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Leadership, the buying center, and supply chain performance: A study of linked users, buyers, and suppliers |
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| Authors: | G Tomas M Hult [Author Vitae] David J Ketchen Jr [Author Vitae] Brian R Chabowski [Author Vitae] |
| Institution: | a Marketing and Supply Chain Management, International Business Center (MSU-CIBER), Eli Broad Graduate School of Management, Michigan State University, East Lansing, MI 48824-1121, United States b College of Business, Auburn University, Auburn, AL 36849, United States c Department of Marketing and Supply Chain Management, Eli Broad Graduate School of Management, Michigan State University, East Lansing, MI 48824-1122, United States |
| Abstract: | With conceptual foundations taken from leadership theory and the resource-based view (RBV), this study examines the influence of transactional and transformational leadership on the relationship between the value of the corporate buying center and performance in supply chains. The sample consists of 58 directly linked and matched supply chains, each composed of one user (internal customer), one corporate buyer, and one external supplier. The results indicate that transformational leadership has a positive moderating effect on the relationship between the value of the corporate buying center and performance, while transactional leadership negatively moderates this relationship. Two “localness” dimensions (formalization and centralization) and two “openness” dimensions (participative and reflective) were included as controls in the analysis. |
| Keywords: | Leadership Buying center Supply chains Performance |
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