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The moderating effect of buyer purchasing strategy on the relationship between supplier transaction-specific investment and supplier firm performance

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  • Yoon, Jeomhong
  • Moon, Junyean

Abstract

This study examines whether the type of buyer relational strategy (competitive or cooperative strategy) moderates the relationship between supplier transaction specific investments (TSIs) and buyer commitment, and whether the type of buyer cost reduction strategy (purchase price-based strategy or total cost-based strategy) moderates the relationship between buyer commitment and supplier performance outcomes.

Suggested Citation

  • Yoon, Jeomhong & Moon, Junyean, 2019. "The moderating effect of buyer purchasing strategy on the relationship between supplier transaction-specific investment and supplier firm performance," Journal of Business Research, Elsevier, vol. 99(C), pages 516-523.
    • Handle: RePEc:eee:jbrese:v:99:y:2019:i:c:p:516-523
    DOI: 10.1016/j.jbusres.2017.08.022
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    References listed on IDEAS

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    1. Yoram Wind & Robert J. Thomas, 2010. "Organizational Buying Behavior in an Interdependent World," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 20(2), pages 110-122, March.
    2. Watson, Craig M., 1984. "Balancing dominance: Diagnosing the buyer-supplier relationship," Business Horizons, Elsevier, vol. 27(5), pages 62-65.
    3. Junyean Moon & Surinder Tikoo, 2013. "Suppliers' capability factors affecting manufacturer commitment, opportunism, and supplier performance," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 23(3), pages 231-244, June.
    4. Coltman, Tim & Devinney, Timothy M. & Midgley, David F. & Venaik, Sunil, 2008. "Formative versus reflective measurement models: Two applications of formative measurement," Journal of Business Research, Elsevier, vol. 61(12), pages 1250-1262, December.
    5. Ebers, Mark & Semrau, Thorsten, 2015. "What drives the allocation of specific investments between buyer and supplier?," Journal of Business Research, Elsevier, vol. 68(2), pages 415-424.
    6. Wolfgang Ulaga & Andreas Eggert, 2006. "Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status," Post-Print hal-00482456, HAL.
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    Cited by:

    1. Aslam, Haris & Wanke, Peter & Khalid, Amna & Roubaud, David & Waseem, Maimoona & Chiappetta Jabbour, Charbel Jose & Grebinevych, Oksana & Lopes de Sousa Jabbour, Ana Beatriz, 2022. "A scenario-based experimental study of buyer supplier relationship commitment in the context of a psychological contract breach: Implications for supply chain management," International Journal of Production Economics, Elsevier, vol. 249(C).
    2. Zhou, Liying & Mao, Hongyi & Zhao, Taiyang & Wang, Valerie Lynette & Wang, Xiaodong & Zuo, Peng, 2022. "How B2B platform improves Buyers’ performance: Insights into platform’s substitution effect," Journal of Business Research, Elsevier, vol. 143(C), pages 72-80.
    3. Gu, Jing & Shi, Xinyu & Wang, Peini & Xu, Xun, 2022. "Examining the impact of upstream and downstream relationship stability and concentration on firms’ financial performance," Journal of Business Research, Elsevier, vol. 141(C), pages 229-242.
    4. Patrucco, Andrea S. & Schoenherr, Tobias & Moretto, Antonella, 2024. "Sustaining commitment in preferred buyer-supplier relationships: How to retain the ‘customer of choice’ status?," International Journal of Production Economics, Elsevier, vol. 270(C).
    5. Patrucco, Andrea S. & Moretto, Antonella & Luzzini, Davide & Glas, Andreas H., 2020. "Obtaining supplier commitment: antecedents and performance outcomes," International Journal of Production Economics, Elsevier, vol. 220(C).
    6. Lyu, Chongchong & Yang, Jianjun & Zhang, Feng & Teo, Thompson S.H. & Mu, Tian, 2020. "How do knowledge characteristics affect firm’s knowledge sharing intention in interfirm cooperation? An empirical study," Journal of Business Research, Elsevier, vol. 115(C), pages 48-60.

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