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The article “An Experimental Test of Negotiation Strategy Effects on Knowledge Sharing Intentions in Buyer–Supplier Relationships” by Thomas et al. is devoted to investigating the relationships between buyers and suppliers. Based on the theoretical resources analysis, the authors of the article conclude that the win-lose negotiation strategy is one of the efficient ones. This hypothesis is analyzed based on a practical experiment. The researchers use the study’s scenario-based experimental design to prove or refute the hypothesis. The authors describe the chosen sample justifying the integration of the students into the experiment. They discuss the demand characteristics and requirements regarding the ethical and practical aspects of the investigation for the researchers. During the experiment, the Lirket scale is chosen to evaluate the range of certainty and the likelihood of particular sentiments of the subjects. The article’s authors describe in detail the methods to ensure the validity and reliability of the results, such as manipulation and realism confounding checks. The experiment results are analyzed through MANOVA and ANOVA strategies which allow considering the psychometric properties of the participants.
The main aim of the article is to prove the positive impact of the win-lose tactic on the quality of communication between buyers and suppliers. Based on the analyzed results, the authors of the article highlight that most of the hypotheses are true. However, such aspects as an increase in operational knowledge transfer activities and others were not supported. Considering the statistical combination of results, mainly all the claims were supported by practical information. The authors conclude by providing ideas for future research in this sphere and claim that there are specific limitations. They state that the repetitiveness of the results is necessary to prove the correlation between the win-lose strategy and the improvement of the relationships quality of buyers and suppliers.
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