IDEAS home Printed from https://ideas.repec.org/a/eee/proeco/v129y2011i2p277-283.html
   My bibliography  Save this article

Supplier development and the relationship life-cycle

Author

Listed:
  • Wagner, Stephan M.

Abstract

The mainstream view holds that over time buyer-supplier relationships evolve through a number of phases. As a consequence, supplier development as a buyer-supplier relationship management practice should also be adapted to the life-cycle phase. Supplier development activities matching the buyer-supplier relationship life-cycle phase will lead to more favorable performance improvements. However, prior studies have neglected the relationship life-cycle perspective. This empirical study shows how the length of the buyer-supplier relationship can be used to improve the explanatory power of models investigating the performance outcomes of supplier development activities. The results show that supplier development is more effective in mature as opposed to initial and declining life-cycles phases.

Suggested Citation

  • Wagner, Stephan M., 2011. "Supplier development and the relationship life-cycle," International Journal of Production Economics, Elsevier, vol. 129(2), pages 277-283, February.
    • Handle: RePEc:eee:proeco:v:129:y:2011:i:2:p:277-283
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0925-5273(10)00413-5
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Li, Wenli & Humphreys, Paul K. & Yeung, Andy C.L. & Edwin Cheng, T.C., 2007. "The impact of specific supplier development efforts on buyer competitive advantage: an empirical model," International Journal of Production Economics, Elsevier, vol. 106(1), pages 230-247, March.
    2. Araz, Ceyhun & Ozkarahan, Irem, 2007. "Supplier evaluation and management system for strategic sourcing based on a new multicriteria sorting procedure," International Journal of Production Economics, Elsevier, vol. 106(2), pages 585-606, April.
    3. Bruce Kogut & Udo Zander, 1992. "Knowledge of the Firm, Combinative Capabilities, and the Replication of Technology," Organization Science, INFORMS, vol. 3(3), pages 383-397, August.
    4. Mooweon Rhee, 2007. "The Time Relevance of Social Capital," Rationality and Society, , vol. 19(3), pages 367-389, August.
    5. Talluri, Srinivas & Narasimhan, Ram, 2004. "A methodology for strategic sourcing," European Journal of Operational Research, Elsevier, vol. 154(1), pages 236-250, April.
    6. Akbar Zaheer & Bill McEvily & Vincenzo Perrone, 1998. "Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance," Organization Science, INFORMS, vol. 9(2), pages 141-159, April.
    7. Levinthal, D.A. & Fichman, M., 1991. "Honeymoons and the Liability of Adolescence : A New Perspective on Duration Dependence in Social Organizational Relationships," GSIA Working Papers 1991-34, Carnegie Mellon University, Tepper School of Business.
    8. Sandy D. Jap & Erin Anderson, 2007. "Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance," Management Science, INFORMS, vol. 53(2), pages 260-275, February.
    9. Mari Sako, 2004. "Supplier development at Honda, Nissan and Toyota: comparative case studies of organizational capability enhancement," Industrial and Corporate Change, Oxford University Press and the Associazione ICC, vol. 13(2), pages 281-308, April.
    10. Chan, Felix T.S. & Kumar, Niraj, 2007. "Global supplier development considering risk factors using fuzzy extended AHP-based approach," Omega, Elsevier, vol. 35(4), pages 417-431, August.
    11. Lee, Peter K.C. & Humphreys, Paul K., 2007. "The role of Guanxi in supply management practices," International Journal of Production Economics, Elsevier, vol. 106(2), pages 450-467, April.
    12. Masaaki Kotabe & Xavier Martin & Hiroshi Domoto, 2003. "Gaining from vertical partnerships: knowledge transfer, relationship duration, and supplier performance improvement in the U.S. and Japanese automotive industries," Strategic Management Journal, Wiley Blackwell, vol. 24(4), pages 293-316, April.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Johnson, William C. & Xie, Wenjuan & Yi, Sangho, 2014. "Corporate fraud and the value of reputations in the product market," Journal of Corporate Finance, Elsevier, vol. 25(C), pages 16-39.
    2. Kam, Booi H. & Lai, Manh Khang, 2018. "Buyer-supplier exchange relationship: How do exchange partners behave across the relationship life-cycle?," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 113(C), pages 239-257.
    3. Resende, Carlos Henrique Lopes & Lima-Junior, Francisco Rodrigues & Carpinetti, Luiz Cesar Ribeiro, 2023. "Decision-making models for formulating and evaluating supplier development programs: A state-of-the-art review and research paths," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 180(C).
    4. Lee Alfred Bo Shing & Pu Jenny Xiaodie, 2017. "Exploring the relationship between leadership, organizational culture, trust, and effectiveness of knowledge sharing by forced learning," Journal of Administrative and Business Studies, Professor Dr. Usman Raja, vol. 3(2), pages 90-104.
    5. Dou, Yijie & Zhu, Qinghua & Sarkis, Joseph, 2014. "Evaluating green supplier development programs with a grey-analytical network process-based methodology," European Journal of Operational Research, Elsevier, vol. 233(2), pages 420-431.
    6. Li, Wenli & Humphreys, Paul K. & Yeung, Andy C.L. & Cheng, T.C.E., 2012. "The impact of supplier development on buyer competitive advantage: A path analytic model," International Journal of Production Economics, Elsevier, vol. 135(1), pages 353-366.
    7. Proch, M. & Worthmann, K. & Schlüchtermann, J., 2017. "A negotiation-based algorithm to coordinate supplier development in decentralized supply chains," European Journal of Operational Research, Elsevier, vol. 256(2), pages 412-429.
    8. Khan, Zaheer & Nicholson, John D., 2014. "An investigation of the cross-border supplier development process: Problems and implications in an emerging economy," International Business Review, Elsevier, vol. 23(6), pages 1212-1222.
    9. Glock, Christoph H. & Grosse, Eric H. & Ries, Jörg M., 2017. "Reprint of “Decision support models for supplier development: Systematic literature review and research agenda”," International Journal of Production Economics, Elsevier, vol. 194(C), pages 246-260.
    10. Anna Walecka, 2021. "The Management of a Company’s Relational Capital as Part of Business Process," European Research Studies Journal, European Research Studies Journal, vol. 0(3B), pages 704-721.
    11. Sambasivan, Murali & Siew-Phaik, Loke & Abidin Mohamed, Zainal & Choy Leong, Yee, 2013. "Factors influencing strategic alliance outcomes in a manufacturing supply chain: Role of alliance motives, interdependence, asset specificity and relational capital," International Journal of Production Economics, Elsevier, vol. 141(1), pages 339-351.
    12. Schoenherr, Tobias & Narayanan, Sriram & Narasimhan, Ram, 2015. "Trust formation in outsourcing relationships: A social exchange theoretic perspective," International Journal of Production Economics, Elsevier, vol. 169(C), pages 401-412.
    13. Zhang, Jianxiong & Tang, Wansheng & Hu, Mingmao, 2015. "Optimal supplier switching with volume-dependent switching costs," International Journal of Production Economics, Elsevier, vol. 161(C), pages 96-104.
    14. Urbaniak Maciej, 2021. "Role of supplier evaluation criteria in risk mitigation related to purchasing process," Engineering Management in Production and Services, Sciendo, vol. 13(2), pages 96-106, June.
    15. Horn, Philipp & Scheffler, Paul & Schiele, Holger, 2014. "Internal integration as a pre-condition for external integration in global sourcing: A social capital perspective," International Journal of Production Economics, Elsevier, vol. 153(C), pages 54-65.
    16. Kamil J. Mizgier & Joseph M. Pasia & Srinivas Talluri, 2017. "Multiobjective capital allocation for supplier development under risk," International Journal of Production Research, Taylor & Francis Journals, vol. 55(18), pages 5243-5258, September.
    17. Bai, Chunguang & Dhavale, Dileep & Sarkis, Joseph, 2016. "Complex investment decisions using rough set and fuzzy c-means: An example of investment in green supply chains," European Journal of Operational Research, Elsevier, vol. 248(2), pages 507-521.
    18. Maciej Urbaniak & Jarosław Ropęga, 2018. "The Role Of Quality And Environmental Management Systems In The Evaluation Of Suppliers," Business Logistics in Modern Management, Josip Juraj Strossmayer University of Osijek, Faculty of Economics, Croatia, vol. 18, pages 225-240.
    19. Saghiri, Soroosh & Wilding, Richard, 2021. "On the effectiveness of supplier development programs: The role of supply-side moderators," Technovation, Elsevier, vol. 103(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Isaksson, Olov H.D. & Simeth, Markus & Seifert, Ralf W., 2016. "Knowledge spillovers in the supply chain: Evidence from the high tech sectors," Research Policy, Elsevier, vol. 45(3), pages 699-706.
    2. Stienstra, Miranda, 2020. "The determinants and performance implications of alliance partner acquisition," Other publications TiSEM 7fdee0c2-d4d2-4f5b-95e3-2, Tilburg University, School of Economics and Management.
    3. Kamil J. Mizgier & Joseph M. Pasia & Srinivas Talluri, 2017. "Multiobjective capital allocation for supplier development under risk," International Journal of Production Research, Taylor & Francis Journals, vol. 55(18), pages 5243-5258, September.
    4. Maryam Philsoophian & Peyman Akhavan & Morteza Abbasi, 2021. "Strategic Alliance for Resilience in Supply Chain: A Bibliometric Analysis," Sustainability, MDPI, vol. 13(22), pages 1-25, November.
    5. Khan, Zaheer & Nicholson, John D., 2014. "An investigation of the cross-border supplier development process: Problems and implications in an emerging economy," International Business Review, Elsevier, vol. 23(6), pages 1212-1222.
    6. Trkman, Peter & McCormack, Kevin, 2009. "Supply chain risk in turbulent environments--A conceptual model for managing supply chain network risk," International Journal of Production Economics, Elsevier, vol. 119(2), pages 247-258, June.
    7. Liu, C.-L.E., 2012. "An investigation of relationship learning in cross-border buyer–supplier relationships: The role of trust," International Business Review, Elsevier, vol. 21(3), pages 311-327.
    8. Liu, Chia-Ling (Eunice) & Ghauri, Pervez N. & Sinkovics, Rudolf R., 2010. "Understanding the impact of relational capital and organizational learning on alliance outcomes," Journal of World Business, Elsevier, vol. 45(3), pages 237-249, July.
    9. Kim, Kyung Kyu & Umanath, Narayan S. & Kim, Joo Young & Ahrens, Fred & Kim, Beomsoo, 2012. "Knowledge complementarity and knowledge exchange in supply channel relationships," International Journal of Information Management, Elsevier, vol. 32(1), pages 35-49.
    10. Lockström, Martin & Lei, Liu, 2013. "Antecedents to supplier integration in China: A partial least squares analysis," International Journal of Production Economics, Elsevier, vol. 141(1), pages 295-306.
    11. Jarratt, Denise & Ceric, Arnela, 2015. "The complexity of trust in business collaborations," Australasian marketing journal, Elsevier, vol. 23(1), pages 2-12.
    12. Yadong Luo, 2007. "Private control and collective control in international joint ventures," Management International Review, Springer, vol. 47(4), pages 531-566, October.
    13. Lee, Ho & Kim, Moon Sun & Kim, Kyung Kyu, 2014. "Interorganizational information systems visibility and supply chain performance," International Journal of Information Management, Elsevier, vol. 34(2), pages 285-295.
    14. Peng, George Z. & Beamish, Paul W., 2019. "Subnational FDI Legitimacy and Foreign Subsidiary Survival," Journal of International Management, Elsevier, vol. 25(3), pages 1-1.
    15. Ranjay Gulati & Maxim Sytch, 2008. "Does familiarity breed trust? Revisiting the antecedents of trust," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 29(2-3), pages 165-190.
    16. Khanna, Rajat, 2021. "Aftermath of a tragedy: A star's death and coauthors’ subsequent productivity," Research Policy, Elsevier, vol. 50(2).
    17. Kim, Yusoon & Choi, Thomas Y., 2021. "Supplier relationship strategies and outcome dualities: An empirical study of embeddedness perspective," International Journal of Production Economics, Elsevier, vol. 232(C).
    18. Renzl, Birgit, 2008. "Trust in management and knowledge sharing: The mediating effects of fear and knowledge documentation," Omega, Elsevier, vol. 36(2), pages 206-220, April.
    19. Wang, Shih-Yuan & Chang, Sheng-Lin & Wang, Reay-Chen, 2009. "Assessment of supplier performance based on product-development strategy by applying multi-granularity linguistic term sets," Omega, Elsevier, vol. 37(1), pages 215-226, February.
    20. Akbar Zaheer & Exequiel Hernandez & Sanjay Banerjee, 2010. "Prior Alliances with Targets and Acquisition Performance in Knowledge-Intensive Industries," Organization Science, INFORMS, vol. 21(5), pages 1072-1091, October.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:proeco:v:129:y:2011:i:2:p:277-283. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/ijpe .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.