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Article

Manoj Hudnurkar and Suhas Suresh Ambekar

The purpose of this paper is to design, develop, implement and validate a multi-criteria decision model for measuring supplier satisfaction through a case study.

Abstract

Purpose

The purpose of this paper is to design, develop, implement and validate a multi-criteria decision model for measuring supplier satisfaction through a case study.

Design/methodology/approach

A three-stage methodology was used to develop a framework to measure supplier satisfaction. The framework involved factors and Key Performance Indicators (KPIs) from literature and exploratory study. Further, using the framework, a multi-dimensional decision model to calculate Supplier Satisfaction Index was developed. The proposed decision framework was implemented as a real-world case study in an Indian manufacturing organization.

Findings

The study makes two major contributions: first, it develops a framework to measure supplier satisfaction using factors and KPIs suitable to the buyer organization; second, the model developed to calculate supplier satisfaction helps in understanding overall satisfaction of suppliers along with the level of satisfaction of each supplier. The model can also be used to suggest improvements to buyer organizations on specific factors and KPIs under each factor.

Research limitations/implications

Supplier satisfaction plays an important role in multinational companies (MNCs), so the sample of practitioners considered in this study is relevant. However, it is likely that the small sample size of only suppliers and companies selected solely from the Indian manufacturing MNCs may have introduced some bias.

Practical implications

A comprehensive framework for enhancing the relationship with suppliers will be instrumental in deciding, managing and improving the level of supplier satisfaction.

Originality/value

This approach provides purchase managers with the flexibility of selecting factors and KPIs at every level of analysis and also a single index to establish supplier’s satisfaction with a buyer company.

Details

International Journal of Productivity and Performance Management, vol. 68 no. 8
Type: Research Article
ISSN: 1741-0401

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Article

S.W.S.B. Dasanayaka, Omar Al Serhan, Mina Glambosky and Kimberly Gleason

This study aims to identify and analyze factors affecting the business-to-business (B2B) relationship between Sri Lankan telecommunication operators and vendors. The…

Abstract

Purpose

This study aims to identify and analyze factors affecting the business-to-business (B2B) relationship between Sri Lankan telecommunication operators and vendors. The authors conduct a survey and develop models to explain relationship strength and satisfaction. The authors find that telecommunication operators and vendors value trust, commitment, adaptation and communication. Operator satisfaction varies by perception of product quality, service support, delivery performance, supplier know-how and value for money. The vendor’s relationship strength is impacted by trust and commitment; vendor satisfaction is affected by economic factors and referencing. The authors suggest formulating management strategies using these results to strengthen business relationships.

Design/methodology/approach

The authors develop two conceptual models to analyze the supplier and customer perspectives. This study’s drafted models were drawn from established models and were presented to experts in the industry, both telecommunication operators and vendors. Models were modified based on experts’ feedback, and hypotheses were developed from the conceptual models, developed separately for the two perspectives. Data collection was done via questionnaires; 150 questionnaires were sent via email to identified telecommunication operators and 100 questionnaires were sent via email to identified telecommunication vendors, with follow-up emails and telephone calls to improve response rates.

Findings

This study’s findings show that employees in the telecommunication industry recognize the importance of B2B relationships. Employees of both telecommunication operators and vendors agree that stronger relationships are advantageous. The correlation and regression analysis results identify factors that affect the B2B relationship. The following factors impact the strength of B2B relationships irrespective of view point: trust, commitment and satisfaction. The following factors were found to significantly affect the strength of B2B relationships between telecommunication operators and vendors from the operator perspective: adaptation and communication.

Practical implications

To enhance relationship strength, the management of operator organizations should take action to improve trust, commitment and satisfaction. Demonstrating honesty and integrity when dealing with vendors and exhibiting concern for the other party’s interests can help establish trust or enhance trust in existing relationships. Displaying commitment toward the vendor will also facilitate stronger relationships. Reasonable profits for both parties and sizeable business volume will also help satisfy vendors, increasing relationship strength. Positive referencing of the vendor in industrial and public forums will improve vendor satisfaction, enhancing relationship strength. Reputational capital can be built and maintained for both operators and vendors by keeping promises and defending the other party to outsiders. For managers of telecommunications operators and vendors in other emerging markets, this study’s results are important and can inform internal business practices to support trust, commitment and satisfaction.

Originality/value

This study contributes to the existing literature in two ways, a focus on the telecommunication industry and a previously unexplored emerging market, Sri Lanka. In addition, this study includes an analysis of the relationship from both the operator and vendor perspectives.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 6
Type: Research Article
ISSN: 0885-8624

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Article

Jesús J. Cambra‐Fierro and Yolanda Polo‐Redondo

This article seeks to analyze the concept of the long‐term orientation of relationships in the supply chain (SC). This research aims to study interactions between…

Abstract

Purpose

This article seeks to analyze the concept of the long‐term orientation of relationships in the supply chain (SC). This research aims to study interactions between satisfaction and commitment with the relational perspective of firm‐supplier relationships.

Design/methodology/approach

The establishment of a “post‐satisfaction” framework is necessary. A model based on structural equations is used to test the set of hypotheses.

Findings

The findings show that cooperation, communication, satisfaction, proved trust and commitment explain the long‐term orientation of the relationships in the SC.

Research limitations/implications

This research only considers the buyer's perspective. The article considers some implications relating to different profiles of trust.

Practical implications

The article includes several implications about how to communicate with customers and suppliers, how to cooperate with customers and suppliers, why buyers trust suppliers, how buyers perceive satisfaction, and how buyers commit to suppliers.

Originality/value

This research, based on its “post‐satisfaction” approach, aims to complete the framework proposed by Cambra and Polo. Ideas related to the evolution of trust (“previous” vs “proved” trust) are discussed.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 6
Type: Research Article
ISSN: 0885-8624

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Article

Jesús J. Cambra‐Fierro and Yolanda Polo‐Redondo

The purpose of this research paper is to analyze the concept of satisfaction in firm‐supplier relationships.

Abstract

Purpose

The purpose of this research paper is to analyze the concept of satisfaction in firm‐supplier relationships.

Design/methodology/approach

A quantitative approach is considered in the study. The paper offers a set of scales to analyze the main antecedents of the relationship quality concept. Causal relations are also analyzed by testing a model based on structural equations.

Findings

Cooperation, communication, trust and adaptation to expectations explain satisfaction. Proposals for further research related to commitment and long‐term orientation of supply relationships are also included.

Research limitations/implications

This paper takes the Spanish context as reference. Generalization of the conclusions should begin with a previous analysis to consider the similarities and differences between contexts. The data of the research are based on the buyer's perspective.

Practical implications

Suppliers are able to identify elements affecting satisfaction. In order to establish lasting relationships, suppliers must identify the real needs of companies. They must also manage cooperation, communication and trust. The model and measurement scales could easily be adapted beyond the dyad and beyond the whole demand‐supply chain. The conclusions could be valuable to both buyers and sellers.

Originality/value

The paper highlights that some works published in Supply Chain Management: An International Journal indicate that the factors determining company‐supplier relationships have to be thoroughly studied and additional models explaining these relationships have to be tested.

Details

Supply Chain Management: An International Journal, vol. 13 no. 3
Type: Research Article
ISSN: 1359-8546

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Article

Chang Juck Suh and Jong-Hoon Kim

The purpose of this paper is to identify the negative impact of an incumbent supplier pushing out a buyer, the positive effect of an alternative supplier pulling a buyer…

Abstract

Purpose

The purpose of this paper is to identify the negative impact of an incumbent supplier pushing out a buyer, the positive effect of an alternative supplier pulling a buyer, and the mooring impact that prevents a buyer from switching to a supplier in terms of the push-pull-mooring (PPM) model of migration theory. In this context, this study considers a buyer as the immigrant, an incumbent supplier as the origin, an alternative supplier as the destination, and inertia as the hesitance to migrate.

Design/methodology/approach

This study collected survey data from 148 end-product manufacturers and first-tier suppliers. It tested whether the PPM model fit in a supply chain relationship (SCR) using the partial least squares structural equation modelling approach and SmartPLS package version 2.0.M3.

Findings

The results support all hypotheses for causal relationships among factors of cognitive, affect, and behavioural intentions of each PPM effect. This study identifies the relative importance of each effect on a buyer’s intention of switching an existing supplier.

Originality/value

This study presents a new perspective that enhances the understanding of a buyer’s behaviour towards a supplier by applying the PPM model of migration to a manufacturing SCR. It promotes interdisciplinary and integrated views as well as broadens the diversity of the results in the business-to-business context.

Details

International Journal of Operations & Production Management, vol. 38 no. 12
Type: Research Article
ISSN: 0144-3577

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Article

Uma Maheswari Devi Parmata and Surya Prakash Chetla

The purpose of this paper is to develop a scale for the measurement of service quality at the manufacturer–doctor interface of the pharmaceutical supply chain and to study…

Abstract

Purpose

The purpose of this paper is to develop a scale for the measurement of service quality at the manufacturer–doctor interface of the pharmaceutical supply chain and to study the impact of service quality on doctor’s satisfaction and doctor’s prescribing behavior. Doctors from two major states of South India were selected for the study. A doctor perceived service quality scale with three dimensions having eight items was developed through confirmatory factor analysis (CFA) in the pharmaceutical context. Structural equation modeling (SEM) technique was used to show the relationship between service quality, satisfaction and prescribing behavior. The critical factors of service quality were identified, and a model was developed showing the relationship between service quality, doctor’s satisfaction and doctor’s prescribing behavior which has not been explored in any research. This model will be helpful in further development of new concepts and for analyzing the reasons for the failure of doctors in providing quality service. 

Design/methodology/approach

A total of 200 doctors from three major cities of South India were selected. A doctor perceived service quality scale with three dimensions having eight items was developed through CFA using Parasuraman Service quality scale (Parasuraman, 1985, 1986, 1988) as the basis in the pharmaceutical context after focus group discussions with company experts, retailers, doctors and academicians. SEM technique was used to examine the impact of service quality on doctor’s satisfaction and prescribing behavior.

Findings

There is no universal set of dimensions and items that determine service quality in manufacturing industries, especially at the manufacturer–doctor interface of the pharmaceutical supply chain though service quality plays a very important role in affecting the performance of manufacturing industries. The critical factors affecting the quality of service for a pharmaceutical company at the manufacturer–doctor interface of the supply chain were identified, and its impact on doctor’s satisfaction and their prescribing behavior were studied.

Research limitations/implications

This research contributes to the development of service quality scale for measuring service quality in pharmaceutical manufacturing company, especially with reference to manufacturer–doctor interface of the supply chain which was not thoroughly explored earlier. A model was developed showing the positive relationship between service quality and doctor’s satisfaction and doctor’s prescribing behavior in pharmaceutical supply chain which is a new concept not proved experimentally.

Practical implications

The study is very useful for the pharmaceutical manufacturing companies to identify the service quality factors affecting doctor’s satisfaction and their prescribing behavior thereby leading to development of new measures for improving the performance of the pharmaceutical supply chain. This study can lead to identification of problems involved in pharmaceutical supply chain and also leads to generation of new ideas and development of new concepts for influencing doctor’s satisfaction and doctor’s prescribing behavior which in turn can help in providing better health.

Social implications

This study actually has a direct impact on the society. If factors affecting doctor’s satisfaction and prescribing behavior are identified automatically, the end consumer, i.e. patient, can be satisfied in a better way, and better medical care can be provided. If doctor’s problems are identified, then better solutions can be provided to patients; this in turn has a lot of positive impact on the pharmaceutical company and society in general.

Originality/value

This research will act as a base for generating ideas relating to how quality service provided by a company will have an impact on doctor’s satisfaction and his prescribing behavior in pharmaceutical supply chain .To the best of the authors’ knowledge, this study is the first of its kind of the conceptual aspects of service quality, satisfaction and loyalty explained in terms of pharmaceutical supply chain as service quality, doctor’s satisfaction and doctor’s prescribing behavior and proved experimentally.

Details

International Journal of Pharmaceutical and Healthcare Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1750-6123

Keywords

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Book part

Md Nuruzzaman

The objective of this study is to investigate how country risk, different political actions from the government and bureaucratic behavior influence the activities in…

Abstract

The objective of this study is to investigate how country risk, different political actions from the government and bureaucratic behavior influence the activities in industry supply chains (SCs) in emerging markets. The main objective of this study is to investigate the influence of these external stakeholders’ elements to the demand-side and supply-side drivers and barriers for improving competitiveness of Ready-Made Garment (RMG) industry in the way of analyzing supply chain. Considering the phenomenon of recent change in the RMG business environment and the competitiveness issues this study uses the principles of stakeholder and resource dependence theory and aims to find out some factors which influence to make an efficient supply chain for improving competitiveness. The RMG industry of Bangladesh is the case application of this study. Following a positivist paradigm, this study adopts a two phase sequential mixed-method research design consisting of qualitative and quantitative approaches. A tentative research model is developed first based on extensive literature review. Qualitative field study is then carried out to fine tune the initial research model. Findings from the qualitative method are also used to develop measures and instruments for the next phase of quantitative method. A survey is carried out with sample of top and middle level executives of different garment companies of Dhaka city in Bangladesh and the collected quantitative data are analyzed by partial least square-based structural equation modeling. The findings support eight hypotheses. From the analysis the external stakeholders’ elements like bureaucratic behavior and country risk have significant influence to the barriers. From the internal stakeholders’ point of view the manufacturers’ and buyers’ drivers have significant influence on the competitiveness. Therefore, stakeholders need to take proper action to reduce the barriers and increase the drivers, as the drivers have positive influence to improve competitiveness.

This study has both theoretical and practical contributions. This study represents an important contribution to the theory by integrating two theoretical perceptions to identify factors of the RMG industry’s SC that affect the competitiveness of the RMG industry. This research study contributes to the understanding of both external and internal stakeholders of national and international perspectives in the RMG (textile and clothing) business. It combines the insights of stakeholder and resource dependence theories along with the concept of the SC in improving effectiveness. In a practical sense, this study certainly contributes to the Bangladeshi RMG industry. In accordance with the desire of the RMG manufacturers, the research has shown that some influential constructs of the RMG industry’s SC affect the competitiveness of the RMG industry. The outcome of the study is useful for various stakeholders of the Bangladeshi RMG industry sector ranging from the government to various private organizations. The applications of this study are extendable through further adaptation in other industries and various geographic contexts.

Details

Sustaining Competitive Advantage Via Business Intelligence, Knowledge Management, and System Dynamics
Type: Book
ISBN: 978-1-78441-764-2

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Article

Jialin (Snow) Wu, Rob Law and Jingyan Liu

This study aims to develop a framework to explain the reciprocity of the value co-creation process in mobile hotel booking context and to clarify values for customer and supplier.

Abstract

Purpose

This study aims to develop a framework to explain the reciprocity of the value co-creation process in mobile hotel booking context and to clarify values for customer and supplier.

Design/methodology/approach

A research framework was developed based on the previous literature to derive insights on value co-creation process. Online surveys were conducted among mobile hotel bookers in China. Confirmatory factor analysis and structural equation modeling were used to test the proposed framework.

Findings

The findings suggested that suppliers should improve the values for customers (functionality, usability and perceived value) to achieve values for themselves [customer lifetime value (CLV), customer knowledge value (CKV), customer referral value (CRV) and customer influencer value (CIV)]. The relation between satisfaction and CLV was moderated by the CIV from other customers.

Practical implications

Suppliers should enhance customer value from the aspects of functionality, usability and perceived value to earn a competitive advantage. Moreover, for suppliers, non-transactional values such as other CIV play an increasingly critical role apart from economic value for development.

Originality/value

This study not only added empirical analysis on value co-creation in m-Tourism but also extended the current literature by validating a research model which integrates website evaluation research with Kumar et al. (2010)’s customer engagement value framework. Instead of serving as a mediator, mobile app was regarded as one of the indispensable actors involved in value co-creation.

Details

International Journal of Contemporary Hospitality Management, vol. 30 no. 4
Type: Research Article
ISSN: 0959-6119

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Article

Mosad Zineldin and Patrik Jonsson

This research examines the importance of a set of underlying variables, such as willingness of the supplier to adapt to the dealer, built‐up relationship bonds, costs of…

Abstract

This research examines the importance of a set of underlying variables, such as willingness of the supplier to adapt to the dealer, built‐up relationship bonds, costs of terminating the relationship, level of shared values, formal and informal communication between the participating parties, opportunistic behavior by the supplier and perceived level of satisfaction in the relation‐ship, for achieving high trust and commitment within a supplier‐dealer relationship. Data for the analysis are generated from 114 purchasing managers at Swedish lumber dealers, an industry where collaborative relation‐ships are not very developed, but considered necessary for future success. Methodology is described and results are discussed. Concludes that companies trying to achieve high trust and commitment relationships, should create high satisfaction relationships, by decreasing their opportunistic behavior, adjusting to the needs of the other part, and developing shared values.

Details

The TQM Magazine, vol. 12 no. 4
Type: Research Article
ISSN: 0954-478X

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Article

Ho Jung Choo, Ji‐Wook Jung and Ihn Hee Chung

This paper aims to examine the structure of buyer‐supplier relationship quality perceived by small‐sized fashion businesses with their major supplier.

Abstract

Purpose

This paper aims to examine the structure of buyer‐supplier relationship quality perceived by small‐sized fashion businesses with their major supplier.

Design/methodology/approach

On the basis of the literature review and in‐depth interviews, a testable relationship quality model is proposed. Two hundred and eighty stores located in Dongdaemun fashion market in Seoul, Korea, are surveyed and 233 complete responses are used in the analysis to test hypotheses.

Findings

The major findings includes the critical role of product design, product quality, and a supplier's honesty in the building of relationship quality. As the relationship ages, geographical proximity, communication, and design factors become more important in determining relationship quality and behavioral intentions, while product quality and power balance factors became less important.

Research limitations/implications

Only one side of the perception is analyzed. The data is collected from single informants from each buying fashion store. Instead of using longitudinal data, a cross‐sectional research design is employed.

Practical implications

Among the proposed anteceding factors to relationship quality, product design is found to have the strongest impact on the buyer's perception of relationship quality. Thus, product suppliers in Dongdaemun market should focus on improving their capability to produce superior designs.

Originality/value

Dongdaemun market has been successfully positioned as a main hub for the distribution of non‐brand fashion products in Korea. This paper is the first to investigate the channel members' relationships and behaviors in Dongdaemun market.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 13 no. 4
Type: Research Article
ISSN: 1361-2026

Keywords

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