Jurnal Internasional

International Journal Logistic Management: What gets suppliers to play and who gets the pay? On the antecedents and outcomes of collaboration in retailer-supplier dyads

---

Abstract
Purpose – The purpose of this paper is to adopt and contribute to the further development of the
relational view by examining the drivers of retailer-supplier collaboration and its effect on the performance
of both the retailer and the supplier.
Design/methodology/approach – The paper draws its conclusions from a structural analysis of
dyadic survey data collected from consumer packaged goods suppliers and retailers in Brazil.
In addition, objective retailer performance measures (retailer in-stock performance) are included in
the data set.
Findings – The results indicate that a supplier’s customer orientation is an important determinant of
supplier relationship-specific investments and, ultimately, supply chain collaboration. The empirical
results also indicate that retailers stand to benefit the most from a supplier’s collaborative efforts.
In addition, there is evidence that a supplier’s customer orientation is positively related to its own
performance.
Research limitations/implications – The limited sample size – a result of the dyadic nature of the
data – constitutes a limitation and, at the same time, presents opportunities for future, larger-scale studies.
Nonetheless, this study highlights the value of customer orientation and collaboration in terms of driving
performance outcomes for both suppliers and buyers, while invoking the notion that the benefits of
supply chain collaboration accrue differentially over time from the retailers’ and suppliers’ perspectives.
Originality/value – While many of the relationships set forth in this research have been implicitly
assumed by proponents of the relational view, this study furthers the development of the relational
view by explicitly modeling supplier relationship-specific investments and customer orientation as
antecedents of collaboration. Moreover, the study contributes to the literature on buyer-supplier
collaboration by simultaneously exploring to what extent both suppliers and retailers derive benefits
from such collaboration.
Keywords Supply chain management, Retail, Retailing, Collaboration, Buyer-supplier relationships
Paper type Research paper

---

Ketersediaan

Tidak ada salinan data

Informasi Detail

Judul Seri

-

No. Panggil

-

Penerbit

: Emerald Insight., 2014

Deskripsi Fisik

-

Bahasa

English

ISBN/ISSN

-

Klasifikasi

NONE

Tipe Isi

-

Tipe Media

-

Tipe Pembawa

-

Edisi

Vol. 25 Iss 2 pp. 226 - 244

Subjek

Jurnal Logistik

Info Detail Spesifik

-

Pernyataan Tanggungjawab

-

Versi lain/terkait

Lampiran Berkas

Komentar

---

Anda harus login sebelum memberikan komentar