Japanese retail–buyer–supplier relationships: does performance matter?

Abstract

Purpose

The purpose of this study is to compare two models, traditional‐ and performance‐based, of Japanese retailers' channel relationships. The traditional model proposes Japanese retailers' long‐term orientation with their supplier is an antecedent of Japanese retailers' trust and dependence on the supplier. The performance model, on the other hand, proposes significant influences of suppliers' role performance and dependence on channel relationships.

Design/methodology/approach

Data were collected from Japanese department store buyers and specialty store buyers. A total of 141 cases were analyzed using the EQS structural equation modeling software.

Findings

Results show that the traditional model had a higher explanatory power than the performance model, which indicates the strong influence of culture on Japanese channel relationships.

Research limitations/implications

Some measures have relatively poor psychometric properties. A further study should refine these measurements by exploring the meanings of these constructs from the cultural context.

Originality/value

This study provides insight into how cultural influences are embedded in distribution channel relationships.

Citation

Chung, J., Sternquist, B. and Chen, Z. (2008), "Japanese retail–buyer–supplier relationships: does performance matter?", Asia Pacific Journal of Marketing and Logistics, Vol. 20 No. 1, pp. 55-75. https://doi.org/10.1108/13555850810844878