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Buyer-supplier exchange relationship: How do exchange partners behave across the relationship life-cycle?

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  • Kam, Booi H.
  • Lai, Manh Khang

Abstract

This study examines the behavioral differences between farmers and farm produce buyers on seven relationship-shaping constructs – use of contracts, transaction-specific investments, trust, cooperative norms, social bonds, long-term orientation, and information quality – at the exploration, expansion, and maturity phases of their relationship life-cycle. Findings from two independent surveys conducted in Vietnam’s agricultural heartlands show farmers and buyers holding comparable collaborative stance during the exploration and maturity phases, but behaving differently at the expansion stage. Triangulating these behavioral traits, we conclude that asymmetric trust in a dyadic relationship can converge to mutual trust through a process of reciprocal trust building.

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  • Kam, Booi H. & Lai, Manh Khang, 2018. "Buyer-supplier exchange relationship: How do exchange partners behave across the relationship life-cycle?," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 113(C), pages 239-257.
    • Handle: RePEc:eee:transe:v:113:y:2018:i:c:p:239-257
    DOI: 10.1016/j.tre.2017.12.007
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    4. Kumar, Anupam & Cantor, David E. & Grimm, Curtis M., 2019. "The impact of a supplier’s environmental management concerns on a buyer’s environmental reputation: The moderating role of relationship criticality and firm size," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 122(C), pages 448-462.
    5. Stanczyk-Hugiet E. & Kozyra C. & Piorkowska K. & Stanczyk S., 2020. "Organisational Routines and Interfirm Collaboration: Measurement Dilemmas and Recommendations for Further Research Steps," European Research Studies Journal, European Research Studies Journal, vol. 0(Special 2), pages 1086-1117.
    6. Dawoon Jung & Bosung Kim & Seung Ho Yoo, 2023. "How to facilitate supplier-supplier collaboration: The impact of a manufacturer’s order allocation policy and subsidy offering," Annals of Operations Research, Springer, vol. 323(1), pages 79-107, April.
    7. Chunguang Bai & Simonov Kusi-Sarpong & Sharfuddin Ahmed Khan & Diego Vazquez-Brust, 2021. "Sustainable buyer–supplier relationship capability development: a relational framework and visualization methodology," Annals of Operations Research, Springer, vol. 304(1), pages 1-34, September.
    8. Klassen, Robert D. & Shafiq, Asad & Fraser Johnson, P., 2023. "Opportunism in supply chains: Dynamically building governance mechanisms to address sustainability-related challenges," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 171(C).

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