Call for papers: "Managing Buyer-Seller Relationships in Emerging Markets"

For a special issue of the International Journal of Business and Emerging Markets.

Effectively managing buyer-seller relationships in emerging markets such as the BRIC (Brazil, Russia, India and China) and the MIKT (Mexico, Indonesia, South Korea and Turkey) countries has been a key focus and strategic concern for many multinational enterprises (MNEs) and domestic firms. In conducting day-to-day operations and fulfilling channel and supply chain tasks, boundary spanners between the buyer firm and the seller firm play an importance role in managing buyer-seller relationships. Previous research on boundary spanners in emerging markets has mostly focused on top executives. More recently, other levels of boundary spanners such as purchasing and sales personnel have also been examined.

In managing buyer-seller relationships, previous research has revealed various governance mechanisms, including formal (such as contracts) and informal (such as personal ties) mechanisms. However, the efficacy of the governance mechanisms in managing buyer-seller relationships in emerging markets has remained a lacuna.

This special issue is focused on the role of boundary spanners in managing buyer-seller relationships in emerging markets. What roles do boundary spanners play in formal and informal governance of buyer-seller relationships? Under what conditions are the formal or informal governance mechanisms more effective? We are particularly interested in informal governance using personal ties between boundary spanners.

Both conceptual and empirical articles are encouraged. In particular, we welcome papers that address the legal and social challenges in managing buyer-seller relationships in emerging markets, as well as papers that offer unique managerial implications and insights on managing buyer-seller relationships in emerging markets.

Suitable topics include, but are not limited to, the following:

• The roles of boundary spanners in managing buyer-seller relationships in emerging markets
• The efficacy of formal and informal governance mechanisms in emerging markets
• The legal and social challenges of using formal and informal governance mechanisms in emerging markets
• Personal ties between boundary spanners and their effect on buyer-seller relationships in emerging markets
• The ethical and legal issues of personal ties between boundary spanners in emerging markets

Important Dates

Submission of manuscripts: 30 January, 2016
Feedback to authors: 30 April, 2016
Revised papers accepted: August 30, 2016

Papers submitted earlier than the submission date will be put through the review process on a rolling basis, and authors may expect to hear sooner.