Customer bargaining power and supplier profitability: the moderating role of product market overlap

IF 3.6 4区管理学 Q2 BUSINESS Journal of Business & Industrial Marketing Pub Date : 2024-04-03 DOI:10.1108/jbim-03-2023-0131

Rui Zheng, Sheng Ang, Feng Yang

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Abstract

Purpose

Research on the relationship between customer bargaining power and supplier performance in supplier–customer relationships has flourished in recent decades. This study aims to empirically investigate whether product market overlap (PMO) in a supply chain moderates the effect of customer bargaining power on supplier profitability.

Design/methodology/approach

This study uses large-scale secondary data from multiple databases. Econometric panel data techniques are used to test the hypotheses.

Findings

The results show that PMO in a supplier–customer relationship and PMO in supplier–supplier relationships both exacerbate the negative effect of the bargaining power of customers on supplier profitability.

Originality/value

This study contributes to the field of supply chain management. This study brings new insights into the ongoing debate surrounding the relationship between customer bargaining power and supplier profitability. The study also contributes to the literature on supply chain networks by showing the impact of indirect supply chain relationships.

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客户议价能力与供应商盈利能力：产品市场重叠的调节作用

目的近几十年来，有关供应商-客户关系中客户议价能力与供应商绩效之间关系的研究蓬勃发展。本研究旨在实证调查供应链中的产品市场重叠（PMO）是否会调节客户议价能力对供应商盈利能力的影响。研究结果表明，供应商-客户关系中的市场重叠和供应商-供应商关系中的市场重叠都会加剧客户议价能力对供应商盈利能力的负面影响。本研究为目前围绕客户议价能力与供应商盈利能力之间关系的争论带来了新的见解。本研究还显示了间接供应链关系的影响，为供应链网络方面的文献做出了贡献。

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来源期刊

Journal of Business & Industrial Marketing BUSINESS-

CiteScore

6.60

自引率

25.80%

发文量

143

期刊介绍： The Journal of Business & Industrial Marketing (JBIM) publishes research on new ideas concerning business-to-business marketing, that is, how one company or organization markets its goods/services/ideas to another company or organization. It is a valuable source for academics, directors and executives of marketing, providing them with new, fresh insights which are applicable within real life settings. JBIM''s emphasis on insistence of proof is one of the cornerstones of its success and its reputation. Contributors to the journal must not only present new theories or ideas, but also back them up with research. In the process, many myths are exploded, philosophies reinvented and the scene set for topical debate on critical issues in B2B marketing. The B2B landscape evolves and so does the research that explores the emerging features and properties of B2B markets. From 2019 the journal hosts the IMP Forum that invites research advancing the boundaries of B2B marketing. Prior research has evidenced that interactivity and interdependences characterize interorganizational business relationships. The Forum aims to bring out research that explores interactivity and interdependences in business relationships and their implications for marketing management, business development and for society at large. Coverage: -Competition and cooperation- Networks in business markets- Buyer behaviour – purchasing and supply management- Managing product offerings- New product development and innovation- Networks in business markets- Distribution and routes to market- Market and customer communication - Customer relationship management- Sales and key account management- Organizing for global markets -