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Obtaining supplier commitment: antecedents and performance outcomes

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  • Patrucco, Andrea S.
  • Moretto, Antonella
  • Luzzini, Davide
  • Glas, Andreas H.

Abstract

Effective management of the supply network is essential to assure market success for modern supply chains; starting from this, the paper aims to shed light on the dynamics of buyer-supplier industrial relationships by exploring the antecedents of supplier commitment – a requisite to improve performance obtained from suppliers. The paper develops a theoretical framework, grounded on Transaction Cost Economics and Social Exchange Theory, which is tested using survey data from 305 international companies and applying a Structural Equation Modelling approach. Results show that goals alignment, buyer commitment and supplier collaboration initiatives are all drivers of supplier commitment, which, in turn, positively affects innovation performance ensured by suppliers. These findings confirm the relevant role of buyer-side initiatives in driving supplier commitment, giving managers focus points to look at when the objective is to gain a preferred customer status.

Suggested Citation

  • Patrucco, Andrea S. & Moretto, Antonella & Luzzini, Davide & Glas, Andreas H., 2020. "Obtaining supplier commitment: antecedents and performance outcomes," International Journal of Production Economics, Elsevier, vol. 220(C).
    • Handle: RePEc:eee:proeco:v:220:y:2020:i:c:s0925527319302592
    DOI: 10.1016/j.ijpe.2019.07.022
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    References listed on IDEAS

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    Cited by:

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    2. Chen Qian & Paul A. Dion & Ralf Wagner & Stefan Seuring, 2023. "Efficacy of supply chain relationships – differences in performance appraisals between buyers and suppliers," Operations Management Research, Springer, vol. 16(3), pages 1302-1320, September.
    3. Katrina Lintukangas & Heli Arminen & Anni-Kaisa Kähkönen & Elina Karttunen, 2023. "Determinants of Supply Chain Engagement in Carbon Management," Journal of Business Ethics, Springer, vol. 186(1), pages 87-104, August.
    4. Meena, Purushottam L. & Kumar, Gopal & Ramkumar, M., 2023. "Supply chain sustainability in emerging economy: A negative relationship conditions’ perspective," International Journal of Production Economics, Elsevier, vol. 261(C).
    5. Zhang, Yanming & Huo, Baofeng & Liu, Jing & Dai, Fei & Kang, Mingu, 2023. "Understanding the impact of buyer extra-role behavior on supply-side operational transparency: A serial mediation model," International Journal of Production Economics, Elsevier, vol. 266(C).
    6. Chi Chiang & Mei-Chen Chuang, 2024. "Effect of Sustainable Supply Chain Management on Procurement Environmental Performance: A Perspective on Resource Dependence Theory," Sustainability, MDPI, vol. 16(2), pages 1, January.
    7. Aslam, Haris & Wanke, Peter & Khalid, Amna & Roubaud, David & Waseem, Maimoona & Chiappetta Jabbour, Charbel Jose & Grebinevych, Oksana & Lopes de Sousa Jabbour, Ana Beatriz, 2022. "A scenario-based experimental study of buyer supplier relationship commitment in the context of a psychological contract breach: Implications for supply chain management," International Journal of Production Economics, Elsevier, vol. 249(C).
    8. Mohammed Belal Uddin & Bilkis Akhter, 2022. "Investigating the relationship between top management commitment, supply chain collaboration, and sustainable firm performance in the agro-processing supply chain," Operations Management Research, Springer, vol. 15(3), pages 1399-1417, December.
    9. Patrucco, Andrea S. & Moretto, Antonella & Knight, Louise, 2021. "Does relationship control hinder relationship commitment? The role of supplier performance measurement systems in construction infrastructure projects," International Journal of Production Economics, Elsevier, vol. 233(C).

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