اثر تعدیل کننده استراتژی خرید خریدار
ترجمه نشده

اثر تعدیل کننده استراتژی خرید خریدار

عنوان فارسی مقاله: اثر تعدیل کننده استراتژی خرید خریدار بر رابطه بین سرمایه گذاری خاص معامله تامین کننده و عملکرد شرکت تامین کننده
عنوان انگلیسی مقاله: The moderating effect of buyer purchasing strategy on the relationship between supplier transaction-specific investment and supplier firm performance
مجله/کنفرانس: مجله تحقیقات کسب و کار-Journal of Business Research
رشته های تحصیلی مرتبط: مدیریت، اقتصاد، مهندسی صنایع
گرایش های تحصیلی مرتبط: بازاریابی، اقتصاد مالی، لجستیک و زنجیره تامین
کلمات کلیدی فارسی: رابطه بین خریدار و تامین کننده، سرمایه گذاری خاص معامله، اعتماد، تعهد، استراتژی خرید
کلمات کلیدی انگلیسی: Supplier-buyer relationship، Transaction specific investment، Trust، Commitment، Purchasing strategy
نوع نگارش مقاله: مقاله پژوهشی (Research Article)
شناسه دیجیتال (DOI): https://doi.org/10.1016/j.jbusres.2017.08.022
دانشگاه: Graduate School of Hanyang University, 55 Hanyangdaehak-ro, Sangnok-gu, Ansan-si, Gyeonggi-do 15588, Republic of Korea
صفحات مقاله انگلیسی: 8
ناشر: الزویر - Elsevier
نوع ارائه مقاله: ژورنال
نوع مقاله: ISI
سال انتشار مقاله: 2019
ایمپکت فاکتور: 5.352 در سال 2018
شاخص H_index: 158 در سال 2019
شاخص SJR: 2.203 در سال 2018
شناسه ISSN: 0148-2963
شاخص Quartile (چارک): Q1 در سال 2018
فرمت مقاله انگلیسی: PDF
وضعیت ترجمه: ترجمه نشده است
قیمت مقاله انگلیسی: رایگان
آیا این مقاله بیس است: بله
آیا این مقاله مدل مفهومی دارد: دارد
آیا این مقاله پرسشنامه دارد: ندارد
آیا این مقاله متغیر دارد: دارد
کد محصول: E12235
رفرنس: دارای رفرنس در داخل متن و انتهای مقاله
فهرست مطالب (انگلیسی)

Abstract

1. Introduction

2. Theory and research hypotheses

3. Methods

4. Results

5. Discussion

Acknowledgements

References

بخشی از مقاله (انگلیسی)

Abstract

This study examines whether the type of buyer relational strategy (competitive or cooperative strategy) moderates the relationship between supplier transaction specific investments (TSIs) and buyer commitment, and whether the type of buyer cost reduction strategy (purchase price-based strategy or total cost-based strategy) moderates the relationship between buyer commitment and supplier performance outcomes. Data were collected through a survey of purchasing managers at 248 buying firms in Korea. Results indicate that supplier TSIs positively affect supplier firm performance through buyer trust and commitment. The influence of supplier TSIs on buyer commitment depends on which relational strategy buyers use and the influence of buyer commitment on supplier firm performance depends on which buyer cost reduction strategy is used.

Introduction

Many suppliers in business-to-business markets actively engage in relationship marketing and attempt to maintain long-term and stable relationships with buyers (Anderson & Narus, 1990; Ebers & Thorsten, 2015; Kalwani & Narayandas, 1995; Morgan & Hunt, 1994; Ulaga & Eggert, 2006). Supplier’s transaction-specific investments (TSIs) are a critical factor driving its buyer’s long-term relationship orientation. TSIs are specialized assets that are difficult or expensive to transfer to other relationships, or investments that may lose value if redeployed to other buyers (Anderson & Narus, 1990). It is important that suppliers understand how their investments will affect their performce outcomes when they initiate transaction-specific investments. Buyers also have interest in the supplier’s investments because buyers will be influenced by the investments in aspects such as quality, cost, transaction volume, and production operation (Wind & Thomas, 2010). Accordingly, the outcomes of supplier’s transaction-specific investment should be understood from a bilateral perspective. Existing research, however, has focused on either the strategy of a buyer or a supplier. There are no studies about how the performance outcome of a supplier’s marketing investments is affected by buyer strategy. Moreover, the importance of using a bilateral perspective is even more when the strategies of the two parties are not fully aligned, which is not uncommon.