Buyer-supplier interactions during bankruptcy

Sudha Mani, Vivek Astvansh, Kersi D. Antia

Research output: Contribution to conferenceAbstractpeer-review


How buyer firms and their suppliers interact during adverse conditions poses critical implications for both parties, yet remains poorly understood. This study investigates how the mixed motives accompanying bankrupt buyer firms’ reorganization efforts drive buyers and their supplier-creditors toward confrontation or conciliation. We assess how the specific party identity and the stage of reorganization negotiations individually and jointly create asymmetries with respect to the reciprocity of destructive and constructive acts toward each other. We construct a unique multi-sourced database comprising more than 38,000 constructive and destructive acts undertaken by both bankrupt buyer firms and their suppliers across 489 reorganization (Chapter 11) bankruptcies in three different industries between 2001 and 2014. The results of our study speak to the episodic nature of dyadic interfirm conflict.


ConferenceAustralian and New Zealand Marketing Academy Conference (ANZMAC 2017)
Abbreviated titleANZMAC 2017
Internet address


  • buyer-supplier relations
  • destructive acts
  • reciprocity

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