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Balancing the sequential logic of quality constructs in manufacturing-supplier relationships -- Causes and outcomes

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  • Svensson, Göran
  • Mysen, Tore
  • Payan, Janice

Abstract

Manufacturers in business markets are experiencing a strong trend towards close versus distant relationships with suppliers. Three key relationship constructs in academic research are trust, commitment, and satisfaction. Although the relevant literature holds some evidence that trust and commitment are antecedent to satisfaction, the possibility that satisfaction plays a key mediation role between trust/commitment and other important outcomes (i.e., coordination, cooperation, and continuity) receives scant examination. This study tests this conceptual model by examining the relationships between manufacturers and suppliers. A random sample of small-to-medium-sized Norwegian manufacturers was contacted by phone in order to identify potential key informants. Shortly thereafter, a total of 581 surveys were mailed to the key informants. Two hundred and twelve surveys were returned, representing a response rate of 36.5%. Results support the conceptual model presented; trust and commitment relate positively to satisfaction; and satisfaction, in turn, relates positively to all three outcomes of coordination, cooperation, and continuity.

Suggested Citation

  • Svensson, Göran & Mysen, Tore & Payan, Janice, 2010. "Balancing the sequential logic of quality constructs in manufacturing-supplier relationships -- Causes and outcomes," Journal of Business Research, Elsevier, vol. 63(11), pages 1209-1214, November.
    • Handle: RePEc:eee:jbrese:v:63:y:2010:i:11:p:1209-1214
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    Cited by:

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    3. Vicente Sales-Vivó & Irene Gil-Saura & Martina G. Gallarza, 2020. "Value Co-Creation and Satisfaction in B2B Context: A Triadic Study in the Furniture Industry," Sustainability, MDPI, vol. 13(1), pages 1-17, December.
    4. Su, Lujun & Swanson, Scott R. & Chen, Xiaohong, 2016. "The effects of perceived service quality on repurchase intentions and subjective well-being of Chinese tourists: The mediating role of relationship quality," Tourism Management, Elsevier, vol. 52(C), pages 82-95.

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