Self-justification for opportunistic purchasing behavior in strategic supplier relationships

Research output: Contribution to journalArticleAcademicpeer-review

Abstract

Purpose This study aims to get a deeper understanding of one of the antecedents of opportunistic behavior in strategic supplier relationships at the individual level of analysis. The authors specifically focus on self-justification, which could be seen as a mechanism that relaxes the moral scruples of purchasing professionals and, hence, facilitates actual opportunistic behavior. Design/methodology/approach The critical incident technique was deployed to interview purchasing professionals in the Netherlands about their personal opportunistic behavior in strategic supplier relationships. This resulted in rich autobiographical accounts of 29 critical incidents of opportunistic behavior. The data were analyzed through the lens of the self-justification theory. Findings The study identified a set of self-justification strategies underlying opportunistic purchasing behavior in strategic supplier relationships. Opportunistic professionals tended to deploy six strategies: acknowledgement, denial, rationalization, attributional egotism, sense of entitlement and ego aggrandizement.

Research limitations/implications - This study is limited to Dutch industrial purchasers and was exploratory by nature. Future research could extend the perspective to other sectors, cultures and professional roles.

Practical implications - The study draws attention to radically new interventions at the individual level of analysis. To understand and minimize opportunistic behavior in strategic supplier relationships, organizations should acknowledge and address the important issue of self-justifications of purchasing professionals.

Originality/value - In contrast to the existing literature at the firm level of analysis, this study sheds new light on the antecedents of buyer opportunism from an alternative theoretical perspective at the individual level of analysis. The authors do not draw on the narrow perspective of personality psychology, but rather focus on the role of self-justification as an antecedent of buyer opportunism in strategic supplier relationships.

Original languageEnglish
Pages (from-to)451-462
Number of pages12
JournalJournal of Business & Industrial Marketing
Volume34
Issue number2
Early online date31 Oct 2018
DOIs
Publication statusPublished - 4 Mar 2019

Fingerprint

Supplier relationships
Purchasing behavior
Opportunistic behavior
Justification
Levels of analysis
Purchasing
Buyers
Opportunism
Psychology
Rationalization
Entitlement
Critical incidents
The Netherlands
Design methodology
Critical incident technique
Denial

Keywords

  • ANTECEDENTS
  • BUYER OPPORTUNISM
  • Buyer opportunism
  • CHAIN
  • COMMITMENT
  • Critical incident technique
  • DEPENDENCE
  • EXCHANGE
  • MODERATING ROLE
  • NORMS
  • ORGANIZATION
  • POWER
  • Self-justification
  • Strategic supplier relationships

Cite this

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title = "Self-justification for opportunistic purchasing behavior in strategic supplier relationships",
abstract = "Purpose This study aims to get a deeper understanding of one of the antecedents of opportunistic behavior in strategic supplier relationships at the individual level of analysis. The authors specifically focus on self-justification, which could be seen as a mechanism that relaxes the moral scruples of purchasing professionals and, hence, facilitates actual opportunistic behavior. Design/methodology/approach The critical incident technique was deployed to interview purchasing professionals in the Netherlands about their personal opportunistic behavior in strategic supplier relationships. This resulted in rich autobiographical accounts of 29 critical incidents of opportunistic behavior. The data were analyzed through the lens of the self-justification theory. Findings The study identified a set of self-justification strategies underlying opportunistic purchasing behavior in strategic supplier relationships. Opportunistic professionals tended to deploy six strategies: acknowledgement, denial, rationalization, attributional egotism, sense of entitlement and ego aggrandizement.Research limitations/implications - This study is limited to Dutch industrial purchasers and was exploratory by nature. Future research could extend the perspective to other sectors, cultures and professional roles.Practical implications - The study draws attention to radically new interventions at the individual level of analysis. To understand and minimize opportunistic behavior in strategic supplier relationships, organizations should acknowledge and address the important issue of self-justifications of purchasing professionals.Originality/value - In contrast to the existing literature at the firm level of analysis, this study sheds new light on the antecedents of buyer opportunism from an alternative theoretical perspective at the individual level of analysis. The authors do not draw on the narrow perspective of personality psychology, but rather focus on the role of self-justification as an antecedent of buyer opportunism in strategic supplier relationships.",
keywords = "ANTECEDENTS, BUYER OPPORTUNISM, Buyer opportunism, CHAIN, COMMITMENT, Critical incident technique, DEPENDENCE, EXCHANGE, MODERATING ROLE, NORMS, ORGANIZATION, POWER, Self-justification, Strategic supplier relationships",
author = "C. Gelderman and J.L.J. Mampaey and J. Semeijn and Mark Verhappen",
year = "2019",
month = "3",
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language = "English",
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pages = "451--462",
journal = "Journal of Business & Industrial Marketing",
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Self-justification for opportunistic purchasing behavior in strategic supplier relationships. / Gelderman, C.; Mampaey, J.L.J.; Semeijn, J.; Verhappen, Mark.

In: Journal of Business & Industrial Marketing, Vol. 34, No. 2, 04.03.2019, p. 451-462.

Research output: Contribution to journalArticleAcademicpeer-review

TY - JOUR

T1 - Self-justification for opportunistic purchasing behavior in strategic supplier relationships

AU - Gelderman, C.

AU - Mampaey, J.L.J.

AU - Semeijn, J.

AU - Verhappen, Mark

PY - 2019/3/4

Y1 - 2019/3/4

N2 - Purpose This study aims to get a deeper understanding of one of the antecedents of opportunistic behavior in strategic supplier relationships at the individual level of analysis. The authors specifically focus on self-justification, which could be seen as a mechanism that relaxes the moral scruples of purchasing professionals and, hence, facilitates actual opportunistic behavior. Design/methodology/approach The critical incident technique was deployed to interview purchasing professionals in the Netherlands about their personal opportunistic behavior in strategic supplier relationships. This resulted in rich autobiographical accounts of 29 critical incidents of opportunistic behavior. The data were analyzed through the lens of the self-justification theory. Findings The study identified a set of self-justification strategies underlying opportunistic purchasing behavior in strategic supplier relationships. Opportunistic professionals tended to deploy six strategies: acknowledgement, denial, rationalization, attributional egotism, sense of entitlement and ego aggrandizement.Research limitations/implications - This study is limited to Dutch industrial purchasers and was exploratory by nature. Future research could extend the perspective to other sectors, cultures and professional roles.Practical implications - The study draws attention to radically new interventions at the individual level of analysis. To understand and minimize opportunistic behavior in strategic supplier relationships, organizations should acknowledge and address the important issue of self-justifications of purchasing professionals.Originality/value - In contrast to the existing literature at the firm level of analysis, this study sheds new light on the antecedents of buyer opportunism from an alternative theoretical perspective at the individual level of analysis. The authors do not draw on the narrow perspective of personality psychology, but rather focus on the role of self-justification as an antecedent of buyer opportunism in strategic supplier relationships.

AB - Purpose This study aims to get a deeper understanding of one of the antecedents of opportunistic behavior in strategic supplier relationships at the individual level of analysis. The authors specifically focus on self-justification, which could be seen as a mechanism that relaxes the moral scruples of purchasing professionals and, hence, facilitates actual opportunistic behavior. Design/methodology/approach The critical incident technique was deployed to interview purchasing professionals in the Netherlands about their personal opportunistic behavior in strategic supplier relationships. This resulted in rich autobiographical accounts of 29 critical incidents of opportunistic behavior. The data were analyzed through the lens of the self-justification theory. Findings The study identified a set of self-justification strategies underlying opportunistic purchasing behavior in strategic supplier relationships. Opportunistic professionals tended to deploy six strategies: acknowledgement, denial, rationalization, attributional egotism, sense of entitlement and ego aggrandizement.Research limitations/implications - This study is limited to Dutch industrial purchasers and was exploratory by nature. Future research could extend the perspective to other sectors, cultures and professional roles.Practical implications - The study draws attention to radically new interventions at the individual level of analysis. To understand and minimize opportunistic behavior in strategic supplier relationships, organizations should acknowledge and address the important issue of self-justifications of purchasing professionals.Originality/value - In contrast to the existing literature at the firm level of analysis, this study sheds new light on the antecedents of buyer opportunism from an alternative theoretical perspective at the individual level of analysis. The authors do not draw on the narrow perspective of personality psychology, but rather focus on the role of self-justification as an antecedent of buyer opportunism in strategic supplier relationships.

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KW - BUYER OPPORTUNISM

KW - Buyer opportunism

KW - CHAIN

KW - COMMITMENT

KW - Critical incident technique

KW - DEPENDENCE

KW - EXCHANGE

KW - MODERATING ROLE

KW - NORMS

KW - ORGANIZATION

KW - POWER

KW - Self-justification

KW - Strategic supplier relationships

U2 - 10.1108/JBIM-03-2017-0077

DO - 10.1108/JBIM-03-2017-0077

M3 - Article

VL - 34

SP - 451

EP - 462

JO - Journal of Business & Industrial Marketing

JF - Journal of Business & Industrial Marketing

SN - 0885-8624

IS - 2

ER -