Managing strategic supplier relationships: antecedents and outcomes

Eric P. Jack · Thomas L. Powers

34 citations0/0 files storedJournal of Business and Industrial Marketing

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Quality and Supply Management Customer Service Quality and Loyalty Outsourcing and Supply Chain Management

Abstract

Purpose – The purpose of this paper was to examine the antecedents of strategic supplier relationships in conjunction with outcomes of product and service quality and financial performance. The management of strategic supplier relationships involves the selection and development of suppliers that share common goals and strategies of the partnering organization. Design/methodology/approach – Structural equation modeling using partial least squares is used to verify and test these relationships. Findings – Top management support, technological preparedness and trust were found to have significant positive influences on the management of strategic supplier relationships. Strategic supplier relationships were found to have a positive influence on product and service quality outcomes and financial performance. Research limitations/implications – The results provide new and original empirical evidence on the relationship between the antecedents and outcomes of strategic supplier relationships. Practical implications – The findings can contribute to the management of supplier relationships, resulting in improved product and service quality outcomes and financial performance. Originality/value – The research adds empirical evidence to the literature on the factors that contribute to effective supplier relationships and the customer- and firm-related outcomes of this process.

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References

1994The Commitment-Trust Theory of Relationship Marketing 1989Structural Equations with Latent Variables 1991Structural Equations with Latent Variables.2009\nThe use of partial least squares path modeling in international marketing 1987Developing Buyer-Seller Relationships 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications 1993Market Orientation: Antecedents and Consequences 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships

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