Supplier relationship portfolio management: A social exchange perspective

IF 6.8 2区 管理学 Q1 MANAGEMENT Journal of Purchasing and Supply Management Pub Date : 2023-01-01 DOI:10.1016/j.pursup.2022.100816
Scott C. Ellis , Jaeyoung Oh , John W. Henke , Nallan C. Suresh
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引用次数: 1

Abstract

Despite the importance of relationship portfolios, it's unclear how a buying firm's differential investment in its suppliers affects the distribution of its supplier relationships and the supplier-provided benefits that result. Drawing from social exchange theory (SET), we assess the sequential linkages among supply management practices, supplier relationship sets that vary in closeness, and relational benefits. Empirically, we adopt a multi-methodological approach that combines abductive case-based and deductive survey-based research. In our case-based approach, interview responses from 34 professionals within a global Tier 1 automotive manufacturer (MFGR) and four of its suppliers, open-ended survey responses from 56 buyers and 86 engineers within MFGR, documentary evidence, and direct observations facilitate the operationalization of supply management practices and relationship closeness constructs. The survey-based study integrates case-based findings and uses response data from sales managers within 292 suppliers to MFGR and matched supplier performance data from MFGR to test a theoretical model of social exchange. In a multi-step process, we apply cluster analysis, multinomial logistic regression, ANOVA, and multiple regression to this aggregated dataset to (1) identify three distinct sets of supplier relationships that are distributed along a relationship closeness continuum, (2) show how specific supply management practices affect the composition of supplier relationship sets that comprise a buying firm's portfolio, and (3) demonstrate how supplier-provided benefits differ across supplier relationship sets. Our results validate the utility of SET as applied to supplier portfolio management and provide insights into buyers' actions that drive closer relationships, minimize risk, and maximize benefits across a supplier portfolio.

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供应商关系组合管理:社会交换视角
尽管关系组合很重要,但尚不清楚采购公司对供应商的差异投资如何影响其供应商关系的分配以及由此产生的供应商提供的利益。根据社会交换理论(SET),我们评估了供应管理实践、供应商关系集之间的顺序联系,这些供应商关系集在密切程度上有所不同,以及关系利益。在经验上,我们采用了一种多方法的方法,结合了基于溯因案例和基于演绎调查的研究。在我们基于案例的方法中,采访了全球一级汽车制造商(MFGR)的34名专业人员及其4家供应商的回答,MFGR内部56名买家和86名工程师的开放式调查回答,文件证据和直接观察促进了供应管理实践和关系密切构建的运作。基于调查的研究整合了基于案例的研究结果,并使用292家供应商的销售经理对MFGR的响应数据和MFGR中匹配的供应商绩效数据来检验社会交换的理论模型。在一个多步骤的过程中,我们对这个汇总数据集应用聚类分析、多项逻辑回归、方差分析和多元回归,以(1)确定沿关系亲密连续体分布的三种不同的供应商关系集,(2)显示具体的供应管理实践如何影响构成采购公司投资组合的供应商关系集的组成。(3)论证了供应商提供的利益在不同的供应商关系中是如何不同的。我们的研究结果验证了SET应用于供应商组合管理的效用,并提供了对买方行为的见解,这些行为推动了供应商组合中更紧密的关系,将风险最小化,并将利益最大化。
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来源期刊
CiteScore
10.30
自引率
18.00%
发文量
31
审稿时长
70 days
期刊介绍: The mission of the Journal of Purchasing & Supply Management is to publish original, high-quality research within the field of purchasing and supply management (PSM). Articles should have a significant impact on PSM theory and practice. The Journal ensures that high quality research is collected and disseminated widely to both academics and practitioners, and provides a forum for debate. It covers all subjects relating to the purchase and supply of goods and services in industry, commerce, local, national, and regional government, health and transportation.
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