Impact of relational communication on buyer–supplier relationship satisfaction: role of trust and commitment

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Upasna A. Agarwal ◽  
Sushmita A. Narayana
Keyword(s):  
Relationship Satisfaction ◽  
Social Exchange ◽  
Relationship Commitment ◽  
Relational Communication ◽  
Relational Satisfaction ◽  
Content Type ◽  
The Impact ◽  
Satisfaction Relationship ◽  
Supplier Relationship

PurposeThe present study aims to examine the impact of relational communication, operationalized in terms of information sharing, quality and frequency of information, on buyer's trust and relationship satisfaction in a buyer–vendor relationship. The study also tests the mediating role of trust and the moderating role of relationship commitment in relational communication and satisfaction relationship.Design/methodology/approachThe data for the study were collected through a questionnaire survey from 321 managers of the different firms who were directly or indirectly involved in making procurement or purchasing decision in the firm and were familiar with the firm's supplier relationships.FindingsRelational communication was found to be positively related to relational satisfaction and trust partially mediated this relationship. Further, relationship commitment moderated relational communication-satisfaction relationship, such that the positive affect of relational communication on relational satisfaction was accentuated when buyer experienced higher relationship commitment towards the supplier.Research limitations/implicationsUsing single source, self-reported questionnaire data and cross-sectional research design are the limitations of this study. Studies in future should consider a dyadic perspective. The study outlines the need to explore investments and strategies in enhancing relational communication in buyer–vendor relationships.Originality/valueAnchored in theoretical foundations of social exchange theory, the study integrates and tests behavioral aspects of buyer–vendor relationship. Testing an integrated model with direct and indirect effects of relational communication on relationship satisfaction in buyer–vendor is a significant contribution of the research. The study also contributes by examining relational exchanges in buyer-vendor relationships in India, an underrepresented context in buyer–supplier relationship (BSR) literature.

Leveraging customer benevolence for resilience: a supplier perspective

2019 ◽  
Vol 49 (7) ◽  
pp. 727-748 ◽  
Author(s):  
Anto Verghese ◽  
Xenophon Koufteros ◽  
Baofeng Huo
Keyword(s):  
Survey Data ◽  
Design Methodology ◽  
Affective Commitment ◽  
Relationship Commitment ◽  
Explanatory Role ◽  
Continuance Commitment ◽  
Content Type ◽  
The Impact ◽  
Practical Implications

PurposeWith more than half of customer-experienced disruptions attributed to first-tier suppliers, supplier resilience (SRES) is fundamental to the resilience of the supply chain. However, little is known about the relational aspects that engender SRES, from the purview of the supplier. The purpose of this paper is to examine the explanatory role of suppliers’ relationship commitment dimensions (i.e. affective and continuance), which may foster SRES through customer benevolence. Moreover, the impact of customer benevolence on SRES is examined considering varying levels of industry dynamism.Design/methodology/approachSurvey data from 207 manufacturing firms are utilized to test the hypotheses taking potential endogeneity issues into consideration.FindingsAffective and continuance commitment induce customer benevolence, which furthers SRES. Specifically, affective commitment is the most potent approach to induce customer benevolence, while the dampening effect of industry dynamism is more palpable at the higher levels of industry dynamism.Research limitations/implicationsThis study did not account for specific disruption types and the contingent effects of power asymmetry.Practical implicationsThis study empirically demonstrates that suppliers can leverage customer benevolence via relationship commitment to achieve SRES. However, the efficacy of customer benevolence to engender SRES is limited to environments not characterized by high levels of industry dynamism.Originality/valueThis paper highlights the role of relational mechanisms in achieving resilience from the purview of a supplier using survey data.

Supplier change, market competition and enterprise innovation

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yafei Zu ◽  
Ruonan Zhang
Keyword(s):  
Negative Impact ◽  
Market Competition ◽  
Negative Relationship ◽  
Interaction Model ◽  
Content Type ◽  
Manufacturing Enterprises ◽  
Enterprise Innovation ◽  
The Impact ◽  
Supplier Relationship

PurposeThe purpose of this paper is to study enterprise innovation in the perspective of external supplier relationship. On this purpose, this paper examines the impact of supplier change on enterprise innovation with the moderating role of market competition.Design/methodology/approachUsing 2012–2020 empirical data of Chinese listed manufacturing enterprises, this paper investigates the relationship among supplier change, market competition and enterprise innovation through a two-way interaction model.FindingsThe results show that supplier change has a negative impact on enterprise innovation. And market competition intensifies the negative relationship between supplier change and enterprise innovation. Additional analyses indicate that the main effect and the moderating effect are more significant when the enterprise is non-state-owned or has lower ownership concentration.Originality/valueThis paper studies enterprise innovation from the perspective of external stakeholders. It focuses on supplier relationship in a dynamic variation view, instead of the traditional static ones. Moreover, this paper explores the contingency effect of market competition and gives practical implications for managers to adjust innovation strategy flexibly.

Examining the role of customer engagement in augmenting referral value

2019 ◽  
Vol 29 (5/6) ◽  
pp. 539-564
Author(s):  
Gurjeet Kaur Sahi ◽  
Rita Devi ◽  
Satya Bhusan Dash
Keyword(s):  
Social Exchange ◽  
Service Provider ◽  
Structural Equation ◽  
Service Providers ◽  
Reliability And Validity ◽  
Customer Engagement ◽  
Motivation Theory ◽  
Content Type ◽  
The Impact

Purpose The purpose of this paper is to examine the impact of a customer engagement-enabling platform on a value captured by the firm and value acquired by the customer. It explores the relevance of relational and expertise value for customers during the engagement process so as to ensure positive referrals about the service provider. Design/methodology/approach Using a sample of 482 students, the study examines the customer engagement efforts of professional institutes that provide training to prepare for the civil service examinations of the Union Public Service Commission. The survey is confined to central areas of New Delhi, India. Statistical techniques including confirmatory factor analysis and structural equation modelling are used to analyse the data, and reliability and validity tests are performed. Findings The findings reveal the indispensable role of service providers as creators of a meaningful effective learning process and of interpersonal relations with customers for generating more business through customer referrals. Research limitations/implications The study validated the moderating role of relational value between customers’ expertise value and their referrals on the basis of motivation theory, which asserts that customers’ motivation to contribute to the organisation is driven by the individuals’ extrinsic relational need for belongingness, acceptance by like-minded individuals, and feedback, recognition and respect from employees of the organisation. Originality/value The study contributes to the existing literature by integrating the well-developed social exchange and motivation theory so as to investigate the factors that propel customers’ positive word of mouth for the service provider.

scholarly journals HRM systems and employee affective commitment: the role of employee gender

2020 ◽  
Vol 35 (2) ◽  
pp. 189-210 ◽  
Author(s):  
DuckJung Shin ◽  
Alaine Garmendia ◽  
Muhammad Ali ◽  
Alison M. Konrad ◽  
Damian Madinabeitia-Olabarria
Keyword(s):  
Social Exchange ◽  
Social Exchange Theory ◽  
Affective Commitment ◽  
Role Theory ◽  
High Involvement ◽  
Content Type ◽  
Using Data ◽  
And Function ◽  
The Impact

Purpose Despite decades of studies on high-involvement human resource management (HRM) systems, questions remain of whether high-involvement HRM systems can increase the commitment of women. This study aims to contribute to the growing body of research on the cross-level effect of HRM systems and practices on employee affective commitment by considering the moderating role of gender. Design/methodology/approach Integrating social exchange theory with gender role theory, this paper proposes that gender responses to HRM practices can be different. The hypotheses were tested using data from 104 small- and medium-sized retail enterprises and 6,320 employees from Spain. Findings The findings generally support the study’s hypotheses, with women’s affective commitment responding more strongly and positively to employees’ aggregated perceptions of a shop-level high-involvement HRM system. The findings imply that a high-involvement HRM system can promote the affective commitment of women. Originality/value This study investigates the impact of both an overall HRM system and function-specific HRM sub-systems (e.g. training, information, participation and autonomy). By showing that women can be more positively affected by high-involvement HRM systems, this paper suggests that high-involvement HRM systems can be used to encourage the involvement and participation of women.

Organizational tenure and knowledge-sharing behaviours

2018 ◽  
Vol 30 (4) ◽  
pp. 291-307 ◽  
Author(s):  
Daria Sarti
Keyword(s):  
Knowledge Sharing ◽  
Social Exchange ◽  
Critical Role ◽  
Central Italy ◽  
Negative Relationship ◽  
Content Type ◽  
Managerial Implications ◽  
Organizational Tenure ◽  
The Impact

Purpose This paper aims to contribute to research on the broad theme of knowledge-sharing (KS) behaviours and the impact that different organizational tenure may have on them. In this relationship, the relevance of the leader in enhancing sharing dynamics among employees is highlighted. Design/methodology/approach This study focuses on KS attitudes among employees with different numbers of years spent in the same organization, seen through the theoretical lens of a social exchange perspective. Specifically, the role of the leader in building a social exchange with co-workers is investigated as a managerial lever able to favour KS among a more experienced workforce. This paper starts by considering the relationship between organizational tenure and employees’ KS attitude. Furthermore, the specific role played by the leader–member social exchange with regard to this relation is described. The study’s hypotheses are tested on data collected from employees (N = 150) working in a non-profit organization located in central Italy. Findings The results suggest that a negative relationship exists between employees’ organizational tenure and KS attitude. In addition, the critical role of a leader’s support is demonstrated in moderating the effect of different organizational tenures on the KS attitude. Research limitations/implications This paper has both theoretical and managerial implications. Originality/value This paper contributes to the research on the important role of leaders in enhancing KS behaviors among co-workers when the number of years in the same organizations is a variable of interest.

The impact of CSR perceptions on workers’ turnover intentions

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Pedro Gaudencio ◽  
Arnaldo Coelho ◽  
Neuza Ribeiro
Keyword(s):  
Social Exchange ◽  
Structural Equation ◽  
Turnover Intentions ◽  
Exchange Process ◽  
Content Type ◽  
Mediating Role ◽  
Member Exchange ◽  
Underlying Mechanisms ◽  
The Impact

Purpose The study aims to show how organisational corporate social responsibility (CSR) can influence workers’ attitudes, especially in terms of turnover intentions (TI). A second aim is to explore the social exchange process that may underlie this relationship, by examining the mediating role of leader–member exchange (LMX) and the moderation role of perceived external prestige (PEP). Design/methodology/approach The authors use structural equation modelling based on survey data obtained from 315 Portuguese individuals. Findings The findings show that the perceptions of CSR predict TI through the mediating role of LMX. Seemingly PEP appears to be moderating the relationship between TI and its determinants. These findings suggest that managers should implement CSR practices because these can contribute towards reducing TI. Originality/value This study enriches the existing knowledge about relationships in organisational contexts and responds to the need of understanding the underlying mechanisms linking CSR with workers’ organisational outcomes, by analysing CSR practices in a holistic stakeholder perspective.

Balancing coercive and non-coercive powers to enhance green supplier integration: do relationship commitment and closeness matter?

2020 ◽  
Vol 25 (6) ◽  
pp. 637-653 ◽  
Author(s):  
Qiansong Zhang ◽  
Jieyi Pan ◽  
Dehui Xu ◽  
Taiwen Feng
Keyword(s):  
Resource Dependence ◽  
Relationship Commitment ◽  
Hierarchical Regression ◽  
Coercive Power ◽  
Normative Commitment ◽  
Content Type ◽  
Supplier Integration ◽  
High Level ◽  
The Impact

Purpose Although the importance of green supplier integration (GSI) has been recognized, the knowledge of how it can be enhanced is still limited. Using insights from transaction cost and resource dependence theories, this paper aims to explore how to balance coercive and non-coercive powers to enhance GSI and the mediating role of relationship commitment and the moderating role of relationship closeness. Design/methodology/approach To validate the hypotheses, this study conducted hierarchical regression analysis and bootstrapping using the survey data collected from 206 Chinese manufacturers. Findings The results indicate that coercive power undermines normative commitment, while non-coercive power promotes normative and instrumental commitments. Both normative and instrumental commitments enhance GSI. Normative commitment mediates the impacts of coercive and non-coercive powers on GSI, while instrumental commitment only mediates the impact of non-coercive power on GSI. Moreover, supplier trust and dependence negatively moderate the positive link between instrumental commitment and GSI. Practical implications Executives should carefully balance coercive and non-coercive powers to encourage firms to maintain good relationships with suppliers and develop common environmental values under different mediating effects of normative and instrumental commitments. However, they should also be aware that high level of trust and dependence can affect the impacts of powers. Originality/value This study contributes to GSI literature by opening the “black box” between power and GSI and verifying its boundary conditions.

Performance implication of supplier relationship quality: a structural analysis

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jie Yang ◽  
Hongming Xie ◽  
Jifu Wang ◽  
Yingnan Yang
Keyword(s):  
Path Analysis ◽  
Relationship Quality ◽  
Transaction Cost Economics ◽  
Pivotal Role ◽  
Capital Theory ◽  
Content Type ◽  
Major Supplier ◽  
The Impact ◽  
Supplier Relationship

PurposeThis study aims to examine the impact of supplier relationship quality on curtailing opportunism and promoting cooperation between the exchange partners. It also investigates the contingent impact of contract specificity on the relationships and assesses performance implications of relationship quality for both buyer and its major supplier in the exchange.Design/methodology/approachConfirmatory factor analysis and path analysis were performed based on data collected from manufacturers in a survey. The hypotheses were tested using path analysis.FindingsThe findings of this study indicate a pivotal role of supplier relationship quality in suppressing opportunism and enhancing cooperation between exchange parties, which lead to dyadic performance. Furthermore, the effect of supplier relationship quality is strengthened by contract specificity.Originality/valueThis study adds value to the existing streams of studies in several ways. First, informed by the nexus of relational capital theory and transaction cost economics, the authors emphasize the pivotal role of relationship quality in curtailing opportunism and fostering cooperation and the moderating effect of contract specificity on the above linkages. Second, this study provides empirical evidence of the mechanism of the effect of contract specificity on opportunism and cooperation.

Organisational justice and innovative behaviour: Is knowledge sharing a mediator?

2020 ◽  
Vol 53 (1) ◽  
pp. 77-91
Author(s):  
Jnaneswar K. ◽  
Gayathri Ranjit
Keyword(s):  
Knowledge Sharing ◽  
Social Exchange ◽  
Social Exchange Theory ◽  
Underlying Mechanism ◽  
Content Type ◽  
Mediating Role ◽  
Organisational Justice ◽  
Innovative Behaviour ◽  
The Impact

Purpose Encouraging employees to exhibit innovative behaviour at the workplace is the need of the hour. Prior studies reported the impact of organisational justice on innovative behaviour; however, the majority of these studies are from the Western context. Moreover, the underlying mechanism linking these variables, namely, the role of knowledge sharing, is sparse. The purpose of this paper is to examine the mediating role of knowledge sharing in the relationship between organisational justice and innovative behaviour through the lens of social exchange theory in the Indian context. Design/methodology/approach Mediation analysis using PROCESS macro was performed on a sample of 288 employees using three structured questionnaires. Participants were recruited from various manufacturing organisations in India. The validity of the hypothesised model was established using AMOS software. Findings Organisational justice impacted both knowledge sharing and innovative behaviour. It was also illustrated that knowledge sharing influenced employees’ innovative behaviour. The most important finding is the partial mediation of knowledge sharing in the organizational justice–innovative behaviour relationship. Originality/value This study tries to demystify the organisational justice–innovative behaviour relationship by highlighting knowledge sharing as an underlying mechanism. The existing theoretical framework that describes the effects of organisational justice is enriched.

scholarly journals Impact of Attachment Styles on Relationship Satisfaction: Mediating Role of Phubbing Behavior 

2019 ◽  
Vol 15 (1) ◽  
pp. 161-169
Author(s):  
Marryam Shams ◽  
Keyword(s):  
Relationship Satisfaction ◽  
Attachment Styles ◽  
Relational Satisfaction ◽  
Mediating Role ◽  
The Individual ◽  
The Impact ◽  
The Relationship

Being a technology driven and triggered world, it is extremely important for the individuals to remain virtually connected. But sometimes such virtual connections lead the individuals towards phubbing because of which relational satisfaction among the individuals has been lost. The purpose of our study is to analyze the impact of the individual attachment styles on the relationship satisfaction by the mediating role of phubbing behavior. In light of Bowlby attachments styles our study conceptualizes that secured individuals are contended with their surrounding’s hence phubless, and remain contended in their relationships. Whereas the insecurely attached individuals are the ones who phubbed more which ultimately leads them towards less relationship satisfaction. The present study is the first to conceptualize such framework.

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