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

Zhang Chun · John W. Henke

161 citations0/0 files storedJournal of Operations Management

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

Abstract

Abstract 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 identify three boundary spanning capabilities of purchasing agents and empirically test how these capabilities shape buyer–supplier trust development. Using two samples of data collected from suppliers in the automotive industry and food industry, we found that a purchasing agent's effectiveness in strategic communication with suppliers affects a supplier's trust in the buying firm, while an agent's professional knowledge and ability to reach compromises with suppliers affect a supplier's trust in the purchasing agent representing the firm. Trust in the purchasing agent in turn affects trust in the buying firm. Theoretical and managerial implications are discussed.

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References

1988On the Evaluation of Structural Equation Models 1989Structural Equations with Latent Variables 1991Structural Equations with Latent Variables.1977Estimating Nonresponse Bias in Mail Surveys 1977Handbook of Industrial and Organizational Psychology.1997An Examination of the Nature of Trust in Buyer-Seller Relationships 1991Assessing Construct Validity in Organizational Research 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships

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