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Article
Publication date: 5 March 2021

Atif Saleem Butt, Syed Hamad Hassan Shah and Ahmad Bayiz Ahmad

The purpose of this paper is to explore how knowledge hiding affects buyer-supplier relationship performance in the supply chain.

Abstract

Purpose

The purpose of this paper is to explore how knowledge hiding affects buyer-supplier relationship performance in the supply chain.

Design/methodology/approach

This study uses a multiple case study methodology. Overall, 26 semi-structured interviews (13 dyadic interviews) with managers of buying and supplying firms (who have been a victim of knowledge hiding) were undertaken.

Findings

Based on comprehensive data analysis, results reveal seven factors that adversely affect buyer-supplier relationship performance (lack of trust, lack of cooperation and lack of commitment). In addition, results reveal that such factors reduced the firm’s business performance in terms of low-quality products, increased lead time and higher costs.

Research limitations/implications

This study has some limitations. First, the results of this study are not generalizable to a broader population. Second, this study explores behavioral patterns with respect to United Arab Emirates culture only.

Practical implications

Firms can use the findings from this study to understand how knowledge hiding in a buyer-supplier relationship adversely affects a buyer-supplier relationship performance.

Originality/value

A considerable weakness in buyer-supplier relationship literature is a need for a study examining how knowledge hiding harms buyer-supplier relationship performance in the supply chain. This paper addresses this gap.

Details

VINE Journal of Information and Knowledge Management Systems, vol. 53 no. 1
Type: Research Article
ISSN: 2059-5891

Keywords

Article
Publication date: 1 January 2008

Jitesh Thakkar, Arun Kanda and S.G. Deshmukh

The purpose of this paper is to propose a methodology for evaluating and comparing supply chain relationships, specifically when, small and medium scale enterprise (SME) is…

4116

Abstract

Purpose

The purpose of this paper is to propose a methodology for evaluating and comparing supply chain relationships, specifically when, small and medium scale enterprise (SME) is considered as focal company.

Design/methodology/approach

The paper proposes a mathematical solution based on interpretive structural modeling and graph theory matrix to determine the supply chain relationship index. The application is demonstrated for the case of Indian automotive SMEs based on the secondary data reported.

Findings

Solution determines supply chain buyer‐supplier index for upstream and downstream. Based on which coefficient of similarity and dissimilarity are determined to evaluate the net pool of buyer‐supplier relationship on focal small and medium scale automotive component manufacturing industry.

Practical implications

Developed approach and results will help SMEs in general and Indian automobile component manufacturing SMEs to rethink on their supply chain relationships and identify the reasons behind their present failures and establish the criteria for win‐win partnership.

Originality/value

The paper addresses the following issues: how buyer‐supplier relationships can be quantified and the impact measured for the present working of focal SME; how SMEs can convince upstream and down stream supply chain players to initiate improvement on some dimensions of buyer‐supplier relationships; and on what basis change in relationships (from transactional to alliance) can be made to minimize the supply chain pressure on a focal company.

Details

Journal of Manufacturing Technology Management, vol. 19 no. 1
Type: Research Article
ISSN: 1741-038X

Keywords

Open Access
Article
Publication date: 4 November 2022

Xun Li, Qun Wu, Thomas J. Goldsby and Clyde W. Holsapple

The purpose of this research is to investigate the causal mechanisms that explain the relationship between the long-term buyer–supplier relationship and buyer performance…

1286

Abstract

Purpose

The purpose of this research is to investigate the causal mechanisms that explain the relationship between the long-term buyer–supplier relationship and buyer performance. Building on the growing body of research on social capital in supply chain management (SCM), the authors examine how a buyer achieves superior performance in forming the enduring partnership with a supplier through two different forms of supplier embeddedness: buyer–supplier dyadic embeddedness and supplier external embeddedness.

Design/methodology/approach

The bootstrapping method is utilized in data analysis to examine the mediating effects of the two different forms of supplier embeddedness simultaneously on the linkage between the duration of buyer–supplier relationships and buyer performance outcomes.

Findings

The authors find that the two forms of supplier embeddedness serve as distinct conduits for the buyer to translate the long-term buyer–supplier relationship into performance effectiveness. Notably, dyadic embeddedness only mediates the linkage between the duration of buyer–supplier relationships and buyer economic performance, while supplier external embeddedness solely mediates the linkage between the duration of buyer–supplier relationships and buyer innovation performance.

Originality/value

This study empirically demonstrates that different forms of supplier embeddedness may benefit a buyer differentially when directed at distinct performance goals. If a buyer can leverage both buyer–supplier dyadic embeddedness and supplier external embeddedness, the buyer will overcome value creation limitations of social capital from a single source, obtaining more comprehensive performance benefits sought by developing long-term buyer–supplier relationships.

Details

European Journal of Management Studies, vol. 27 no. 3
Type: Research Article
ISSN: 2183-4172

Keywords

Article
Publication date: 3 December 2020

Zahra Seyedghorban, Dayna Simpson and Margaret Jekanyika Matanda

The purpose of this study is to explore the dynamics of trust creation in an early buyer–supplier relationship phase at the interpersonal level. The authors use a brand-based…

Abstract

Purpose

The purpose of this study is to explore the dynamics of trust creation in an early buyer–supplier relationship phase at the interpersonal level. The authors use a brand-based communication approach to investigate the trust–risk–commitment link.

Design/methodology/approach

Survey data from 204 senior managers in small and medium-size enterprises (SMEs) in Australia were collected and analyzed.

Findings

Results indicate that ability, credibility, benevolence and persona of supplier brand representatives (SBRs) relate significantly to a buyers’ trust in SBR, leading to diminished perceived risk, and increased relationship commitment between the parties. These findings support the importance of using individual representatives who are able to broadcast their supplier’s brand values, and increase trust in exploratory buyer–supplier relationships.

Research limitations/implications

This research focused on SMEs in Australia, investigating exploratory phase of the interpersonal relationships. Future research can investigate large firms interacting in different relationship phases in the light of brand-based communication.

Practical implications

The study describes several strategies for both buying and supplying firms to use, to best use brand-based communication as a means to build trust in the early phases of buyer–supplier relationships.

Originality/value

Prior research has focused on interorganizational trust and established or mature buyer–supplier relationships. This study investigates the initial phase of buyer–supplier relationships, and at the interpersonal exchange level. It also incorporates a role for brand-based communication in the buyer–supplier relationship which has received limited attention in the literature.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 26 June 2009

J.O. Tantoush, F. Lettice and H.K. Chan

The purpose of this paper is to explore buyer‐supplier relationships in the Libyan oil industry during and following the sanction era. This paper, utilising four largely validated…

1046

Abstract

Purpose

The purpose of this paper is to explore buyer‐supplier relationships in the Libyan oil industry during and following the sanction era. This paper, utilising four largely validated critical relationship parameters, seeks to flag important buyer‐supplier relationship insights.

Design/methodology/approach

Desk research is undertaken to explore the selected themes of trust, co‐operation, commitment and communication, which are critical to effective dyadic buyer‐supplier relationships. Subsequently, in‐depth interviews were conducted with five key personnel of five Libyan oil companies to examine the impact of sanctions on the selected themes in relation to their buyer‐supplier relationships.

Findings

The results highlight interesting differentials between the two explored areas in relation to the four selected themes: trust, co‐operation, commitment and communication. The results indicate that there is a significant gap in understanding the impact of sanctions on the buyer‐supplier relationship.

Practical implications

This paper is of practical use to academics and practitioners who wish to understand the impact on and implications of sanctions on dyadic buyer‐supplier relationships in a developing country. It is also useful to government officials and the oil industry in gaining insights into the effects of sanctions on an economy with significant reliance on the oil industry.

Originality/value

There are extensive studies on the key themes of dyadic buyer‐supplier relationships. However, there is a gap in understanding the impact of sanctions on buyer‐supplier relationship behaviours. The findings in this paper therefore contribute to bridging this gap.

Details

International Journal of Energy Sector Management, vol. 3 no. 2
Type: Research Article
ISSN: 1750-6220

Keywords

Article
Publication date: 28 October 2013

Takaharu Kawai, Junya Sakaguchi and Nobumasa Shimizu

The paper aims to describe the changes in buyer-supplier relationships among Japanese companies at the early 2000s, focusing on two critical features; long-term relationships and…

1016

Abstract

Purpose

The paper aims to describe the changes in buyer-supplier relationships among Japanese companies at the early 2000s, focusing on two critical features; long-term relationships and information sharing. In particular, the paper investigates the relationship between benefits from information-sharing activities within buyer-supplier relationships and the stability of these relationships.

Design/methodology/approach

The paper develops a questionnaire based on prior research related to Japanese companies and undertakes a questionnaire survey of 353 Japanese manufacturing companies (which belong to the machinery, electrical/electronics, transportation equipment, and precision industries) in 2002.

Findings

Although Japanese companies have been considered to have close relationships with their partners, the paper finds only a small proportion of buyers were willing to share sensitive information with their suppliers and/or expected to continue long-term relationships with them. In addition, an examination of factors relating to buyers' performance shows that receiving benefits from inter-organizational information-sharing activities (attending suppliers' meetings, sending engineers to suppliers, and proposing cost saving ideas) could affect buyers' incentives to sustain long-term relationships with their suppliers.

Originality/value

The paper provides empirical evidence of the changing nature of the buyer-supplier relationship in Japanese manufacturing companies. Specifically, the main contribution of this research is to provide empirical evidence indicating that the benefit from buyer-supplier relationships has an effect on the governance structure of these relationships.

Details

Journal of Accounting & Organizational Change, vol. 9 no. 4
Type: Research Article
ISSN: 1832-5912

Keywords

Article
Publication date: 27 January 2012

Jiun‐Sheng Chris Lin and Yun‐Chi Chang

Given the increasing number of new products competing for limited shelf space, retailer acceptance of new products is crucial to both retailers and suppliers. However, limited…

3808

Abstract

Purpose

Given the increasing number of new products competing for limited shelf space, retailer acceptance of new products is crucial to both retailers and suppliers. However, limited empirical research has investigated what drives retailers to accept or decline a new product offering. Extant research on retailers' new product acceptance focuses mainly on product and market factors. Despite the growing importance of buyer‐supplier relationships in new product marketing, few studies have addressed their influence on retailers' acceptance of new products. This study aims to fill the research gap by proposing a model of retailers' new product acceptance that incorporates the buyer‐supplier relationship perspective.

Design/methodology/approach

This study develops an integrated research framework assessing the determinants of retailers' acceptance of new products. Four constructs were derived from the literature on buyer‐supplier relationship marketing and new products literature to investigate their influence on the retailer's decision to adopt a new product. The constructs include buyer‐seller relationship factors (relationship intensity and channel motivation) and non‐relationship factors (product advantage and market competitiveness). Hypotheses were developed and tested with a sample of retailers.

Findings

Owing to the lack of appropriate existing scales for the four constructs that influence retailers' adoption of new products, this study developed and validated multiple‐item scales through psychometric scale development procedures. Hypotheses were then tested with ordinary least squares regression analysis, and all factors were found to have a positive relationship with the retailer's acceptance of new products. Results further show that buyer‐supplier relationship factors are stronger predictors of retailer new product adoption than traditional non‐relationship factors.

Research limitations/implications

This research represents an attempt to incorporate the buyer‐supplier relationship into the process of retailer new product acceptance. Future research directions are discussed, with an emphasis on two‐way viewpoints, multiple supplier choice, and product sales performance after acceptance.

Practical implications

The willingness of a retailer to stock a new product does not depend solely on product and market factors. In an age of intense competition and seemingly limitless product choices, suppliers must also consider the implications of the buyer‐supplier relationship before entering negotiations with retailers regarding the stocking of a new product.

Originality/value

This paper represents the first study to propose and empirically test a research model that incorporates the literature regarding both buyer‐supplier relationship marketing and new product literature. Suppliers can strengthen their competitive advantage by understanding and enhancing their performance in these factors.

Details

Journal of Business & Industrial Marketing, vol. 27 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 30 May 2023

Honest F. Kimario and Alex R. Kira

The purpose of this study was to establish the cause-effect relationship between determinants of trust in the buyer–supplier integration and the procurement performance of large…

Abstract

Purpose

The purpose of this study was to establish the cause-effect relationship between determinants of trust in the buyer–supplier integration and the procurement performance of large manufacturing firms in Tanzania.

Design/methodology/approach

The study surveyed 52 firms from Temeke Municipality, Tanzania using questionnaire subjected to one procurement manager and one stores manager tallying a sample size of 104 respondents. Explanatory design was employed due to the presence of cause–effect relationship and the null hypotheses were tested using binary logistic regression technique at p values < 0.05 and ExpB > 1.

Findings

Mutual goals, geographical vicinity among partners, and supplier reliability are significant for the procurement performance of the manufacturing firms in Tanzania, whereas interpersonal and inter-organizational trusts and perceived buyers’ confidence are of no significant impact.

Research limitations/implications

Buyer–supplier integration is a recently embraced and paramount practice for the manufacturing firms in Tanzania. Therefore, longitudinal study would further add value. The presence of the causality from the tested hypothesis appeals for the necessity of progress tracking.

Practical implications

Causality has been established, and a framework has been developed for the performance of large manufacturing firms using trust of buyer–supplier integration.

Social implications

There shall be creation of more employment opportunities and timely availability of materials from large manufacturing firms in Tanzania.

Originality/value

Anchored on transaction cost economics and resource dependency theories, the study disclosed the root cause of procurement performance in the context of manufacturing firms in Tanzania whilst considering trust as a resource advantage of buyer–supplier integration.

Details

Journal of Global Operations and Strategic Sourcing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2398-5364

Keywords

Article
Publication date: 30 January 2023

Bin Guo, Xi Li, Tanfei Liu and Dong Wu

Supplier–supplier coopetition is vital to buyer innovation in reality. However, it has not received enough attention in prior research. Integrating the…

1033

Abstract

Purpose

Supplier–supplier coopetition is vital to buyer innovation in reality. However, it has not received enough attention in prior research. Integrating the ability-motivation-opportunity framework of organizational learning perspective and the awareness-motivation-capability framework of competitive dynamics theory, this paper investigates the effect of supplier–supplier coopetition within supplier network on buyer innovation, as well as the contingent role of the relational attributes -- duration and tie strength dispersion of buyer–suppliers relationship at the supplier network level.

Design/methodology/approach

Testing this model on the secondary data of supply networks formed by 204 US listed buyer firms in SIC code 28, 35, 36 during 2008–2019, the authors utilize a fixed-effect regression model to investigate the relationship between supplier–supplier coopetition and the focal buyer's innovation.

Findings

The authors provide support for the positive influence of supplier–supplier cooperation on buyer innovation and an inverted U-shaped relationship between supplier–supplier competition and the focal buyer's innovation. The buyer–suppliers tie strength dispersion amplified the above two effects, and supplier–supplier cooperation mitigates the effect of supplier–supplier competition on the focal buyer's innovation.

Originality/value

Extending the traditional dyadic view to a network-level view via linking the supplier–supplier dyad and the buyer–suppliers dyad, this paper contributes to a better understanding of supplier–supplier coopetition and its impact on buyer innovation with learning and competitive tension as the underlying explanations, and validates the contingent role of buyer–suppliers relational attributes.

Details

International Journal of Operations & Production Management, vol. 43 no. 9
Type: Research Article
ISSN: 0144-3577

Keywords

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