Managing supplier satisfaction: Social capital and resource dependence frameworks

Published in Australasian Marketing Journal and authored by Holger Schiele, Scott. C. Ellis, Michael Eßig, John W. Henke Jr., and Thomas J. Kull Recently, supplier satisfaction has gained more attention both in practice and in academic research. However, the knowledge accumulation process is still in an embryonic and explorative phase. [...]

Leveraging boundary spanning capabilities to encourage supplier investment: A comparative study

Published in Industrial Marketing Management and authored by Chun Zhang, Fang Wu, and John W. Henke Jr. Despite growing recognition of the importance of boundary spanners at managing inter-organizational relationships, the process by which capabilities residing in boundary spanning individuals are leveraged to encourage partner firm investment [...]

Reciprocity between buyer cost sharing and supplier technology sharing

Published in Int. J. Production Economics and authored by Chun Zhang, John W. Henke Jr., and Sridhar Viswanathan Despite the increasing importance of integrating suppliers into buyer product development activities, the majority of the research on supplier integration focuses on the total cost reduction and benefits to the buyer rather than [...]

A longitudinal analysis of supplier involvement in buyers’ new product development: working relations, inter-dependence, co-innovation, and performance outcomes

Read the article here. Drawing on social exchange theory, this study develops a longitudinal theoretical framework of supplier participation in buyers’ new product development (NPD) activities. The study focuses on the longitudinal temporal dynamics of supplier involvement in buyers’ new product development and postulates that working [...]

The effect of buyer behaviors on preferred customer status and access to supplier technological innovation: An empirical study of supplier perceptions

Read the article here. Buying firms are increasingly looking to suppliers for technological innovations that enhance the competitive position of their new products. However, extant research provides limited guidance on how buying firms may gain access to suppliers’ innovative technologies. To address this gap in the literature, we draw [...]

Integrating global and local procurement for superior supplier working relations

Integrating global and local procurement for superior supplier working relations Globalization is forcing global organizations to focus on processes that will enable them to more effectively and efficiently integrate and coordinate their activities throughout their worldwide organization. as such, global sourcing is becoming a standard [...]

The boundary spanning capabilities of purchasing agents in buyer–supplier trust development

The boundary spanning capabilities of purchasing agents in buyer–supplier trust development This study examines how individual purchasing agents function as boundary spanners with suppliers to influence trust development in themselves and the buying firms that employ them. Building upon boundary theory and supply chain cooperation research, we [...]

Do buyer cooperative actions matter under relational stress? Evidence from Japanese and U.S. assemblers in the U.S. automotive industry

Do buyer cooperative actions matter under relational stress? Evidence from Japanese and U.S. assemblers in the U.S. automotive industry Buyers can create relational stress even as they work cooperatively with suppliers. This study investigates the moderating effects of relational stress on the ability of buyer initiated cooperative actions to [...]

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