Drivers and outcomes of exercised power in buyer-seller relationships : A meta-analysis

We identify, synthesize, and evaluate the drivers and outcomes of exercised power in buyerseller relationships, based on a meta-analysis of extant empirical research. Using information extracted from a content analysis of 120 studies found in 103 articles and published in 37 journals, we propose and test an integrative conceptual model comprising one antecedent factor (i.e., dependence) and two outcome aspects (i.e., conflict, satisfaction) of six forms of exercised power, which are divided into coercive (i.e., coercive, reward, legalistic) or noncoercive (i.e., referent, expert, information). Using structural equation modeling, we confirm the vast majority of the hypothesized associations between antecedents and variants of exercised power, as well as between exercised power and outcome dimensions. Important theoretical and managerial implications are derived from this meta-analysis, as well as directions for future research.

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