What the study found
The study found that exploitative supplier leadership and distributor network embeddedness are key factors associated with collusive bargaining behavior (CBB), which means distributors negotiating together with a common supplier. It also found that asymmetric asset specificity in the distributor’s favor inhibits CBB.
Why the authors say this matters
The authors conclude that the study offers a fresh perspective on bargaining behavior in a supply chain network context and helps build a more complete understanding of collusive bargaining behavior. They also suggest the findings matter because CBB may have harmful consequences in supply chains.
What the researchers tested
The researchers studied a supply chain with one supplier and multiple distributors. They collected survey data from 327 Chinese distributors and analyzed it using hierarchical regression analyses.
What worked and what didn't
Exploitative supplier leadership and distributor network embeddedness were reported as positive drivers of distributor CBB. Asymmetric asset specificity in the distributor’s favor was reported as an inhibitor, and the link between distributor CBB and distributor opportunism was positive but weakened by market uncertainty.
What to keep in mind
The abstract does not describe limitations beyond the study setting and sample. The findings are based on survey data from 327 Chinese distributors in a one-supplier, multiple-distributor supply chain context.
Key points
- Exploitative supplier leadership was identified as a key factor for distributor collusive bargaining behavior.
- Distributor network embeddedness was also identified as a key factor for collusive bargaining behavior.
- Asymmetric asset specificity in the distributor’s favor inhibited collusive bargaining behavior.
- Distributor collusive bargaining behavior was positively linked to distributor opportunism.
- Market uncertainty weakened the positive link between collusive bargaining behavior and opportunism.
Disclosure
- Research title:
- Supplier leadership and network ties drive collusive bargaining
- Authors:
- Zhikun Zhang, Chuang Zhang, Zhe Xu
- Institutions:
- Dalian University of Technology, Nanjing Tech University, Zhejiang Gongshang University
- Publication date:
- 2026-03-11
- OpenAlex record:
- View
Get the weekly research newsletter
Stay current with scholarly research without reading academic papers — one filtered digest, every Friday.