Mending Fences in a Buyer‐Supplier Relationship: The Role of Justice in Relationship Restoration

2021 ◽  
Author(s):  
Saif Mir ◽  
Misty Blessley ◽  
Zach Zacharia ◽  
John Aloysius
Keyword(s):  
Supplier Relationship

Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics

2017 ◽  
Vol 81 (4) ◽  
pp. 144-164 ◽  
Author(s):  
Nikolaos G. Panagopoulos ◽  
Adam A. Rapp ◽  
Jessica L. Ogilvie
Keyword(s):  
Sales Performance ◽  
Product Portfolio ◽  
Data Set ◽  
Relational Processes ◽  
Wide Range ◽  
Performance Effects ◽  
Time Lagged ◽  
The Stability ◽  
Supplier Relationship

Salespeople play a crucial role in their firms’ efforts to provide customer solutions. However, little research has examined how salesperson involvement in customer solutions can be conceptualized, whether it pays off, and what boundary conditions might heighten its performance effects. This study addresses these gaps and offers a conceptualization of salesperson solution involvement by focusing on the set of salesperson-related activities that enact the four relational processes inherent in customer solutions. The authors collect a unique data set that includes a wide range of firms, industries, and countries, as well as the perspectives of both salespeople and customers, across five studies. Results validate the stability of the conceptualization across contexts. They also reveal that salesperson solution involvement is systematically related to increases in both subjective and objective, time-lagged measures of sales performance. Finally, results show that the performance effects of salesperson solution involvement are amplified under higher levels of firm's product portfolio scope, sales unit cross-functional cooperation, and customer–supplier relationship tie strength. Surprisingly, customer adaptiveness is not found to moderate the performance effects of salesperson solution involvement.

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.

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.

Utilizing the innovation potential of suppliers in construction projects

2018 ◽  
Vol 18 (2) ◽  
Author(s):  
Rami Sariola
Keyword(s):  
Construction Industry ◽  
Construction Projects ◽  
Design Methodology ◽  
Research Strategy ◽  
Exploratory Research ◽  
Content Type ◽  
Innovation Potential ◽  
Project Level ◽  
Supplier Relationship

Purpose The manufacturers of construction components and materials are the suppliers in construction projects, and represent a significant portion of their value. However, their knowledge is not used sufficiently when it comes to construction innovation. This research paper focuses on the suppliers’ innovation potential in construction projects. The purpose of this paper is to identify practices for enhancing the contractor–supplier relationship and using the suppliers’ innovation potential in construction projects. Design/methodology/approach A qualitative exploratory research strategy is used in the context of construction projects. In total, 18 interviews were conducted with contractors to discover the experiences and practices related to the contractor–supplier relationship and construction innovation. Findings The contractors perceive that the suppliers have innovation potential, and that they are often a source of construction innovation. The findings reveal business- and project-level practices for enhancing the contractor–supplier relationship and for overcoming barriers that hinder the suppliers’ innovation potential. Research limitations/implications The research conducted for this paper is limited to the contractors’ perspectives based on construction projects in one country. Further research is encouraged to verify the success of identified practices and cover the perspectives of the suppliers, clients and designers. Originality/value Limited research and attention is directed toward the role of the suppliers in projects within the construction industry. This paper offers important information about the part that both the suppliers and the contractors play in construction innovation and its facilitation.

The Purchasing Agent's View of Online Reverse Auctions

2009 ◽  
pp. 1929-1942
Author(s):  
Peggy D. Lee
Keyword(s):  
Success Factors ◽  
Negative Impact ◽  
Reverse Auctions ◽  
Supplier Relationships ◽  
Critical Success ◽  
High Level ◽  
Online Reverse Auctions ◽  
Supplier Relationship

This chapter views online reverse auctions from the purchasing agent’s perspective. I found that purchasing agents with a high level of buying experience will perceive that online reverse auctions have a negative impact on the trust and cooperation in supplier relationships. Purchasing agents did not see a negative impact of online reverse auctions on long term viability of suppliers. The chapter discusses the evolution of the buyer-supplier relationship, emphasizing the critical success factors in supplier selection. Further, it discusses the role of the online reverse auction in the buyer-supplier relationship. By understanding the lens through which purchasing agents view online reverse auctions, managers can do a better job of managing the procurement function through improved training programs for purchasing agents that incorporate the appropriateness of online reverse auctions vs. other sourcing strategies. In addition, they will be able to better manage online reverse auctions, minimizing any negative impact of the auction on existing supplier relationships.

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