IDEAS home Printed from https://ideas.repec.org/a/gam/jmathe/v12y2024i3p399-d1326850.html
   My bibliography  Save this article

Modeling Partners’ Behavior in Long-Lasting B2B Supply Chain Relationships

Author

Listed:
  • Carlos Ferro-Soto

    (Faculty of Economics and Business, ECOBAS Research Center, Department of Business Organization and Marketing, Campus Vigo, University of Vigo, 36310 Vigo, Pontevedra, Spain)

  • Carmen Padín

    (Faculty of Economics and Business, Department of Applied Economics, Campus Vigo, University of Vigo, 36310 Vigo, Pontevedra, Spain)

  • Carmen Otero-Neira

    (Faculty of Economics and Business, ECOBAS Research Center, Department of Business Organization and Marketing, Campus Vigo, University of Vigo, 36310 Vigo, Pontevedra, Spain)

  • Göran Svensson

    (School of Communication, Leadership and Marketing, Departement of Marketing, Kristiania University College, Postboks 1190 Sentrum, 0107 Oslo, Norway)

Abstract

Companies have strengthened their long-term inter-organizational partnerships throughout the supply chain to neutralize competitive pressures and risks in uncertain environments. On this basis, this research aims to propose and test a model of partners’ behavior aimed at the maintenance of long-term collaboration. By using confirmatory factor analysis, structural equation modeling, and rival model testing, the theoretical model proposed attempts to identify, from a seller’s perspective, the critical variables of partners’ behavior. It also seeks to understand the effect of satisfaction between trust and commitment (as antecedents associated with relationship quality) and sales formalization, sales opportunism, and sales-specific assets (as postcendents linked to relationship efficiency). Our findings verify the nomological framework and demonstrate that the partnership quality variables affect relationship efficiency, through sales satisfaction. However, the results of our research cannot confirm the relationship between satisfaction and specific assets. This research is relevant as it deals with inter-organizational partnerships from a seller-oriented approach, and it is based on a combination of Relationship Marketing Theory and Transaction Cost Theory to demonstrate that the inter-organizational partnership quality variables exert a direct effect on the partnership efficiency variables.

Suggested Citation

  • Carlos Ferro-Soto & Carmen Padín & Carmen Otero-Neira & Göran Svensson, 2024. "Modeling Partners’ Behavior in Long-Lasting B2B Supply Chain Relationships," Mathematics, MDPI, vol. 12(3), pages 1-17, January.
    • Handle: RePEc:gam:jmathe:v:12:y:2024:i:3:p:399-:d:1326850
    as

    Download full text from publisher

    File URL: https://www.mdpi.com/2227-7390/12/3/399/pdf
    Download Restriction: no
    File URL: https://www.mdpi.com/2227-7390/12/3/399/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Williamson, Oliver E, 1979. "Transaction-Cost Economics: The Governance of Contractural Relations," Journal of Law and Economics, University of Chicago Press, vol. 22(2), pages 233-261, October.
    2. Antje S. J. Hütten & Torsten Oliver Salge & Thomas Niemand & Florian U. Siems, 2018. "Advancing relationship marketing theory: exploring customer relationships through a process-centric framework," AMS Review, Springer;Academy of Marketing Science, vol. 8(1), pages 39-57, June.
    3. Sutton-Brady, Catherine, 2008. "As time goes by: Examining the paradox of stability and change in business networks," Journal of Business Research, Elsevier, vol. 61(9), pages 968-973, September.
    4. Johnson, Devon & Grayson, Kent, 2005. "Cognitive and affective trust in service relationships," Journal of Business Research, Elsevier, vol. 58(4), pages 500-507, April.
    5. Gounaris, Spiros P., 2005. "Trust and commitment influences on customer retention: insights from business-to-business services," Journal of Business Research, Elsevier, vol. 58(2), pages 126-140, February.
    6. Aric Rindfleisch, 2020. "Transaction cost theory: past, present and future," AMS Review, Springer;Academy of Marketing Science, vol. 10(1), pages 85-97, June.
    Full references (including those not matched with items on IDEAS)

    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. Simona-Mihaela TRIF, 2012. "Antecedents and consequences of relationship quality. A case study of banking sector in Romania," Timisoara Journal of Economics, West University of Timisoara, Romania, Faculty of Economics and Business Administration, vol. 5(18), pages 253-271.
    2. Andrew Robson & Mark Ojeme & Nigel Coates, 2016. "The SMEs’ perspective of trust in a B2B relationship," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 21(2), pages 103-112, June.
    3. Enthoven, Laura & Van den Broeck, Goedele, 2021. "Local food systems: Reviewing two decades of research," Agricultural Systems, Elsevier, vol. 193(C).
    4. Wu, Jyh-Jeng & Chen, Ying-Hueih & Chung, Yu-Shuo, 2010. "Trust factors influencing virtual community members: A study of transaction communities," Journal of Business Research, Elsevier, vol. 63(9-10), pages 1025-1032, September.
    5. Khan, Muhammad Asif & Pattnaik, Debidutta & Ashraf, Rohail & Ali, Imtiaz & Kumar, Satish & Donthu, Naveen, 2021. "Value of special issues in the journal of business research: A bibliometric analysis," Journal of Business Research, Elsevier, vol. 125(C), pages 295-313.
    6. Huang, Yimin & Wilkinson, Ian F., 2014. "A case study of the development of trust in a business relation: Implications for a dynamic theory of trust," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 7(1), pages 254-279.
    7. Nagel, Duane M. & Giunipero, Larry & Jung, Hyeyoon & Salas, Jim & Hochstein, Bryan, 2021. "Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability," Journal of Business Research, Elsevier, vol. 128(C), pages 174-186.
    8. Abbie Griffin & Gloria Barczak, 2020. "Effective reviewing for conceptual journal submissions," AMS Review, Springer;Academy of Marketing Science, vol. 10(1), pages 36-48, June.
    9. Szymon Maciej Lis, 2024. "Struktury organizacyjne centrów usług wspólnych – podejście oparte na ekonomii kosztów transakcyjnych," Gospodarka Narodowa. The Polish Journal of Economics, Warsaw School of Economics, issue 2, pages 112-130.
    10. Lei–Yu Wu & Chun–Ju Wang & Cheng–Ping Chen & Lee–Yun Pan, 2008. "Internal Resources, External Network, and Competitiveness during the Growth Stage: A Study of Taiwanese High–Tech Ventures1," Entrepreneurship Theory and Practice, , vol. 32(3), pages 529-549, May.
    11. Nima Jalali & Sangkil Moon & Moon-Yong Kim, 2023. "Profiling diverse reviewer segments using online reviews of service industries," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(2), pages 130-148, June.
    12. Han, Shaojie & Su, Jingqin & Lyu, Yibo & Liu, Qing, 2022. "How do business incubators govern incubation relationships with different new ventures?," Technovation, Elsevier, vol. 116(C).
    13. Mariani, Marcello M. & Fosso Wamba, Samuel, 2020. "Exploring how consumer goods companies innovate in the digital age: The role of big data analytics companies," Journal of Business Research, Elsevier, vol. 121(C), pages 338-352.
    14. Pietro Cunha Dolci & Antonio Carlos Gastaud Maçada, 2014. "Information technology investments and supply chain governance," RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração, vol. 18(2), pages 217-235.
    15. Junyon Im & Sunny Sun, 2015. "Profits and outreach to the poor: The institutional logics of microfinance institutions," Asia Pacific Journal of Management, Springer, vol. 32(1), pages 95-117, March.
    16. Jonathan H. Reed, 2022. "Operational and strategic change during temporary turbulence: evidence from the COVID-19 pandemic," Operations Management Research, Springer, vol. 15(1), pages 589-608, June.
    17. Ariño, Africa & Reuer, Jeffrey J., 2004. "Alliance contractual design," IESE Research Papers D/572, IESE Business School.
    18. Peter G. Klein & Michael E. Sykuta, 2010. "Editors’ Introduction," Chapters, in: Peter G. Klein & Michael E. Sykuta (ed.), The Elgar Companion to Transaction Cost Economics, chapter 1, Edward Elgar Publishing.
    19. Hoontaek Seo & Sangho Yi & William McCumber, 2024. "Friendly Boards and the Cost of Debt," JRFM, MDPI, vol. 17(7), pages 1-17, July.
    20. Robert S. Gibbons & Manuel Grieder & Holger Herz & Christian Zehnder, 2019. "Building an Equilibrium: Rules Versus Principles in Relational Contracts," CESifo Working Paper Series 7871, CESifo.

    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:gam:jmathe:v:12:y:2024:i:3:p:399-:d:1326850. 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: MDPI Indexing Manager (email available below). General contact details of provider: https://www.mdpi.com .

    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.