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How to increase supplier flexibility through social mechanisms and influence strategies?

Po‐Young Chu (Department of Management Science, National Chiao Tung University, Hsinchu, Taiwan)
Kuo‐Hsiung Chang (Department of International Business, Tunghai University, Taichung, Taiwan)
Hsu‐Feng Huang (Department of Management Science, National Chiao Tung University, Hsinchu, Taiwan)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 27 January 2012

1178

Abstract

Purpose

This study aims to examine the means by which influence strategies and social mechanisms (trust and shared vision) influence the flexibility of suppliers, and its ultimate effect on the performance of manufacturers.

Design/methodology/approach

This study bases the major components of marketing research on previous studies related to influence strategies and flexibility in the supply‐chain. This empirical study utilized 162 SMIT survey samples.

Findings

Results show that using coercive influence strategies and developing a shared vision promote supplier flexibility and fully mediate the effects of trust on supplier flexibility. In addition, supplier flexibility has a significant positive impact on the performance of manufacturers.

Research limitations/implications

The perceptions of manufacturers regarding influence strategies and social mechanisms formed the basis of this study. Future studies could focus on the reciprocal strategies of suppliers, and the influence of these actions on the effectiveness of the influence strategies employed by manufacturers.

Practical implications

This paper adds to the existing management guidelines addressing the problem of ensuring increased flexibility from suppliers to enable a more rapid response to the demands of customers to enhance performance.

Originality/value

The paper provides novel insights into the impact of influence strategies and social mechanisms on the flexibility of suppliers.

Keywords

Citation

Chu, P., Chang, K. and Huang, H. (2012), "How to increase supplier flexibility through social mechanisms and influence strategies?", Journal of Business & Industrial Marketing, Vol. 27 No. 2, pp. 115-131. https://doi.org/10.1108/08858621211196985

Publisher

:

Emerald Group Publishing Limited

Copyright © 2012, Emerald Group Publishing Limited

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