Building long-term orientation in buyer–supplier relationships: The moderating role of culture

This research investigates buyer–supplier relationships in international markets. Research and practice have shown that buyer–supplier relationships benefit when partners to the relationship exhibit a long-term orientation. The extant literature suggests that a buyer's trust of a supplier and the supplier's performance affect the buyer's long-term orientation toward the relationship. We propose that the relative effects of trust and performance on long-term orientation are moderated by culture – specifically the individualism/collectivism dimension. Hypotheses are tested on data from two individualist and two collectivist cultures, using responses from over 600 purchasing professionals in the United States, Anglophone Canada, Francophone Canada and Mexico. Taken together, empirical findings suggest that cultural differences warrant consideration in developing successful purchasing strategies.     

Online reverse auctions and their role in buyer–supplier relationships

Despite the move in recent years towards supplier partnerships, buying firms need at times to make use of competitive procurement strategies for certain purchases. This study examines the impact of reverse auctions on buyer–supplier relationships through six case studies, analysing primarily the supplier perspective through participant interviews. The authors identify that there are potential benefits for both parties in a reverse auction, which can offer tendering and transactional cost advantages. For buyers, it offers a competitive procurement process. The effect on relationships will depend on the extent to which buyers employ the auction as a price weapon, or whether it is used primarily as a process improvement tool.     

Buyer–supplier relationship's influence on traceability implementation in the vegetable industry

The increasing importance of food safety has made traceability a crucial issue in the agri-business industry. In this article, we have analysed the factors that shape buyer–supplier relationships, and how they influence the traceability of raw materials. In order to do so, first, we have reviewed the literature to develop an analytical framework. Next, we have carried out four case studies on vegetable firms with the purpose of uncovering the variables that characterise buyer–supplier relationships, and their influence on traceability in this sector. Finally, we have compared the observed links with the conceptual framework derived from the literature in order to build an improved model.     

Developing cost management in customer–supplier relationships: three case studies

This study describes cost management development projects in three customer–supplier relationships and analyzes these projects from the perspective of relationships. Differences in suppliers’ objectives, actions taken, and results gained in the projects were found in the explorative study, although the customer's objective was the same in all cases. The use of cost information depended on the balance of power between firms, on the trust between personnel, and on the volume of the firms’ mutual business.     

Purchasing strategies in the Kraljic matrix—A power and dependence perspective

Kraljic's purchasing portfolio approach has inspired many academics to undertake further research into purchasing portfolio models. Refined models typically recommend one purchasing strategy for each portfolio quadrant. Yet, it has been shown that purchasers make a clear distinction between alternative purchasing strategies within each quadrant. The fundamental assumption of portfolio models seems to be that differences in power and dependence between buyers and suppliers exist. Still, little is known about how these concepts influence the choice for a specific purchasing strategy. In this paper, ‘relative power’ and ‘total interdependence’ for a number of portfolio-based purchasing strategies have been quantified empirically, using data from a comprehensive survey among Dutch purchasing professionals. The survey data largely confirmed the hypotheses that were deduced from the literature.     

Governing buyer–supplier relationships through transactional and relational mechanisms: Evidence from China

Building on economic and social exchange theories, this study investigates the different roles transactional and relational mechanisms have in hindering opportunism and improving relationship performance in an emerging economy. Our study applied to manufacturer–distributor dyads in China and used matched survey data (225 paired sample firms) to test our hypotheses. Our hierarchical multivariate regression and semipartial correlation analyses suggest that transactional mechanisms are more effective in restraining opportunism while relational mechanisms are more powerful in improving relationship performance. This performance is improved more significantly when both contracts and relational norms are used jointly than when used separately. Likewise, opportunism is curbed more effectively when both contracts and trust are used jointly than when used individually.     

An Investigation of Justice in supply chain relationships and their performance impact

Justice is important in improving performance of supply chain relationships. However, the role of justice in improving performance in supply chain relationships is an under-investigated subject in the literature. In studying the joint impact of justice dimensions, the traditional assumption is that the three forms of justice interact with each other in a multiplicative manner. However, this assumption creates a managerial problem as discussed in this paper. We outline a different view of how the justice dimensions interact with one another utilizing the constraining factor model (CFM). We show that the CFM resolves some of the problems arising from the choice of multiplicative interaction of justice measures on performance. Specifically, we demonstrate that an increase in procedural, distributive or interactional justice results in a significant and positive improvement in performance only if the specific justice dimension is the constraining factor in the relationship. Overall, our analysis suggests that all three dimensions are important and a high level of one of the justice elements will not compensate for a low level of another, a view that is put forward by a number of past research studies in justice. We discuss the theoretical and managerial implications of our findings.     

Business conditions, shared resources and integrative practices in the supply chain

Integration is one of the important concepts in supply chain management. Both in theoretical and empirical contributions, it is shown that integrative practices improve supply chain performance. Our knowledge with respect to which integrative practices are appropriate under different circumstances is limited. This paper develops propositions regarding the influence of business conditions and the type of resources on integrative practices in links between buyers and suppliers. We will study nine business units and the relationship with their key buyers. For each unit, we will investigate the business conditions, the employment of resources for key buyers and the type and level of integrative practices. Higher complexity in business conditions requires higher levels of integration (specifically in the areas of planning and organisation), which are stimulated by buyer-focused resources and restricted by shared resources. In case of lower complexity, we find lower levels of integrative practices. Here, the influence of shared resources on integration is limited.     

Lean production and supplier relations: a survey of practices in the Aragonese automotive industry

This paper analyzes the main results of a survey to 28 automotive suppliers in the Spanish region of Aragón. It has been found in a regression analysis that the rotation of tasks and teamworking are positively correlated with the training and the use of modular components. Nearly half of the companies cooperate with customers, suppliers, and technological centers to improve their production processes but only two companies cooperate with their customers in component development and design which indicates an underinvolvement of the surveyed companies with the automotive manufacturers. The companies are much more integrated with the automakers in the delivery process, since more than half of the companies have daily deliveries and directly to the assembly line of the automaker.     

Lock-in situations in supply chains: A social exchange theoretic study of sourcing arrangements in buyer–supplier relationships

Social exchange theory is used to gain a better understanding of the relationship between a buyer and a supplier that is characterized by lock-in situations. We begin by reviewing the theoretical foundations of social exchange theory. Next, we use an illustrative multinational business example from a Danish Business Group to demonstrate the complexities of the lock-in situation. Conjectures related to lock-in behaviors are initially developed and then examined by means of a game-theoretic model. The analysis provides a basis for the development of propositions which are examined employing a behavioral experiment. The results indicate that the optimal pricing strategy of the supplier is to lower the price with increasing demand and the optimal investment intensity of the buyer decreases with increasing demand. The paper concludes by presenting directions for future research.     

Simplified Alonso–Mills–Muth model with a monopoly vendor

One important but unrealistic assumption in the simplified Alonso–Mills–Muth (AMM(0)) model is that the composite good is ubiquitous and thus there is zero shopping cost for residents. This paper assumes that the composite good is only sold by a monopoly vendor inside the city and hence a shopping cost is inevitable for residents. It is shown that the vendor will locate at the city boundary in equilibrium. In contrast to the symmetric land rent pattern in the AMM(0) model, the current AMM(k) model offers an asymmetric land rent pattern in equilibrium. Moreover, this paper shows that a rent-maximizing government either regulates the vendor to locate at the central business district (CBD) (when income is high) or does not enact any regulation (when income is low).     

Hybrid governance and governance performance in industrial purchasing relationships

Hybrid governance arrangements (e.g. joint action, long-term contracting and vertical coordination) feature regularly as an effective response to inter-firm dependence in the literature of business-to-business relationships. However, current empirical work has paid little attention to whether such governance arrangements really do improve governance efficacy and reduce transaction costs. The present study focuses on the governance efficacy of vertical coordination in industrial business-to-business relationships. Building on transaction costs arguments, the author examines whether vertical coordination is an effective means for adapting to inter-firm dependence, realized as the substantial employment of specific assets.Empirical findings from a survey of 170 industrial supplier–buyer relationships demonstrate that when asset specificity reaches a certain level, greater vertical coordination reduces ex post transaction costs significantly. On the other hand, this efficacy pattern is modest or non-existent in relationships with low asset specificity.The research findings support the basic TCA assumption that the performance of hybrid governance arrangements is highly dependent on a situation of substantial inter-firm dependence with subsequent small-number conditions.     

The Cox–Aalen model for recurrent‐event data with a dependent terminal event

Recurrent events with a dependent terminal event arise frequently in a wide variety of fields. In this paper, we propose a new joint model to analyze these data and model the dependence between recurrent and terminal events through shared gamma frailty. Specifically, a Cox–Aalen rate frailty model is specified for the recurrent event, and an additive hazards frailty model is specified for the terminal event. An estimating equation approach is developed for the parameters in the joint model, and the asymptotic properties of the proposed estimators are established. Simulation studies demonstrate that the proposed estimators perform well with finite samples. An application to a medical cost study of chronic heart failure patients is illustrated.     

Problems of establishing service supply relationships: Evidence from a high-tech manufacturing company

This paper identifies areas, which may cause problems when establishing service supply relationships. Case research has been conducted within the service division of a global manufacturing company, analysing 11 instances where the company established or attempted to establish a relationship with a supplier to provide services as part of their offering to the end-customer. Four problem areas are identified through inductive case analysis. First, writing legal agreements for service exchanges. Second, clearly specifying service processes to be transferred to suppliers. Third, handing over service delivery to suppliers. Fourth, losing control over the relationship with the customer. These problems expand on already known problems of establishing supply relationships. Suggestions for how the problems may be moderated are also provided.     

On the interpretation of cointegration in the linear–quadratic inventory model

The traditional formulation of the linear–quadratic inventory model with unit roots predicts cointegration between inventories and sales. That formulation implies that marginal production costs and the marginal benefits of inventories are both tending to ∞, and the cointegrating coefficient reflects the optimal trade-off between these competing factors. This paper suggests a reformulation of the problem in which marginal production costs and marginal inventory benefits are both stationary and in which the cointegrating coefficient is the same as the value that characterizes the target inventory level in the cost function.     

Quality management practices and their relationship to buyer’s supplier ratings: a study in the Korean automotive industry

This research explores if quality management practices are different among suppliers whose performance is rated high, medium, or low by a common buying company and identifies which specific practices contribute to the differences. The entire population of first-tier suppliers to a Korean auto assembler was surveyed to measure use of quality management practices. Useable returns were received from 25% of the suppliers surveyed. To measure conformance quality and overall rating, suppliers were categorized into high, medium, and low performing groups based on the buying company’s data. Multivariate analysis of variance was done using general linear model (GLM-MANOVA) to explore differences in the high-, medium-, and low-performing supplier groups based on their use of quality management practices. No statistically significant differences were found when suppliers were categorized based on conformance quality. However, when categorized based on overall rating, the highest rated suppliers were found to emphasize process management and employee satisfaction to a greater degree than the lowest rated suppliers.     

Pure and randomized equilibria in the stochastic von Neumann–Gale model

The paper examines the problem of the existence of equilibrium for the stochastic analogue of the von Neumann–Gale model of economic growth. The mathematical framework of the model is a theory of set-valued random dynamical systems defined by positive stochastic operators with certain properties of convexity and homogeneity. Existence theorems for equilibria in such systems may be regarded as generalizations of the Perron–Frobenius theorem on eigenvalues and eigenvectors of positive matrices. The known results of this kind are obtained under rather restrictive assumptions. We show that these assumptions can be substantially relaxed if one allows for randomization. The main result of the paper is an existence theorem for randomized equilibria. Some special cases (models defined by positive matrices) are considered in which the existence of pure equilibria can be established.     

The effects of inter-industry and country difference in supplier relationships on pioneering innovations

Innovations are critical driving forces for firms to engage in corporate growth and new business development. Innovating firms are increasingly generating new knowledge in collaboration with partners. In this paper, we analyze how the knowledge differences between the innovating firms and their suppliers in Canada are likely to result in pioneering innovations. The knowledge difference is decomposed into two dimensions: the inter-industrial dimension and the geographic dimension in national context. Using the Canadian Innovation database, we found the inter-industry difference has a positive effect and the country difference has a negative effect on the likelihood of generating pioneering innovation. The findings of this paper suggest that for generating pioneering innovation, it is important not only to search for suppliers from different industries to get access to various complementary external knowledge sources but also to find suppliers from the same or nearby countries for the sake of communication and coordination.