Understanding and resolving major contractual breaches in buyer–seller relationships: a grounded theory approach

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• 作者：Jeff S. Johnson ; Ravipreet S. Sohi
• 关键词：Contractual breach ; Contractual enforcement ; Relational contracting ; Grounded theory
• 刊名：Journal of the Academy of Marketing Science
• 出版年：2016
• 出版时间：March 2016
• 年：2016
• 卷：44
• 期：2
• 页码：185-205
• 全文大小：513 KB
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• 作者单位：Jeff S. Johnson (1)
  Ravipreet S. Sohi (2)
  
  1. Henry W. Bloch School of Management, University of Missouri-Kansas City, 5110 Cherry Street, Kansas, MO, 64110, USA
  2. College of Business Administration, University of Nebraska-Lincoln, 512 N. 12th Street, Lincoln, NE, 68588, USA
  
• 刊物主题：Business/Management Science, general; Marketing; Social Sciences, general;
• 出版者：Springer US
• ISSN：1552-7824

文摘

In business-to-business relationships, sellers are often faced with instances of contractual breaches by buyers. In many cases, relationship factors preclude legal enforcement of contract terms, requiring sellers to explore alternate resolution options. Literature on contractual breaches has primarily focused on enforcement options based on terms specified in the contract. However, little is known about how companies deal with contractual breaches by their customers when legal enforcement is not a viable option. The authors use a grounded theory approach to investigate this important issue. Based on in-depth interviews with 40 supplier managers and executives in multiple industries, the authors identify: (a) types of out-of-contract alternatives for resolving breaches, (b) factors that lead to use of enforcement options outside the terms specified in the contract, (c) contextual influences, and (d) individual and firm-level consequences of outside-of-contract enforcement. Keywords Contractual breach Contractual enforcement Relational contracting Grounded theory