A Dynamic Model of Buyer-Supplier Conflict Processes

Abstract

Studies examining the temporal dynamics of buyer-supplier conflict are scarce despite emphatic calls for investigating conflict as a dynamic process. This research takes an initial step and examines the trajectory of conflict towards functional or dysfunctional outcomes, by specifically investigating the interplay between task and relationship conflict. Towards this end, dyadic case studies each with multiple respondents were used. The interviews were semi- structured and paired retrospective data from both sides were collected. We propose a phase-based model of conflict process, wherein conflict moves from a conflict initiation state, to a conflict spiral phase where task and relationship conflicts impact each other in a continuous feedback loop until a conflict tolerance threshold, and then to conflict outcomes. We propose mechanisms that trigger the transition among phases (interphase) and mechanisms leading to dynamics within phases (intraphase). In formulating a dynamic model of buyer-supplier conflict process, this paper offers new insights by incorporating a temporal perspective into the study of conflict. Our findings suggest that conflict unfolds over time and is more complex than originally recognised in the literature.