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The purpose of this study was to investigate the affective and cognitive dimensions of satisfaction that impact the buyer-supplier relationship (BSR) from the supplier's perspective and to consider satisfaction within the context of power-dependency theory.

Qualitative in-depth interviews were conducted with 20 Chinese apparel supply professionals who regularly interact with apparel buyers. Audio or video interviews were conducted via WeChat (the most popular social media platform in China).

A thematic analysis of the interview data revealed that both affective and cognitive dimensions of satisfaction impact the BSR. A model of supplier affective and cognitive satisfaction in a collaborative BSR was developed to illustrate the connections between the two dimensions.

Due to intense competition in the market, supplier satisfaction is essential for building relationships in the apparel industry. Existing studies have focused on satisfaction from the perspective of the buyer rather than the supplier because in a BSR, the buyer tends to hold more power. Moreover, research has primarily considered cognitive evaluations of satisfaction with the BSR. This study offers new insight on both cognitive and affective satisfaction from the perspective of suppliers within the context of power-dependency theory.

This paper aims to address the supplier selection problem based on a developed framework capturing the essence of the supply chain operations reference (SCOR) model, sustainability and providing services to customers. Specifically, the authors consider planning, manufacturing, delivery, sustainability and customer service attributes to evaluate and select suppliers.

Relevant literature is reviewed, a framework capturing the essence of major supply chain functions was developed and suitable measurement attributes were identified. An integrated fuzzy analytic hierarchy process and fuzzy technique for order performance by similarity to ideal solution method are employed to obtain the final ranking of the attributes and suppliers. The proposed methodology is illustrated through a real case of an Indian automobile company.

The authors observed that planning, manufacturing, customer service, sustainability and delivery are preferred in decreasing order to select component suppliers for an automotive company. The impact of suppliers on planning and manufacturing is most important to consider while assessing suppliers. Interestingly, concerns about sustainability and delivery are the least cared factors when selecting suppliers. The top five criteria contain measures of operational efficiency rather than purchasing cost.

This paper proposes and demonstrates a supplier selection framework harmonizing supply chain functions of the SCOR model, sustainability and customers service that adds a valuable wing to literature that expounds on the connection of purchasing strategy to corporate strategy. A case study in an automotive company throws unique and valuable managerial implications for purchasing and supply chain performance.

Taking the perfect perspective of customers' satisfaction, this paper aims to investigate the elements affecting customer satisfaction in business-to-consumer (B2C) online retailing stores, which are divided into five non-monetary dimensions: trust, order fulfillment, website construction, excitement and interaction.

Due to distinguishing the suitability of the data, the authors used exploratory factor analysis (EFA). Next, the authors utilized confirmatory factor analysis (CFA) to check their validity. Then, the authors applied Cronbach's alpha to check the reliability of the elements. After that, the authors combined these five elements with structural equation modeling (SEM) to make a model. The authors also performed Friedman tests to prioritize the elements.

The results indicate that each element is undeniably significant and has an extraordinary impact on customers' satisfaction evaluation. Therefore, system providers and electronic retailers need to consider them on their websites to achieve marketing goals in the competitive online environments.

Electronic commerce has resulted in an essential change in B2C marketing, especially in the electronic retailing industry. Online suppliers need to satisfy their customers to receive competitive advantages and increase their income. The purpose of this study is to research the elements affecting customers' satisfaction in B2C online retailing stores.

Given the intensified competitiveness in the wine retail industry, partnering with quality suppliers becomes critical to ensure a steady supply of high-quality products and sustainable business growth. This study aims to explore how wine supplier quality attributes impact wine retail businesses and if such effects differ depending on wine retail types.

Data were obtained from wine purchasing managers in Korea. To validate the proposed relationships, structural equation modeling was used. A multigroup analysis was conducted to test distinct roles of on/off-premise wine retail types within this research framework.

Results support the significance of supplier quality attributes in shaping the landscape of wine retail businesses. Operational and strategic benefits exhibited a positive effect on both financial performance and suppliers’ relationship satisfaction, thereby improving the intent to continue working with suppliers. This study revealed noteworthy distinctions in the effects of supplier quality attributes on operational and strategic benefits between on-premise and off-premise wine retailers.

Findings provide valuable insights to wine suppliers and buyers concerning the establishment of a mutually beneficial long-term interdependent relationship. The approach sheds light on the unique dynamics of wine retail types, contributing to a more comprehensive understanding of the distinct roles of supplier quality attributes on on-premise and off-premise retailers.

This study developed an integrative framework, emphasizing the importance of supplier quality attributes in the wine retail industry. This model offers valuable insights into creating favorable buyer–supplier relationships that result in mutual benefits for both wine retailers and suppliers.

This study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market context under a business-to-business (B2B) setting.

The study was a descriptive survey, and using convenience sampling technique, questionnaires were used to gather data from 356 businesses that were distributors of Guinness Ghana Company Limited. Partial least squares structural equation modeling was used to test the proposed hypotheses for this study, and macro-PROCESS was performed to test the mediating effect of customer satisfaction.

The findings show that relative dependence had the most considerable significant and positive impact on B2B partners satisfaction, followed by commitment and trust, respectively. A positive and significant relationship was also found between B2B firms’ satisfaction and loyalty. The result also indicates that customer satisfaction mediates the relationship between commitment, trust, relative dependence and B2B loyalty.

Practitioners can manipulate specific relative dependence, commitment and trust features to increase customer satisfaction with their firm’s services, thus ensuring longer-term customer loyalty.

Drawing on the social exchange theory, this study provides a more profound perspective focusing on an emerging market context, by examining from a B2B setting the significance of commitment, trust, relative dependence and B2B partners satisfaction on loyalty.

Psychotherapy is often used to treat dysfunctional inter-personal relationships, but it is rarely used to treat dysfunctional B2B relationships. Yet many of the variables found in inter-personal relationships are also found in B2B relationships and both types of relationships have similar fail rates. The authors take a multi-disciplinary approach by adapting an instrument from marriage therapy into a new measure called the Business Relationship Health Index (BRHI). In the process we re-evaluate the drivers of B2B relationships.

The authors apply the Global Assessment of Relational Functioning (GARF) psychiatric system to B2B relationships. The GARF instrument incorporates three components: interaction/problem solving, organization/structure and emotional climate. Using US panel data of 500 B2B relationships based in the USA, the authors use partial least squares analysis and develop a structural equation model to test the validity and reliability of the BRHI with some well-known relationship measures including, satisfaction, trust, commitment and performance.

The findings support a strong link between the BRHI (emotion, interaction and organization) and relationship performance. The proposed measure shows a strong link between BRHI and relationship performance (R² = 0.54).

The GARF instrument has never been applied to a B2B context. BRHI is a holistic instrument used for assessing the specific relational characteristics of B2B relationships. The BRHI can benefit relationship stakeholders when used as a diagnostic tool to prioritize B2B investment strategies. Managers can use BRHI to determine the extent to which the relationship is healthy or needs repair, re-evaluation, re-commitment, or repositioning.

Drawing on Foa and Foa’s elaboration of social exchange theory, the authors propose that buyers reciprocate perceived commitment on the part of the salesperson and supplier with commitment on their own parts because of strengthening of the relationship’s tacit governance mechanism – cooperative norms.

This study uses data from 155 buyers doing business with a multinational supplier. The buyers were from firms generating less than $100,000 in billings. The salesforce of the supplier firm sponsoring the research is responsible for account management and communicating directly with buyers.

Buyers, who feel that their suppliers are providing a symbolic, long-term, particularistic benefit (commitment), respond with their own strengthened commitment to the relationship; this mutualism is explained entirely by the mediating effect of the relationship’s cooperative norms. Where buyers perceive generally favorable treatment (satisfaction), without these three qualities, their own reciprocal commitment increases directly and cooperative norms play no part. The results also demonstrate the transition of buyer perceptions of the salesperson as they develop into beliefs about the selling firm as a whole.

Drawing on the “reciprocation-in-kind” principle, supplier firms seeking long-term, open-ended commitment from their customers should cultivate it via similarly long-term and open-ended commitments of their own. Attention must be given to the unwritten, often unstated “rules of the road” for business relationships, as these rules represent the mechanism through which investments in long-term, profitable partnerships bear fruit.

The conceptual model draws on and empirically tests Foa and Foa’s framework within social exchange theory to predict what form of buyer reciprocation will result, based on the characteristics of perceived seller-provided benefits. This study illustrates that the tacit governance structure of a B2B relationship – its cooperative norms – plays a critical role in the strength of a buyer’s commitment to its supplier.

The main purpose of this research is exploring the tipping points for a radical shift in supplier (dis)satisfaction. This study identifies triggers and links them to consequences for the buyer–supplier relationship.

The Critical Incident Technique (CIT) was used to interview Dutch supplier representatives in the infrastructure sector, resulting in rich descriptions of 29 critical incidents, extracting first-hand information.

Safety issues, technical disputes and recruitment of supplier’s technical staff have been identified as tipping points for suppliers to become dissatisfied. Implementing performance-based contracting is another critical incident that caused irritation and disappointment. On a more operational level, dissatisfaction was provoked by tender errors and price discussions with the buyer. This study also identified tipping points by which dissatisfied suppliers abruptly turned into satisfied suppliers. The effect of a solution-oriented buyer intervention appears to be most powerful if this behaviour transcends prior expectations.

Consequences of misunderstandings and discussion between supplier and buyer may be manageable or repairable, depending on the causes and triggers that influenced a supplier’s dissatisfaction. An early warning system could prove its worth, so that buyers are not faced with unpleasant surprises.

Despite the growing number of studies, processes of how antecedents lead to supplier (dis)satisfaction are not well understood. Antecedents are predominantly investigated by cross-sectional survey data, giving little insights into micro-processes and actual interaction between buyers and suppliers. Although CIT has been applied in many disciplines, the technique is hardly used within the context of purchasing and supply management research.

Contractor selection is critical in green buildings (GBs) since the preferred contractor has the responsibility to achieve construction sustainability as well as relationship sustainability. The developer satisfaction reflecting requirements can boost the cooperative relationship among stakeholders and act as an evaluation scale for the success of GB projects, which needs to be emphasized in the selection process but little involved in the existing research. This study explores improving GB contractor (GBC) selection by integrating developer satisfaction into selection procedures.

A systematic framework of GBC selection including twenty-five criteria from literature review and experts survey is firstly constructed. Both tactical and strategic criteria are further classified into Kano categories (must-be, one-dimensional, and attractive categories) using the fuzzy Kano model (FKM), and weighted by the developer satisfaction index. The model proposed by this study combining FKM and TOPSIS divides the selection process into the filtration phase and selection phase by Kano categories. The proposed model is finally verified through performance comparison among multiple methods in a case.

Selection criteria are measured linearly and nonlinearly, showing criteria having nonlinear satisfaction change accounts for two-thirds of all. Criteria at tactical level tend to be must-be or one-dimensional categories for the developer, and most strategic criteria are classed as the attractive category, indicating that adding strategic criteria is necessary for long-term cooperation. The proposed model, using developer satisfaction to improve the selection process, ensures the selected GBC to be the most satisfactory with requirements of the developer and makes the performance of GBCs easily distinguishable.

This study contributes to the existing body of knowledge for promoting relationship sustainability by supplementing an integrated model with emphasis on developer satisfaction in GBC selection, so as to establish a good initial foundation due to the match between performances of GBCs and needs of developers. It not only helps maximize developer satisfaction in GBC selection by applying satisfaction to pre-construction management, but also instructs GBCs to prioritize performance improvements. The framework is also conducive for developers to classify selection criteria and select other participants (like green suppliers) from the satisfaction perspective in GBs.

Refractory materials are now used in all major industries that demand high-temperature resistance, including petrochemicals, steel, cement and aviation. Businesses must decrease operating costs, enhance product technology, sell well and manage corporate risks in decision-making, notably supplier selection, to be more competitive. The study aims to determine the key criteria and factors of supplier selection and to evaluate the importance of the key factor of the supplier selection criteria for the refractory materials manufacturers in Taiwan.

Analytical hierarchy process (AHP) is used to rank these factors for the decision maker. The AHP method is suitable for verifying refractory supplier selection criteria and providing references. The weighted loss scores for each supplier are then determined using the relative importance as the weights. Supplier selection criteria are ranked using their aggregate weighted loss scores. The provider with the lowest loss score should be chosen.

Product quality is the most significant of the five criteria: product quality, production technology, logistics capacity, service capability and supplier background. Professionalism is the most significant aspect of product quality, whereas equipment and capacity are vital in manufacturing techniques. The studies also show that the delivery rate is essential for logistics and service capabilities.

This research has important implications for refractory suppliers in promptly fine-tuning the production and service to enhance customer satisfaction, which is key to business sustainability.

The application of an AHP technique to a real-world industrial issue is what makes this research unique. This research addressed one of the most critical topics in supply chain operations by offering better judgement for supplier selection via the use of suitable quantitative methodologies.