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Article
Publication date: 8 May 2019

Artur Swierczek

This study aims to investigate the link between manufacturer relational embeddedness, manufacturer influence and supplier-customer relational embeddedness and their resulting…

Abstract

Purpose

This study aims to investigate the link between manufacturer relational embeddedness, manufacturer influence and supplier-customer relational embeddedness and their resulting impact on the network rent.

Design/methodology/approach

Leveraging the theoretical lens of social exchange theory and the relational view and utilizing the survey data derived from the transitional triadic supply chains, the authors used multiple regression analysis and the partial least squares (PLS) path model. The regression analysis with interaction effects is used to indicate the network rent, while the PLS path model is applied to investigate the link between manufacturer relational embeddedness, manufacturer influence and supplier-customer relational embeddedness and their subsequent impact on the network rent.

Findings

The authors empirically establish that manufacturer relational embeddedness, as a higher-order factor, can comprise both upstream and downstream relational embeddedness. The research also demonstrates that manufacturer relational embeddedness significantly contributes to the manufacturer’s eagerness to form a direct link between the supplier and the customer, and the manufacturers report a significant ability to affect this relationship. Likewise, the study shows that supplier-customer relational embeddedness significantly and positively affects the network rent. In addition, the study implies that supplier-customer relational embeddedness is a mediator between manufacturer influence and the network rent, while manufacturer influence is a suppressor variable, which increases the negative relationship between manufacturer relational embeddedness and supplier-customer relational embeddedness.

Research limitations/implications

The research makes three key contributions. First, this study, as one of very few, simultaneously embraces context, intervention, mechanism and outcome, while investigating the role of manufacturer (its relational embeddedness and influence) in promoting supplier-customer relational embeddedness, and its resulting effect on the network rent. Further on, to the best of the authors’ knowledge, this is the first empirically based study that demonstrates to what extent the manufacturer is capable of fostering supplier-customer relational embeddedness, thus favoring the transposition from the intransitive into the transitive triadic supply chains. Finally, to date, the concept of network rent has been mostly conceptualized as the theoretical construct with no empirical evidence. This research offers guidance for manufacturers in managing the relationships between the supplier and the customer to yield the highest network rent.

Originality/value

This study provides a novel approach to investigating the role of manufacturer and relational embeddedness in yielding the network rent in the transitional triadic supply chains.

Details

Supply Chain Management: An International Journal, vol. 24 no. 4
Type: Research Article
ISSN: 1359-8546

Keywords

Article
Publication date: 14 February 2020

Maria Karampela, Ewelina Lacka and Graeme McLean

In business-to-business (B2B) settings, research on social media sites (SMS) has primarily examined the benefits and challenges relating to their use, as well as factors driving…

4951

Abstract

Purpose

In business-to-business (B2B) settings, research on social media sites (SMS) has primarily examined the benefits and challenges relating to their use, as well as factors driving their adoption. Recently, attention has turned to the consequences of using SMS in B2B markets. The purpose of this paper is to extend this line of research by investigating the impact of B2B brands’ social media presence, interactivity and responsiveness on customers’ perceptions of four indicators of brand relationship strength (commitment, intimacy, satisfaction and partner quality).

Design/methodology/approach

Data from an online survey (N = 200) with customers of UK-based B2B firms were analysed using structural equation modelling.

Findings

The study reveals that a supplier’s presence on Twitter, LinkedIn and Facebook has a positive impact on all four brand relationship strength indicators; interactivity enhances perceived partner quality, while responsiveness positively influences commitment. Differences across the three SMS are also observed.

Research limitations/implications

The research was conducted on a sample of UK-based firms with varying degrees of SMS use that may influence the impact on B2B brand relationship strength.

Practical implications

This study indicates that B2B brands ought to focus primarily on presence on SMS, given its positive impact on brand relationship strength. At the same time, however, B2B brands should be active in responding to customers’ queries on SMS, as well as interacting with them to enhance commitment and perceived partner quality, respectively.

Originality/value

This study contributes to the digital marketing and B2B relationships interface and is the first to examine the role of B2B brands’ presence, interactivity and responsiveness on SMS in enhancing relationships with customers.

Article
Publication date: 8 May 2018

Changhyun Park and Heesang Lee

The purpose of this study is to identify the types and features of business relationship when the value co-creation phenomenon is extended to an early stage of the value chain, in…

1656

Abstract

Purpose

The purpose of this study is to identify the types and features of business relationship when the value co-creation phenomenon is extended to an early stage of the value chain, in which technological innovation is essential, in a high-tech business-to-business (B2B) market.

Design/methodology/approach

The methodology of building a theory from a case study is adopted in this study to propose an early-stage value co-creation network. Qualitative data are coded on the basis of grounded theory coding after collecting the triangulation data from multiple sources.

Findings

In a high-tech B2B market, three types of business relationships (supplier–customer mutual, supplier-centric and network-based business relationships) co-create values at an early stage of the value chain. Intellectual resource, efficiency resource and supplier-centric business relationships are uniquely found in this stage.

Research limitations/implications

This study provides new insight suggesting that the notion of value co-creation can be extended to early stages of the value chain in a high-tech B2B market. In addition, this research identifies vital business relationships and how these relationships develop successfully at an early-stage value co-creation network in a high-tech B2B market.

Practical implications

Technology development managers at an early stage of the value chain can co-create relationship benefits by building proposed business relationships integrating resources in a high-tech B2B market. In addition, marketing managers should consider the early stage as another source of value co-creation.

Originality/value

The notion of value co-creation is extended from the later stage to an early stage of the value chain in a high-tech B2B market. Consolidated framework of a value co-creation network integrating actors, resources and relationships, suggested in this study, will be valuable for further theoretical research and business application.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 19 April 2023

Yixuan Leng and Xiaoyu Zhao

The purpose of this study is to examine supplier–customer capabilities in solution co-creation and how they are matched from a relational process perspective.

Abstract

Purpose

The purpose of this study is to examine supplier–customer capabilities in solution co-creation and how they are matched from a relational process perspective.

Design/methodology/approach

Using a qualitative approach, the authors identified 20 sets of supplier–customer capability matches by conducting in-depth interviews with 34 matched informants and retrieving suppliers’ archival data (project documents and success stories).

Findings

The authors identified 20 capability matching sets (21 supplier and 23 customer capabilities) and developed a process-based model of bilateral capabilities that match at the organizational level in solution co-creation. The authors reveal their match forms (complementarity and compatibility) and offer suggestions for future research.

Research limitations/implications

This paper is qualitative; quantitative studies are required for testing and extending the initial conclusions.

Practical implications

This study guides the supplier and customer to cultivate different capabilities at different stages of solution co-creation and alerts them to the importance of capability complementarity and compatibility.

Originality/value

To the best of the authors’ knowledge, this study is the first to introduce the bilateral perspective into dynamic capability research in the context of solution co-creation. The authors discuss the abilities the supplier and customer must possess at different stages and how they match dynamically. The analysis extends the research on solution-specific capabilities and dynamic matching, offering useful implications for solution co-creation in practice.

Details

Journal of Business & Industrial Marketing, vol. 38 no. 12
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 April 2000

Achim Walter and Hans Georg Gemünden

Despite the pivotal importance of marketing‐oriented boundary spanners for successful relationship development, only a few studies have investigated the influence of these…

2891

Abstract

Despite the pivotal importance of marketing‐oriented boundary spanners for successful relationship development, only a few studies have investigated the influence of these boundary spanners on relationship outcomes. Findings of this study show that relationship advancement through a relationship promoter in the supplier or customer firm have a positive significant impact on the growth of sales within the relationship and the supplier’s share of a customer’s business. Relationship promoters are persons who identify appropriate partners of different organizations, bring them together, and facilitate the dialogue and the exchange processes between them. Relationship promoters support interactive learning processes and solve inter‐organizational conflicts. Furthermore, they fulfil an important social task. Relationship promoters overcome existing distances between partner firms and develop an understanding for the situation and objectives of the respective partner.

Details

Journal of Business & Industrial Marketing, vol. 15 no. 2/3
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 May 2006

Zulkifli Mohamed Udin, Mohammad K. Khan and Mohamed Zairi

This paper presents issues associated with the needs of collaborative supply chain management (CSCM) and proposes a planning stage of a CSCM framework.

4094

Abstract

Purpose

This paper presents issues associated with the needs of collaborative supply chain management (CSCM) and proposes a planning stage of a CSCM framework.

Design/methodology/approach

The proposed planning stage of a CSCM framework incorporates issues of organisation profile, internal functional strategy and supplier‐customer strategy. The gauging absence of prerequisites (GAP) analysis technique which embedded in the knowledge‐based system is proposed in the planning stage to analyse the gap between the current and the desirable position (benchmark) for an effective implementation in organisation.

Findings

The planning stage framework provides information specifically for designing a CSCM by focusing on the organisation capability and business processes and discussed the important issues in planning a CSCM for business organisations, specifically for a manufacturing environment.

Research limitations/implications

Further research could be carried out to capitalise the framework for improving the CSCM.

Practical implications

The proposed planning stage of a CSCM framework enables the chain members to identify key factors or issues for CSCM development.

Originality/value

The new aspects of the proposed CSCM are firstly, the proposed planning stage model is supported by a KBS approach. Secondly, the use of GAP analysis technique and finally, the planning stage framework provides information and issues for the design stage of CSCM framework.

Details

Business Process Management Journal, vol. 12 no. 3
Type: Research Article
ISSN: 1463-7154

Keywords

Article
Publication date: 1 March 2006

Thomas Ritter and Achim Walter

The paper seeks to analyse and discuss the impact of information technology competence and relationship management on relationship value and relationship profitability.

2599

Abstract

Purpose

The paper seeks to analyse and discuss the impact of information technology competence and relationship management on relationship value and relationship profitability.

Design/methodology/approach

The paper draws on an empirical study of 123 relationships. The data are analysed using regression analysis. Interaction effects and curvilinear effects are tested.

Findings

The empirical results reveal that information technology competence and relationship management have positive effects on relationship function fulfilment and profitability. Furthermore, an interaction effect between information technology competence and relationship management is identified, i.e. the compensatory relation between high‐tech (ITC) and high‐touch (relationship management) is demonstrated.

Research limitations/implications

The limitations of the paper are the lack of dyadic data and the use of key informants. Further research could address these issues. Implications include the interplay between information technology competence and relationship management. The two concepts can replace each other to a certain degree but not fully as the main effects remain positive and significant.

Practical implications

The results of this study may lead to conscious decisions of how to apply the different means to create value and profits from relationships. The important message is that information technology competence can replace parts of relationship management but cannot do so totally. Also, “overcontacting” in relationships may produce dysfunctional effects. Thus, firms need to develop customer‐handling concepts which combine the two possible means in a synergetic way.

Originality/value

The paper combines two areas previously discussed separately, i.e. the influence of information technology competence on relationship functions and profitability and the influence of relationship management on relationships functions and profitability. This combination offers insights for researchers and practitioners.

Details

European Journal of Marketing, vol. 40 no. 3/4
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 3 July 2017

Kai Hoberg, Margarita Protopappa-Sieke and Sebastian Steinker

The purpose of this paper is to identify the interplay between a firm’s financial situation and its inventory ownership in a single-firm and a two-firm perspective.

2304

Abstract

Purpose

The purpose of this paper is to identify the interplay between a firm’s financial situation and its inventory ownership in a single-firm and a two-firm perspective.

Design/methodology/approach

The analysis uses different secondary data sources to quantify the effect of both financial constraints and cost of capital on inventory holdings of public US firms. The authors first adopt a single-firm perspective and analyze whether financial constraints and cost of capital do generally affect the amount of inventory held. Next, the authors adopt a two-firm perspective and analyze the inventory ownership in customer-supplier relationships.

Findings

Inventory levels are affected by financial constraints and cost of capital. Results indicate that higher costs of capital are weakly associated with lower inventories. However, contrary to the authors’ expectations, firms that are less financially constrained hold less inventories than firms that are more financially constrained. Finally, the authors find that customers hold the larger fraction of supply chain inventory in supplier-customer dyads.

Practical implications

The authors’ results indicate that financial considerations generally play a role in inventory management. However, inventory holdings seem to be influenced only slightly by financing costs and inventory holdings between supplier and customer seem to be less than optimal from a financial perspective. Considering those financial aspects can lead to relevant financial advantages.

Originality/value

In contrast to other recent research, the authors study how the financial situation of a firm affects its inventory levels (not vice versa) and also consider inventories from a two-firm perspective.

Details

International Journal of Physical Distribution & Logistics Management, vol. 47 no. 6
Type: Research Article
ISSN: 0960-0035

Keywords

Book part
Publication date: 17 August 2017

Alexandra Waluszewski and Tibor Mandjak

A special type of interaction and relationship exists between owners and public companies. Applying the business relationship perspective to owner relationships has some…

Abstract

A special type of interaction and relationship exists between owners and public companies. Applying the business relationship perspective to owner relationships has some interesting implications. Contemporary theory assumes that the role of the owner is mainly providing financial resources (funding). Taking the business network perspective, the owner’s relationships are also important as these influence and shape interaction patterns including business relationships and thus the business network. Prior research has shown that the owner – especially if it is a business unit – can be directly involved in both the choice and development of specific customer and/or supplier relationships. These influences from owners can be much more important for the development of the company in question than providing financial resources. One consequence of applying this relationship view on ownership is that it offers the possibility of discussing public ownership in a similar way as private ownership.

Details

No Business is an Island
Type: Book
ISBN: 978-1-78714-550-4

Keywords

Article
Publication date: 5 October 2015

Sajad Fayezi and Maryam Zomorrodi

The purpose of this paper is to contribute to the supply chain management literature by presenting the Australian practitioners’ perception of the role of relationship integration…

2816

Abstract

Purpose

The purpose of this paper is to contribute to the supply chain management literature by presenting the Australian practitioners’ perception of the role of relationship integration in developing supply chain agility and flexibility.

Design/methodology/approach

The research takes semi-structured, indepth interviews with ten operations and supply chain practitioners in the Australian manufacturing sector. A systematic qualitative data analysis approach grounded on cross-interview synthesis was used.

Findings

Findings contributed into understanding of the manufacturing companies’ implementation of relationship integration with respect to decision trade-offs involved in contract design. Moreover, the findings revealed the significant perceived importance and impact of relationship integration on supply chain agility and flexibility development. This was, however, found to be a function of things such as upstream or downstream focus and organisational size. These findings were expressed in terms of seven propositions.

Practical implications

Analysis of the interviews substantiates the criticality of informed allocation of resources to relationship-intensive activities and investments across the supply chain to develop agility and flexibility. International businesses can gain insights into Australian manufacturing businesses’ perception of relationship integration, which can be invaluable for strategic planning to develop agile and flexible supply chains with their Australian partners.

Originality/value

This paper takes an original approach to present operations and supply chain practitioners’ perception of manufacturing businesses’ use of relationship integration for supply chain agility and flexibility development.

Details

Journal of Manufacturing Technology Management, vol. 26 no. 8
Type: Research Article
ISSN: 1741-038X

Keywords

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