The most used theories in the collaborative price negotiation between companies of the supply chain

Abstract

The most commonly used theorists in the research on collaborative price negotiation between companies in the supply chain have been identified. The literature selected from the Web of Science database for the period 2014-2018 was used under the meta-analytic approach model to distinguish the most commonly used theories in the subject studied. The analysis of 7680 selected articles was carried out with the help of the Vosviewer Software, identifying the most relevant journals and the most cited authors. By means of a co-citation analysis the authors related to the theoretical approaches were selected, identifying again the most cited authors. It is concluded that the prospective theory and the confirmation theory of expectations are the most cited ones. The theories of transaction costs and resources and capacities are relevant for a negotiation management of collaborative prices between companies in the supply chain.