080/10301763.2019.1588196 · Cited by 27
“This part of the model was also tested by Liao and Welsch (2005) and Villena et al. (2011).”
Method
Non-linear effects of relational capital on supply-side resilience
Fan, Y., & Stevenson, M. (2019) · International Journal of Operations & Production Management · doi:10.1108/ijopm-09-2018-0530 · Cited by 29
Proactive or responsive market orientation for stronger service innovation capability: the moderating roles of contractual and relational governance
Wang, Y., & Liu, F. (2019) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-05-2019-0185 · Cited by 27
Enhancing performance in emerging-market-supplier/MNE-buyer relationships: An examination of the interplay between virtual and relational governance
Jean, R. “., Kim, D., Shin, G., & Hult, G. T. M. (2021) · Industrial Marketing Management · doi:10.1016/j.indmarman.2020.12.007 · Cited by 31
Dark-side-effect contagion in business relationships
Zhang, Y., Leischnig, A., Heirati, N., & Henneberg, S. C. M. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2021.03.047 · Cited by 32
Drivers and Performance Implications of Frontline Employees’ Social Capital Development and Maintenance: The Role of Online Social Networks*
Agnihotri, R., Mani, S., Chaker, N. N., Daugherty, P. J., & Kothandaraman, P. (2020) · Decision Sciences · doi:10.1111/deci.12489 · Cited by 27
Contingent effects of close relationships with suppliers upon independent restaurant product development: A social capital perspective
Cho, M., Bonn, M. A., Giunipero, L. C., & Jaggi, J. S. (2017) · International Journal of Hospitality Management · doi:10.1016/j.ijhm.2017.08.009 · Cited by 27
Impact of mass customization on cost and flexiblity performances: the role of social capital
Wiengarten, F., Singh, P. J., Fynes, B., & Nazarpour, A. (2017) · Operations Management Research · doi:10.1007/s12063-017-0127-2 · Cited by 27
“Relational capital has been referred to as trust, obligations, respect and a friendly relationship amongst network members (Granovetter 1985; Nahapiet and Ghoshal 1998; Villena et al. 2011).”
BackgroundInfluential
The role of dependence and information sharing on governance decisions regarding conflict
Eckerd, S., & Sweeney, K. (2018) · The International Journal of Logistics Management · doi:10.1108/ijlm-12-2016-0301 · Cited by 27
Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital
Chen, Y., Chan, H. K., & Cai, Z. (2023) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-08-2022-0380 · Cited by 28
Understanding the role of organizational intellectual capital on developing absorptive capacity to strategize innovation ambidexterity
Huma, S., Muslim, S., & Ahmed, W. (2024) · Review of International Business and Strategy · doi:10.1108/ribs-08-2023-0088 · Cited by 26
Personal Relationships and Higher Agency Costs: Study of Buyers and Suppliers in Australian Manufacturing and Service Sector
Butt, A. S. (2018) · Operations and Supply Chain Management An International Journal · doi:10.31387/oscm0320210 · Cited by 26
“Villena et al. (2011) debates that strong personal relationships between managers of buying and supplying firms can result in suppliers behaving opportunistically to gain competitive advantage from their respective firms.”
Background
Perception‐based Supplier Attributes and Performance Implications: A Multimethod Exploratory Study
Clauß, T., & Tangpong, C. (2019) · Journal of Supply Chain Management · doi:10.1111/jscm.12211 · Cited by 26
Does technology conglomeration promote innovative outcomes of new energy vehicle enterprises? The moderating effect of divisive faultlines
Cheng, L., Liu, Y., Lou, X., et al. (2021) · Journal of Cleaner Production · doi:10.1016/j.jclepro.2021.129232 · Cited by 26
Strategic Alliance for Resilience in Supply Chain: A Bibliometric Analysis
Philsoophian, M., Akhavan, P., & Abbasi, M. (2021) · Sustainability · doi:10.3390/su132212715 · Cited by 30
Faktor-Faktor yang berpengaruh pada Keberlanjutan Usaha Biro Jasa Perjalanan Haji dan Umrah
Prihanto, H., & Damayanti, P. (2022) · Journal of Management and Business Review · doi:10.34149/jmbr.v19i1.314 · Cited by 26
In pursuit of supplier resilience: The explanatory role of customer leadership style
Verghese, A. J., Koufteros, X. A., Polyviou, M., & Jia, X. (2022) · Transportation Research Part E Logistics and Transportation Review · doi:10.1016/j.tre.2022.102626 · Cited by 30
Theorizing across boundaries: How to conduct a ‘breakout’ literature review
Gruner, R. L., & Minunno, R. (2023) · International Journal of Management Reviews · doi:10.1111/ijmr.12356 · Cited by 28
Personal Relationships And Loyalty In Supply Chain
Butt, A. S., Sohal, A. S., & Prajogo, D. I. (2019) · The Journal of developing areas · doi:10.1353/jda.2019.0050 · Cited by 25
How Do Relational Contracting Norms Affect IPD Teamwork Effectiveness? A Social Capital Perspective
Zhang, L., Huang, S., Tian, C., et al. (2020) · Project Management Journal · doi:10.1177/8756972820911241 · Cited by 25
“…based norms is more likely to form a shared vision (Gulati et al., 2000), such as the RC norms of “role integrity” and “preservation of the relation,” requiring contracting parties to deeply understand how to preserve the relationship and contribute to compatible goals (Villena et al., 2011).”
Background
Leveraging Interfirm Relationships in China: Western Relational Governance or Guanxi ? Domestic Versus Foreign Firms
Chu, Z., Lai, F., & Wang, L. (2020) · Journal of International Marketing · doi:10.1177/1069031x20963672 · Cited by 26
The ins and outs of market shaping: Exclusion as a darkside?
Cova, B., Ivens, B. S., & Spencer, R. A. (2020) · Journal of Business Research · doi:10.1016/j.jbusres.2020.10.014 · Cited by 28
Applying the sociotechnical systems theory to crowdsourcing food delivery platforms: the perspective of crowdsourced workers
Lee, S., Chang, H. “., & Cho, M. (2022) · International Journal of Contemporary Hospitality Management · doi:10.1108/ijchm-10-2021-1286 · Cited by 25
The “Dark Side” of Institutional Trust
Neal, T. M. S., Shockley, E., & Schilke, O. S. (2015) · Springer eBooks · doi:10.1007/978-3-319-22261-5_10 · Cited by 25
“Villena, Revilla, and Choi (2011) found evidence for “dark side” as well as a “bright side” of social capital2 for buyer-supplier relationships in management contexts.”
Background
Performance feedback and supplier selection: A perspective from the behavioral theory of the firm
Zhi, Y., Hai, Z., & Xie, E. (2016) · Industrial Marketing Management · doi:10.1016/j.indmarman.2016.12.003 · Cited by 25
Information quality, sharing and usage in farmer organizations: The case of rice value chains in Bugiri and Luwero Districts, Uganda
Hilary, R. S., Sseguya, H., & Kibwika, P. (2017) · Cogent Food & Agriculture · doi:10.1080/23311932.2017.1350089 · Cited by 25
“Villena, Revilla, and Choi (2011), suggests that network members should establish a system with frequent interactions to exchange more reliable information.”
Background
Differential importance of social and economic determinants of relationship performance in professional services
Heirati, N., Henneberg, S. C. M., Richter, A., & Harste, R. (2018) · Industrial Marketing Management · doi:10.1016/j.indmarman.2018.07.009 · Cited by 27
“In a similar vein, the effects of trust and communication on relationship performance follow an inverted U-shaped trajectory over time (Hibbard et al., 2001; Villena et al., 2011, in press).”
BackgroundInfluential
The opportunity and challenge of trust and decision-making uncertainty
Wu, L., Wang, C., & Rouyer, E. (2019) · International Journal of Bank Marketing · doi:10.1108/ijbm-02-2019-0061 · Cited by 26
Open sustainability: Conceptualization and considerations
Chakrabarti, R., Henneberg, S. C. M., & Ivens, B. S. (2020) · Industrial Marketing Management · doi:10.1016/j.indmarman.2020.04.024 · Cited by 25
Antecedents and consequences of green supply chain management practices in Ghana’s manufacturing sector
Acquah, I. N. (2024) · Journal of Manufacturing Technology Management · doi:10.1108/jmtm-07-2023-0282 · Cited by 24
Effect of social identity on supply chain technology adoption of small businesses
Tsai, M., Wang, J.-F., & Chen, Y. (2021) · Asia Pacific Management Review · doi:10.1016/j.apmrv.2020.12.001 · Cited by 26
Building synergies between operations culture, operational routines, and supplier monitoring: implications for buyer performance
Shafiq, A., Johnson, P. F., & Klassen, R. D. (2022) · International Journal of Operations & Production Management · doi:10.1108/ijopm-03-2021-0149 · Cited by 24
Collaboration strategies in buyer-supplier relational (BSR) networks and sustainable firm performance: A trade-off story
Sharma, A., Pathak, S., Borah, S. B., & Adhikary, A. (2022) · International Journal of Production Economics · doi:10.1016/j.ijpe.2022.108558 · Cited by 25
Formal and informal governance mechanisms of machinery cooperatives: The case of Quebec
Diakité, D., Royer, A., Rousselière, D., & Tamini, L. D. (2022) · Journal of Co-operative Organization and Management · doi:10.1016/j.jcom.2022.100181 · Cited by 24
Investigating the Role of Entrepreneurial Leadership and Social Capital in SME Competitiveness in the Food and Drink Industry
Hunter, L., & Lean, J. (2014) · The International Journal of Entrepreneurship and Innovation · doi:10.5367/ijei.2014.0153 · Cited by 24
The personal touch of business relationship: A study of the determinants and impact of business friendship
Gao, W., Liu, Y., & Qian, L. (2016) · Asia Pacific Journal of Management · doi:10.1007/s10490-016-9464-1 · Cited by 24
Affective conflict and identification of knowledge sources in MNE teams
Vahtera, P., Buckley, P. J., & Aliyev, M. (2017) · International Business Review · doi:10.1016/j.ibusrev.2017.02.006 · Cited by 24
Open-book accounting and trust: influence on buyer-supplier relationship
Fehr, L. C. F. D. A., & Rocha, W. (2018) · RAUSP Management Journal · doi:10.1108/rausp-06-2018-0034 · Cited by 24
Sustaining commitment in preferred buyer-supplier relationships: How to retain the ‘customer of choice’ status?
Patrucco, P. P., Schoenherr, T., & Moretto, A. M. (2024) · International Journal of Production Economics · doi:10.1016/j.ijpe.2024.109165 · Cited by 24
The Impact of Blockchain‐Enabled Smart Contracts on Firms' Operational Efficiency
Xiong, Y., Ding, L., Guo, S. J., et al. (2025) · Journal of Operations Management · doi:10.1002/joom.70006 · Cited by 23
Self-citation
Costly Ties: Social Capital as a Retardant of Network-Level Entrepreneurial Orientation
Wincent, J., Thorgren, S., & Anokhin, S. A. (2014) · Journal of Small Business Management · doi:10.1111/jsbm.12140 · Cited by 23
“For example, some of the risks associated with extensive social capital are opportunism and ineffective decision-making (Villena, Revilla, and Choi 2011), structural and personal lock-ins (Weber and Weber 2011), the time it consumes to maintain these relationships (Hansen, Podolny, and Pfeffer…”
Background
Social capital and firm operational performance: The mediating roles of knowledge sharing
Hà, M.-T. (2021) · Cogent Business & Management · doi:10.1080/23311975.2021.1973237 · Cited by 23
Explore how SME family businesses of travel service industry use market knowledge for product innovation
Chen, K.-Y., & Huan, T.-C. T. C. (2022) · Journal of Business Research · doi:10.1016/j.jbusres.2022.07.033 · Cited by 29
The moderating effect of corporate environmental responsibility on relational capital and green innovation: evidence from a knowledge-driven context
Duan, Y., Liu, H., Yang, M., Chin, T., Peng, L., Russo, G. M., & Dezi, L. (2022) · Journal of Intellectual Capital · doi:10.1108/jic-04-2022-0101 · Cited by 23
In search for impregnable exchange relationships with buyers: Exploratory insights for suppliers
Clauß, T., & Tangpong, C. (2018) · Industrial Marketing Management · doi:10.1016/j.indmarman.2018.03.005 · Cited by 23
Key supplier involvement in IT-enabled operations: When does it lead to improved performance?
Miao, F., Wang, G., & Jiraporn, P. (2018) · Industrial Marketing Management · doi:10.1016/j.indmarman.2018.05.002 · Cited by 23
“While mutual trust may enhance interfirm coordination efficiency due to relational norms, mounting evidence also suggests a dark side of trust that can lurk inside otherwise strong relationships (Clercq et al., 2009; Fang et al., 2008; Langfred, 2004; Selnes & Sallis, 2003; Villena et al., 2011).”
BackgroundInfluential
Recombine supplier-side search via innovation ambidexterity
Wang, Y., Jia, T., Chen, J., & Sun, H. (2018) · International Journal of Physical Distribution & Logistics Management · doi:10.1108/ijpdlm-02-2018-0054 · Cited by 23
The curvilinear relationships between structural embeddedness and productive efficiency: An exploratory study
Kao, T., Su, H., & Chen, Y. (2019) · International Journal of Production Economics · doi:10.1016/j.ijpe.2019.02.020 · Cited by 23
Building supplier innovation triads
Potter, A., & Paulraj, A. (2020) · International Journal of Operations & Production Management · doi:10.1108/ijopm-07-2018-0418 · Cited by 24
A foot in two camps or your undivided attention? The impact of intra- and inter-community collaboration on firm innovation performance
Zhang, S., Zhang, N., Zhu, S., & Liu, F. (2020) · Technology Analysis and Strategic Management · doi:10.1080/09537325.2019.1709636 · Cited by 23
“Furthermore, firms’ excessive embeddedness in one community may pose the risks of locked-in, collaboration inertia (Villena, Revilla, and Choi 2011) and resistance to connections with new partners (Yan and Guan 2018).”
Background
Supplier’s response to institutional pressure in uncertain environment: Implications for cleaner production
Srivastava, M., Narayanamurthy, G., Moser, R., et al. (2020) · Journal of Cleaner Production · doi:10.1016/j.jclepro.2020.124954 · Cited by 23
Financial Spillover Effects in Supply Chains: Do Customers and Suppliers Really Benefit?
Hofmann, E., & Sertori, Y. (2020) · Logistics · doi:10.3390/logistics4010006 · Cited by 22
“Contrarily, studies analyzing the cooperative nature of supply chain relationships use different—often non-financial—performance data [26,27], making a comparison difficult.”
Background
Intangible supply chain complexity, organizational structure and firm performance
Pant, P., Dutta, S., & Sarmah, S. P. (2021) · The International Journal of Logistics Management · doi:10.1108/ijlm-06-2020-0239 · Cited by 22
Teach well, learn better - Customer involvement and new product performance in B2B markets: The role of desorptive and absorptive capacity
Najafi-Tavani, S., Naudé, P., Smith, P., & Gerashi, M. K. (2022) · Industrial Marketing Management · doi:10.1016/j.indmarman.2022.12.001 · Cited by 23
Effect of Green Intellectual Capital Practices on the Competitive Advantage of Companies: Evidence from Polish Companies
Bombiak, E. (2023) · Sustainability · doi:10.3390/su15054050 · Cited by 22
Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships
Friend, S. B., & Johnson, J. S. (2017) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2016.1272051 · Cited by 22
“Finally, research indicates that curvilinear relationships are increasingly prevalent in the sales literature (Johnson 2014) and such relationships have been empirically evidenced with dark side variables and performance (e.g. Villena, Revilla, and Choi 2011).”
Background
Impact of personal cultural orientations and cultural intelligence on subjective success in self-employment in multi-ethnic societies
Baluku, M. M., Kikooma, J. F., Bantu, E., et al. (2019) · Journal of global entrepreneurship research · doi:10.1186/s40497-018-0144-0 · Cited by 22
Investigating the fair treatment of suppliers and its trust fostering role and performance benefits
Son, B., Lee, C., Ha, B., & Nam, H. (2019) · International Journal of Production Economics · doi:10.1016/j.ijpe.2019.04.009 · Cited by 23
“to larger companies’ better supply chain performance resulting from their extensive resource bases (Tsai, 2001) and their relatively greater power in the buyer–supplier relationship (Villena et al., 2011).”
Background
MORE IS LESS? THE CURVILINEAR EFFECTS OF POLITICAL TIES ON CORPORATE INNOVATION PERFORMANCE
Yu, M., Lu, Y., Li, C., Lin, H., & Philip Shapira, A. (2019) · Technological and Economic Development of Economy · doi:10.3846/tede.2019.10718 · Cited by 22
“First, firms that are excessively embedded in political relations will bring them unnecessary responsibilities, which require extra investment of time and resources (Lechner et al., 2010; Villena et al., 2011; Zhou et al., 2014).”
Background
An empirical study of green supplier collaboration in the Chinese manufacturing sector: the double-edged sword effect ofguanxi
Geng, R., Mansouri, A., Aktaş, E., & Yen, D. A.-W. (2019) · Supply Chain Management An International Journal · doi:10.1108/scm-03-2019-0135 · Cited by 25
VALUE CREATION AND CAPTURE IN BUYER-SUPPLIER RELATIONSHIPS: A NEW PERSPECTIVE
Tescari, F. C., & Brito, L. A. L. (2016) · Revista de Administração de Empresas · doi:10.1590/s0034-759020160503 · Cited by 23
Sustaining relationships after opportunism and misunderstanding: the role of formalization and socialization
Zhang, C., Li, J., & Huang, Y. (2017) · Marketing Letters · doi:10.1007/s11002-016-9414-1 · Cited by 22
Supply base concentration and firm innovation performance: A contingency study of supply base breadth, depth, dispersion, and collaboration
Sharma, A., Adhikary, A., Borah, S. B., & Pathak, S. (2024) · Journal of Business Research · doi:10.1016/j.jbusres.2023.114450 · Cited by 21
Supplier Performance Evaluation in Construction Projects: Challenges and Possible Solutions
Noorizadeh, A., Peltokorpi, A., & Avkiran, N. K. (2019) · Journal of Construction Engineering and Management · doi:10.1061/(asce)co.1943-7862.0001616 · Cited by 21
Performance effects of trust-dependence congruence: The mediating role of relational behaviors
Yang, W., Yu, Z., Zhou, Y., & Zhang, L. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2021.02.060 · Cited by 21
Assessing the Intermediary Role of Relationship Ending Capability and Dark Side Between Network Embeddedness and SMEs’ Innovation Performance
Tian, O., Dogbe, C. S. K., Bamfo, B. A., et al. (2021) · Journal of Competitiveness · doi:10.7441/joc.2021.01.09 · Cited by 21
Curbing members' opportunism in first‐tier and federated agricultural marketing cooperatives
Espallardo, M. H., Lario, N. A., Sánchez‐Navarro, J. L., & Marcos‐Matás, G. (2021) · Agribusiness · doi:10.1002/agr.21718 · Cited by 21
Unearthing the relationship between supply chain social capital and firm performance: the role of supply chain responsiveness
Acquah, I. N., Kumi, C. A., Asamoah, D., et al. (2023) · Benchmarking An International Journal · doi:10.1108/bij-01-2022-0002 · Cited by 21
Politically connected EMNCs in a (de)globalising world: A review and future research directions
Huang, D., Tsui‐Auch, L. S., Dieleman, M. H., & Gomulya, D. M. (2023) · International Business Review · doi:10.1016/j.ibusrev.2023.102196 · Cited by 23
Consequences of open innovation: effects on skill-driven recruitment
Bello–Pintado, A., & Bianchi, C. (2020) · Journal of Knowledge Management · doi:10.1108/jkm-08-2019-0437 · Cited by 22
“However, in accordance with the literature, these simple strategies do not allow firms to achieve higher innovation performance (Villena et al ., 2011; Criscuolo et al ., 2018) and make firms face the challenge of recruiting highly qualified employees (Petroni et al ., 2012).”
Background
Blockchain as a governance mechanism for tackling dark side effects in interorganizational relationships
Mishra, D. P., Kukreja, R. K., & Mishra, A. S. (2021) · International journal of organizational analysis · doi:10.1108/ijoa-08-2020-2362 · Cited by 21
The antecedents and innovation outcomes of firms’ absorptive capacity in global buyer–supplier relationships
Wang, L., & Li, J. (2016) · The Journal of Technology Transfer · doi:10.1007/s10961-016-9513-4 · Cited by 22
The Nature of Supply Networks
Choi, T. Y. (2023) · doi:10.1093/oso/9780197673249.001.0001 · Cited by 21
Self-citation
Firms’ strategic responses to rising uncertainty amid ongoing geopolitical tensions: The synergistic mediating role of network capability and innovation ambidexterity
Iftikhar, A., Ali, I., Zhan, Y., Stevenson, M., & Tarba, S. Y. (2025) · Transportation Research Part E Logistics and Transportation Review · doi:10.1016/j.tre.2025.104146 · Cited by 26
“NCs refer to a firm's ability to effectively manage and utilise its relationships and interactions within its supply network, enhancing flexibility, information flow, and collaborative innovation (Partanen et al., 2020; Villena et al., 2011).”
Revealing performance factors for supply chain sustainability: A systematic literature review from a social capital perspective
Dias, G. P., & Silva, M. E. (2021) · Brazilian Journal of Operations & Production Management · doi:10.14488/bjopm.2021.037 · Cited by 20
“…of the papers, the relationship between SCT and operations literature only shows the importance of the social relationships to improve practices and operational performance (cf. Azevedo et al., 2018; Dania et al., 2018; Min et al., 2005; Touboulic and Walker, 2015a; Villena et al., 2011).”
Background
The impact of asymmetric perceptions of buyer-supplier governance mechanisms on relational rents
Vanpoucke, E., Wetzels, M. G. M., Rozemeijer, F. A., & Pilzak-Blonska, M. (2021) · International Journal of Operations & Production Management · doi:10.1108/ijopm-05-2021-0296 · Cited by 20

Authors: Villena, V. H., Revilla, E., & Choi, T. Y.
Affiliations: Arizona State University (US)
ORCID: Revilla, Elena
Choi, Thomas Y.
Venue: Journal of Operations Management
Publisher: Wiley
Published: 2010-10-06
Volume: 29
Issue: 6
Pages: 561-576
ISSN: 0272-6963 (ISSN-L)
1873-1317
DOI: 10.1016/j.jom.2010.09.001
OpenAlex: W2056464740
Semantic Scholar: 97cdfc912530ebf8e3e972f0ddfd5be607155fd3
Cited by: 1,018
References: 156
Citations by year: 2026: 61 · 2025: 67 · 2024: 71 · 2023: 88 · 2022: 85 · 2021: 91 · 2020: 100 · 2019: 88 · 2018: 73 · 2017: 74 · 2016: 62 · 2015: 53 · 2014: 53 · 2013: 34 · 2012: 12
FWCI: 32.22
Type: journal article
Language: en
Open access: closed
Licence: onlinelibrary.wiley.com/termsAndConditions#vor (vor)
Locations: Journal of Operations Management (publishedVersion)
Topics: Social Sciences › Business, Management and Accounting › Management Information Systems › Quality and Supply Management
Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
Social Sciences › Business, Management and Accounting › Management Information Systems › Outsourcing and Supply Chain Management
Keywords: buyer-supplier relationships, social capital, supply chain collaboration, value creation, buyer performance, opportunism, supplier-buyer relationships, cognitive social capital, relational social capital, structural social capital

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review

The dark side of buyer–supplier relationships: A social capital perspective⋆

Abstract

Overview

Integrity signals

Verification

Claims the paper makes

Claims other papers make about this one

Citations

Cites

Cited by

Related

Metadata

Record

About these checks