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Buyer perceptions on the buyer-supplier collaborative relationship and performance: a service example

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  • Hulya Julie Yazici

Abstract

Increasing need to improve efficiency and/or productivity and achieve competitive advantage causes organisations to look into collaborative relationships with their supply chain partners. This study examines how buyer-supplier collaboration contributes to relationship outcomes as measured by supplier delivery performance, buyer perceived business performance and revenue. Surveys collected from 57 managers of a US service organisation reveal the significance of knowledge transfer in improving buyer performance and supplier delivery performance. Also, knowledge transfer is a key mediator explaining the association between supplier relationship management and performance constructs when buyer-supplier relationship length is added to the model. If buyer and suppliers are in a trustworthy and sustainable relationship, they will be more likely learn from each other, respond to each other's concerns and problems that in turn improve business performance. Buyer and suppliers can use these results to better understand the implications of knowledge management in the supply chain.

Suggested Citation

  • Hulya Julie Yazici, 2012. "Buyer perceptions on the buyer-supplier collaborative relationship and performance: a service example," International Journal of Services and Operations Management, Inderscience Enterprises Ltd, vol. 12(2), pages 165-187.
    • Handle: RePEc:ids:ijsoma:v:12:y:2012:i:2:p:165-187
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    Cited by:

    1. Yang, Yang & Jiang, Yan, 2023. "Buyer-supplier CSR alignment and firm performance: A contingency theory perspective," Journal of Business Research, Elsevier, vol. 154(C).
    2. Faridzah Jamaluddin & Nizaroyani Saibani, 2021. "Systematic Literature Review of Supply Chain Relationship Approaches amongst Business-to-Business Partners," Sustainability, MDPI, vol. 13(21), pages 1-25, October.

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