The relationship between the perceived shares of costs and earnings in supplier development programs and supplier satisfaction

Industrial Marketing Management

Volumn 42, Issue 2, 2013, Pages 202-210

  Praxmarer Carus, Sandra ^a   Sucky, Eric ^b   Durst, Sebastian M ^c  

^a BUNDESWEHR UNIVERSITY MUNICH   (Germany)

^b UNIVERSITY OF BAMBERG   (Germany)

^c Roland Berger Strategy Consultants GmbH   (Germany)

Author keywords

Buyer supplier relationships; Distributive justice; Perceived fairness; Supplier development program; Supplier satisfaction

Indexed keywords

EID: 84875364205     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2012.12.008     Document Type: Article

References (56)

1. Avery S. Suppliers follow a road map to LEAN. Purchasing 2008, 137(4):53-55.
2. Bergkvist L., Rossiter J.R. The predictive validity of multiple-item versus single-item measures of the same constructs. Journal of Marketing Research 2007, 44:175-184.
3. Blau P. Exchange and power in social life 1964, Wiley, New York.
4. Bowen D.E., Gilliland S.W., Folger R. HRM and service fairness: How being fair with employees spills over to customers. Organizational Dynamics 1999, 28:7-23.
5. Brennan R., Turnbull P.W. Adaptive behavior in buyer-supplier relationships. Industrial Marketing Management 1999, 28:481-495.
6. Campbell A. Buyer-supplier partnerships: Flip sides of the same coin?. The Journal of Business and Industrial Marketing 1997, 12(5):417-435.
7. Carr A.S., Kaynak H., Hartley J.L., Ross A. Supplier dependence: Impact on supplier's participation and performance. International Journal of Operations & Production Management 2008, 28(9):899-916.
8. Chin W.W., Marcolin B.L., Newsted P.R. A partial least square latent variable approach for measuring interaction effects: Results from a Monte Carlo simulation study and an electronic-mail emotion/adoption study. Information System Research 2003, 14(2):189-217.
9. Christopher M., Gattorna J. Supply chain cost management and value-based pricing. Industrial Marketing Management 2005, 34:115-121.
10. Claycomb C., Frankwick G.L. Buyers' perspectives of buyer-seller relationship development. Industrial Marketing Management 2010, 39:252-263.
11. Croxton K.L., Garciá-Dastugue S.J., Lambert D.M., Rogers D.S. The supply chain management processes. International Journal of Logistics Management 2001, 12(2):13-36.
12. Falk A., Fehr E., Fischbacher U. Informal sanctions, Institute for Empirical Research in Economics. Working Paper No. 59 2000, University of Zurich.
13. Fehr E., Schmidt K.M. Theories of fairness and reciprocity, Munich Discussion Paper 2001-2, Department of Economics 2001, University of Munich.
14. Fink R.C., Edelman L.F., Hatten K.J. Supplier performance improvements in relational exchanges. The Journal of Business and Industrial Marketing 2007, 22(1):29-40.
15. Frazier G.L., Spekman R.E., O'Neal C.R. Just-in-time exchange relationships in industrial markets. Journal of Marketing 1988, 52:52-67.
16. Gao T., Sirgy M.J., Bird M.M. Reducing buyer decision-making uncertainty in organizational purchasing: Can supplier trust, commitment, and dependence help?. Journal of Business Research 2005, 58:397-405.
17. Gassenheimer J.B., Hunter G.L., Siguaw J.A. An evolving theory of hybrid distribution. Taming a hostile supply network. Industrial Marketing Management 2007, 36:604-616.
18. Gladstein D.L. Groups in context: A model of task group effectiveness. Administrative Science Quarterly 1984, 29:499-517.
19. Golden P. Deere on the run: Quick response manufacturing drives supplier development at John Deere. IIE Solutions 1999, 31(7):24-31.
20. Griffith D.A., Harvey M.G., Lusch R.F. Social exchange in supply chain relationships: The resulting benefits of procedural and distributive justice. Journal of Operations Management 2006, 24(2):85-98.
21. Gu F.F., Wang D.T. The role of program fairness in asymmetrical channel relationships. Industrial Marketing Management 2011, 40(8):1368-1376.
22. Güth W., Schmittberger R., Schwarze B. An experimental analysis of ultimatum bargaining. Journal of Economic Behavior and Organization 1982, 3:367-388.
23. Hald K.S., Cordon C., Vollmann T.E. Towards an understanding of attraction in buyer-supplier relationships. Industrial Marketing Management 2009, 38:960-970.
24. Henseler J., Ringle C.M., Sinkovics R.R. The use of partial least squares path modeling in international marketing. Advances in International Marketing 2009, 20:277-319.
25. Hoffman E., McCabe K.A. Preferences, property rights and anonymity in bargaining games. Games and Economic Behavior 1994, 7:346-380.
26. Hulland J. Use of partial least squares (PLS) in strategic management research: A review of four recent studies. Strategic Management Journal 1999, 20(2):195-204.
27. Humphreys P.K., Li W.-L., Chan L.Y. The impact of supplier development on buyer-supplier performance. Omega 2004, 32(2):131-143.
28. Jacob F. Preparing industrial suppliers for customer integration. Industrial Marketing Management 2006, 35:45-56.
29. Janda S., Murray J.B., Burton S. Manufacturer-supplier relationships: An empirical test of a model of buyer outcomes. Industrial Marketing Management 2002, 31:411-420.
30. Joshi A.W., Stump R.L. The contingent effect of specific asset investments on joint action in manufacturer-supplier relationships: An empirical test of the moderating role of reciprocal asset investments, uncertainty, and trust. Journal of the Academy of Marketing Science 1999, 27(3):291-305.
31. Kenny D.A., Judd C.M. Estimating the nonlinear and interactive effects of latent variables. Psychological Bulletin 1984, 96:201-210.
32. Konovsky M.A. Understanding procedural justice and its impact on business organizations. Journal of Management 2000, 26(3):489-511.
33. Krause D.R. Supplier development: Current practices and outcomes. Journal of Supply Chain Management 1997, 33(2):12-19.
34. Krause D.R., Ellram L.M. Critical elements of supplier development - The buying-firm perspective. European Journal of Purchasing and Supply Management 1997, 3(1):21-31.
35. Kumar N., Scheer L.K., Steenkamp J.-B.E.M. The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research 1995, 32(1):54-65.
36. Lambert D.M. Supply chain management - processes, partnerships, performance Jacksonville, USA 2008.
37. Lawrence J.J. The case for measuring supplier satisfaction. Academy of Information and Management Science Journal 2005, 8(2):79-90.
38. Liedtka J.M. Collaborating across lines of business for competitive advantage. The Academy of Management Executive 1996, 10(2):20-37.
39. Modi S.B., Mabert V.A. Supplier development: Improving supplier performance through knowledge transfer. Journal of Operations Management 2007, 25(1):42-64.
40. New S., Burnes B. Developing effective customer-supplier relationships: More than one way to skin a cat. International Journal of Quality & Reliability Management 1998, 15(4):377-388.
41. Noordewier T.G., John G., Nevin J.R. Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing 1990, 54:80-93.
42. Palmatier R.W., Dant R.P., Grewal D., Evans K.R. Factors influencing the effectiveness of relationship marketing: A meta-analysis. Journal of Marketing 2006, 70:136-153.
43. Preacher K.J., Hayes A.F. Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models. Behavior Research Methods 2008, 40(3):879-891.
44. Ringle C.M., Wende S., Will A. SmartPLS 2.0 (M3) Beta (Hamburg). http://www.smartpls.de.
45. Sánchez-Rodríguez C. Effect of strategic purchasing on supplier development and performance: A structural model. The Journal of Business and Industrial Marketing 2009, 24(3/4):161-172.
46. SáNchez-RodríGuez C., Hemsworth D., Martínez-Lorente Á.R. The effect of supplier development initiatives on purchasing performance: A structural model. Supply Chain Management: An International Journal 2005, 10(4):289-301.
47. Stanko M., Bonner J.M., Calantone R.J. Building commitment in buyer-seller relationships: A tie strength perspective. Industrial Marketing Management 2007, 36:1094-1103.
48. Talluri S., Narasimhan R. A methodology for strategic sourcing. European Journal of Operational Research 2004, 154(1):236-250.
49. Tracey M., Vonderembse M.A. Building supply chains: A key to enhancing manufacturing performance. Mid-American Journal of Business 2000, 15(2):11-20.
50. Voeth M., Herbst U. Supply-chain pricing - A new perspective on pricing in industrial markets. Industrial Marketing Management 2006, 35:83-90.
51. Wagner S.M. The relationship between a firm's efforts to develop deficient suppliers and competitive advantage. Paper presented at the 14th annual IPSERA conference, 2005, Archamps, France 2005.
52. Wagner S.M. Indirect and direct supplier development: Performance implications of individual and combined effects. IEEE Transactions on Engineering Management 2010, 57(4):536-546.
53. Wagner S.M. Supplier development and the relationship life-cycle. International Journal of Production Economics 2011, 129(2):277-283.
54. Wagner S.M., Coley L.S., Lindemann E. Effects of suppliers' reputation on the future of buyer-supplier relationships: The mediating roles of outcome fairness and trust. Journal of Supply Chain Management 2011, 47(2):29-48.
55. Yi Y., Gong T. The effects of customer justice perception and affect on customer citizenship behavior and customer dysfunctional behavior. Industrial Marketing Management 2008, 37:767-783.
56. Zhao X., Lynch J.G., Chen Q. Reconsidering Baron and Kenny: myths and truths about mediation analysis. Journal of Consumer Research 2010, 37:197-206. (August).