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Article
Publication date: 11 September 2017

Thi Song Hanh Pham, Lien Le Monkhouse and Bradley R. Barnes

Drawing on the resource-based view, the purpose of this paper is to focus on the influence of relational capability and marketing capabilities on export performance. The study…

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Abstract

Purpose

Drawing on the resource-based view, the purpose of this paper is to focus on the influence of relational capability and marketing capabilities on export performance. The study also examines the interaction effects of relational capability on the marketing capabilities – export performance relationships.

Design/methodology/approach

A stratified random sample of 1,047 exporting firms was approached. Survey data were collected from 333 Vietnamese exporting firms and analysed using hierarchical moderated regression.

Findings

The results reveal that a firm’s relational capability not only strengthens the efficiency of the export pricing capability – performance, marketing intelligence capability – performance, and marketing communication capability – performance relationships, but is also the strongest predictor of export performance amongst those capabilities identified. Whilst engagement in market intelligence, product development, price setting and promotional activities have a positive payoff, the findings confirm that there is less need for exporters to engage in after-sales service and distribution capabilities.

Originality/value

The study introduces the notion of relational capability alongside export marketing capabilities as predictors of export performance. The authors also examine the moderating influence of relational capability on the link between export marketing capabilities and export performance. By focusing on Vietnam, the study provides fresh insights surrounding the development pathway for firms in emerging markets.

Details

International Marketing Review, vol. 34 no. 5
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 6 August 2020

Oscar Malca, Jean Pierre Bolaños, Francisco J. Acedo, Jorge Luis Rubio Donet and Jesus Peña-Vinces

The purpose of this study is to analyse the mediating and moderating effects of relational flexibility norms on relationship building capacities and export performance.

Abstract

Purpose

The purpose of this study is to analyse the mediating and moderating effects of relational flexibility norms on relationship building capacities and export performance.

Design/methodology/approach

The study followed a quantitative and cross-sectional approach. The analysis was applied to 95 Peruvian Exporting SMEs which were examined through structural equation modelling (SEM) using AMOS 24.0 statistical package. The responses were gathered through telephone and personal interviews which were tested using the Mann–Whitney U test, finding no statistically significant differences.

Findings

The main finding of the study is to demonstrate the indirect effect of relational flexibility norms on the export performance of SMEs through relationship-building capabilities. In this way, these capabilities become very important variables in the export management of SMEs, since they directly affect the relationship of the Exporter–Importer dyad.

Research limitations/implications

One of the limitations is the cross-sectional type study that applies to the short-term effects of relational norms. Organizational characteristics and other factors that may affect export performance should also be considered in future research, as well as longitudinal studies should be developed.

Practical implications

The study allows SMEs to focus management efforts on strengthening the relationship – building capabilities, which are very important given SMEs' resource constraints. Therefore, an adequate management of relations with importers can contribute to the reduction of control and coordination costs; and have a positive impact on export performance. Similarly, the study contributes to the management of export promotion by suggesting that one area to be prioritized is the strengthening of the relationship capacities of exporting SMEs.

Originality/value

The study provides the analysis of the mediating effect of the relationship-building capability between relational flexibility and export performance. In this way, it enriches the theoretical analysis and contributes with the empirical evidence of an emerging country like the case of Peru.

Details

International Journal of Emerging Markets, vol. 16 no. 8
Type: Research Article
ISSN: 1746-8809

Keywords

Article
Publication date: 16 August 2022

Artur Swierczek

The study seeks to explore the effect of socialization mechanisms on relational embeddedness of logistics service providers (LSP), and relational performance of dyads, and finally…

Abstract

Purpose

The study seeks to explore the effect of socialization mechanisms on relational embeddedness of logistics service providers (LSP), and relational performance of dyads, and finally their resulting effect on the supply chain performance in transitive triads.

Design/methodology/approach

To elaborate on the major constructs of the study, the researchers use the theoretical lens specifically provided by social capital theory (SCT), and relational view (RV). Consequently, the researchers use SCT to examine the role of the socialization process, used by the supplier and customer, to develop relational embeddedness of logistics service providers in triads. Next, the researchers use the RV, complemented by the underpinnings of supply chain practice view (SCPV) to elaborate on the relational performance of dyads and supply chain performance. The study uses partial least squares structural equation modeling (PLS-SEM) to estimate the higher component model (HCM) and test the research hypotheses.

Findings

The results obtained from a sample of 350 transitive triads suggest that relational embeddedness of LSPs is only shaped by the mechanisms of formal socialization, developed by the supplier and customer. Interestingly, informal socialization appears to be insignificant for this process. The results indicate that relational embeddedness of logistics service providers has a positive effect on the relational performance of three dyads, which in turn, has a positive effect on the supply chain performance in transitive triads.

Research limitations/implications

One of the intriguing avenues of future research is to investigate the dynamics of supply chains. It would be also worthwhile to make use of the specificity of transitive triads, formed by the supplier, customer and LSP, to explore whether and under which circumstances (e.g. reciprocity, symmetry) the strong ties encourage the transfer and integration of knowledge among actors, and the weak ties accelerate the search for information. In connection with that, the other interesting research avenue would be to investigate the information benefits derived from the nonredundant triads.

Originality/value

Although there is a number of recent studies that show empirical evidence for developing relational embeddedness in transitive triads, to date, little research interest has been paid to how relational embeddedness of LSPs is shaped within the supply chain structures, and how it finally affects the supply chain performance.

Details

The International Journal of Logistics Management, vol. 34 no. 5
Type: Research Article
ISSN: 0957-4093

Keywords

Article
Publication date: 27 January 2023

Xiaodie Pu, Zhao Cai, Alain Yee Loong Chong and Antony Paulraj

Firms are subject to power from both upstream and downstream partners; those partners may have different or even opposing impacts on supply chain relationships and financial…

Abstract

Purpose

Firms are subject to power from both upstream and downstream partners; those partners may have different or even opposing impacts on supply chain relationships and financial performance. The purpose of this study is to investigate how upstream and downstream dependence structures affect a firm's financial performance through upstream and downstream relational depth (DEP) and relationship extendedness (EXT).

Design/methodology/approach

Data representing both upstream and downstream supply chain perspectives was collected using a multiple-respondent survey and was further augmented using financial performance data from an archival database.

Findings

Dependence advantages (ADVs) and disadvantages from upstream and downstream partners affect relational mechanisms and firm performance differently. Only downstream ADV will enhance a firm's DEP and EXT and subsequently affect firm's revenue and profit. Contradictory to widely held belief, the results reveal that firms that maintain long-term relationships with buyers and suppliers may experience lower revenue/profit.

Originality/value

This research represents a significant step in understanding the economic ramifications of dependence by (1) highlighting the difference between upstream and downstream supply chain dependence structure and (2) understanding the indirect effects of dependence structure on financial performance.

Details

International Journal of Operations & Production Management, vol. 43 no. 7
Type: Research Article
ISSN: 0144-3577

Keywords

Article
Publication date: 12 February 2019

Ricardo Malagueño, Ismail Gölgeci and Andrew Fearne

The purpose of this paper is to examine the impact of perceived relational justice on the relationship between key customer categorization and performance of small food and drink…

1102

Abstract

Purpose

The purpose of this paper is to examine the impact of perceived relational justice on the relationship between key customer categorization and performance of small food and drink producers in supermarket supply chains.

Design/methodology/approach

Survey data are derived from a sample of (small-scale) suppliers of local and regional food to a large British supermarket. Partial least squares regression analysis was used to test a conceptual framework, which positions relational justice as a mediator in the relationship between key customer categorization and supplier performance, moderated by the length of the relationship.

Findings

The findings reveal that small suppliers who perceive their treatment by their key customers as fair tend to achieve higher business performance, which supports the hypothesized mediating role of relational justice on supplier performance. However, this research found no evidence to support the hypothesis that this role is moderated by the length of the relationship between the supplier and buyer.

Originality/value

This paper makes a novel empirical contribution, focusing on performance outcomes for small-scale suppliers in a highly competitive environment (fast-moving consumer goods) with customers (supermarkets) who have significant market power. Accordingly, the paper shows that the way supermarket buyers treat their suppliers matters more for the performance of their suppliers than the very fact that they are key customers.

Details

Supply Chain Management: An International Journal, vol. 24 no. 3
Type: Research Article
ISSN: 1359-8546

Keywords

Article
Publication date: 22 June 2020

Franciele Bonatto, Luis Mauricio Martins de Resende and Joseane Pontes

The goal of this research is to establish which contextual factors influence the selection of relational governance instruments in supply chains (SCs) and how these factors impact…

Abstract

Purpose

The goal of this research is to establish which contextual factors influence the selection of relational governance instruments in supply chains (SCs) and how these factors impact the expected performance.

Design/methodology/approach

A systematic literature review (SLR) identified 103 conceptual, empirical and analytical studies between 2007 and 2017.

Findings

A conceptual framework is developed from the categorization of contextual factors, relational governance instruments and expected SC performance. The conceptual framework provides three propositions: (1) The choice for relational governance instrument is influenced differently by the contextual factors; (2) the impact that the contextual factors have on the governance instruments and SC performance is mediated by trust; (3) The SC performance is affected differently by the instruments of flexibility, solidarity and information sharing.

Practical implications

The findings of this research can help business managers better govern and know the contextual factors and use different relational governance instruments and trust dimensions to drive the expected results of the SC.

Originality/value

The synthesis reveals contingencies of relational governance instruments in SCs for performance expected in different contexts and proposes a standpoint for further research in the area.

Details

Benchmarking: An International Journal, vol. 27 no. 6
Type: Research Article
ISSN: 1463-5771

Keywords

Article
Publication date: 20 March 2024

Ki-Hyun Um

This study aims to (1) validate the efficacy of contractual and relational governance in enhancing operational performance and (2) explore the influence of product complexity on…

Abstract

Purpose

This study aims to (1) validate the efficacy of contractual and relational governance in enhancing operational performance and (2) explore the influence of product complexity on the effectiveness of these governance mechanisms, thereby determining the optimal approach for varying levels of product complexity.

Design/methodology/approach

By utilizing a comprehensive theoretical framework encompassing transaction cost economics, social exchange theory and contingency theory, this research explores the intricate interplay between governance mechanisms, product complexity and operational performance, drawing insights from a dataset comprising 246 responses within Mainland China’s manufacturing sector. To rigorously test the proposed hypotheses, this study employed a hierarchical regression analysis.

Findings

The findings of this study are summarized as follows: (1) while both contractual governance and relational governance have a significant impact on operational performance, relational governance is found to be more effective than contractual governance in enhancing operational performance; and (2) the moderation effect of product complexity is evident, as it weakens the impact of contractual governance while simultaneously enhancing the positive influence of relational governance on operational performance.

Originality/value

The study uncovers a moderation effect of product complexity on the relationship between governance mechanisms and operational performance. This finding adds an original contribution to the literature by highlighting how product complexity can interact with governance strategies, providing practical insights for industries dealing with varying levels of product complexity.

Details

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

Keywords

Article
Publication date: 25 April 2023

Artur Swierczek and Natalia Szozda

This study aims to investigate how relational capital derived by the buyer and supplier from the buyer-LSP and supplier-LSP dyads affects buyer-supplier adaptability and their…

Abstract

Purpose

This study aims to investigate how relational capital derived by the buyer and supplier from the buyer-LSP and supplier-LSP dyads affects buyer-supplier adaptability and their relational performance.

Design/methodology/approach

Drawing upon the tenets of Social Capital Theory and Relational View, the authors performed exploratory research using a survey of 350 supply chain triads. Based on these data, the authors used Structural Equation Modeling to estimate the Higher Component Model (HCM) and test the research hypotheses.

Findings

The research results indicate that relational capital derived by the supplier from the supplier-LSP dyad has a strong and positive impact on buyer-supplier adaptability. On the other hand, relational capital derived by the buyer from the buyer-LSP dyad has no significant impact on buyer-supplier adaptability. The results also demonstrate that the effect of buyer-supplier adaptability on buyer-supplier relational performance is strong and positive. The obtained findings also suggest that buyer-supplier adaptability acts as a partial mediator between relational capital derived by buyer/supplier from the links with LSP and relational performance.

Research limitations/implications

The study has some limitations that guide directions for future research. First, along with relational capital, it might be worthwhile to also investigate the impact of structural and cognitive capital in supply chain triads to test whether and how these two dimensions of social capital contribute to buyer-supplier adaptability. It could be also interesting to include the LSP’s perception of relational capital in the model to shift the analysis from the organizational to the interorganizational level.

Originality/value

Given the increasing interest in complex structures of supply chains, this study investigates how one dyad affects other dyads in supply chain triads. Specifically, the study develops and empirically tests the construct of relational capital derived from the links with LSPs, and views adaptability as the result of two interacting parties.

Details

International Journal of Operations & Production Management, vol. 44 no. 1
Type: Research Article
ISSN: 0144-3577

Keywords

Article
Publication date: 8 July 2022

Zhongqiu Li, Chao Ma, Xue Zhang and Qiming Guo

Meaningful feedback at work signals effective performance management. Drawing on a new perspective of the conservation of resources (COR) theory, this paper aims to examine the…

Abstract

Purpose

Meaningful feedback at work signals effective performance management. Drawing on a new perspective of the conservation of resources (COR) theory, this paper aims to examine the mediating effect of relational energy in the relationship between supervisor developmental feedback and subordinates' task performance with the moderating role of learning demands.

Design/methodology/approach

Data from 230 supervisor-subordinate dyads were collected at two time points of four enterprises in China.

Findings

The results support the proposed mediation effect that supervisor developmental feedback positively predicts subordinates' task performance via boosting subordinates' relational energy. Furthermore, the results highlighted the moderating role of learning demands in the relationship between supervisor developmental feedback and subordinates' relational energy. The moderated–mediated relationship for subordinates' task performance was also supported.

Originality/value

Drawing on COR theory, this paper contributes to a complete understanding of how supervisor developmental feedback may support or build employees' relational energy, facilitating task performance and further exploring learning demands as a boundary condition of this indirect relationship.

Details

Personnel Review, vol. 52 no. 5
Type: Research Article
ISSN: 0048-3486

Keywords

Article
Publication date: 10 October 2008

Robert C. Fink, William L. James, Kenneth J. Hatten and Lynn Bakstran

The purpose of this research is to understand factors related to increased customer purchases from suppliers during different stages of the customer‐supplier relationship.

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Abstract

Purpose

The purpose of this research is to understand factors related to increased customer purchases from suppliers during different stages of the customer‐supplier relationship.

Design/methodology/approach

A survey of 372 professionals in the paper industry was conducted to investigate how customer performance outcomes, supplier quality and delivery performance, the presence of relational norms and customer perspectives of environmental uncertainty vary in their influence on increasing customer purchases over time.

Findings

The results indicate the variables influencing increased customer purchases vary over the duration of the customer‐supplier relationship. It is also shown how the variables influencing increased customer purchases from suppliers are different from the variables leading to increased customer commitment to suppliers over time.

Research limitations/implications

Data were collected from the customer perspective only and involved the exchange of one type of product. Similar studies need to be conducted in other industries involving other types of product exchanges that capture both customer and supplier perspectives to verify these findings.

Practical implications

Supplier sales and marketing managers need to understand the factors related to increased customer purchases and how they change over time to create appropriate sales and marketing strategies for different stages of their customer relationships.

Originality/value

One of the most important sales and marketing objectives is to increase customer purchases; however, it has received limited attention in prior research. This paper adds value by focusing on both the variables related to increased customer purchases and how these factors change in their influence over the duration of the customer‐supplier relationship.

Details

Journal of Business & Industrial Marketing, vol. 23 no. 8
Type: Research Article
ISSN: 0885-8624

Keywords

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