The linkages among supplier relationship, customer relationship and supply performance
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 11 February 2021
Issue publication date: 13 August 2021
Abstract
Purpose
This study aims to explore the links among supplier relationship (SR), customer relationship (CR) and supply performance (SP): cost, flexibility, partnership and responsiveness for manufacturing sector in Thailand.
Design/methodology/approach
Having extensively reviewed literature, the survey instruments were proposed and validated by experts and statistical techniques. Path analysis of structural equation modeling was used to assess the hypotheses.
Findings
It revealed that CR has significant positive direct effects on every SP construct. SR has a significant positive direct effect on CR but has no significant positive effects on SP. However, SR has significant positive total effects and indirect effects on every SP through CR.
Originality/value
This study presents insights into the arguments about the links among SR, CR and SP. SR should not be introduced alone. It should be applied together with CR to improve SP.
Keywords
Acknowledgements
The author would like to thank the Faculty of Engineering of Mahidol University for research funds; thank the editor and anonymous referees for their constructive reviews; thank experts for their measurement instrument validation; thank Graham K. Rogers and Parinya Siriattakul for their language editing and valuable comments and thank Ministry of Industry, Industrial Estate Authority of Thailand, Institute for Small and Medium Enterprises Development, Federation of Thai Industries and Thailand Productivity Institute for support in questionnaire distribution.
Citation
Vanichchinchai, A. (2021), "The linkages among supplier relationship, customer relationship and supply performance", Journal of Business & Industrial Marketing, Vol. 36 No. 8, pp. 1520-1533. https://doi.org/10.1108/JBIM-01-2020-0033
Publisher
:Emerald Publishing Limited
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