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The purpose of this paper is to apply expectancy theory to advance a conceptual framework which identifies factors that motivate and affect the adoption of supplier development (SD) activities.

The authors conduct a comprehensive literature review to identify salient contributions and conceptual gaps within prior SD studies. These conceptual gaps motivate the use of expectancy theory and the broader management literature to develop a conceptual framework of SD adoption.

The study results in the development of a two-stage conceptual framework in which two behavioral constructs – SD expectancy and valence – play an important role in mediating the effects of activity-, firm-, interfirm-, and environment-level factors on the adoption of SD activities. Accordingly, the authors advance 11 testable propositions that underlie the logical development of the framework.

The application of expectancy theory facilitates the integration of constructs culled from disparate theories into a cohesive conceptual framework. Highlighting the central role of motivational force, the conceptual development provides a behavioral explanation for the indirect effects of activity-, firm-, interfirm-, and environment-level factors on SD adoption.

The authors advance a set of factors associated with three successive stages of the SD planning process – partner selection, activity selection, and scope selection – that managers should consider when adopting a SD activity.

In contrast to prior research, which largely draws from economic or strategic theories, the authors employ a behavioral approach to advance a novel set of factors that influence SD adoption.

This paper presents a conceptual model of effective subcontractor development practices to guide general contractors' development of a network of high-performing subcontractors (SCs) for Leadership in Energy and Environmental Design (LEED) projects.

Drawing from supplier development theories and practices in the manufacturing sector, a mixed interpretivist and empirical methodology is adopted to examine the body of knowledge within literature for conceptual model development. A self-reporting survey questionnaire with a five-point Likert scale is used to assess 30 construction professionals' perceptions of the effectiveness of 37 SC development practices classified into five categories. Descriptive statistics, weighted means, and t-tests are used for data analysis.

SC prequalification, commitment, incentives, evaluation and feedback practices can be effective in generating high-performing SCs. Practices that require more direct involvement and linkages between GC and SC are perceived to be less effective.

Theoretical contributions include a framework to foster future research to advance knowledge and understanding to enhance the adoption of SC development practices in the construction sector.

Implementation of ranked SC development practices can equip GCs with a network of high-performing SCs for improved competitive advantage and revenues.

The proposed conceptual model expands discussions on the modification of supplier development theories and practices currently utilized in the manufacturing sector toward their application in the construction sector. This research differs from previous research, which primarily focused on the manufacturing sector.

To build resilient supply chains, buyers should implement risk mitigation tactics. The purpose of this paper is to provide insights into the risky decision-making process that underlies buyers’ decisions to adopt supply risk mitigation tactics for creating supply-side resilience.

The authors employ experimental scenarios to simulate supply disruptions of low and high likelihood. The authors then assess buyers’ decisions to adopt supply risk mitigation tactics in response to these scenarios.

The authors find that buyers’ perceptions of supply disruption likelihood are positively related to their adoption of buffer- and process-oriented risk mitigation tactics and preference for process-oriented risk mitigation tactics. Conversely, risk propensity negatively affects buyers’ adoption of buffer- and process-oriented mitigation tactics.

Beyond risk perceptions, the authors consider how risk propensity also affects the risky decision-making process. Moreover, whereas previous studies often focus on a single mitigation tactic, the authors study buyers’ adoption of multiple buffer- and process-oriented risk mitigation tactics to create supply-side resilience.

The literature on supplier development (SD) is mostly fragmented, and very little research offers insights on the interrelations of the critical elements of SD. This research aims to evaluate the significance of SD and reconceptualise it by identifying and linking the key constructs and items of SD.

A structured literature review of SD literature was performed, and it was followed by conducting a contingency analysis of defined constructs and the items of SD. Applying a literature review and contingency analysis allows assessing the degree to which core constructs and their operational items are addressed in the SD literature.

Our findings show that a high degree of interrelations exists among enablers, relationships and supplier development strategies (SDS), of which, only indirect SDS drives the performance outcomes. However, interrelations between the individual items of the main categories of SD remain unexplored.

The proposed revised framework reveals significant research gaps in SD and calls for a thorough examination of the topic.

The key contribution of the paper is reconceptualising SD and contributing to the theoretical development of SD.

This paper aims to examine how collaborative supplier development (SD) activities, supplier capabilities and buyer–supplier relationship interrelate in technology-based, luxury product business contexts characterized by small volumes, difficult targets and resource constraints relative to those targets.

Using inductive case research method, the authors investigate multiple embedded cases involving six dyadic buyer–supplier relationships of two luxury product manufacturers in the motorcycle and automotive industries. Each dyad represents an important sub-system for which the buying firm committed significant SD efforts to help the supplier successfully achieve difficult targets.

The analysis reveals how paradoxical tensions might emerge as the firms engage in successful SD activities, which could lead to decreasing relationship commitment ultimately resulting in the termination of the relationship. The authors utilize the “value co-creation and value capture” paradox framework to understand the SD and relationship dynamic and characterize it as developing-leveraging paradox to explain its dualities, i.e. commitment-based SD efforts (increasing value co-creation), and unilateral leveraging of the newly acquired capabilities (increasing value capture) by both the buyer and the supplier. Overemphasis on value capture by one of the exchange partners spurs a detrimental vicious cycle leading to the decline of the relationship.

The study explains the paradoxical dynamics that may emerge in SD activities of innovative, technologically complex, luxury product firms. The findings contribute to the SD literature by highlighting how learnings from SD activities could contribute to the dark sides of buyer–supplier relationship. The technologically complex, luxury product contextual characteristics of the study may limit the generalizability of the study findings.

The study provides novel insights into the emergence and management of paradoxes in buyer–supplier relationships, in terms of virtuous and vicious dynamics of developing-leveraging.

The purpose of this paper is to examine the relationships between supplier development practices (SDPs) and supplier-buyer relationship practices from the supplier’s perspective (SBRSP), and seek to understand how specific SDPs may impact a buyer’s operational performance as well as supplier-buyer relationship practices.

The authors conducted a survey of 512 respondents from the different manufacturing firms in India and applied structural equation modelling to test a structural model that proposes the impacts of various efforts of SDPs on a buyer’s performance as well as SBRSP.

The study concludes that SDPs and SBRSP together improve the relationship between a buyer and supplier, and this improved relationship leads to competitive advantages (CAs) followed by profitability. Results indicate that supplier perspective of buyer-supplier relationship can be improved under the condition of SDPs and SBRSP together. SDPs are driven by productive measure and competitive pressure, whereas customer uncertainty is found to be statistically insignificant.

The study was carried out in North Maharashtra Industrial Zone of India, where the auto sector and machine/components manufacturing firms have been established for a considerable period of time. Results of the study are limited to manufacturing organizations predominantly focussing on the automobile sector and machine/components manufacturing firms.

This study provides significant insights into the specific impact of various SDPs and SBRSP for both academics and practitioners. SDPs along with SBRSP practices lead to improvement in the relationship leading to CAs. SBRSP suggests that trust, long-term commitments and the supplier’s perspective are important practices for relationship improvement.

The current study attempts to identify what are the success factors for the supplier-buyer relationship from the supplier’s perspective and SDPs and how the supplier-buyer relationship can be improved under the condition of SDPs and SBRSP. Hence, the aim is to develop a more thorough understanding of the outcomes of a supplier-buyer relationship improvement from both buyer’s and supplier’s perspective, under the conditions of supplier development to achieve CAs leading to profitability. Furthermore, the study analyses the effect of the improved supplier-buyer relationship for achieving CAs leading to profitability.

Discusses how firms are seeking new templates of change to remain competitive in the face of the globalization of markets. Presents a model depicting the templates for change such as world‐class manufacturing, lean production, total quality management, and business process re‐engineering followed by larger firms. Identifies some of the operational changes taking place in smaller companies based on the experiences of a larger group in the West Midlands. Explains why such smaller companies are making a more fragmented response to the need for change.

Building on the expectancy value theory, the purpose of this paper is to examine the effects of word-of-mouth (WOM) and customer value (i.e. functional value and ease-of-doing-business value) on B2B business performance in the B2B sales process.

The authors develop a framework to understand how B2B WOM and customer value influence supplier sales performance. This model was tested using structural equation modeling with a sample of 220 suppliers on Alibaba.com.

The empirical findings demonstrate that B2B WOM valence and volume have positive influences on the number of quotations and the number of transactions, respectively. Additionally, B2B WOM volume mediates the relationship between operational performance and the number of transactions. Response rate mediates the relationships between response time and both the number of quotations and the number of transactions, respectively.

This study contributes to the industrial marketing of B2B sales on the digital platform by investigating two influencers on sales performance: WOM and customer value.

Fashion brands are under heavy criticism for often exhibiting poor working conditions and producing environmental damage. Pressure comes from initiatives such as Fashion Transparency Index (FTI) by Fashion Revolution to assess fashion brands' transparency based on information publicly disclosed. But an understanding of how such movements reflect in a Global South country characterised by institutional voids is still absent.

While the FTI ranks individual brands, in this study the authors have analysed 305 documents extracted from the websites of 20 Brazilian fashion brands to unpack practices and re-bundle them according to three archetypes – opaque, translucent and transparent – that display a maturity curve.

The authors show that advancement is heterogeneous, and we complement previous research exposing the limits of an NGO in driving transparency by investigating a context embedded in institutional voids. The authors show that most fashion brands restrict transparency to tier-1 suppliers. Moreover, although fashion brands increasingly demand disclosure from their suppliers, they do not clarify their own purchasing practices such as cancellation and payment policies. On the positive note, the authors show that maturity for transparent brands can include the actionability concept by engaging with consumer via surveys and educative content.

The authors contribute to theory by offering a maturity curve of fashion supply chain transparency. The authors contribute to practice by offering the three archetypes – opaque, translucent and transparent. This study unveils heterogeneity and asymmetry between the levels of transparency that buying firms demand from their suppliers against what they provide about their own practices.

This study examines the cognitive factors of adopting blockchain technology in various supply chain scenarios and its role in reframing the distinctive values of supply chain financing. Based on expectancy theory, this study explores the different profiles underlying the components of expectancy, valence and instrumentality.

This is a multiple-case study of four Fintech companies using blockchain technology to promote the performance of supply chain operations and financing.

The results show that blockchain-enabled supply chain finance (BSCF) can be classified into four scenarios based on the scope and purpose of blockchain technology applications. The success of BSCF depends on the profiles of BSCF expectancy (the recognized purpose and scope of BSCF), instrumentality (identified blockchain attributes and other technology combinations) and valence (the perceived distinctive value of BSCF). Blockchain attributes help solve information asymmetry problems and enhance financing performance in two ways: one is supporting transparency, traceability and verification of transmissions and the other entails facilitating a transformation to new business models.

This research applies a new perspective based on expectancy theory to study how cognitive factors affect Fintech companies' blockchain solutions under a given supply chain operation or financing activity. It explains the behavioral antecedents for applying blockchain technology, the situations appropriate for the different roles of blockchain technology and the profiles for realizing the value of blockchain technology.